1. Creative approach to maximize billings in a one-man shop
John Schlegel

2. My situation One-man shop since 2008 High Goal Challenge No researcher
No administrative help
No third party resources
High Goal
$800,000
Challenge
$27,000 average deal size on job orders
2.5 per month needed to hit $67,000
Need to avoid gaps in my year
My Solution = MPCs

3. mpc breakdown Average MPC Revenue is 44% of Total Revenue
Average MPC Deals is 37% of Total Deals

4. Major Benefits of mpcS? Increases deal size
$39K for MPCs vs. $27K for non-MPCs
Average MPC revenue is 42% more per deal than Non-MPC revenue
9 out of 12 $50K plus deals since 2008 were MPCs
Higher percentage of MPCs are placed
Submitting an MPC to multiple clients increases the odds you will make a placement
Promotes more strategic relationships with clients and candidates
Eliminates competition
You have the market cornered on your product
Don’t have to worry about your process being derailed by candidates from other recruiters, the client filling the role internally, job order being canceled or HR bottlenecks
Keeps me alive when job orders aren’t abundant
Entry point and lack of distractions speeds up the processes
There is no competition. I created the market.
Entry point is CEO
Never out of the game
KPMG, HSSK
I’m creating strategic hires. Not filling holes.

5. My approach to mpcs Approach every call with MPC in mind
Needs to be a consistent part of what you do
Ideally sending out multiple MPCs each week
Qualify candidates hard
Are you truly able to tell a compelling story about them?
Are they completely committed to your process?
Do they have reasonable salary expectations?
Taking candidates to market
examples
Voice Mail examples

6. MPC PITCH
Frank, I think Bob could be a very good fit for your firm. In the past five years, he has generated revenue for valuation services ranging from $1 million to $1.8 million on an annual basis. I'd love to have you meet Bob for coffee or have him come into the office in the next week or so if you see potential in this. I am around if you have any questions. Thanks! John Schlegel

7. Client teaser
Craige, If I could get you a team that traditionally sells $4MM in Atlanta, would that be worth a look? I really like these guys and think it would be good for you to at least speak with them. John Schlegel

8. Email CLIENT TEASER Mark,
Would the firm have any interest in a cost seg director in LA with a realistic capability to sell $400—500K of work in year one? 
John Schlegel

9. voic
Hi Bob. We have not met. I have been recruiting valuation and dispute professionals exclusively across the country for 13 years. I have someone I’d like you to meet for coffee. This individual has a $2MM BV book of business in Chicago and no non-compete. He is open-minded to making a move right now for a couple of specific reasons I can explain to you when you call. Bottom line is I think he would give you a terrific ROI within the first 6-12 months. I’m also sending an with a bit more information on the candidate. Please give me a ring when you have a moment to discuss. I definitely think this is worth your time. Talk with you soon.

10. summary Become more efficient Bill higher fees
Bond with candidates and clients more effectively
Enjoy the business more
Always in the game