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People focused on performance hitting their potential. That has been Jon’s life work. As many have introduced him, Jon is the quintessential thought leader, trainer, speaker and consultant on all aspects of Human Capital, Talent Management and Performance Management. After a 14-year career in the Supply Chain Technology, Jon realized the strong demand for talent and for companies who could deliver high performing talent. He then purchased a Management Recruiters International franchise in November of 1998 and away he went. Jon achieved industry-leading success as one of an elite group of executive recruiters who billed over $1 million annually while building a multi-million dollar top 10 Office. In a 10year period (1999–2009), he cashed in over $10 million in personal production and established JSI as a top 10% executive search and staffing firm winning 17 international awards in the MRINetwork. Today Jon still works a desk. As of today, he has billed over 24 million in personal production since 1999. Jon sold his recruiting firm in 2012 to a large healthcare consulting firm. After a three-year stint as President and CEO, in 2015 – he started a new firm, focused on mutually committed search and contract staffing - Global Performance Search. After growing it to 7 offices in 5 different countries, focusing on Warehouse Automation and Renewable Energies, Jon merged GPS with SearchPath Global in 2020 and is currently their President and Managing Director of the fastest growing Franchise System in the world today. Today SearchPath Global has 45 offices in 8 different countries – growing at over 100% per year. In 2008 Jon founded the industries lead performance analytics tool - Revenue Performance Management. The RPM Dashboard is an Analytics and Developmental tool that focuses on taking staffing and recruiting professionals on a path to achieving their Performance Potential. Period. Currently the RPM Dashboard is used by over 500 companies worldwide to help them achieve. www.rpm-usa.com. Jon has personally coached over 500 business owners and executive leaders to help them achieve their personal and business vision. Jon can be reached at 513-515-1267 or jbartos@searchpath.com. Visit https://www.searchpath.com
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From Contingent to Retained: A 5 Part Series
By Jon Bartos | Tuesday February 6, 2019
Why Mutually Committed Relationships are the only ones that Work!
What if I could show you way by simply changing the relationship you have with clients, you will be able to make triple the placements, do less wasted activity and absolutely fall in love with your profession again? Would you be interested? Sound like a pipedream? Well it’s not. It’s so simple and has been my mission for the last 5 years of taking the executive search industry on a path to get the above benefits. All of this by simply changing their relationships with clients. “But What’s the problem with Contingent Search” you say? Simple. NO ONE has Skin in the Game. In most contingent search relationships, you are simply one of many vendors racing to supply a commodity. People. Hopefully high performing people. There are many vendors racing to quickly send over candidates in hopes someone will catch the client’s eye and get interviewed. The one who send over the right candidate first, gets paid. All others get nothing. NOTHING. And most recruiters fill 1 out of 8 to 1 out of 10 searches they work on. Making them 10-18% efficient. To compare this to something - contingent relationships payoff less than most slot machines at a casino. Let that sink in.
In order to change that dynamics, you need to change the relationships with clients to Mutually Committed, Skin in the Game Relationships. Over the next four months, we will go over step by step - how to move every relationship to Mutually committed and bringing your Job Order to Placement ratio to 1 to 1. What will this mean to you if you implement the changes? You will become a trusted advisor with your clients, you can stop racing to send in candidates in, you will have more fun at what you do and double if not triple your revenue in no time. And anyone can do it.
The first step in the process is to understand what your clients are going through based on current hiring practices and contingent search methodologies. Based on Brad Smarts – Top grading, his block buster book that has been on the top of the HR business book Charts since 2005, Brad says that the facts are “one out of every two hires that a business makes, turns out to be a mishire. Meaning that the person hired did not perform to expectations. Brad goes on to say that the cost of a mis hire is 5-24x a persons salary. So a person that we hire for 50K per year, 0% of all hires are bad ones and cost more than 250K per year to the company. That is the problem your clients are struggling with. And the race of contingent search just increases the likelihood of a mis hire dilemma.
Next month we will cover the process of insuring your clients do not have a mis hire, and transition over to becoming their trusted advisor in helping them hire high performers. And a path to money upfront.