How to Become More Valuable and Influential as a Recruiter, with Michael Goldman, Ep # 168

Mar 29, 2023

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Do you wish you had more influence with your clients and candidates?

The last time Michael Goldman joined our podcast, he shared the secrets of enjoying a long-term career in recruiting. In this interview, he reveals how we as recruiters and business owners can create more value and enjoy greater influence with our clients and candidates.

Michael started his recruiting career in 1980 and founded his own firm, Strategic Associates, in 1988. Michael has built an excellent reputation as an executive recruiter in manufacturing and supply chains nationwide on both a contingency and retained basis.

Michael is a Founding Member and former president of the Pinnacle Society. Having run a successful desk for 42 years, and been a consistent top producer, Michael also speaks on and teaches recruiting tactics and strategies to recruiters globally.

Episode Outline and Highlights

[07:30] “Pulling your career sword from the stone”- Michael shares his career-building insights.
[14:08] Focus on influencing rather than selling.
[18:28] Positioning your opportunity in the marketplace through a branding strategy.
[23:47] Michael shares the ‘vampire approach.’
[29:42] Integrating the branding philosophy when talking with candidates and clients.
[39:06] Bringing value to candidates by giving clarity to their career path.
[43:08] “The Death of Expertise” - Michael and I exchange book recommendations.
[47:30] Fostering connections and mentorship.
[51:40] No plans to retire; Michael’s 42-year career and still going strong!
[56:00] Sowing the seeds of value.

Focus on Influencing Rather Than Selling

A key insight that Michael discussed is why he advocates recruiters to influence, rather than sell. According to Michael, “A lot of people in our industry, especially newbies in the first 5 years or so are trained to throw up as much as against the wall as possible… What I do in the beginning is ask questions to determine the quality of the thought process that a prospect would have. I will understand what it takes to influence them as opposed to selling them…Because that is the key to unlock their retention.”

How does this translate to your role as a recruiter or a recruitment business owner? This is how Micheal explained it: “They expect you to be interesting… You have to realize, these people in the marketplace every day are in storms. They are constantly trying to sweep back the water on the deck of the boat and they are dealing with daily and weekly challenges… If you can tap into their perception of what success is in their life and you can do it in an interesting way, that will lead you toward providing significant influence with prospective candidates and clients.”

Integrating a Branding Philosophy to Engage Your Clients and Candidates

Michael discussed what differentiates a transactional recruiter from a consultative recruiter. He believes it’s about integrating a branding philosophy to establish trust and influence, especially when engaging with candidates and clients. From a branding perspective, there are parallel activities that Michael shared from both the candidate and client’s side. From the candidate side, he helps them identify their unique value proposition and helps them re-write their CVs to make them more powerful and aligned with their personal branding. On the client side, Michael helps his clients align their job descriptions in line with the employer's brand and vision of opportunity to make it attractive to the right sort of people.

Our Sponsors

This podcast is proudly sponsored by i-intro and Recruitment Entrepreneur.

i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you’ll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: www.recruitmentcoach.com/retained

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Michael Goldman Bio and Contact Info

Since 1980, both in his native New York and Austin, Texas, Michael Goldman has cultivated a respected reputation for achievement in nationwide manufacturing/supply chain executive recruitment on both a contingency and retained basis. In 1988, he founded Strategic Associates with the purpose of creating a highly specialized firm encompassing talent in the areas of the supply chain, procurement, quality/regulatory affairs, and operations (plant and corporate). Clients span industries from medical devices to consumer packaged goods to industrial to high technology products–from perishable goods to durable–from food products to computers and personal communication devices to biomedical technology to capital equipment. They are from Fortune 500 and 50 to mid-sized privately-held firms.

Michael is an original Founding Member of the Pinnacle Society and, from 1991 to 1995, served two consecutive terms as its second president. He was awarded the Honorary Lifetime Membership in recognition of both his accomplishments in recruiting and service to Pinnacle. In addition, he has earned his CPC through the National Association of Personnel Services.

Along with continuously maintaining his consistent success as a “desk-running” recruiter for over 40 years (and currently), Michael also speaks on and teaches domestically and internationally advanced and basic recruiting tactics and strategies. He has been requested to provide grass-roots recruitment seminars and speaking engagements to American state and national organizations as well as international audiences. To date, he has personally educated recruitment professionals in the US, Ireland, England, and South Africa. In addition, he has conducted webinars for state recruiting organizations and Pinnacle Society meetings, and Pinnacle Panel events.

Michael on LinkedIn
Strategic Associates website link

People and Resources Mentioned

The Pinnacle Society website link
Lou Adler on LinkedIn
Allan Fisher on LinkedIn
Somer Hackley on LinkedIn
Natasha Makhijani on LinkedIn
The Death of Expertise by Tom Nichols
How I Raised Myself from Failure to Success in Selling by Dale Carnegie

Connect with Mark Whitby

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