CASE STUDY: 5 Keys to Recruiting Success à la Dave Sgro

[A note from the editor: We’ve often highlighted the successes of our customers over on The Pinnacle, our blog for Top Echelon Network members. But now, we’ve decided to run a case study series on our public recruiter training blog, too. Our hope is that these recruiter’s stories will give you inspiration for your own success! If you’d like to be featured in this series, please contact us.]

Among Top Echelon Network recruiters, just mention Dave Sgro and you’ll get a smile. His fun, welcoming personality is perhaps his most well-known trait. It’s matched only by his dedication to recruiting, which has resulted in split fee placements for 33 of Dave’s trading partners.

Since joining the Top Echelon recruiting network in 2006, Dave has earned a total cash-in on his splits of more than $660,000. Actually, it’s even higher, since that number doesn’t account for his 10 contracting splits! Suffice it to say, Dave excels at his craft. More importantly, he loves it—just ask him.

His firm, True North Consultants, specializes in the IT industry, but Dave also spends time in the accounting, finance, and audit realms. No matter the industry, Dave makes sure to “get it right.” We took a look at what Dave does to accomplish that, and it boils down to five keys:

#1—Balance in all things

Dave works a very balanced desk. Not only does he complete split placements with his trading partners, but he also handles full-fee direct hire and contract placements on his own. He gets value from all three types because he balances his time and effort between each of them. The “proof is in the pudding”: Dave has made 83 Network split placements since 2006. He has also made 72 contract staffing placements through the Top Echelon’s recruitment back-office solutions since 1999, 10 of which were Network splits.

#2—No, seriously . . . balance in ALL things

Dave is balanced in another way, too: he is equally focused on his clients’ and candidates’ success. No matter which side of the desk he’s working, he strives for 100% customer satisfaction. This balance shines through on his website, with a page devoted to both job seekers and clients. It also shows in his split placement statistics: Dave sometimes has the job order, and sometimes he supplies the candidate. It all depends on what his customers need.

#3—Wring every drop of value from your “tools”

Dave has taken advantage of nearly every tool and service that Top Echelon has to offer. He makes contracting placements through the back-office, makes split placements through the Network, uses the recruiting software as his recruiting database, has the job board plug-in on his Top Echelon-designed and hosted website, uses the job posting service, and attends the Top Echelon conferences and small group meet-ups faithfully. He couldn’t wring another drop of value from his relationship with Top Echelon if he tried, and it’s clear in his numbers that this is a path to success!

#4—Go the extra mile

Dave just doesn’t do things halfway: when it takes an extra bit of effort to get to 100%, he makes it happen. During the past few years, he’s gone on client visits with Network trading partner Maria Hemminger so he could understand her client’s exact needs for IT candidates. Even when it’s not for his own clients, Dave goes that extra mile for customer satisfaction.

#5—Work hard . . . but play hard, too!

Dave certainly does work hard, but he balances it out by having a lot of fun. When Dave and Maria made a split placement in 2015, they took a “split placement selfie” to commemorate the occasion and sent it in to be published in the Network newsletter. By doing so, they pioneered a trend which quickly took off and became a fun way to celebrate split placements throughout 2015. At networking events, Dave is always one of the first to take part in a fun new activity—and he’s proven time and again that this translates to strong recruiting partnerships.

When you get right down to it, Dave’s recruiting philosophy is simple: work hard, find balance in everything you do, devote yourself to your customers, and have fun. Success will follow!

Training Video: Uncover Hidden Candidates 

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