Reveals the secrets of retained search and how to make the switch from contingency.

Step up to a higher level of service, bigger fees and stronger client relationships! Bill’s unique approach to retained search is practical, fun—and brutally honest. If you've ever wondered how to make the switch, but lacked the training, the resources or the chutzpah, this audio program is for you. Here's a peek at the topics:

 Disk 1  Mindset, Methods and Opportunities
• The differences between retained and contingency • Learning the business, not the hype • An honest, rational approach to building a practice • Understanding the client’s perspective • Think like a partner, not a competitor • How to break old habits • Understanding retained search methods • A higher level of service • First-class vs. coach • The retained search mindset • Finding your market niche • When retained search is a bad idea • Dealing with executive compensation • Creating a business infrastructure of your own • Building a unique brand identity.

 Disk 2  Marketing, Contracts & Delivery of Service
• The retained search selling cycle • Marketing strategies to grow your business • Web sites, articles and newsletters • Direct mail techniques • Building your referral network • Retained search and rescue • The unequivocal importance of qualifying • Establishing your methods • Why small can actually be big • Setting your terms and conditions • Is there a fall-back position? • Contracts and other documents • Executing the search • Are meetings really necessary? • Making the switch—and never looking back.