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May 15, 2005
Creating demand for the "Art of Recruiting" using ROI selling
by Shawn Upchurch, Principal

ROI selling makes sense, but not for the faint-at-heart. As an executive recruiter, I have wrestled with quantifying the financial value of my customized hiring programs for years. The best I have to offer from tracking my performance since 1997 is that I am 93% accurate in predicting on-the-job performance.

But, what are my client's return-on-investment? Great question!

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