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Some of the Top Producers in Top Echelon Network offer contract staffing to their client companies.  In this episode of “Top Echelon TV,” Top Echelon President Mark Demaree interviews Debbie Fledderjohann of Top Echelon Contracting, who explains the advantages of contract staffing and how recruiters can get started offering contracting to their client companies.  She also talks about why it’s important how you’re classifying your contractors if you run your own back-office.

If you don’t offer contracting to your clients, you should start.  You’re leaving money on the table that other recruiters are only too glad to snatch up.


If you have any questions, visit Top Echelon Contracting’s website at or call (330) 454-3508.

Matt DeutschYes, it’s a rather blunt headline. But I got your attention, didn’t I?

Everybody who’s a Preferred Member recruiter in this Network wants to make more money and top placements. But how do you do it?  Well, we’re going to show you two recruiters who serve as a perfect model for building a Trading Partner relationship that produces placements.

Those two recruiters are Donna Carroll of Systems Personnel and Gary Silver of The Shay Group.  As I mentioned in last week’s issue of The Pinnacle Newsletter Blog, Carroll recently made her 100th Network placement and Silver made his 200th.

Carroll deals in the placement of Management, Health IT, MEDITECH, and Sales professionals in the Healthcare industry, while Silver specializes in Healthcare and Information Technology.  So they work the same industry . . . that makes sense.  But what else has contributed to their success as Trading Partners?

They work well together AND they know how each other likes to work.

Gary SilverHow did Carroll and Silver reach this point?  By investing time in the relationship, from the very beginning, over 15 years ago.

“Donna and I work very closely together,” said Silver.  “She knows my capabilities, and I know hers.  Her client development is excellent, some of the best in Top Echelon.”

“Gary and I share the same business philosophy,” added Carroll.  “And when we call one another, we don’t only discuss current deals in progress.  We talk about other issues, as well, and that’s helped us learn more about the way each other works.”

They communicate constantly.

Speaking of calling each other, Communication is one of The Four Pillars of the Network, and these two take it seriously.

“We don’t talk just every day, we talk several times a day,” said Silver.  “I’ll call Donna up and say, ‘What can I help you with today?’  Or if I have a job order, I’ll say, “Donna, can you help me with this?’  Wherever I can plug into her desk, I will.  She’s like a hotline on my desk.”

Is communicating every day enough?  Probably . . . but these two are communicating several times a day, and they are making placement after placement because of it.

They trust each other—completely.

Donna Carroll, CPCOkay, this is the single most important factor in any successful Trading Partner relationship.  We’ve been researching this and writing about it for years.  Once you trust your Trading Partner completely, you are going to make multiple placements.  Carroll and Silver are just one example of that.

“As partners, we trust each other implicitly,” said Silver.  “After you trust somebody like that, the placements just happen, although some placements are harder than others.  Some of them took a month to find the right person, but one way or another, we get the job done.”

“Gary is one of those people who I’ve come to know and trust,” said Carroll.  “When you have a trusted relationship like that, you can build on that toward making more placements.”

They’ve developed not just a Trading Partner relationship, but a friendship which has developed over the course of 15+ years of sharing family stories with one another.

This is a crucial element that basically seals the deal on an incredibly productive Trading Partner relationship.  Carroll and Silver have a stellar business relationship and a great friendship.  They like to work with one another AND they like each other.  You can’t beat a combination like that.  Once you’ve reached this point in a Trading Partner relationship with another recruiter, you will make placements!

So there you have it.  Now you know how to make money as a Preferred Member recruiter in the Top Echelon recruiter network:

  1. Find other recruiters who work your industry and/or niche.
  2. Build a relationship with those recruiters you work well with and you like to work with.
  3. Communicate on a constant basis to continue building those relationships.
  4. Over time, reach the point where you trust these Trading Partners completely, with all of your information and in every way possible.
  5. Make split placements!
  6. Repeat as necessary.

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(330) 455-1433, Ext. 125

If there’s one thing that we know about our conferences and conventions, it’s that they hold value for those Preferred Member recruiters who choose to attend.  And the recruiters who attend these events know that they hold value, as well.  In fact, a few of those recruiters agreed to talk about that value.  Incidentally, all of these recruiters are currently registered for the upcoming 2011 National Convention.  So, without further adieu . . .
“I would like to thank TE for their continuing efforts to host conferences that relevant, educational and fun!

After having worked for one of the top recruiting firms in the country for the first five years of my career; I took a chance on myself and started my own firm fifteen years ago.  I am not sure how far I would have gotten if I had not been lucky enough to have discovered TE.  My business is intricately connected with most of TE’s services but one of the most useful services TE has to offer is the yearly conferences.

In the fifteen years that  I have been attending TE conferences I have never failed to come away with valuable tools and a fresh insight into our industry.  The TE staff and TE membership are among the most helpful, honest and talented people in our industry today.   I highly recommend every one of the TE membership make the investment in themselves and attend the2011 National Conference this year.

Jill Kohler-Easley of the Easley Resource Group


Eric Berg“It’s always good to get away from the day to day  business grind and  meet Peers who you have worked with over the past year.I think these face discussions whether they are in a social or business setting go a long way to building better business relationships. It does help to recharge your batteries. The exchange of new ideas and approaches is another positive reason to attend. Looking at your business in a different way can be beneficial.”

Eric Berg of JN Adams & Associates, Inc.


Cindy Cordell, CPC“Every time I go to a TE convention I meet someone new and as a result we have been able to make splits.  The most stupid example is  – Lloyd Shoemaker and I, he’s about an hour up I-75 from me, never even knew each other existed, sat at a TE Saturday night dinner together and now I am one of his  go-to person for IT and Accounting positions.  Whenever a  I have an ERP related IT position I will always make Sean Napoles aware of it and of course I have met Sean numerous times at conventions.  I have been a member of a number of networks over the 30+ years I have been recruiting and although this job might  be done by email and over the phone – I think we all know that face-to-face the only way we can make a placement!”

Cindy Andrew Cordell of Corporate Resources, LLC


As you can see, the value that Top Echelon conferences and conventions hold can take a number of different forms.  However, there is value in attending, and you can attend the National Convention at the low price of just $345 per person during the Early Bird Registration period.  Don’t let this opportunity pass you by.  Login to the Members’ Area today and sign up for the convention.  We hope to see you there!

Top Echelon Network would like to welcome the following recruiters and their firms as New Preferred Members.  We encourage the rest of the Membership to reach out to these folks and introduce yourself to our newest Members.  Remember, these people joined the Network because they want to make split placements, so let’s not waste any time.  Give them a call and get the split placement ball rolling.

Click on the recruiters’ names to visit their Recruiter Profile within Top Echelon Network.  (Note: You may be prompted to login to the system before being able to view their Profile.)

New Preferred Members

Recruiter: Stacy Pursell
Firm Name: The Pursell Group, LLC
Location: Tulsa, Oklahoma
Specialties: Animal Health, Animal Science, Veterinary, Agriculture, Agribusiness, Research and Development, Sales & Marketing, Pharmacovigilance, Technical Services, Pet Products, and Pet Specialty



Recruiter: Crystal Dunson Watson
Firm Name: Dunson & Associates, Inc.
Location: Clayton, Ohio
Specialties: DoD Information Technology (IT) Support, Computer Programming, Database Administrators, Technical Writing, Software Trainers, Computer-Based Trainers, Computer Graphics, Analysis, Online Help Development, Project Management, System Design, Web Development, Software Testing, Computer Programming and Engineering, Help Desk, Installations and Networking, System Analysis, and Healthcare

We’d like to welcome Stacy and Crystal to Top Echelon Network and congratulate them on becoming new Preferred Members!  Send them an email or give them a call to welcome them to the Network . . . because everybody likes to feel welcomed.

Applying for MembershipWe rely on the current Membership of Top Echelon Network for a lot of things, including screening recruiters who are applying for Membership in the Network.  That’s why we encourage you to take a look at the names of the recruiters below, all of whom are currently applying for Membership.

If you have comments regarding any of these names, please contact Membership Development Coordinator Drea Codispoti at (330) 455-1433, Ext. 156 or via email at

Applying for Preferred Membership

Recruiter: John Spinosa
Firm Name: Jonathan Marks and Associates
Location: Fishkill, New York
Specialties: Accounting & Finance (Professional Services, Industry, and Financial Services)

Recruiter: Tom Daly
Firm Name: Smith, Harney & Daly, LLC
Location: Tampa, Florida
Specialties: Management Consulting, Lean or Six Sigma, and cleared candidates in the Defense industry

Recruiter: Ginger Jimenez
Firm Name: GS3 Solutions
Location: Houston, Texas
Specialties: Oil and Gas Engineers and Nuclear Engineers

Recruiter: Lisa Richmeier
Firm Name: Richmeier Consulting & Recruiting, LLC
Location: Peoria, Arizona
Specialties: Accounting, Banking & Finance; Human Resources; Sales, Marketing, & Advertising

Remember, If you have comments regarding any of the names listed above, please contact Membership Development Coordinator Drea Codispoti at (330) 455-1433, Ext. 156 or via email at

And be sure to check The Pinnacle Newsletter Blog in the future for the names of other recruiters who are applying for Preferred Membership in Top Echelon Network.  We both need and appreciate your help.

Has it been a brutal winter for recruiters in some parts of the country?  You’d better believe it.  But March is here, winter won’t be here for much longer, and Preferred Members of the Network are still making split placements and still want to praise each other for them.  And who are we not to oblige them?  Nobody, that’s who.

That’s exactly what we want—warmer weather, more sunshine, and more splits.  Sounds like a happy to spring to us.  Hopefully, the economy will heat up just as much as the weather.  In the meantime, below are two more Top Echelon Network recruiters who want to laud their Trading Partners for recent split placements.  If you have comments for a Trading Partner regarding a split placement, please email those comments to

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Steve BrandvoldEric Berg“Thanks, Eric, for doing such a good job of matching people to the job.”

Submitted by Steven C. Brandvold of Executive Connection regarding his split placement with Eric Berg of JN Adams & Associates, Inc.

Position Title—Plant Manager
Fee Percentage—27%

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Jan Clements“Rosemarie [Christopher, Jan Clements], and the rest of her staff are wonderful partners.”

Submitted by Denise Milano Sprung of Joseph Associates, Inc. regarding his split placement with Jan Clements of Med Exec International

Position Title—Director of Clinical Pharmacology
Fee Percentage—25%

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Remember, if you have comments for a Trading Partner regarding a recent split placement, please email those comments to  We’ll publish them in the newsletter.