Recruiter Stories
NALSC Podcast Recruiter Stories Episode 39: Ted McKenna; interview by Jordan Abshire
Ted McKenna, best-selling co-author of The JOLT Effect and The Activator Advantage, previews his upcoming NALSC keynote on what high-performing rainmakers do differently and how professionals can overcome client indecision. Drawing on research across law firms, search firms, and other professional services organizations, Ted discusses the unique challenges facing "doer-sellers"—professionals who must simultaneously deliver expertise and develop new business. He explores several approaches to business development, including the trusted-advisor "Confidant," the expertise-driven "Expert," and the "Activator," which his research identifies as the most successful profile. Importantly, these profiles reflect behaviors rather than fixed personality types, meaning professionals can learn and adopt more effective rainmaking habits. Finally, Ted discusses The JOLT Effect and the psychology behind client and candidate indecision, including the "fear of messing up" that can cause people to hesitate even when the facts support moving forward. He previews practical strategies for identifying, preventing, and overcoming that hesitation—an issue particularly relevant to recruiters navigating consequential hiring and career decisions.
