Issue link: https://iconnect007.uberflip.com/i/1080843
44 PCB007 MAGAZINE I FEBRUARY 2019 Feature Interview by Nolan Johnson I-CONNECT007 While attending the IEEE Rising Stars Con- ference in Las Vegas, Nevada, I had a long and insightful conversation with veteran technical recruiter Terry McNabb. We covered so much information that the interview has been bro- ken into two sections. In this section, we dive deep into how to sell your services. Be sure to read the other part of my con- versation with Terry in this month's issue of SMT007 Magazine where Terry and I discuss the shortage of mid-career expertise in the workforce and best practices for hiring experi- enced technical staff. Nolan Johnson: I'm here with Terry McNabb who is a senior regional trainer from MRINet- work. Welcome back! Can you refresh us on your role and organization? Terry McNabb: MRINetwork is one of the larg- est executive search and recruitment organi- zations in the world. It has been in business as a franchise organization for over 50 years with approximately 400 offices spanning four continents. The most interesting thing about MRINetwork is that, for instance, most of the people who place electrical engineers are elec- trical engineers, so they understand the indus- try. They have a depth of understanding from years of working in it. Then, we teach them the recruiting process and how to identify the top performers in any marketplace, engage those people, and deliver them to our client companies. Johnson: Let's talk about sales and marketing, which have been your particular specialty. McNabb: At this point, I've been pretty equal- ly split between the two—18 years recruiting and now 16 years training. But I do have some interesting things to share on the sales and marketing side. Johnson: We certainly are seeing a change in the electronics manufacturing industry. Some companies succeeding and other companies