J. Miles Personnel rises among the ranks of professional headhunters

When most companies were forecasting dismal earnings, making drastic work force cuts or, worse, closing their doors during the first half of this year, Matt Scheihing's company was edging out others to be named in the Top 25 revenue-generating agencies in his industry. And he's in the business of finding people jobs.

"With the business climate today, that is outstanding," says Elaine Romberg, president of Inter-City Personnel Associates, the organization recognizing the top 25 recruiting agencies among its 200 members. "Recruiters like Matt have an edge with companies because companies know they will go out and recruit the very best."

Scheihing purchased J. Miles Personnel Services, a national staff recruitment and placement agency, from founder Jean Miles in November 2008. The company specializes in placing people in food consumer product companies, logistics industries and pharmaceutical manufacturing.

Firms across the country, such as Kraft Foods and Dairy Farmers of America, call on headhunter Scheihing and his staff to fill job openings.

J. Miles Personnel's site, www.jmiles.com, posts job opportunities such as a six-figure human resource manager for an Allentown, Pa., manufacturer and a $60,000 production supervisor for an Illinois food processor. Profiles of job candidates on file with the company include a Six Sigma black belt project engineer seeking compensation of $80,000 and a food scientist with expertise in the bakery and grain industries with a $90,000 desired salary. Client companies pay a percentage based on the employee's first-year salary.

Working with between 50 and 100 clients, this year the company has placed 20 people with 15 companies in 15 states, Scheihing says, declining to disclose revenues. He projects 10 percent growth in 2010.

Food manufacturing accounts for 75 percent of J. Miles Personnel's revenues and pharmaceutical groups generate 20 percent.

"You don't typically see large peaks and deep valleys in either industry, because we're all going to keep eating and, for the most part, taking our medications," says Scheihing.

The challenges are in companies reducing work forces and sometimes opting to leave positions vacant, he notes.

"They're trying to do more with less, like everybody is. They're only wanting to fill absolutely critical positions," Scheihing adds.

The static job market is further stalled by baby boomers who can't afford to retire, he says.

Despite these challenges, Scheihing is adhering to his business model. He believes trying to take on too much and venturing into uncharted waters at this time is the wrong thing to do.

"I think back to Jim Collins' book 'Good to Great,' where he talks about the hedgehog concept," Scheihing says. "Collins recommends that you do what you do well, and you stick with that. If you have a niche, you become exceedingly great at that one thing," he says.

Deanna Welsh, who works in recruiting for J. Miles Personnel, says the office receives 200 to 400 résumés via e-mail each day. With heavy paperwork involved, Welsh says finding a qualified candidate for a company's vacancy takes a minimum of 30 days.

Helping to reduce the lead-time to fill job openings is J. Miles Personnel's network of IPA members across the country. Staff can access job postings by other IPA offices and talk to their client candidates.

Before purchasing the company, Scheihing spent 10 years in the food manufacturing industry selling equipment to food manufacturing companies. He also spent four years in human resources and operations management, including a stint as Ollis & Co.'s chief operating officer, dealing with hiring, firing and recruiting.

With no Springfield companies as clients and only two in Missouri, Scheihing intends to establish a stronger local presence in 2010, specifically targeting the food and pharmaceutical manufacturing industries.

He plans to hire another recruiter, too.

"If it's a right fit culturally and works with our business model, we would entertain entering a new niche if that person could bring some expertise in that area," Scheihing says.[[In-content Ad]]