Meet the Matchmaker for the Restaurant Industry

A recruiting firm founder knows a new job can change everything — even for her franchisees.

Back in 1989, after having worked as a pet store owner, a caterer and the first female captain on the Chesapeake Bay, Patrice Rice realized something: Any given restaurant needs five to seven managers, but finding qualified people is often a struggle. Hotels and casinos are plagued by similar staffing issues. So Rice set out to be the missing link. She launched a hospitality and restaurant industry recruiting firm, Patrice & Associates, and developed relationships with large chains like Arby’s, Buffalo Wild Wings, Applebee’s and the Cheesecake Factory. The business took off. Every time one of her more than 500 national clients needs a new manager for a new or existing location, Patrice & Associates is tasked with hiring them.

In 2010 she took the next step and turned to franchising, and today there are more than 100 Patrice & Associates franchisees throughout the United States and Canada. Rice travels around the country one week per month to offer support. “We don’t just give franchisees two weeks of training and say, ‘Good luck.’ We talk to them every day for 90 days,” she says. “My mission statement says recruiting isn’t all about money. It’s about helping people.”

Recruiting isn’t the most obvious thing to franchise. What makes this business appealing to franchisees?

“A lot of franchisees are first-time business owners, and it’s scary. There are three things they worry about: cash flow, how their industry is going to be affected by the economy and territory. We’re a unique opportunity — we have a safety net for all three. One, because I ran this business for 20 years before franchising, a lot of chains were already my clients, so I have jobs for franchisees to work on. Two, in America, the food industry is number one for jobs and for growth. And three, in every other franchise, territory is everything; in my model, they have a territory, but they can work the whole country.

Plus, we have very low startup costs, and franchisees can work from home. All you need is a telephone and the internet. There is no inventory to buy, no lease to sign and no employees to hire. I have a franchisee with an RV who travels the country.”

What do you look for in a franchisee?

“You have to have zero phone reluctance — plus sales experience, or sales ability. You have to be proactive. If that’s not the franchisee, then they have to hire a recruiter to be on the phone. This is not buying a job; it’s building a business. When you build a business, you figure out what your strengths and weaknesses are and you surround yourself with people who can shore up those weaknesses.”

Does recruiting have specific challenges?

“It’s constant rejection. You have to be able to handle that. Maybe a candidate isn’t interested in the job you have available, or doesn’t qualify. Or your candidate tells you they’re going to show up for the interview and doesn’t. They might say, “I can pass that drug test,” and they can’t. Franchisees also have to understand that we cannot help everyone find a job. That’s hard. We can help only about 10 percent of the people who send us résumés.

And it’s not about luck; it’s a numbers game. The more people you talk to, the more people go on interviews, the more people get hired, the more people you help and the more money you make.”

What have you learned about company culture and employee fit?

“In a lot of sales positions, you’re always thinking about closing the deal. That’s not what we do. We’re staffing partners for the client companies, but we’re also career coaches for people looking for their next job.

So listen to what they say. Don’t try to talk them into a particular job you have available. Understand what they’re looking for. If you can make a good match, then it all works out. And never forget that you are impacting somebody’s life and the lives of their family.”

This story appears in the June 2017 issue of Entrepreneur

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What Clients Say About Patrice & Associates

  • I would recommend Tom to anyone in the market for a job!

    Tom was very professional and responsive. He had great advice for the interview process and helped me practice patience as I waited to hear if I was going to be offered the job or not. Turned out, I didn't have to wait long. I interviewed on a Thursday with the DM, then the owner on Monday. I had an offer letter Wednesday afternoon! I would recommend Tom to anyone in the market for a job! Thank you, Michael Bayley I would recommend Tom to anyone in the market for a job!
  • Tim was absolutely amazing!

    He always had be prepared for each and every interview. His communication was fantastic and I had a wonderful experience working with Tim, and looking forward to using him again in the future when I have the opportunity to hire top notch candidates.

    Thank you, Andrew Hoang Tim was amazing!
  • I am very impressed with Joe!

    I just wanted to say that Joe has got to be the best recruiter I’ve met so far. He is very personable and very validative and positive. He is wonderful in his preparation. I’ve had quite a few recruiters contact me and gone on some interviews and I have never seen anything like this. I’m very impressed. Thank you, Lisa I am very impressed with Joe!
  • James made this process easy!

    James is a great guy, he was very involved in the process and great help.  James made entire process easy and without stress. I would recommend to my friends and will use him if needed again.   Thank you, Prem Patel James made this process easy!
  • Gary was a blessing!

    I want to thank Gary very very very very much for finding me this great job.  He was a blessing to me.  He went over and beyond to help me and always stayed in contact with me.  The world should have more Garys.  If it wasn't for him I wouldn't of found this wonderful job.  God bless him.   Sincerely, Patricia Monteiro Gary was a blessing!