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 Darryl to any candidate!

    Darryl Jackson did a great job providing the resources and the tools I needed to land a great job. He was patient, knowledgeable, and willing to go the extra mile to ensure that I was successful.     Thank You So Much! Jalen Hannah I would recommend Darryl Jackson to any candidate!
  • Allison Sullivan was fantastic in finding me a wonderful position!

    She was very professional and upbeat! My background was a perfect match for their opening and their remote position, in my field of expertise, is exactly what I was looking for! I could not be happier!
    -Lisa Williams
    Allison Sullivan was fantastic in finding me a wonderful position!
  • Colleen Casey is the BEST!

    Thanks to Colleen Casey of Patrice and Associates, I will be starting a new, more rewarding chapter in my life!  Because of Colleen’s deep dedication and hard work, accomplishing this could not have been any easier.  Thank you for all that you have done!
    Thanks,
    Justin Whitcomb
    Colleen Casey is the BEST!
  • Corina is amazing!

    Corina is a true hospitality professional. She does her research on the candidate, and client to insure both parties are the right fit for each other. She gives great advice and makes a personal connection. I will go to Corina and Patrice & associates for all future needs.
    Thank you again!
    Nick Gonzales
    Corina Mack is amazing!
  • Brenda Falusi helped place me at my dream job!  

    She was a great resource, providing interview tips, customizing my resume and cover letter to fit the role. She also gave possible interview questions, using historical data. She was my hype person, my coach. She is superior to any other recruiter I have used.
    Mahalo,
    Marcus Lage
    Brenda Falusi helped place me at my dream job!