Guide for Life Cycle of Recruitment Process

This syllabus is relevant to those who are running a full desk – managing both the recruitment process and the client development process.  Episodes span from spotting danger signs early in the process to utilizing reference checking as an approach to invigorate your marketing calls.  This 12-meeting suggested plan can be implemented as frequently as you’d like – we would suggest one meeting per week for three months.

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Meeting 1

Presenter:  Jordan Rayboy, President and CEO of Rayboy Insider Search

Episode Run Time: 33 minutes

Summary:  In this presentation, Jordan focuses on planning, and how to become more aware of how you are spending your time.  What’s interesting is the fact that Jordan and his team work completely via remote offices.  His office is luxury mobile home – so he HAS to have fantastic planning skills.  You’ll learn how to plan your time, how to track and measure performance, how to automate research, and much more.

Possible Homework:  For the next week, ask each associate to set three “action items” they commit to, and set a date to revisit progress. Each individual can find an accountability partner to help hold them to these commitments and changes in behavior!

 

Meeting 2

NLE TV Episode:  “Critical Control Points”
Presenter:  Greg Doersching, Founder of The Griffin Group
Episode Run Time:  36 minutes  (Part 1)

Summary:  In this session, Greg presents his Critical Control Points, which is a set of best practices for the recruiting process.  Greg has tracked “problem” calls received over a span of 3 years and for 100 jobs.  In this presentation, Greg shares his 9 key areas of the Recruiting Cycle that become the Critical Control Points.

Possible Homework:  For some offices, planning is a ‘must’ and plans are checked every day.  For others, planning might look like a few names scribbled on a piece of paper.  Using Greg’s third Control Point, challenge yourself and your team to come in planned with at least 100 calls every single day.  You could host a special happy hour or lunch for all those who succeeded – and make sure to measure the results from the week prior (perhaps unplanned) versus this next week (planned and executed)!

 

Meeting 3

NLE TV Episode:  “Critical Control Points”
Episode Run Time:  36 minutes  (Part 2)

Summary:  Above

Possible Homework:  In Greg’s fifth Critical Control Point, he talks about the process of submitting candidates in a way that guarantees an interview.  Revamp your current method of candidate presentation over the next week.  If you think that the document Greg referenced is valuable, create something similar; if it wouldn’t be practical for your industry, devise a system that accomplishes the same mission in ensuring an interview.

 

Meeting 4

Presenter:  Nathan Hanks, Former MRI Network #1 Producer

Episode Run Time:  30 minutes

Summary:  Nathan Hanks ranked #1 out of 5,000 peers in 44 countries within the MRI Network, the worlds largest professional search organization. His boasts the astonishing record of over $3 million cash-in in one calendar year. He broke his firm’s all-time record for company production, won awards for client service, and created a national ERP software practice producing $30 million in revenue with more than twenty Fortune 500 clients.  Every recruiter, new or tenured, that is interested in a lucrative, life-long career will benefit from this critical information!

Possible Homework:  Market Mastery is a concept that nearly every Big Biller references as a key to their success. There is an article attached to Nathan’s Facilitation Guide titled “The Mantra of Denny Crane” by Jeff Kaye. For homework, the group can not only read that article for a better understanding of Market Mastery, but also can log on to the Next Level Exchange and click on the NLE Library.  Under “Approaches to Marketing”, have each person spend time on the “Market Mastery” section of the Library.  Have each person come prepared to the next meeting with at least two new Market Mastery scripts, a new voicemail using a Market Mastery script, and a follow-up email template to be used when Market Master Marketing.

 

Meeting 5

NLE TV Episode:  “Spotting Danger Signs”
Presenter:  Scott Love, Owner of Scott Love Associates
Episode Run Time:   25 minutes  (Part 1)

Summary:  Spotting the Danger Signs to detect future problems with Clients and Candidates is key to the success of your recruiting business.  In this content-rich session from industry expert and trainer Scott Love, you’ll learn to ask the right questions, the right kind of questions and how to use follow through dialogue to gain commitment from clients and candidates.

Possible Homework:  Create a document that you will use for the next week to help you better understand your Candidate’s Background, grasp a firm knowledge of his/her Uniqueness and Value, and know the Saleability of your candidate.  This could be something that you use to present your candidates to clients – it can also simply be used to help you better identify the areas you need to further explore.

 

Meeting 6

NLE TV Episode:  “Spotting Danger Signs”
Episode Run Time:   19 minutes  (Part 2)

Summary:  Above

Possible Homework:  Scott switched from the candidate side to the client side of the process, and identified some possible areas to spot some danger signs early on in the process.  The “Solid Search Assignments” in the Next Level Library has over 100 questions we can ask to take an effective Needs Analysis Profile.  After this meeting, have everyone on your team log on to the Next Level Exchange and click on the NLE Library.  Under “Search Assignments”, have each person spend time on the “Prioritizing Search Assignments” section of the Library.  There are multiple forms, client emails, and scripted dialogue that should be printed and brought to the next meeting; the group can discuss and troubleshoot different issues encountered when prioritizing search assignments.

 

Meeting 7

Presenter: Neil Lebovits, President and Founder of The Dynamic Sale
Episode Run Time:  29 minutes (Part 1)
Summary:  Neil shares the secrets & systems that he has developed and harnessed while working himself up over his 20+ years in the industry.  Neil discusses how “Perm Fee Negotiations” is a comprehensive methodology more than an isolated closing technique.  He’ll cover the how you can never be overpriced with contingent agreements, negotiations 101, and the business decision steps to a close.
Possible Homework:  Create several specific scripts that help you navigate through the four scenarios above, and any others that you encounter on a frequent basis. Carefully think through your responses, then practice your delivery; start securing those fee agreements and new client relationships!

 

Meeting 8

Episode Run Time:  20 minutes (Part 2)

Summary:  Above

Possible Homework:  In Neil’s session, he shares one of the key points in any negotiation: “If I receive a demand or request, I should always ask for something equal and appropriate in return. Take the list that was started in this session and add to it, and then create a document with Mutual Expectations that can be sent to both a candidate and a client to ensure a truly collaborate partnership with your marketplace!    

 

Meeting 9

Presenter: Craig Silverman, Recruiting and Staffing Industry Trainer and Expert
Episode Run Time:  55 minutes (break into two meetings if needed)
Summary:  What makes a great job order or candidate?  Sometimes, looking beyond the resume and job description is key to increase your odds in making a placement can have a huge impact in your practice.  This presentation will show you how.  In Craig’s presentation, he’ll show you how to add sizzle to your client and candidate presentations, how to overcome objections, and provide three key ingredients to become successful in recruiting.

Possible Homework: Look at the last few deals that you lost and do a “deal autopsy” and analyze where they went south. Using the five points that Craig shared, use as a guide to better understand how deals fell through and what can be learned from them in the future. The definition of insanity is doing the same thing over and over again – and expecting a different result!

 

Meeting 10

Presenter: Chris Schoettelkotte, President and CEO of Manhattan Resources
Episode Run Time:  40 minutes
Summary:  Since starting his firm in 1999 with no prior recruiting experience, Chris’ constant push towards growth and excellence has created an organization with multiple offices, presently with 16 executive recruiters responsible for more than two thousand placements within the energy industry. In this session, you’ll hear Chris’ perspective on becoming a “Trusted Advisor” for his clients, how he converted his practice into a fully retained search office, and how he continues to grow his business.

Possible Homework: Chris shares his exact script that he uses with clients to explain the difference between a contingent relationship and a retained one. Revise your scripts if needed, and for additional homework, have each associate select the Top 3 Fee Clearing Objections they encounter. Prior to next week’s meeting, have each associate log on to the Next Level Exchange and click on the NLE Library. Under “Service Charges” you will see “Resistance and Rebuttals” with 10 specific Fee Clearing Objections and multiple rebuttals to each. Have each associate select the top 3 objections they can improve, re-script their new responses, and role play with each individual to fine-tune their new rebuttals.

 

Meeting 11

NLE TV Episode:  “Radical Reference Checking”
Presenter:  Jeff Skrentny, President and Owner of Jefferson Group Search
Episode Run Time:   36 minutes

Summary:  Why, for most recruiters, does reference checking seem to be an afterthought of the search process? Most still put off a reference check until the very end of their deal making process. They see it as a tedious and time consuming last step; when actually, reference checking should be the first thing they do.  Reference Checking has now become Jeff’s most successful prospecting technique.  It has lead to over 53% of his billing dollars since January of 2002, it all but eliminates the voicemail/caller ID problem recruiters must endure, it has lead to the referrals of more than 39% of the candidates he has placed since 2002, and he estimates that it has reduced the amount of time his team spends checking references by about 70%.

Possible Homework:  Most recruiters use a Reference Check Form that is stale and dated.  For homework, revamp your Reference Check Form.  To get started, your team can log on to the Next Level Exchange and click on the NLE Library.  Under “Approaches to Marketing”, have each person spend time on the “Reference Check” section of the Library.  Have each person come prepared to the next meeting with a new and improved Reference Check form and Reference Check follow-up email.

 

Meeting 12

NLE TV Episode:  “Radical Reference Checking”
Episode Run Time:   24 minutes

Summary:  Above.

Possible Homework:  One of the best ways to differentiate your approach is by having statistics that nobody else has.  These are often tedious to gather and aren’t something that recruiters are patient or organized enough to track – but think about the impact you could make when you have statistics like Jeff’s:
•    Placed more than 1147 professionals in the Chicagoland area since 1987
•    Has an incredible success rate of over 95% with searches he completes
•    Is proud that 82% of his hires are still employed with his clients 3 years later
•    And that 61% of his placements are still employed with his clients 4 years later
•    And that over 55% of his hires have receive at LEAST one promotion since being hired
Over the next week, devise a system that allows you to track either your past placements or new placements moving forward.