Welcome to issue 266 of the ukrecruiter newsletter.
Sales
Superstar Strategies – How the World’s Best Salespeople Get More
Sales!
Strategy 8: Know
Your Market
Know who your core clients are, their demography, their industry sector, their personal demographics etc. Outline your perfect customer on a piece of paper… in detail. Check that there are enough of them to build your business to the size that you want to build it to. Work out how to reach them, create your offering for them and get to work!
I have worked with many clients who will not turn away business. They say things like, “You can’t very well turn stuff away can you?” I can see the argument for this in the short term but in the medium to long term it can become professional suicide. The reason for this is that you end up tied up working for the clients that you
don’t want anymore and you never find the time to target and approach those who you do want.
Let’s say for example you’re a consultant and you charge £750 per day but you want to be in the £2,500 per day market. If you’re delivering 27 days a month at £750 you’re too busy to target the £2,500 a day clients. What’s more, if you’re good, the £750 a day clients will always keep you busy. Clearly this segmentation will not always be about money… you may choose to be at the bulk-business, low end of the market place.. even so, you need to know your market.
Gavin Ingham is a keynote speaker & author. Get more strategies & tools free by joining his free newsletter, Real World Sales Tools, at
www.gaviningham.net.
My Favourites will be back next
week. See the guidelines at http://www.ukrecruiter.co.uk/articles.htm
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Advertisement
ATSCo Conference – Mind over Market; Essential for all Sales Managers and Consultants
Don’t miss the annual ATSCo conference on June 22nd at the Café Royal, W1.
There is a tremendous line up of speakers covering critical topics such as
eAuctions, Working Smarter, Understanding HR Strategy, Winning Proposals,
Target Account Selling AND a panel of Procurement Experts. This is an excellent opportunity to hear new views and insights and top up your
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For more information go to the ATSCo web site at
Or contact Rina Durban on rina.durban@atsco.org
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Article
One: Review of Bill Radin's Seminar by David Sullivan
Have you ever been on a training course with a trainer whose ideas for increasing your performance sound fantastic in theory but even as they are talking you cannot really see how you could translate and apply what they are saying in the 'real world' environment of your recruitment desk? Or a trainer who is great fun and has you laughing all day but you come away with the feeling that for the money you have spent you would rather have covered more actual ground than watched a 'performance'. Even more disturbing is a trainer who provides no new insight.
The good news is that a Bill Radin training day falls into none of these categories. Bill is certainly highly charismatic with a wonderfully dry sense of humour and a stock of amusing anecdotes to keep the sessions fun. He has achieved tremendous success using the very techniques he teaches and during the day he covered a huge amount of material which, most importantly, is valid for recruiters working to real targets that must be met.
Bill has clearly thought in depth about the fundamentals of recruitment and in an industry that can be dominated by cliches and generalities, Bill concentrates on specifics. For example, when Bill makes it quite clear that the best thing you could really do to increase your billing is not to go on any training course but to increase your telephone calls by 50% - a message familiar to many recruiters – Bill uses his analysis of what works for the most successful recruiters to provide information on the specific time you should spend on different telephone calls for optimum results!
Bill's core philosophy is that whatever your specialism, certain principles always apply to recruitment and by combining solid technique with a style that's consistent with your personality, you will be a successful recruiter. Two major themes were (in my view) behind Bill's training and were applied to all parts of the course:
1, The mindset of a recruiter. Bills's experience is that recruiters are too willing to de-value their work in a number of ways such as charging too little for a premium service, negotiating too easily and bowing down to Preferred Supplier agreements. Bill covered numerous ways to increase the perception of value in your business and simple techniques for ensuring that others value your work as highly, for example, ways to bypass a Preferred Supplier list with the help of the Hiring Manager.
2, Keep your business simple. To achieve the basic goal of making as many placements as possible, Bill provides a number of set techniques for every stage of the recruitment process to ensure the recruiter does not further complicate matters. For example, a checklist of qualifying questions to ask every potential candidate to ensure that this person is somebody you should spend time working with as they are serious and motivated about finding a job and unlikely to accept a counter-offer.
The day itself was tightly structured and backed up by a useful notebook making note-taking very easy. Concentrating mainly on finding and managing strong, placeable candidates in a candidate-short market, Bill also spent time discussing how Clients should be selected, managed and how, if necessary, Clients should not be worked with if they are unable to fulfill basic criteria. It attracted a wide variety of delegates from very experienced Owners to Consultants with under one years experience. Bill established rapport with all, holding the attention of the delegates using a variety of techniques, with the role-playing directly with Bill a particular highlight.
A day with Bill will provide recruiters at all levels with specific, proven techniques that if implemented will undoubtedly improve your performance.
You can find more information about Bill Radin at www.billradin.com
David Sullivan is a Director of www.appointments-uk.co.uk
. Appointments-uk are Executive Search Specialists specialising in recruiting Senior people within Investigations and Dispute Resolution. He can be contacted on 01376 339222 or by email at
David@appointments-uk.co.uk
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Advertisement
EREC 2006, the leading UK and European exhibition and conference focussed exclusively on Executive Recruitment - 21st and 22nd June 2006
For the Executive Recruiters - Exhibiting will give you access to hundreds of HR managers and directors visiting to meet with potential new partners giving multiple new client opportunities over the course of just two days
For the Executive Job Seekers - The 65 exhibitors will have on display literally thousands of live vacancies. Talk to and register with agencies appropriate for your requirements to secure that next position. EREC 2006 makes this easier and quicker than ever before. In addition free CV clinics will offer those vital pieces of advice which could make all the difference.
For Corporate Companies - Meet with 65 of the top UK Search & Selection companies, and companies providing associated services, allowing you to source and eventually choose your recruitment partner
You can register in advance for this uniquely free-of-charge exhibition and conference at
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Article
Two: Business Tool Product Review - Insight from Innovantage by Louise Triance and Joel Graham-Blake
Company: Innovantage
Product: Insight
URL: www.innovantage.co.uk
Contact: Matthew Dewstowe on 01225 808020 or email:
matthew@innovantage.co.uk
Description:
Insight is an interesting product. It is a business intelligence tool specifically designed for the recruitment market. It gathers information from over 360,000 organisations in the UK and allows users to search for current and historical corporate vacancy information.
How it works:
The technology find, classifies, structures and extracts jobs and contact information published on corporate websites. This has resulted in a database of over 100,000 vacancies UK-wide. The database can be searched by vacancy type (sector, salary, location, etc) and the results show a basic overview in standardised format as well as giving a link to the original data on the corporate’s website. You can also search for a specific organisation and view a list of current and historical vacancies, a list of offices, links to any “about us” type pages on their websites and a list of contacts at that organisation. Innovantage claims that the tool works at an 85% accuracy of information on jobs listed.
Many recruiters may use the tool simply to locate corporate’s whose advertising may have failed. It is a much easier route to this information than trawling through newspapers and trade media. The tool could also be used to match up the skills of an excellent candidate to current vacancies in order to market them out or to research a potential new client. For search consultants the database of information can help to map out companies for head-hunting based on information in current and historical vacancies.
Feedback from a recruiter
Joel Graham-Blake, MD of Cultiv8 Recruitment Ltd (www.cultiv8recruitment.co.uk) trialed the system to give feedback for the newsletter.
The design and easy functionality of the system helps the user to create effective strategy methods for targeting specific job opportunities. The ability to extract statistical data helps the user to identify employment trends by sector, region, organisation, or a specific type of job. With plans to integrate a well known commercially accurate database of companies, there is scope for Insight to contain vacancies taken from over 500, 000 UK businesses and organisations. The only major weakness that I felt the system had was because the data accuracy rate is currently at 85%, there was still scope for more development and efficiency. However, that is still an opportunity to use our skills as recruiters when making contact with prospective clients, armed with the high level of information that the system does provide us with.
As well as the standard search function you can set up email alerts (where the system will email you according to your entered job preferences ensuring you are up to date with the latest jobs that come into your target sectors) and you can export the results of your search to Excel. This is a great feature that allows you to build up an in house collection of job vacancies, statistics and records, helping you to collate relevant data for your strategic marketing.
Joel’s summary
In the tough recruitment market, it pays to be ahead of your competitors through innovation and change. For that reason alone, I would recommend recruiters to invest in Insight.
ukrecruiter Summary
The cost of this product for recruitment agencies is £397 per user per month. This is not an insignificant expense. I think that the main problem Innovantage with have will be getting recruiters to give it a go and properly utilise it in order to get their money’s worth. I found there was an fantastic amount of information available when using this tool. Many recruiters do not have time for much in the way of business development activity and that which they do is probably along the traditional lines of working through a database of contacts.
Innovantage are working on adding an additional feature to the product which will allow recruiters to search for information on “people”. This exciting development will create a database of passive candidates estimated to be up to a million individuals in the UK.
Joel Graham-Blake, the Managing Director of
Cultiv8
Recruitment, has over ten years experience in Personal Development and Mentoring.
Louise Triance is Editor of the ukrecruiter newsletter.
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Don't
Miss This
Workcircle extends free trial and launches CV searching
"New jobsite Workcircle has launched its CV searching service, giving web development experts and recruiters a new way to meet." To mark this launch, Workcircle has also extended its free trial for recruiters through until September.
For more information contact Workcircle at sales@workcircle.com
or visit www.workcircle.com/trial
Corporate Manslaughter
Conference, 6th July, London
When the government published the Corporate Manslaughter Bill they made a commitment to reform the law in this area, by evaluating a realistic way of reflecting responsibilities in organisations and providing sufficient justice for victims.
"This conference will look at decisions that the government has reached in creating the Act and will put an end to speculation by detailing exactly what the new Act will mean for organisations in the private and public sectors and fleet
management." This second annual event examines the issues facing senior directors, HR professionals, health and safety managers and specialists such as fleet managers in the public and private sectors, and presents case studies from employers who have practical advice to give.
More information: http://www.symposium-events.co.uk/pages/attending/HR015/overview.htm
Press Release: 25 Staff Taken on by
GCS IT
Reading-based GCS IT recruitment specialists took on 25 new staff in the period from January to June 2006 to help manage new business through their London, Reading and European offices.
GCS’ sales turn over grew by 28% to £18 millions in the year to April 2006.
GCS has offices in King Street London, Reading, France and the Netherlands.
www.GCSltd.com Press
Release: Jark Recruitment has another record year
Jark Recruitment and associated recruitment companies has finished the 2005/2006 financial year with a record group turnover of £32.36 million, which is a 25 percent increase from last year.
In a market which has had an overall decline of 4.2 per cent and a decline of 11.2 per cent in the temporary recruitment sector, which is Jark Recruitment’s main marketplace, this is a successful conclusion to a busy year for the company, who has recently been ranked as the 93rd largest company in the UK by the Employment Agencies Industry.
www.jark.co.uk
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Statistics
Hitwise top 10 Recruitment
Sites, week ending 3rd June 2006
The most visited UK recruitment sites last week, starting with the
most popular, were www.jobcentreplus.gov.uk,
www.totaljobs.com, www.jobsite.co.uk,
www.monster.co.uk, www.reed.co.uk,
www.jobs.nhs.uk, jobs.tes.co.uk,
jobs.guardian.co.uk, www.jobsgopublic.com
and www.jobserve.com. Hitwise don't aggregate data from sites who
form part of a network such as fish4.co.uk
For more information about Hitwise, visit http://www.hitwise.co.uk
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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