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Welcome to issue 431 of the ukrecruiter newsletter. |
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CONTENTS We have recently added a number of new sections to the site; Have you seen our Video Page or our Mergers and Acquisitions section? Don't forget you can still vote for your favourite UK Recruitment blog of 2009 here
Visit http://www.ukrecruiterjobs.co.uk for the latest recruitment industry jobs |
Weekly Tips - 3 Favourite Websites 1. www.twitter.com - Useful to find out what someone has recently been up to and to help get through any gatekeeper. 2. www.netvibes.com - This has great self-make starter page which when tailored is extremely useful to collate social media sites. 3. www.myworksearch.co.uk
- I frequently refer candidates to this site as they can get some quality advice on a variety of things and also use tools for CV preparation. This site offers
a 14 day trial and if a job seeker is signing on, they can use the service for free. Provided by Elkie Holland of Prospectus IT Recruitment - www.prospectus.co.uk
Why not submit your 3 favourite web sites. See the guidelines at http://www.ukrecruiter.co.uk/articles.htm |
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sales@voyage.co.uk |
Article One: The Simple Brilliance of* Robocruiter - Part 2 by Bob Marshall The “I Have Arranged. . .” Technique As I mentioned in Robocruiter, Part 1, Dan (Robocruiter) was a unique recruiter. As a student of our business, he was superb in so many ways. And he taught me so much. One of the techniques he is famous for is entitled the “I Have Arranged. . .” approach. I hope you like it. Once when Dan and I were talking, he told me that he had a 100% Presentation to Send Out ratio on his company POEJOs. (A POEJO is an acronym that stands for Presentation On an Existing Job Order. In other words, a job order pre-exists and you are calling back the hiring manager to present a candidate for the opening). Most of us run a 25-50% hit rate on this call, but Robocruiter was at 100%. This is how he explained this critical call to me. Robocruiter said that most of us make a fundamental mistake when we initiate this call. We tend to be so excited to have a recruit to present that we go willy-nilly into our presentation without re-qualifying the JO and/or setting the stage for the subsequent interview. We just call in and present our candidate. At the end of our breathless monologue, we hear the hiring manager say, “Gee, he really sounds good, Bob. Send me his resume.” Or, “Well I don’t know, let me think about it and I will get back to you.” So, we have basically arranged nothing. This isn’t quite fair when you consider that we were given the job order, or search assignment, with the expectation that it was an urgent matter. We already won once when we wrote the job order. Based on that victory, we then went to our marketplace and expended a lot of time and effort (for free if this was a contingent assignment) betting that anyone we would find would be a match. And now we have received nothing for our hard work. Woe is us! Robocruiter approached this task a little bit differently. First, after he had recruited his candidates, he would call the hiring manager and re-qualify the job order. “John, remember when you gave me the information on this search assignment you said that the title of the position was ‘X’. Is that still the same? Yes, well that’s good. And that the duties and responsibilities were ‘Y’. Has that changed at all? No. Good. And that the salary range was ‘Z’. Is that still the same? Good. And that you agreed to pay my 30% fee. Are we still OK there? Good.” Then he would set the stage. “Then I have some good news for you. I have canvassed the area. I have talked to many potential recruits. And finally I have refined the list down to three who are qualified and are good matches for you and your company.” Then he would set the hook. “So, John, this is what I have done. I have arranged for these three recruits to be available to speak with you next Monday and Tuesday (as we had pre-arranged) at 9, 10 and 11. Now let me tell you a little more about them.” Robocruiter always presented his candidates to his client companies in this way. He first re-qualified the job order, he then set the stage and finally he inserted the “I have arranged” close. His central focus was that he had arranged for those people to be there. In his mind, it was a done deal, so to speak, because it had already been arranged. This approach works for a couple of reasons. First of all, hiring managers, and indeed most business people today, have things arranged for them. So what you’re doing is fitting into that nice neat package of how they do business anyway. Also, if something’s arranged, it’s going to take place. Dan used to say, “When you come up to Boise, if I said to you, ‘let’s have lunch some time while you are here’, we wouldn’t have lunch.” “But if I said, ‘I have arranged for us to have lunch at noon on Wednesday at Ruth’s Chris and this is what I want to discuss.’ Now all of a sudden it’s arranged. You can actually picture Ruth’s Chris restaurant and can even visualize the table where we will be sitting. It’s an accomplished fact. It’s done. As opposed to me saying, ‘Let’s have lunch this week’, and then the luncheon never taking place.” This approach works. Try it and you will learn. Just like Robocruiter, you too will attain a 100% send out to presentation ratio when you call back your hiring managers on the job orders you have already written. *“The Simple Brilliance of” is one in a series of articles focusing on ideas and techniques from some of the great thinkers, movers and shakers in the field of recruitment who Bob Marshall has had the privilege of meeting and discussing various topics over the past 25 years. Bob Marshall, CPC, CIPC started in the search business in 1980 and became Western Regional Manager for over 60 Management Recruiters Intl. offices in 1984. In 1986 he founded The Bob Marshall Group, International, training recruiters across the nation as well as the United Kingdom, Malta, and Cyprus. In 1996, he returned to working a desk full time and continues to train recruiters. To learn more about his activities and descriptions of his products and services, contact him directly at: 770-898-5550 or @ tbmg@charter.net or espro@bellsouth.net. |
Advertisement Factoring, Funding, Payroll, Invoicing – you choose We understand that recruitment agencies need a back office solution that is as flexible as they are. Our services include the preparation of payroll, payment of temporary staff and raising client invoices. We can also provide factoring through our sister company Calverton Factors ensuring a seamless, fully integrated service. We are offering a 25% discount on our standard charges for the first 6 months of the agreement when you quote ‘UKRecruiter’. Contact Mark Byrne at markbyrne@calvertonfactors.co.uk or 01908 268888 Or visit our website www.calvertonfactors.co.uk and follow the link to Payroll Finance. |
Jobs in Recruitment Here are a selection of the latest traditional,
on-line and corporate HR recruitment vacancies from the Changeboard site: The UK Recruiter job board is run in conjunction with Changeboard. We are currently offering free trials for recruitment consultancies to post their recruitment jobs. To set-up a free trial, please contact Bekki at Changeboard on 020 8675 8851 or email bekki@changeboard.com and quote UK Recruiter. This section is sponsored by Astoria. Astoria Recruitment to Recruitment Ltd places recruitment personnel across the UK into recruitment jobs from trainee to director level; call 01793 770222 or visit www.astoriarec2rec.co.uk |
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UK Recruiter Partnerships Program: Some of you may be aware of the recent launch of our new partnerships page. The following are the group of companies we are currently working with but we are always looking to include additional service providers to the UK Recruitment industry. If you are interested in partnering with us or would like any additional details of our current partners please contact Pieter at pieter@ukrecruiter.co.uk Astoria For a number of years we have been regularly approached by subscribers, friends, ex colleagues and Recruitment companies requesting our help in their job search or finding suitable consultants for their vacancies. Recently, we felt that we were now in a position to offer our members and subscribers a formal and effective service by joining forces with selected R2R brands that met with our own ethical and professional criteria. To that end, and after a number of months research, Tina Reay, Owner of Astoria R2R www.astoriarec2rec.co.uk is the first official Recruitment 2 Recruitment partner to work with UK Recruiter in this way - www.ukrecruiter.co.uk/astoria.htm. Please contact Tina direct for a complete but confidential discussion at tina@astoriarec2rec.co.uk or view her live roles now on http://www.changeboard.com/profile/astoriarec2rec/ First Advantage First Advantage, a global
provider of skills assessment, has recently been identified as a
leader in candidate assessment by the independent research body, the
Aberdeen Group. With the First Advantage range
of Skillcheck assessments, you can: Tests can be applied through your own online account that we set up for you and can be run at your office or at home via the eTicket system. To set up an account and obtain tests for only £6 or for more details of the annual testing package at £499 per annum please contact pieter@ukrecruiter.co.uk or call us now on 07724 197830. For more details about First Advantage visit www.FADVeurope.com Recruitment Juice Recruitment Juice offer a number of DVD training products created by experts within the recruitment industry. Having reviewed these products ourselves we think they offer superb value to recruiters and we are proud to promote them via the UK Recruiter site. If you use the code UKR when you place an order you will get a £50 discount. For more information or to order go to www.recruitmentjuice.com Recruitersite The Recruitersite Multipost Platform has been developed to create an equal playing field within the recruitment industry giving small and independent recruiters access to the same software and job boards that the larger recruitment organizations use on a daily basis. You don't need contracts with any of the job boards or a multi-post tool as Recruitersite takes care of it all for you. They are effective for all industries and offer: - Pay as you go Adverts For more information visit www.recruitersite.co.uk Peoplemaps PeopleMaps builds Personality Power Widgets to provide psychological profiling (sometimes called personality or psychometric testing) products to businesses and individuals across the globe. They are experts in psychology, technology and marketing and make affordable profiling available to everyone with access to the Internet. Their unique questionnaire provides astonishingly accurate results with only 10 questions – and is only ever available online. The unique Personality Power Widget allows websites publishers to deliver professional personality content of their choice on their own site – with only a few clicks of a mouse. Their personality content is written in plain English, so no one needs any training or consulting to use it or interpret the results. What is your Recruitment Style? Take the simple and quick test to find out more here Mark Whitby Training Discover the Secrets of Top Producing Recruiters. The ONLY web-based recruiter training program that's guaranteed to increase your billings in 30 days, or your money back! Want to make more placements and grow your recruiting business? Now you can receive world-class recruiter training "on demand" from your desktop 24/7. For more information visit the Mark Whitby training site. |
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Online Recruitment Update UK Recruiter Plus - Favourites Hitwise top 10 Recruitment
Sites, week ending 21 November 2009 Louise's UK Recruiter blog Discussion Board Summary |
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Don't Miss This Press Release: IRP Crazy Golf Competition: The Recruiters Cup Press Release: UK’s Largest Online Recruitment Conference Press Release: Green Fields Technology is the REC headline sponsor on November 26th 2009 Press Release: The Future of Recruitment Advertising Survey 2009 Press Release: The Communication Revolution – Social Media & Recruitment Press Release: New Product JobDASH - First to Integrate with LinkedIn API |
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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