Module 3 Flashcards
What is joined up networking?
The ability to use face to face and online networks in combination with each other
What is personal brand?
The process by which individuals differentiate themselves by identifying and communicating their unique value proposition
Why is personal brand important?
It will create a strong, consistent and specific association between the individual and the perceived value they offer.
It will enhance reputation, recognition and credibility
What are the 4 elements of a personal brand?
Value proposition - what do you stand for?
Differentiation - what makes you stand out?
Marketability - how will you promote your brand?
Measurement - how do you evaluate success?
What is a consultative relationship?
They align the sales process to the buying process giving the client the best experience possible.
It is built over time and requires knowledge, patience, dedication, trust and credibility
A recruitment consultant will:
Take time to gather information and facts about a clients recruitment
Resist the temptation to pitch a solution too early
Validate and deliver a compelling solution which meets both needs and expectations
Encourage feedback, evaluates satisfaction levels and acts on outcomes
What is added value?
Value = benefits - costs
Helping clients understand their problems, issues and opportunities in a new or different way
Suggesting new or more creative solutions to satisfy recruitment problems or issues
Acting as the clients project manager, working in partnership throughout the recruitment process
Using knowledge and business acumen to offer constructive feedback and advice
Developing the partnership over time, bringing repeat business, recommendations and referrals
Saving the client time, money and effort
3 different kinds of client relationships
Existing - currently using the service
Lapsed - who have used the service in the past but not current users
Potential - have not used the service but may have a need
4 reasons why clients stop using a service provider
No longer buying
Unhappy with the price
Unhappy with the quality of the service offering
Unhappy with the way they are treated
most common is the way they are treated
What is the totality of the relationship?
The totality of the relationship considers important elements of the service including:
Having a strong brand identity
Using compliant procedures
Demonstrating helpfulness and friendliness
Providing information and advice
Ensuring consistency of contact
Providing a consistently high quality of service
5 stages of the buying process
Unawareness
Unaware of the brand. No relationship and unlikely to buy. Need to do direct marketing, media and internet advertising and gather info about the client
Awareness
The client is becoming aware of the brand but no relationship yet. Need to gather more info about the client and do some specific, direct, targeted marketing
Comprehension
Client has a degree of understanding about the service provided but thinks their recruitment method is more appropriate. Personal and face to face selling and customer testimonials will develop opportunities.
Conviction
Convinced of benefits of service and might commit to use recruiter for some of their needs. Need to keep regular contact so they don’t become lapsed.
Partnering
Relationship developed in full. Recruitment must keep in contact and research the client to keep up to date with changing circumstances
4 client profiles
Financial buyer
Finance director, operations director, procurement manager.
Concerned about price. Initial and future costs. Main buying motivation is cost. They have control over finance budgets and has overall sign off.
Recruiter needs to focus on return on investment, financial elements and profit improvement
User buyer
Line manager, branch manager, supervisor, site manager
Responsibility for direct impact of a service. Interested in productivity, staff morale and deadlines. Ask about the practical, quality and delivery aspects. Have influence in buying process they don’t make the final purchasing decision.
Recruiter needs to focus on efficiency, deadlines, staff welfare, staff morale, staff absence, customer service
Technical buyer
Health and safety manager, project manager, Human Resources
Responsibility for influencing the final decision maker. Tasked with researching and evaluating different service options and providing recommendations for purchase.
Focus on quality and ability of service to meet specific requirements. Price not always a concern, focus on value for money.
Recruiter to focus on terms of business, value for money, service level agreements, testimonials, professional body memberships, qualifications
Executive buyer
Overall decision making responsibility or a strong influence on the buying decision. Usually involved in all business decisions.
Focus on goals, growth, profitability and long term growth.
Recruiter should focus on Long term partnerships Vision, mission and goals Compliance Risk management
What is qualifying candidates?
An initial discussion at the early stage of the recruitment process which allows the recruitment to more accurately match a candidates suitability to specific role criteria
This is done face to face or over the phone and it’s to get the candidates suitability in terms of skills, knowledge and attitude.
It gives both parties a sense of value and reason to commit to each other
What is the CLAMPS tool
A tool that allows a recruiter to identify the current needs and long term aspirations of candidates
Challenge Location Advancement Money Prestige Security
Why is it important to manage candidates expectations?
Encourage referrals
Gain commitment
Encourage loyalty and trust
Avoid drop outs from bookings and placements
Reduce interview no shows
Reduce disappointment
Focus on what is important to the candidate
Match accurately
Demonstrate a consultative service
Benefits of managing a proactive database of candidates
Candidates are already qualified, quantified, checked and referenced
Reduces time to fill vacancies
Prevents loss of good candidates to competitors
Minimise client disruption through quick fill time
Highlights sales opportunities
Facilities targeted candidate marketing
Strengthens the recruitment brand
Allows for effective pipeline management
Alerts recruiter to areas of non compliance
Ensures compliance checks are fully completed
