Guide for In-Depth Client Development
5 Ways to Get Business by Scott Love (5 minutes)
In Scott’s quick tip presentation, he discusses the top five ways to generate business and elevate your recruiting game. He covers leveraging existing clients with a defined post-placement follow-through plan, ways to differentiate yourself from other recruiters, a marketing touch plan, and securing business through referrals.
Alternative Fee Agreements by Jeff Kaye (10 minutes)
There are times when a financially committed/retained search is the best option and when contingency recruiting is the appropriate approach. Certainly, the urgency and critical nature of the position are factors, and accountability, access, and search status are also variables. There are times when neither of these solutions is the best answer. Unfortunately, most recruiters work one way or maybe two and then sell why their way is the best. A true consultant gathers all relevant information and makes an informed professional recommendation. To truly be a consultant, one has to be prepared to craft the appropriate agreement based on the client’s unique needs and expectations. Jeff Kaye illustrates that it is never too late to be what you might have been and never too late to learn and grow. The first step in growth is being receptive to considering the addition of some new tools and alternative fee agreements into your professional arsenal.
A Recruiter’s Value Proposition by Jeff Kaye (14 minutes)
As search professionals, we sometimes take for granted the reasons clients hire us. Sometimes we begin to believe that we are used to identify candidates/resumes, present them to our clients, and then hold our breath and hope they are hired. Think for a minute about what you do for your clients. Now ask yourself, can your clients articulate that if they were asked to do so? Our core competency is finding the right person, at the right time, in the right place, and at the right price. We help build companies through the people we place. People are indeed a company’s most precious resource. In this presentation, Jeff Kaye shares with you a list of key points of value that can be used as a comparison of not only the value you bring but also one to share with prospective and existing clients.
Are You a Specialist? By Michael Pietrack (34 minutes)
Michael will share how he fine-tuned his desk and grew his business by 350% in five years. His goal is to give you tools to help you evaluate your desk and share tactical steps to become more of a market master. Enjoy the session.
Better Automated Outreach by Max McNamara (9 minutes)
If you dedicate time and resources to sourcing a vast number of contacts for an automated outreach campaign, you will possess valuable, costly, and highly potentiated data. Within that contact information lies potential revenue. Enhancing your automated outreach involves personalization, creating a one-on-one connection with your recipients, and adding a human touch to your approach. By following Max’s expert advice, you can optimize your automated outreach and achieve superior outcomes.
Big Biller Insights by Joe Rice by NLE TV (51 minutes)
In Joe’s presentation, he shares how he got started in search, his transition to the Market Mastery model of the search business, how he continues to build his practice, and much more.
Big Biller Insights by Max McNamara (27 minutes)
In Max’s presentation, he shares his top tips for earning his clients’ and candidates’ trust and confidence. These include leveraging the power of market mastery, how he builds personal relationships in his market, the power of the “nudge,” and his actual scripts to close more business.
Business Development by Tim Tolan (65 minutes)
Tim discusses business development ideas, including the requirements for developing new business, building an ideal client profile, positioning yourself in the market, marketing your practice including a sequence of touchpoints, and measuring your success with weekly metrics. This session also includes Tim’s “Trade Show Checklist.”
Business Development by Trish Ryan (11 minutes)
Trish shares her business development tips using the four-cornerstone model.
Client Development Secrets by Scott Love (31 minutes)
Scott discusses keys to client business development, including SPIN selling and questions for client prospects, how clients perceive risk, how to handle client rebuttals, and fee negotiation tips.
Key Sales Principles by Scott Love (7 minutes)
Scott shares his key sales principles to get business and gain exclusivity with your clients.
Market Mastery by Jeff Kaye (72 minutes)
This presentation, “Market Mastery,” is Jeff’s most requested topic and is one of the founding pillars of Kaye/Bassman’s success. For over two decades, Jeff has been writing and speaking about the virtues of market mastery. This presentation memorializes the approach, why it matters, benefits you and your market, and includes a blueprint for implementation.
Meetings by Michael Pietrack (7 minutes)
To take your recruiting practice to the next level, it’s crucial to integrate attendance at industry events, such as meetings, conventions, or congresses, into your business development plan. These annual gatherings in your niche are frequented by numerous potential recruits or clients. Even if you feel you already know all the key players in your field or are worried about time spent away from the office, Michael shares ideas to strengthen your existing relationships through strategic participation in meetings and association marketing. Michael discusses the reasons for attending these events, helping you to identify the specific types of meetings most beneficial for your goals, and provides guidance on what actions to take before, during, and after the events to maximize your networking and business opportunities.
MPC Approach by Karen Schmidt (13 minutes)
Karen takes an in-depth look at one of the most common types of client development approaches yet, at times, one of the most controversial, the Most Placeable Candidate approach – or the MPC. More than likely, you know of this approach – sharing a potential individual with an organization in hopes of securing an interview for that person and demonstrating your credibility and capability, as evidenced by the type of candidate you can present to their organization. Take some time to use the examples provided here and create something that will work for you – regardless of whether you’re a new recruiter, a veteran, or just someone interested in possibly adding a six-figure placement to your production this year!
MPC Marketing Reengineered by Greg Doersching (43 minutes)
MPC and STAR marketing have been long-standing business development approaches in recruiting. Greg Doersching proposes reengineering this proven practice including understanding the key differences between MPC and STAR candidates and strategies to connect and conduct discovery conversations with them. Greg provides examples of updated email and voicemail messaging aimed at taking these candidates to your market.
Rainmaking by Scott Love (43 minutes)
Bankers do it. Lawyers do it, and even accountants do it. But recruiters do not. The concept of rainmaking is the most effective form of business development but hasn’t been taught to our industry until now. In this content-rich session from industry expert and trainer Scott Love, recruiters in your office will learn how to become the first recruiter considered for assignments and easily build solid relationships with high-level prospects.
Search Process Best Practices by Christine Geiger (37 minutes)
Christine shares her best search practices, from business development to key account management. She will walk you through selling financially committed search and how to best position yourself to win more business.
Strategies to Get $250K Clients by Mike Gionta (48 minutes)
Mike shares his thoughts on the mistakes recruiters make to prevent them from acquiring GREAT clients and the solutions and steps to land GREAT accounts.
The BD Machine by Michael Pietrack (31 minutes)
Michael will describe his business development process and steps to becoming a BD Machine. You will leave this session with implementable ideas about generating more business on your desk.
Three-Man Weave by Michael Pietrack (6 minutes)
Think back to high school basketball practice. Remember the drill the three-man weave? Three players engage in the pass and follow, in a weaving pattern. Like those three players, there are three activities that you should do every week, weaving them together down the court as you try to score more searches. If you do this weaving drill, week in and week out, you’ll consistently get more searches, while staying relevant and engaged in your market. In this video, Michael Pietrack, who is also a sports coach, shares this proven practice drill that can help you win in your recruiting game.
The Power of Perpetual Marketing by Christine Geiger (9 minutes)
Christine asks why is it that some recruiters you know seem to have really good clients? Why do they have “all the luck?” They keep marketing. They upgrade clients. They don’t devote all their time and talents to organizations that treat them like vendors, where there is a lower probability of success. Big name or not, clients who work with us in tandem and view us as partners, not competitors, are the organizations we want to align ourselves with. Companies that provide the requisite feedback to help us hone our search better, firms that are prompt and proactive with interview scheduling, decisions, and offers. These companies are worth their weight in gold, and continual, perpetual marketing will help build your business with these better clients.
The Three Business Development Principles by Jon Bartos (28 minutes)
Jon shares “The Three Critical Business Development Principles and the 10 Must-Have Scripts that Produce Results!”
Your Professional Recommendation Visualized by Karen Schmidt (18 minutes)
So often, we talk about the tactical pieces of the recruiting process. What makes a great introduction, how do we deliver a more impactful presentation to a candidate or client, what hot buttons should we speak to, how do we handle a counteroffer, and more? Karen talks about something that requires some thought, patience, and sometimes hours of work – the collateral material leveraged to differentiate yourself, elevate your sales and recruiting process, and ultimately close more business. She’ll start with a broad list of marketing materials that elevate top recruiters from other recruiters whose efforts include little more than phone calls. Great recruiters take the initiative to put together a game plan and the supporting industry-specific marketing materials to dominate their market – you can too. Enjoy the session.
