Guide for Process Management
A Game Plan to Win by Michael Pietrack (39 minutes)
Michael will share with us what he calls the Four Core Assessment Areas of every final interview, and he will explain how he game plans with his finalists. He’ll walk us through his candidate prep and shares concepts that you can quickly implement into your practice.
Always Be Closing by Michael Pietrack (39 minutes)
Michael will show you how to turn the interview process into a closing process. He will walk you through the initial call all the way to brokering the offer and share helpful tools and takeaways that is sure to help you close more deals.
Best Practices for a Timely Decision by Kent Burns (29 minutes)
Kent will share some of his best practices with you such as questions to ask candidates to understand their past behaviors in some of the most common areas our clients as for. Additionally, Ken’s in-depth step-by-step pre-closing processes for candidates and clients and timeline management ensure you don’t miss any critical steps in the placement process.
Big Biller Insights with Ashley Richards (32 minutes)
Ashley shares her key factors to being successful in recruiting. These include her branding and client development ideas, how she differentiates with great questions, her ongoing professional development, and more.
Big Biller Insights with Lee Martin (38 minutes)
In this presentation, Lee shares his best practices for next-level selling. This includes embracing market mastery, high-energy selling and carefully preparing both candidates and clients for interviews.
Big Biller Insights with Max McNamara (26 minutes)
Max shares his top tips in earning the trust and confidence of his clients and candidates. 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.
Big Biller Insights with Stephen Provost (32 minutes)
Stephen shares how he was able to make placements in every month in his first year of search, to his creative ideas to get call-backs, and much more.
Candidate Decision Making by Kent Burns (22 minutes)
Kent shares best practices for managing a candidate’s decision-making process to accept your offer.
Client Control by Erin Bent (14 minutes)
Candidate and client control is an oxymoron. Erin suggests releasing the “control” and challenge yourself to “manage” the process from the beginning. Establish the type of relationship you want to have with your clients. That could be the most significant differentiator between you and the next recruiter calling to get business with your client!
Client Prep Outline by Lil Roy (10 minutes)
In most cases, the interviewing and hiring process is not a core area of expertise for our clients. We spend a significant amount of time prepping candidates, yet rarely do we spend equal time preparing our clients, who are our paying customers. We can and should help clients with a quality client preparation outline with guidelines for the recruiting process and a roadmap for an effective experience. It leads to the ultimate win, win, win for the client, the candidate, and of course the recruiter. Lil Roy shows how delivering a client preparation outline solidifies our position as subject matter experts while differentiating and elevating our customized approach to satisfying our clients.
Combatting the Counteroffer by Christine Geiger (15 minutes)
Christine discusses the dreaded counteroffer. If you are a search professional with some experience under your belt, you may know all too well what a counteroffer is in the context of our industry. For anyone brand new to our profession, the kind of counteroffer we are referring to is: when a candidate goes in to resign from his or her current employer, and the employer attempts to retain that employee using any number of tactics and counters. Thus, the counteroffer. The goal is to educate and circumvent the candidate’s acceptance of a counteroffer. If you have a would-be hire on the tight wire, combat the counteroffer with every resource you have!
Counter Offers vs. Competing Offers by Greg Doersching (10 minutes)
Greg walks us through the differences in competing offers and counteroffers. Then, he shares the sometimes-dramatic stages of communication to help your candidates recognize and avoid the dreaded counteroffer.
Embracing Change by Karen Russo (24 minutes)
Karen provides tips to become a key person of influence with your clients and candidates by developing great conversations, asking insightful questions, and creating strategic relationships for years to come.
Evaluating Search Assignments by Michael Pietrack (28 minutes)
Michael will share the evaluation process that he uses to predict the likelihood of each search assignment resulting in a placement. You will leave this session with a clear picture of how to identify the searches that will break your heart and crater your year.
Let’s Face It – It’s My Fault by Greg Doersching (75 minutes)
Greg shares his thoughts about taking ownership including responses to objections and excuses we commonly hear in the marketplace, how to adapt to the ever-changing talent pool, plus real solutions to real problems.
Search Process Best Practices by Christine Geiger (37 minutes)
Christine shares her best practices for search, ranging 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.
The Magnificent 7 Tricks for Extreme Customer Service by Greg Doersching (102 minutes)
Greg tells us how to clearly separate and differentiate from other recruiters, create an extreme level of customer satisfaction, make more placements and much more.
The Power of the Post-Placement Process by Lil Roy (11 minutes)
Recruiters often believe their responsibility ends once a candidate accepts the job offer. However, this is not the case. The post-placement process can be a significant factor in setting you, your service, and your firm apart. Ensuring the success of the placed candidate is crucial, and many fail to recognize its importance. When implementing this post-placement process, it is essential to communicate the follow-up steps during the intake call and offer finalization. Lil explains how this strategy presents an opportunity to differentiate the level of service and deliverables provided, ultimately resulting in a successful candidate who can immediately contribute to their new company.
Walk it Back by Christine Geiger (15 minutes)
We recruiters get excited when we have a client with an urgent and critical need – an opening the hiring manager states they need to be filled “ASAP, now, yesterday!” Our thrill is in delivering the right candidates to clients who value our service – who view search firms as an important and necessary part of their business operations. Our goal is to set realistic expectations with clients that are willing to mirror our enthusiasm, energy, and efforts on behalf of that client. When we can walk it back, with a calendar, with our client and qualify the urgency of the client’s need, we are positioning ourselves for the best possible outcome where we are working in tandem with the client to establish and meet their urgent timeline. In this NLE Quick Tip, Christine Geiger shares how to go about carefully explaining, exploring, and outlining an agreed-upon process in advance by outlining mutual expectations what the client can expect from you and what you need from the client to set a more realistic timeline to delivery.
We Want Our Money Back by Greg Doersching (48 minutes)
Greg shares his insights regarding fee negotiations and solutions to help you build your practice. Topics include the 6 major services clients expect from recruiters, how to sell your process, how to ensure your services are seen as value-added, and much more. Greg also covers several common objections such as “your fees are too high,” “we want a longer guarantee period,” “what happens if you never send me a candidate” and “what happens if we find a candidate on our own?”
When Candidates Don’t Respond by Scott Love (14 minutes)
Scott shares his tips to keep candidates engaged during the recruiting process. When candidates don’t respond: what does it mean and how do we manage it?
