Guide for Introduction to Business Development
Client Control by Erin Bent (14 minutes)
Candidate and client control is an oxymoron. Erin Bent 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!
Engaging the Gatekeeper by Rob Mosley (14 minutes)
While it is always our goal to work directly with decision makers and influencers, the reality is that we must often navigate past gatekeepers first in order to have valuable conversations with our intended prospects. Every relationship in an organization, whether it be at the executive, managerial, or individual contributor, provides us with the opportunity to gain insight into that individual and the organization at that particular level of the company. Your challenge is to view the gatekeeper as a bridge to build more trust and legitimacy in the prospects organization. Rob will help you better navigate the initial gatekeeper conversations and when appropriate, develop an additional relationship with the gatekeeper that can be leveraged as a source of access and insight throughout the organization.
Evaluating Search Assignments by Michael Pietrack (28 minutes)
Michael shares 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.
Favorite Prospecting Emails by Greg Doersching (5 minutes)
Greg shares his insights to remind you to include HR in your business development marketing plans – plus he includes an approach and call plan to help you find success.
Hooks, Bricks, Toilets and Pride by Greg Doersching (57 minutes)
Greg shares how to get our hooks into clients (selling), get back to the building blocks of closing (bricks), flush the rejections we hear everyday (toilets), and always strive for excellence with a sense of pride. #metrics #kpis #businessdevelopment #canthelp #accountability #attitude
Key Sales Principles by Scott Love (7 minutes)
Scott shares his key sales principles to get business and gaining exclusivity with your clients.
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 also at times one of the most controversial, which is the Most Placeable Candidate approach – or the MPC. More than likely you know of this approach – sharing a potential individual to an organization in hopes of not only securing an interview for that person but hopes in demonstrating your credibility and capability as evidenced by the type of candidate that 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 if you’re a new recruiter, a veteran, or just simply someone interested in possibly adding a six-figure placement to your production this year!
Top 10 Client Development Tips by Scott Love (24 minutes)
Scott shares his top ten client development tips to help you close more business.
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!”
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 are going to treat them like vendors, where there is lower probability of success. Big name or not, clients who truly 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 Impression of Expertise by Greg Doersching (13 minutes)
Establishing credibility and expertise with clients is crucial for recruiters to be seen as a valuable solution to their hiring needs. One way to separate yourself from other recruiters is to make small comments when interacting with clients that demonstrate your in-depth understanding of their world. This can be done by delivering small “speeches” during your search assignment conversations that convey your expertise and establish your authority in the field. Staying up to date with the latest industry trends and developments can also help to establish your credibility as a knowledgeable and experienced professional. By consistently demonstrating your expertise and providing valuable insights, you will build trust with clients and position yourself as a valued resource when hiring needs occur.
The Power of The Preface by Karen Schmidt (12 minutes)
The power of preface is incredibly impactful when it comes to framing what’s to come next – and can be used negatively or positively. Focus on the positive. Karen gives examples designed for more thoughtful implementation. Starting off, you’ll hear some fast examples to help gather some data points to move the conversation in a positive direction.
The BD Machine by Michael Pietrack (31 minutes)
Michael will describe his business development process and the steps he has taken to be a BD Machine. You will leave this session with implementable ideas about how to generate more business on your desk.
Advice I Would Have Given Myself as a Rookie by Christine Geiger (31 minutes)
Christine’s shares the advice she would have given her “rookie self” to build a long-term career in search. With humor and wisdom, Christine walks through 36 tips that will have you smiling all the way to the bank!
A Rewarding Relationship With Your Manager by Christine Geiger (17 minutes)
Christine shares this essential primer on getting the most out of the professional relationship with your manager. It’s also about self-managing and proactively seeking best practices, assistance, and knowledge transfer from your Manager – the Owner or Big Biller that hired you.
Don’t Be That Recruiter by Michael Pietrack (18 minutes)
Michael talks about the things not to do in the recruiting business and so you don’t come across as “that” recruiter.
