Guide for Key Account Development
5 Ways to Get Business by Scott Love (5 minutes)
Scott 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 plus ways to differentiate yourself from other recruiters, a marketing touch plan, and securing business through referrals.
7 Assumptions Recruiters Make That Significantly Inhibit Their Success by Mike Gionta (44 minutes)
In this presentation, Mike shows how to become more consultative by conducting in-depth diagnosis for your client, how to stop “pitching” your prospects and telling them what you need, and how to progress in developing mutually beneficial client accounts.
Big Biller Insights by Ashley Richards (32 minutes)
Ashley shares her key factors to be 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 Chad Oakley (16 minutes)
Chad shares his top tips that have enabled him to develop a million-dollar practice. Some of what Chad will cover is a “clockless mentality,” the value of our time, the importance of having a niche, his “most favored client” clause, pipeline status reports and candidate scorecards.
Building Collaborative Client Relationships by Rob Mosley (57 minutes)
This session is about your ability to drive strong long-lasting profitable truly collaborative relationships, even during challenging economies. It is about your ability to differentiate yourself from your competitors. Why is this important? If you fail to differentiate in your approach-you will be forced to differentiate by price.
This session will provide you with real skills to answer the following questions:
• How do we market to new clients in a way that differentiates us from our competitors?
• How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”?
• How do we properly manage client tactics and demands so that we are seen as more than just a commodity?
• How do we elevate our level of relationship to secure engaged or retained work?
Building Relationships by Mark Murphy (12 minutes)
Instilling trust and effective communication in building relationships is key with clients, candidates, customers and anyone else. Trust (or lack of trust) can be visualized on a continuum. There are positive things we do that build and increase trust. There are also negative things we do that erode or diminish trust. You can think of the continuum as a bank account. In relationships, we continually either make deposits that increase trust in our account or we take withdrawals that diminish the overall trust in the account.
When seeking to increase trust in a relationship, It’s always important to remember the platinum rule. Most of us are familiar with the Golden Rule: “Treat others as you want to be treated”. The platinum rule says “Treat others as they want to be treated”. It may not necessarily be the way you want to be treated. In this quick tip, Mark reminds us to remember that trust is built with a commitment to consistently increasing the positive actions in your relationships.
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.
Get Inside Your Client’s Head by Rob Mosley (15 minutes)
Your prospects and clients are very busy people. Their jobs require them to make many decisions daily, and frequently with a sense of urgency. From the moment you connect by email, voicemail, or in a live conversation, the clock is running and your prospect is judging…judging whether you act in a professional and competent manner; judging whether or not you open the conversation with confidence and knowledge of this person’s role and of the work being done; and judging as to whether they want to invest time with you in a conversation or move on the tasks and people they deem as more worthy of their time. Here is the bottom line: you have many opportunities to make guiding suggestions for direction early and often in the relationship but that is an extremely challenging task if you don’t know where the client or prospect is in their decision process and if you don’t know where your client is in their decision process, there is no way that you can know where you are in your sales process. Rob discusses how you are perceived, whether it be a trusted advisor, vendor or order taker, and that perception is directly tied to your ability to engage at each stage of the client decision process and better align your solution early and often.
Rainmaking by Scott Love (43 minutes)
Bankers do it. Lawyers do it. Even accountants do it. But recruiters don’t. The concept of rainmaking is the most effective form of business development, but it has never 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.
Tactical Recruiter to Trusted Advisor by Jon Bartos (46 minutes)
Jon talks about the pinnacle of the recruiting profession, which is to become a trusted advisor by earning the complete trust and confidence of your clients and candidates. He’ll discuss the concepts of influence, gaining credibility, guiding the process, and building life-long relationships.
What on Earth Were They Thinking by Rob Mosley (12 minutes)
Rob helps us answer this question; “Where is my client/prospect today in their decision process and what does value look like to them at this stage?” If you can articulately answer that key question, you have the makings of a long-lasting collaborative client partnership.
