The MPC Approach works very well not only for a brand new recruiter (because of lack of market knowledge), but also for the veteran recruiter (because of excellent market knowledge).  The presentation itself should cover three things – current/past responsibilities, specific notable achievements that will demonstrate the credibility of the candidate, and (most importantly) the benefit to the prospective employer for bringing this individual on board.  When you’ve selected your MPC, it is ideal to negotiate exclusivity for a pre-determined timeframe, in which the candidate will work with no other recruiters.  Have the candidate provide a list of companies and contacts with which he/she would like to work, which will help you put together your marketing plan.

How do you select an MPC?  You can find this individual either in the course of your normal recruiting activities or possibly as an active candidate on job boards.  It could even be a candidate that interviewed with another one of your clients but was not a fit for various reasons.  Beyond all other criteria, a valid MPC must only have this: a marketable skill set that can be marketed to a majority of the firms in your niche.  If you select an MPC that has too narrow of a skill set, you are opening up the door to be closed again by lack of possible openings within most prospective clients.  Remember – you only have one chance to make a first impression – and the caliber of this MPC will be the sole determining factor that a prospective client uses to judge the caliber of you, the recruiter.

The Generic MPC Presentation is best used when you have several prospective MPC’s or do not have a specific individual that fits their organization.  The concept is that if you had a candidate that represented a potential solution to this client’s current or future staffing needs, would that client be interested in hearing more about them.  This opens the dialogue up to more continued questioning revolved around what particular needs the client has, what precise skill sets they are looking for, and allows you to be more targeted in who you select for your MPC for that organization.  This approach is typically used when you have completed a search for another client and have several quality candidates that could be viable prospects for the competition.

Third, we have “Yourself as the MPC” Marketing Presentation.  This approach is similar to the first two, except the MPC is you!  This is ideal for veterans with very good track records, because your entire approach revolves around your track record, your knowledge, your market mastery and how it can benefit the potential client.  The structure of the presentation is similar – we are simply substituting you and your abilities to find the right candidate, versus one of which you currently are aware.  Make sure that your presentation is truly differentiating, with statistics and numbers that separate you from the competition.  Remember – if every other recruiter can use the same script, it’s not differentiating!

Scripts

Voicemail Scripts

Video

 

MPC Overview
In this clip, Jeff Kaye covers the essence of using an MPC, or Most Placeable Candidate, to develop new marketing activity.  The Most Placeable Candidate approach revolves around sharing a potential individual to a potential client in hopes of not only securing an interview for that candidate, but also demonstrate your credibility and capabilities as evidenced by the type of candidate you can present.  The candidate is leveraged as a “hook” to interest the client early in the conversation and compel them to continue the dialogue.

 

 

The Generic MPC Presentation is best used when you have several prospective MPC’s or do not have a specific individual that fits their organization.  The concept is that if you had a candidate that represented a potential solution to this client’s current or future staffing needs, would that client be interested in hearing more about them.

 

 

The Self as MPC approach is ideal for veterans with very good track records, because your entire approach revolves around your track record, your knowledge, your market mastery and how it can benefit the potential client.

 

 

Top Recruiter Tip
Tenured Recruiter Rahul Yodh shares his tips to working with an MPC. With lifetime cash-in over $1 million, this is definitely a ‘tip from the trench’ you can benefit from!

Audio

Recorded Telephone Call: Generic MPC Approach

Click the play button to start audio playback.

You will hear gaps when names or identifying details are shared.

Call Notes

Articles

Add One Placement Per Month by Terry Petra

MPC Presentations by Jeff Kaye

MPC Strategies for Success in a Candidate Driven Market by Jon Bartos

Marketing the Most Placeable Candidate by Terry Petra

First Contact with Email? by Scott Love

Emails

Forms