MARC COHEN ATTRACT. RETAIN. MOTIVATE Keys to Talent Engagement Recruitment International Conference...

ATTRACT. RETAIN. MOTIVATEKeys to Talent Engagement

Recruitment International Conference 2013

MARC COHENConSol Partners Ltd

January 2013

Intro to speaker

• Marc Cohen is founding Director of ConSol Partners

• 0-£10m in sales in 4 years, 50+ staff, Award winning

• 2012 Sunday Times Fast Track 100 – 25th place (no.1 Tech Recruiter)

• Focus on UK + international markets – made placements in 40 countries

• Clients include Cisco, HP, Expedia, Tesco, MTV, ITV, BP

• Dale Carnegie Trainer - delivered programs to over 1000 people, across 8 different industries.

© ConSol Partners LTD + Marc Cohen 2013

Contents:

• The Workforce Today

• Generation Y

• Retaining Staff

• Top Techniques to retain talent

• Attracting candidates – sourcing

• Attracting candidates – do and don’ts!


The Workforce Today

Research from CareerBuilder of 1,078 professionals in October 2012:

• ? percent of employees are either actively searching for a new job or are open to new opportunities

70%


The Workforce Today


• ? percent say searching for new opportunities is a part of their “regular routine”

69%


The Workforce Today


• ? percent say job searching is a weekly activity

30%


Attraction v Retention

If you can’t retain your staff is there much benefit to attracting them? Most overlooked area of expanding businesses.

This paradigm shift in employee engagement and loyalty means it is now more important than ever to develop a clear strategy for attraction, retention and motivation.


Attraction v Retention

Rules of attraction and retention are similar;We have all known that money is not the key factor yet so many companies still operate by making huge offers….. Perhaps missing a trick?

• Company environment • Relationship with manager• Responsibility + Promotion• Colleagues • Training + Development• Financial motives• Achievement + Recognition

And in 80% of cases, achievement comes out on top – not financial motives


Generation Y

Who are you trying to target?

Born mid-1980's and later, Generation Y is the fastest growing segment of today’s workforce.

It is critical to tap into Generation Y motivations rather than your own experiences – this is a mind set shift many companies struggle to make.


Generation Y

Tech Savvy: E-mail and text rather than F2F

Work/Life Balance: More important than money

Thirst for Knowledge: Confident in Q authority, have high expectations of employers, seek to learn and understand

Attention-Craving: Generation Y craves attention in the forms of feedback and guidance.

Embrace change: YOLO


Generation Y


Example of changing motivation styles..


Top Techniques to Retain Talent

• Fun daily workplace – music, PS3, games, images in emails

• Bonding Events – like ConSol Apprentice and Sports Day

• Reward performance - Incentives (directors lunch, trips away)

• Sales Conference – divulge company strategy

• Collaborative environment – objectives rather than KPI’s

• Office layout – trade meeting rooms for breakout areas, colours


Top Techniques to Retain Talent

Key part of retention is focus on… TRAINING AND PERFORMANCE

• Manage through training

• Progress

• Talent Hub - on boarding and thirst for knowledge


Attracting Talent


Attracting Talent – Source?

Who are you trying to secure – grads or experienced?Lack of experienced and effective recruiters is impacting the industry. If your strategy is dependent on this being successful it will be tough! Most rec companies that have expanded rapidly did so through grad schemes.

ConSol methods to source proven billers:1. Referrals2. R2R’s3. LinkedIn – direct headhunting 4. Direct Approaches due to PR/Awards/Marketing5. Advertising (rare – poor response)


Attracting Talent

Talent is scarce – do you have a compelling reason for top recruiters to work for you rather than your competitors?

• What do you look for? At ConSol must have drive, energy and intelligence

• What is successful in your business?

• Are leaders trained in what you look for? Have you sat in on interviews with them? Have you given guidance on criteria and questions?


Attracting Talent – The Company

Rejection

• No back story/info on company

• Working old markets, no strategy

• No evidence of fun (gen Y!)

• No training or progression

• Uninspiring offices

Attraction

Pitch company – awards/recognition

Future - clear strategy and markets

Talk of days out, games etc…

Discuss development + promotions

Offices show effort OR reason for style


Attracting Talent – The Interview

Rejection

• Interviewer not motivational/credible

• No personal connection

• Standard Questions

• Just want ‘bum on seat’

• Swift offer = desperation

Attraction

Meeting the ‘face’ of the business

Smile – build rapport

Ask what is important to candidate

Prove you can add value to career

Make a candidate EARN an offer


Action!

Ask yourself – is your company environment for the management or the greater workforce?

Appeal to generation Y

Implement a clear strategy for retention – perhaps conduct an internal survey to learn staff perceptions and motivations?

Ensure you have a compelling story to join and an interview process to match


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MARC COHEN ATTRACT. RETAIN. MOTIVATE Keys to Talent Engagement Recruitment International Conference...

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