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THE FUTURE OF RECRUITING & NEXT PRACTICES + $$ Ideas! Presented By: Barb Bruno, CPC, CTS
THE FUTURE OF RECRUITING & NEXT PRACTICES + $$ Ideas!
Presented By: Barb Bruno, CPC, CTS
IT’S TIME TO TAKE ADVANTAGE OF THE PERFECT STORM…
n Economy Has Improved (slowly)
n More companies WILL HIRE before 12.31.11
n Baby Boomers – retire one every 6 seconds!
n Job Satisfaction – all time low
n You have LESS competition!
Attitude -‐MAKE or BREAK You
Your Success Depends 10% on What Happens To You 90% on How You React Often you need to Choose NOT to React! If you think you CAN or you think you CAN’T -‐ YOU’RE RIGHT!
IT’S TIME TO GET TO WORK!
Each Time you Point your Finger at something or someone….the economy, your clients, your candidate, your co-‐workers…
There are three pointing back at you! There is “one letter” that separates WHINING and WINNING!
WHAT DAILY RESULTS?
In Order to Take Advantage of the CURRENT TRENDS..
Track your stats, NO excuses! Know the DAILY RESULTS you need to consistently achieve to HIT OR SURPASS GOALS SET! COMMIT to achieve those RESULTS
MOST IMPORTANT STAT
SEND OUT TO PLACEMENT RATIO (only count “birst” interviews) If you want to produce MORE, increase your SEND OUT TOTAL!
CURRENT TREND #1… Growth in the Contingent Workforce… Temp or Contract
CURRENTLY = 25% Within next 10 years will rise to 35% +
NEXT PRACTICE #1… Consider a “Blended” Business Model especially if you intend to sell! (enjoy the re-‐occuring revenue) Use a Firm like TFI you could be in the Contract Business MONDAY
CURRENT TREND #2…Awareness of our Profession is low!
(Career Builder Survey) n 35% of Job Seekers
Unable to name ONE Search Firm
n 50% of Job Seekers Unable to name more than One!
n Most Job Seekers Reported they had a NEGATIVE EXPERIENCE with their Stafbing or Search Firm
n REALITY: We place less than 5% of the candidates we attract!
n Only 15% rated their experience a 9 out of 10
(How would Job Seekers rate YOU?)
NEXT PRACTICE #2… Brand Yourself -‐ What Can You Say That NO ONE ELSE Can? STOP WWD Presentations – All people care about IS WIIFM!
Improve your Follow-‐up Process – for ONE YEAR! Touch Your Database bi-‐monthly w/articles – set up Auto Responders! Send Anniversary Cards Write~Speak~Attend
CURRENT TREND #3 … Mobile Applications will DOMINATE!
n ATS companies -‐offer mobile application versions and tools
n Current Apps include: Slydial, RingCentral
and Evernote and you will see more “recruiter friendly” tools
NEXT PRACTICE #3 … Develop a Mobile Strategy
n Position yourself to take advantage of this trend.
n Obtain cell phone numbers and home email addresses from both clients, candidates, references and your professional network.
CURRENT TREND #4 … Increase of VMS & MSP
(Vendor Management Systems & Managed Service Providers)
Large companies see this as an effective way to hire large numbers of talent and NOT “deal” with us! (Could affect your current clients)
NEXT PRACTICE #4 … Develop VMS/MSP Best Practices
n You can decide NOT to do business… n If you decide YES, address topics including:
n Implementation, Order/Requisition Mgmt., n Candidate Submittal, Financial Mgmt., &
Stafbing Firm or Search Firm Engagement
CURRENT TREND #5… Video “YouTube” has Changed Everything! You will see a combination of paper and video resumes as well as short email video introductions!
BEST PRACTICE #5… Include VIDEO in your Business Strategy! n Don’t discount video as a passing fad! n Research ATS Companies who are incorporating VIDEO
n Research products like VIPE (inexpensive)
CURRENT TREND #6… Social Media
Social Media will continue to impact the Stafbing & Recruiting
Profession
Having Facebook minimized is NOT productive! Social Media is done AFTER Prime Time HOURS or delegated!
NEXT PRACTICE #6… Decide if you need a Social Media Strategy
n Understand you GIVE more than you GET
n This is NOT a FAST money maker!
n Tools like Tweepsect, Work41.abs and Social Cam are examples of tools that allow users to “leverage the power” of their social networks
n KNOW this can be very TIME CONSUMING!
CURRENT TREND #7 – The Market is Turning to Candidate Driven
The Recruiter with The Candidate
will “WIN” Who can Identify Top Talent
FASTEST? Is it You?
BEST PRACTICE #7 PROVIDE CANDIDATE EXPECTATIONS
BE HONEST if you can place them or not TAKE THEIR UPDATE CALLS BETWEEN 4-‐5:00 Will cut down incoming calls by 50% You will “take your direction from them” and do all you can to schedule MULTIPLE interviews. (if you don’t they WILL!)
STRESS the Process is 100% CONFIDENTIAL
Provide Other Resources for the Candidates you won’t place which represents 95%! (stop providing FREE consulting) If you don’t have resources go to www.happycandidates.com (lifetime pricing still available!)
CUSTOMIZED CAREER PORTAL
Currently only available in the US and Canada! IN LESS THAN 10 MINUTES… Site has: Your Company Name, Your Logo,
Your Contact Info –we are invisible & your site will GENERATE some Passive Income!
Provides: Free Resume Builder, 16 Step
Process to Find a Job, Trade Publication, Aggregate Job Board (over 1,000 sites), FREE weekly LIVE Webinars with Q & A &
much more….
BONUS TIP…
DOUBLE YOUR CANDIDATE FLOW STARTING MONDAY… Take Out Applications of Everyone You’ve interviewed since Jan 1st!
Call their last 2-‐3 places of employment and ask for THEM!
CURRENT TREND #8… Clients Want you to be More of A Consultant and LESS of a Vendor!
Recruiting HAS BEEN, IS and ALWAYS WILL BE RELATIONSHIP BUILDING
BEST PRACTICE #8 – Become a Trusted Advisor to your Clients
n Offer Solutions to their problems-‐ Retention will be one of their greatest issues
n Offer Products and Services or Partner with Someone who Does and become an “afbiliate”
n Learn Something PERSONAL during every
third contact!
PROVIDE EXPECTATIONS TO CLIENTS …
Clients are confused because we
have all customized our services!
n What they can expect from you
n What you expect from them
SAMPLE CLIENT EXPECTATIONS
When taking an order Specibic Target Date to Fill, Interview Times, Every in Interview Process Signs off on Orders, Expect you to Back Fill Candidates GOAL: 2 – 3 Candidate in FINAL INTERVIEW
Update on all Open Orders Every Friday (now they KNOW you are working on their order and often will make adjustments)
BONUS TIPS… Conduct Revenue Modeling
1. Know your best business 2. 85% Marketing Efforts 3. There are RICHES in NICHES!
STARTING MONDAY… Turn down BAD business Climb the LADDER!
CURRENT TREND #9… Global Workforce
The Opportunities to Place Internationally will continue to Increase
Many of your Clients will Have International Needs
NEXT PRACTICE #9… Position Yourself to Place Globally n Third Party Researchers like IIPE will assist Recruiters to identify global talent
n Identify Global Split Partners HERE! n Ask your clients if they have International Recruiting needs!
NEXT PRACTICE #9… Embrace Change and Education
n Become a life time learner n Identify an Accountability Partner or Coach n Change the 5 people you hang around with
most! n Realize your ARE your OWN LOTTERY! n Become a GREAT RECEIVER!
OUR PROFESSION IS CYCLICAL… YOU ARE IMPACTED BY THE FOLLOWING:
n Economy
n Job Market
n Real Estate Trends
n Major events (including terrorism)
TIME TO INVEST IN YOUR FINANCIAL STABILITY IS NOW 5% into a RESERVE FUND To Invest in PASSIVE SOURCES of Income!
CURRENT TREND #10… Change is the ONLY CERTAINTY!
You Can’t do things the SAME WAY & expect BETTER RESULTS!
NEXT PRACTICE #10
n Identify an Accountability Partner or Coach
n Change the 5 people you hang around with most!
n Create & Follow Systems and Processes n Develop Structured Training n GET ORGANIZED – prosperity is NOT
attracted to disorganization!
TWO MORE BONUS TIPS
TIP ONE: If You are NOT a Planner, Starting Monday write down the 6 things you have to complete the next day that are closest to the money!
You commit NOT to leave work until the 6 things are DONE!
TIP TWO: Complete a Weekly Review! 1.What did you do RIGHT? 2.What wasted your TIME? 3.What NEW idea will you implement the following week?
IMPLEMENT THREE IDEAS
ON YOUR FLIGHT HOME, SELECT THREE IDEAS AND IMPLEMENT ONE EACH OF THE NEXT THREE MONTHS – TO GUARANTEE A
ROI ON THE FORDYCE FORUM! If you don’t LESS THAN 5% of you will Change Anything!
TRAINING NOT BEST USE OF YOUR TIME? If you enjoyed my training, you & your team
can have LIVE ACCESS to me 6 times every month!
My Top Producer Tutor provides a turn-key
training SOLUTION for rookies and experienced recruiters and we distribute
it GLOBALLY! 100% of my Client Increase Sales & Profits!
JUNE 6 – “CAN YOU REALLY DO
IT ALL ?” (Free Owner Webinar plus Top Producer Tutor Preview) Barbara J. Bruno, CPC, CTS 219.663.9609 [email protected]
