Tactical Foundation Training For Recruiters

The 360 Degree Recruiting Life Cycle is designed to help recruiters build a solid foundation to their desk. It is the accumulation of the very best practices of top billers and niche specialists in the recruiting industry from around the world.

This workshop provides recruiters with real skills to answer the following questions:

• How do we master our desk specialty?
• How can we gain success from every call made?
• 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 and candidate resistance to build a value added relationship?
• How do we create a consistent process that will reduce fall offs and turndowns?
• How do we ensure that we are paid a fair fee for the work involved?

Program Benefits

• Multiple methods of learning: Each workshop includes a workbook, live audio and visuals, role-plays, questions and answers, case study discussions, daily assignments, recommended reading and suggested scripts.
• Managers coaching guide: Each manager receives a guide to show what content has been discussed in the workshop as well as suggested coaching questions, role-plays and exercises to reinforce learning.
• Personalized support: Real-time trainers are on-line to coach each participant at every stage.
• Easily scheduled: Programs are divided into two hour webinars.
• No travel required: Can easily fit into a busy schedule. There is no need to leave the office or even leave your desk.
• Attendees: This series is designed for recruiters (new or experienced), team leaders, and managers.
• Length: Each session covers two modules and is approximately 120 minutes in length. Sessions are delivered twice weekly for five weeks.

Training Module Overview

Module 1: Recruiting Industry Overview
• State of the Industry
• Why Clients Work With Us

Module 2: Your Niche Market
• Define Your Marketplace (F.I.L.L.)
• Researching Your Marketplace
• Identifying Your Competitive Advantage

Module 3: Planning
Strategic Business Plan
• Building Your Pipeline - Tactical Planning
• Link Between Poor Time Management and Stress
• Prioritizing Projects
• Structuring Your Day
• Platinum Hours
• Managing Interruptions and Distractions

Module 4: Client Preparation
• Identifying Call Objectives
• Gate Keepers
• Voice Mail

Module 5: Client Conversation
• The Three Approaches to Client Conversation
• The MC Call
• The Knowledge Worker Call
• The Reference Check Call
• Managing Resistance: The LACES™ Model

Module 6: Need Evaluation/Qualifying
• Initial Qualifying Questions
• Completing the Job Profile Evaluation
• Job Order vs. Search Assignment
• Evaluation Tools / Form
• Client Redflags

Module 7: Recommend Solutions
• Contingent
• Engaged
• Retained
• Exclusive vs. Non Exclusive

Module 8: Confirm Agreement
• Your Value Proposition
• Presenting Your Solution
• Fee Negotiation / Demands and Counter Demands
• Managing Resistance / Objections
• Establishing Mutual Expectations

Module 9: Candidate Preparation
• Creating a Project Plan
• Sourcing Company / Candidates
• Gaining Referrals
• Prioritizing Call List

Module 10: Candidate Conversation
• The Four Steps in Opening the Call
• The Direct Call
• The Referral Call
• The Knowledge Worker Call
• Managing Resistance

Module 11: Need Evaluation / Qualifying
• Initial Qualifying Questions
• Candidate Redflags
• Completing the Candidate Profile Evaluation
• Accessing Candidate Motivation
• Evaluation Tools / Forms

Module 12: Matching and Presenting
• Match with Client
• Match with Other Opportunities (MAPPING)
• No Match

Module 13: Short List Presentations
• Reference Check Essentials
• The Value of Reference Checking
• The Reference Check Conversation
• Trouble Shooting
• Benchmarking
• Rating Your Candidate
• Rejecting Candidates

Module 14: Interview Preparation
• The Value of Prepping
• 10 Key Points for Client Prep
• 10 Key Points for Candidate Prep
• Coaching for Interview Success

Module 15: Interview Debrief
• The Value of the Debrief
• 10 Key Points for Client debrief
• 10 Key Points for Candidate debrief
• Guiding and Directing the Call

Module 16: The Closing Process
• Closing Techniques (Process vs. Event)

Module 17: Addressing Counteroffers
• Redflags to Watch Out for
• The ‘Financial’ Counteroffer
• The ‘Emotional’ Counteroffer
• The ‘Best-Week Ever’ Counteroffer
• Steps to Address Counteroffers

Module 18: Secure Offer and Acceptance
• Establishing a Fair Salary
• Managing the Offer
• Candidate Resignation
• Counter Offers

Module 19: Post Placement / Follow Through
• Transition and On-Boarding
• Follow Through

Module 20: Your Development
• Attitude
• Integrity
• Motivation