Training Dates

Proactive Calling @ London

Feb 21 @ 9:30 am – 5:00 pm

This one day open training course is for business owners who want their managers, recruitment teams and individual recruiters to become more structured and assertive over the telephone with either their clients or candidates.

By the end of the course you will be able to:

Understand the importance of proactivity within a fast-moving recruitment sales environment.
Discuss and implement proactive actions, which focus on building long-term consultative customer relationships.
Develop a ‘curious brain’ approach to gathering specific and business focused information, which facilitates, develops and progresses customer loyalty.
Develop a positive, confident, assertive and enthusiastic calling manner.
Deal confidently and proactively with customer objections.
Proactively respond to closing signals and ask for a commitment.
Plan, structure, make and analyse results focused calls which meet agreed objectives.

Developing a proactive approach:
Discusses why proactivity is critical to any business development routine.
Establishes how you can become more proactive in your approach to their market.
Start, stop and continue exercise: facilitating you to become even more proactive than you currently are.
Considers how to target different customer groups.
Focuses on the importance of attitude and personal organisation as the key to sales success.
Identifies your personal selling style using behavioural sales profiles.

Planning the call:
Provides a definition of a successful sales call.
Considers the planning stages required to make consistent and effective business development calls.
Establishes the importance of detailed knowledge to develop relationships.
Identifies SMART call objectives for proactive sales activity.
Develops assertive and focused opening statements to achieve agreed objectives.
Establishes and practises results focused questions which build on research and link to call objectives.
Identifies and practises selling personalised and added value solutions.

Managing objections and closing the call:
Discusses techniques to proactively manage objections and gain appropriate commitment.
Identifies closing techniques to ask for the business and gain objectives.

Andrew Carr is an award winning learning professional who, for the past 20 years, has worked with a variety of staffing companies across many recruitment sectors advising on and delivering results focused learning programmes. For more about Andrew visit Meet The Team.

9:30am – 5:00pm

£349 + VAT

Please complete the booking form and email, post or fax number +44 (0)1529 309801. If you have any further questions, please do not hesitate to call 0800 0749289 / +44 (0)1529 410586.

Call us for an in-house quotation.

Categories: Proactive Calling Recruitment Fundamentals

5

Selling Executive Search & Winning Retained and Exclusive Assignments @ London

Mar 5 @ 9:30 am – 5:00 pm

“The course last week was a breath of fresh air and Neil won a £100k HR Director search for and I won a £200k Commercial Director search.”

“Excellent format, pace and approach to training. No role plays and condescending content, which make this a must for all experienced recruiters. Thoroughly recommended!!”

“Never before have I been on a course and come back with so many great practices and ideas. The ROI is incredible. It will also undoubtedly help us as a company decide on what business strategy to adopt and move forward with.”

Although not confined to the executive search arena, retained assignments predominantly go hand in hand with the need to headhunt a key role and/or a client paid advertising campaign. Winning a retainer is a difficult sell.

This course will address your issues and challenges in and around the retained market helping you to:-

Identify potential retained clients & retained/exclusive opportunities
Evaluate your competitors and where that places you
Be aware of what clients look for in a retained recruitment partner
Engage with clients – building up to a retainer
Structure and prepare your pitch
Understand & perfect the sales process both verbally & written (tenders)
Effectively handle fee negotiation and types of retainers
Produce an action plan to move forward

We have been training individuals and organisations in the art of the executive search, headhunting and the direct approach since 1998. Our Successful Head-Hunting training course is suitable for Executive Search firms and those wishing to add headhunting to their core offering (whether you sell it as a service to the client or not) and deliver quality candidates.

This Selling Executive Search & Winning Retained and Exclusive Assignments one day course will give you the tools to sell those skills & methodology to your clients. Our lead trainer and MD Warren Kemp has trained more people and delivers more courses in headhunting and executive search than any other trainer around today.

9:30am – 5:00pm

£399+VAT

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is capped at 12. Book now to avoid disappointment!

Please complete the booking form and email, post or fax number +44 (0)1529 309801. If you have any further questions, please do not hesitate to call 0800 0749289 / +44 (0)1529 410586 and ask for Julie or Ken.

14

Candidate Control, Screening & Interview Techniques @ London

Mar 14 @ 9:00 am – 5:00 pm

Learn how to screen potential candidates from a long list & then interview both face to face and over the telephone.
Significantly improve your candidate to placement ratio through greater candidate control and enhanced recruitment process.

“All around it was a great course, good references, put into great context with who was in attendance on the day. Good size class. Was very pleased. Great value for money.”

With more and more job seekers continuing to come onto the market, and seemingly happy to take any suitable job, it has never been more important to get the right information quickly. According to the AGR (Association of Graduate Recruitment) we are experiencing some of the highest ever levels of candidate drop out.

Just because they are technically competent, keen and available, doesn’t make them the right fit. Your time needs to be spent wisely and candidates both in and out of work can be a major source of information regarding your market. Remember a stunning candidate will still help open doors for you.

This course aims to give your consultants a more transparent, controlled and structured approach to candidate qualification and management, ultimately resulting in improved billings and a significantly improved candidate to placement ratio.

Fine-tune your interviewing skills both face to face and over the phone.
Understand the basis & structure of a well-planned interview.
Learn how to use behavioural based questioning and conduct competency based interviews.
Confidently gain rapport and uncover the candidate’s true motivators
Analyse candidate information to plan effective questioning.
Comfortably & quickly screen the candidate so you spend time with the right individuals and build long term contacts.
Gain the confidence to know when “it’s a fit”.
Consistently reduce candidate drop out levels including controlling the counter offer.
Learn how to manage and control the recruitment process.
Understand the top 6 legislations to safeguard you, your candidates and your clients.
Compile a portfolio of interview skills and techniques to adapt to any situation.

This one day course is ideal for anyone whose role incorporates candidate screening, interviewing and presentation including line managers/hiring authorities in the corporate environment. Additionally, managers and team leaders who are responsible for training their team in recruitment techniques will gain huge benefit from interviewing being broken down into manageable, understandable and measurable chunks. Or perhaps, after years of asking the same questions, you just need a refresher?

Taking an effective job order
Understanding which sourcing methodology to use
Pre-screening & vetting from the CV
Screening over the phone
Interview structure
Behavioural questioning & competency based interviewing
Management & Control
Review & Action Plan

9:30am – 5:00pm

£349+VAT

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is generally capped at 12. Book now to avoid disappointment!

As per all RMI courses, this comes with a 100% money back guarantee if not satisfied.

How do I book? Please complete the booking form and email [email protected] , post or fax it to +44 (0)1529 309801. If you have any questions, please do not hesitate to call 0800 0749289/+44 (0)1529 410586 and ask for Julie or Ken. Call us for an in-house quotation or email [email protected] .

19

Consultative Face To Face Selling

Mar 19 @ 9:30 am – 5:00 pm

Increase your sales success by becoming more consultative, focused and assertive during face to face meetings

Sales professionals who have a good working knowledge of how recruiters add value to their client base and wish to further develop their relationship building and influencing skills.

Also individuals who wish to become more consultative in their approach to developing client relationships, particularly face to face.

Individuals who wish to be more focused and assertive when meeting clients face to face.

By the end of the course you will be able to:

Understand the importance between a transactional and consultative sales approach.
Develop behaviours and qualities of a successful consultative sales professional.
Understand the benefits of undertaking a client meeting from both a client and recruiter’s perspective.
Understand the agenda of different buyer groups and be able to adapt your approach to increase influence.
Confidently ask for, plan and proactively manage a successful client meeting.
Build rapport by conducting and using research gained prior to the meeting.
Use questioning techniques to identify specific and relevant client needs and problems ensuring that solutions are relevant, personal and add value.
Understand why active listening is important in building a consultative sales approach, and be able to develop inter personal and active listening skills.
Understand the difference between discounting and negotiation, with a focus on gaining mutually beneficial outcomes.
Overcome client objections and gain commitment by successfully closing the meeting.

Building influential relationships:

The difference between transactional and consultative sales

Developing a consultative approach

The importance of adding value

Selling styles

Buyer types, understanding their agenda and how to maximise influence

Structuring a successful client meeting:

Why should we meet – the benefits

How to assertively ask for a client meeting over the phone

5 Part meeting structure, including:

Planning and preparing for a sales meeting

How to build rapport and gain client engagement

The importance of body language in building rapport

The importance of questioning techniques to build knowledge and identify client needs

An introduction to SPIN© advanced selling

How to use features and benefits to add value to any solution

Proactive negotiation, overcoming objections and closing the sale are part of the structure.

Andrew Carr is an Institute Of Sales Management (ISM) Sales Master Practitioner and award winning learning professional who, for the past 20 years, has worked with a variety of staffing companies across many recruitment sectors advising on and delivering results focused learning programmes. For more about Andrew visit Meet The Team.

9:30am – 5:00pm

£399 + VAT

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is capped at 12. Book now to avoid disappointment!

Please complete the booking form and email, post or fax number +44 (0)1529 401375.

Call us for an in-house quotation.

21

Candidate Sourcing @ London

Mar 21 @ 9:30 am – 5:00 pm

“Great course. Job well done. Thank you.”

“Was a fantastic course – continually engaging, have learnt a great deal and has had an immediate impact on my working practices. Highly recommended!”

This course is aimed at Resourcers, Researchers and candidate-facing Recruiters. This is an in-depth research course to help you identify and approach ‘A’ grade candidates and includes all methodologies.

If you want more of an overview and help with the process of a search campaign, including client management, then our Successful Head-Hunting course is more appropriate. If you wish to learn how to win an assignment and sell search, then our Selling Executive Search and Winning Retained Assignments course is right for you. If you need any help in choosing the best option, please contact us.

With technology constantly being improved and social media becoming ever more accurate, being able to attract and source the very best candidates – and quickly – for your vacancies is vital. The recruiter’s bar keeps being raised. Maximising your chances of success means that today’s successful recruiter has to be able to blend the old with the new and the current with the cutting edge. Your existing database is still the first place to look of course. But if that 4 year old CV doesn’t quite fit the vacancy criteria, being able to quickly & proactively source that same individual’s most recent details might just help you produce a quality candidate for the role. Should we now ignore the job boards? After all, there are now so many potentially blurring what works? No of course not – but you do have to be able to identify the most appropriate one(s) and write killer ads if you are going to get that quality applicant at the start of their search. And if that still isn’t producing you the star candidate? Then you have to step up to the plate and go find them!

This one day course will explore and deal with how best to:

Utilise your database
Write winning adverts
Have candidates coming to you via social media (LinkedIn, Twitter, etc.)
Via social media, identify individuals you want to approach
How to build a strong network
Use Boolean logic and X-ray techniques to find information & people
Have a robust and proactive candidate sourcing process & pipeline
Introduce yourself positively both online & over the telephone
Become your sector’s recruiter of choice

This course is delivered by one of our associate trainers, Sarah H Gordon. For more information on Sarah, please visit Meet The Team.

9:30am – 5:00pm

£349 + VAT

Please complete the booking form and email, post or fax number +44 (0)1529 309801. If you have any further questions, please do not hesitate to call 0800 0749289 / +44 (0)1529 410586.

Call us for an in-house quotation.

Categories: Candidate Sourcing Recruitment Fundamentals

26

Two Day Introduction To Recruitment @ London

Mar 26 – Mar 27 all-day

“Good couple of days. Learnt a lot and had good fun. Warren managed to make the days very enjoyable and has certainly improved my knowledge and skill set for the job which I shall now try and portray in my career in recruitment. Many Thanks.”

“I came to this course with no knowledge in recruitment but since attending, I feel I have a great understanding of what recruitment is about and I feel so much more confident!”

There is an old question that goes “What if I spend money on training my staff and they then leave?” and the answer is “What if I don’t and they stay?” Too many new recruits don’t get the help and guidance they deserve when they first join a company – it’s the quick whirl round the office meeting a few people, getting shown the basics of how the database works, listening to how their new colleagues make a few calls and then they are let loose. If you want your next hire to make a positive contribution early and to consistently deliver good results in the months and years to come, then giving them quality training in their first few weeks is vital. A well thought out and structured introduction to recruitment is key to future success.

Training is a big investment of your time and money. Recruitment Matters International believe that in order to get the very best out of training, attention and concentration is everything. That’s why we’ve condensed our induction programme into two days. Any longer, and minds can wander and money and time spent isn’t fully optimised. Experience has taught us that a maximum two days in a focussed learning environment really works. In the current climate having grounding in what’s needed to succeed in recruitment is simply crucial.

‘Two Day Induction’ is an introduction to the recruitment process and the key skills involved. Ideal for those entering recruitment for the first time or recruiters with limited experience who wish to formalise their initial learning. Suggested experience level : 0-12 months

The recruitment process
Overview of legislation
Planning, preparation & time management
Telephone skills including scripts
Candidate attraction, retention & control
Winning new business including overcoming objections
Client attraction, retention & control
Interview skills
Writing effective job adverts
Taking a clear job order

View upcoming events

9:30am – 5:00pm;

9:30am – 5:30pm

£549 + VAT

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In order to optimise your learning experience, this course is purposely run with small delegate numbers and is generally capped at 12. Book now to avoid disappointment!

How do I book? Please complete the booking form and email, post or fax it to [email protected] or fax number +44 (0)1529 309801. If you have any questions, please do not hesitate to call 0800 0749289/+44 (0)1529 410586 and ask for Julie or Ken.

Call us for an inhouse quotation. Inhouse courses can be tailored to your specific market and we will work if appropriate with the recruiting tools you currently use.

Apr

2

Running a Successful Temp Desk @ London

Apr 2 @ 9:30 am – 5:00 pm

“A good mixture of listen and learn, and interaction. The time went very quickly. I thoroughly enjoyed the course and have recommended RMI to my Directors. I am now looking forward to working through the training videos.”

“This is the second RMI course that I have been on and they have both been excellent. I would have no hesitation in recommending RMI and would love to attend more courses in the future.”

The role of the temp consultant is quite different to that of the permanent recruiter. While both temp & perm recruiters ultimately are sourcing and matching people to jobs and vice versa, for the temp consultant:

Timescales to deliver are shorter – how can you fill bookings within a matter of minutes rather than days?
Liability for candidate screening and compliance lies with the recruiter – how do you manage the admin burden?
Legislative requirements around temp recruitment are more onerous – how can you turn that to your advantage?
Fee calculations can be more complex – how can you calculate and quote them with confidence?
Temp recruitment doesn’t end once the candidate starts – how can you manage your talent pool efficiently?
In a candidate-short market, how can you attract the best candidates to temp for you rather than your competitors?

At the end of the course, participants will:

Know how to define their chosen market
Access a wide range of candidate sources
Implement an effective candidate registration process and lay the foundations for candidate management
Know how to take a good quality assignment brief
Book candidates out on assignment quickly and effectively
Operate effective quality management processes
Be able to offer added value services that differentiate their service from other recruiters
Have a strategy for building the profitability of their temp desk
Be aware of the legal requirements surrounding running a temp desk
Know how to calculate pay and charge – including the difference between mark-ups and margins
Understand how to measure their effectiveness
Appreciate the context of the UK Temps Market
Be aware of why clients use temps
Understand what makes a successful temp desk

Free resources for participants include:

A factsheet on sources of temporary candidates
A pro forma for candidate interviews
A sample checklist for temporary take-on
A sample booking confirmation template
Ideas for added value services
A pro forma for taking a good assignment brief
A factsheet on key legislation
Suggested performance metrics template
Personal Action Plan

This seminar is ideal for recruiters new to the temp market or with up to c18 months experience but with no formal temp process training. Additionally, managers and team leaders who are responsible for training their team in recruitment techniques will gain huge benefit from ‘Running A Successful Temp Desk’ being broken down into manageable, understandable and measurable chunks.

This course is delivered by one of our associate trainers, Sarah H Gordon. For more information on Sarah, please visit Meet The Team.

9:30am – 5:00pm

£349 + VAT

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is generally capped at 12. Book now to avoid disappointment!

How do I book? Please complete the booking form and email, post or fax it to [email protected] or fax number +44 (0)1529 309801. If you have any further questions, please do not hesitate to call 0800 0749289 / +44 (0)1529 410586 and ask for Julie or Ken.

Call us for an in-house quotation.

Apr

10

Business Development & Key Account Management Skills @ London

Apr 10 @ 9:30 am – 5:00 pm

Things continue to look increasingly optimistic. However, recruiters are, in many cases, still not the first choice for organisations that are hiring. For many of their vacancies they would rather advertise for themselves, use internal referral systems or utilise the government’s jobseeker programmes. Quite often, you get a chance only when those methods fail. Of course, for senior roles or difficult to find vacancies recruiters do come into play, but the client wants it at the cheapest rate possible. And if that isn’t bad enough, your competition has become hotter and hotter over the last year or two, with too many flat fee and online options springing up. Aaaarrghh!! Too few recruiters in recent years have had to be at the top of their game when it comes to business development skills. Now, more and more recruiters have realised that even their key accounts are not so stable.

Let us train you and/or some of your team how to really master the art of business development and true account management. We will teach you how to ask the right questions and spot the right openings. You will learn how to prepare the ground for a truly effective telephone call and build a long term relationship (while getting quick gains too). In fact, we are so sure that you will get so much from this course we are offering you 100% money back guarantee, if you are less than satisfied

Account management and business development as a process
Finding your true market & opportunities
Building a client base and pipeline
Gaining sponsorship
Preparation & planning
Getting past the gatekeeper
Your ‘pitch’ & opening statements
Winning over the doubter
Overcoming objections
Selling your services/solution
Negotiating the best deal for everyone
Keeping the door open

9:30am – 5:00pm

£399+VAT

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is generally capped at 12. Book now to avoid disappointment!

How do I book? Please complete the booking form and email [email protected] , post or fax it to +44 (0)1529 309801. If you have any questions, please do not hesitate to call 0800 0749289/+44 (0)1529 410586 and ask for Julie or Ken. Call us for an in-house quotation or email [email protected] .

Apr

11

The Billing Manager – managing people and motivating teams @ London

Apr 11 @ 9:30 am – 5:00 pm

“It’s amazing how much you can accomplish if you do not care who gets the credit”
Harry Truman, US President (1945-53)

“Very enjoyable and informative, gave lots of food for thought and I have provided positive feedback to our company directors.”

“I went into the course with management experience, and whilst a lot of the content I had heard/read previously, there were several ‘light bulb’ moments for me thanks to the way that the training was delivered.”

One of the most difficult management challenges there is in recruitment is to run a billing desk and find time to look after others at the same time. Getting the balance right isn’t easy. Yet, by consistently following some simple rules, and having the knowledge of when and how to get involved with those reporting to you, it is something that can be relatively straightforward. With all of us facing some challenging times ahead, it isn’t simply good management but great motivational skills, too, that will help make the difference.

This one-day introduction to managing & motivating people and teams is ideal for recruiters who are new to management and for the more experienced manager who has perhaps been self taught or had no formal training.

Qualities of great motivators & managers
Self evaluation & action plan for self development
Evaluation of your people/team
Time management, prioritisation & delegation
Managing & mentoring by coaching
Active listening
Motivating teams and individuals in difficult circumstances
Giving feedback on a poor performance
Getting an individual to buy into an idea
Conducting appraisals
Running an effective meeting

Stewart Stone specialises in management training and leadership development within the recruitment sector. He is also an expert in how to recruit recruiters at all levels, and retain and motivate employees. For more information on Stewart, please visit our Meet The Team page.

9:30am – 5:00pm

£399 + VAT

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is generally capped at 12. Book now to avoid disappointment!

How do I book? Please complete the booking form and email, post or fax it to [email protected] or fax number +44 (0)1529 309801. If you have any questions, please do not hesitate to call 0800 0749289/+44 (0)1529 410586 and ask for Julie or Ken.

Call us for an in-house quotation.

Categories: Recruitment Masterclasses The Billing Manager

1

Train The Trainer Bootcamp @ London

May 1 – May 3 all-day

RMI has been training and coaching recruiters for over 20 years. For our founder and CEO, Warren Kemp, that’s around 30,000 hours of stand up training, sit down one to ones and group coaching. If business books are to be believed, then that makes him a triple world class trainer!

His next three day, two night all-inclusive Train The Trainer Bootcamp will run in May.

The Bootcamps include:

30 hours of participative learning over the three-day boot camp
All meals, refreshments & hotel accommodation
Maximum of four ‘trainees’
Additional RMI trainer to support specific sessions/coach you
Final session (with a live audience) filmed and professionally edited for you to take away
Telephone & email support from Warren for 12 months critiquing your content/writing help/agony uncle
Quarterly face to face hook-ups
With lifetime access to ku.dos – currently, 20 hours of movies – 60 hours of ready-made training for you to facilitate with your team

To find out more and to understand if it is right for you, call Warren direct on 07976 828637, email [email protected] or contact us here at HQ.

30 hours over the 3 days

POA

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is capped at 4. Book now to avoid disappointment!

How do I book? Please complete the booking form and email, post or fax it to [email protected] or fax number +44 (0)1529 410586.

Categories: Recruitment Masterclasses Train the Trainer

Two Day Introduction To Recruitment @ London

May 1 – May 2 all-day

“Good couple of days. Learnt a lot and had good fun. Warren managed to make the days very enjoyable and has certainly improved my knowledge and skill set for the job which I shall now try and portray in my career in recruitment. Many Thanks.”

“I came to this course with no knowledge in recruitment but since attending, I feel I have a great understanding of what recruitment is about and I feel so much more confident!”

There is an old question that goes “What if I spend money on training my staff and they then leave?” and the answer is “What if I don’t and they stay?” Too many new recruits don’t get the help and guidance they deserve when they first join a company – it’s the quick whirl round the office meeting a few people, getting shown the basics of how the database works, listening to how their new colleagues make a few calls and then they are let loose. If you want your next hire to make a positive contribution early and to consistently deliver good results in the months and years to come, then giving them quality training in their first few weeks is vital. A well thought out and structured introduction to recruitment is key to future success.

Training is a big investment of your time and money. Recruitment Matters International believe that in order to get the very best out of training, attention and concentration is everything. That’s why we’ve condensed our induction programme into two days. Any longer, and minds can wander and money and time spent isn’t fully optimised. Experience has taught us that a maximum two days in a focussed learning environment really works. In the current climate having grounding in what’s needed to succeed in recruitment is simply crucial.

‘Two Day Induction’ is an introduction to the recruitment process and the key skills involved. Ideal for those entering recruitment for the first time or recruiters with limited experience who wish to formalise their initial learning. Suggested experience level : 0-12 months

The recruitment process
Overview of legislation
Planning, preparation & time management
Telephone skills including scripts
Candidate attraction, retention & control
Winning new business including overcoming objections
Client attraction, retention & control
Interview skills
Writing effective job adverts
Taking a clear job order

View upcoming events

9:30am – 5:00pm;

9:30am – 5:30pm

£549 + VAT

<

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is generally capped at 12. Book now to avoid disappointment!

How do I book? Please complete the booking form and email, post or fax it to [email protected] or fax number +44 (0)1529 309801. If you have any questions, please do not hesitate to call 0800 0749289/+44 (0)1529 410586 and ask for Julie or Ken.

Call us for an inhouse quotation. Inhouse courses can be tailored to your specific market and we will work if appropriate with the recruiting tools you currently use.

9

Candidate Sourcing @ London

May 9 @ 9:30 am – 5:00 pm

“Great course. Job well done. Thank you.”

“Was a fantastic course – continually engaging, have learnt a great deal and has had an immediate impact on my working practices. Highly recommended!”

This course is aimed at Resourcers, Researchers and candidate-facing Recruiters. This is an in-depth research course to help you identify and approach ‘A’ grade candidates and includes all methodologies.

If you want more of an overview and help with the process of a search campaign, including client management, then our Successful Head-Hunting course is more appropriate. If you wish to learn how to win an assignment and sell search, then our Selling Executive Search and Winning Retained Assignments course is right for you. If you need any help in choosing the best option, please contact us.

With technology constantly being improved and social media becoming ever more accurate, being able to attract and source the very best candidates – and quickly – for your vacancies is vital. The recruiter’s bar keeps being raised. Maximising your chances of success means that today’s successful recruiter has to be able to blend the old with the new and the current with the cutting edge. Your existing database is still the first place to look of course. But if that 4 year old CV doesn’t quite fit the vacancy criteria, being able to quickly & proactively source that same individual’s most recent details might just help you produce a quality candidate for the role. Should we now ignore the job boards? After all, there are now so many potentially blurring what works? No of course not – but you do have to be able to identify the most appropriate one(s) and write killer ads if you are going to get that quality applicant at the start of their search. And if that still isn’t producing you the star candidate? Then you have to step up to the plate and go find them!

This one day course will explore and deal with how best to:

Utilise your database
Write winning adverts
Have candidates coming to you via social media (LinkedIn, Twitter, etc.)
Via social media, identify individuals you want to approach
How to build a strong network
Use Boolean logic and X-ray techniques to find information & people
Have a robust and proactive candidate sourcing process & pipeline
Introduce yourself positively both online & over the telephone
Become your sector’s recruiter of choice

This course is delivered by one of our associate trainers, Sarah H Gordon. For more information on Sarah, please visit Meet The Team.

9:30am – 5:00pm

£349 + VAT

Please complete the booking form and email, post or fax number +44 (0)1529 309801. If you have any further questions, please do not hesitate to call 0800 0749289 / +44 (0)1529 410586.

Call us for an in-house quotation.

Categories: Candidate Sourcing Recruitment Fundamentals

15

Executing a Successful Head-Hunting Assignment @ London

May 15 @ 9:30 am – 5:00 pm

With 25% of the market looking to move at any one time you may feel that there are enough job seekers to go around. The problem for you with that 25% of people is that they are actively looking for work and will have other irons in their fire. The odds are in the candidate’s favour and not in yours and your client’s. So, if you want to be able to discuss job opportunities and career steps with the other 75%, you had better be able to head-hunt. NB Head-hunting is much more than sending someone a message on LinkedIn. There is a skill and an art to engaging with and approaching the passive prospect.

Being able to head-hunt allows you to handle those vacancies and assignments that you would otherwise find impossible. It really does ensure that the candidates you put forward to your clients are the best available. Head-hunted candidates are highly unlikely to be presented to your client by your competitors, even when sharing a contingent assignment. Executive Search techniques are as applicable for junior positions as they are for senior ones. Head-hunting can help you get full fee assignments on a retained basis too.

This busy one day participative executive search training course is suitable for consultants (both external & internal) wishing to add head-hunting / executive search to their skill set (with a good understanding of recruitment) or for experienced search consultants wishing to formalise their knowledge.

Managing client expectations – Be able to explain to potential clients what is possible and within what timescales (and gain their buy in). Headhunting cannot produce the impossible. As a consultant it is your job to give best practice advice. This session will help enhance the hiring authority & consultant relationship and ensure there is a clear road map to success.

Head-Hunting methodology; managing the process; ethics – Learn how to manage an assignment in a professional logical manner ensuring continuity and consistency of results and enhance your own reputation along the way.

Name gathering – including market mapping utilising both the phone and the internet – Being able to identify and target an effective list of potential contacts will ensure the success of the assignment. Doing it in a timely way is vital.

Due diligence & building credibility – While the phone will be your main tool to approach your potential candidate, the internet is a valuable source for information about the person AND for them to check you out. There are some key steps that will be explained to help warm up your call.

Rapport, commitment & control – Those first few opening moments over the phone are crucial if you are to extend your ‘air time’ into a meaningful two way fact finding conversation. Although you cannot control people, you can control process and gaining the candidate’s commitment is the key. Learn the tried and tested ways to do just that.

The head-hunt call & subsequent conversations – Knowing what you are going to say is half the battle. Knowing how and when to say it is the other half. Few recruiters without formal head-hunt training really know just how to do that. Learn the methodology and psychology behind a truly effective opening to a prospective candidate and how to link information gathered from the candidate previously into each subsequent stage of the consultant/candidate relationship.

Overcoming objections and reactions – Practice really does make perfect. “Where did you get my name?”, “I’m happy where I am”, “Who’s your client?” and a dozen others come up time and time again. Being able to overcome these responses to the candidate’s satisfaction is the key to starting a long lasting business relationship. This session will give you the tools to do that.

NOTE : For consultants wishing to explore the sales process and the pitch itself, our ‘selling executive search’ course detail is here.

Warren Kemp is one of the most sought after specialist trainers and management consultants around today. He has been training individuals and organisations in the art of head-hunting for some 20 years. His clients span small independent start-ups to some of the major names in the recruitment industry and to date have come from 25 different countries worldwide. As well as his training and consultancy services, Warren is one of the leading audio presenters and authors on recruitment matters. Go to ku.dos online training to find out more!

9:30am – 5:00pm

£399+VAT per delegate

In order to optimise your learning experience, this course is purposely run with small delegate numbers and is capped at 12. Book now to avoid disappointment!

Please complete the booking form and email, post or fax number +44 (0)1529 309801. If you have any further questions, please do not hesitate to call 0800 0749289/+44 (0)1529 410586 and ask for Julie or Ken.
Call us for an in-house quotation.

22

Proactive Calling @ London

May 22 @ 9:30 am – 5:00 pm

This one day open training course is for business owners who want their managers, recruitment teams and individual recruiters to become more structured and assertive over the telephone with either their clients or candidates.

By the end of the course you will be able to:

Understand the importance of proactivity within a fast-moving recruitment sales environment.
Discuss and implement proactive actions, which focus on building long-term consultative customer relationships.
Develop a ‘curious brain’ approach to gathering specific and business focused information, which facilitates, develops and progresses customer loyalty.
Develop a positive, confident, assertive and enthusiastic calling manner.
Deal confidently and proactively with customer objections.
Proactively respond to closing signals and ask for a commitment.
Plan, structure, make and analyse results focused calls which meet agreed objectives.

Developing a proactive approach:
Discusses why proactivity is critical to any business development routine.
Establishes how you can become more proactive in your approach to their market.
Start, stop and continue exercise: facilitating you to become even more proactive than you currently are.
Considers how to target different customer groups.
Focuses on the importance of attitude and personal organisation as the key to sales success.
Identifies your personal selling style using behavioural sales profiles.

Planning the call:
Provides a definition of a successful sales call.
Considers the planning stages required to make consistent and effective business development calls.
Establishes the importance of detailed knowledge to develop relationships.
Identifies SMART call objectives for proactive sales activity.
Develops assertive and focused opening statements to achieve agreed objectives.
Establishes and practises results focused questions which build on research and link to call objectives.
Identifies and practises selling personalised and added value solutions.

Managing objections and closing the call:
Discusses techniques to proactively manage objections and gain appropriate commitment.
Identifies closing techniques to ask for the business and gain objectives.

Andrew Carr is an award winning learning professional who, for the past 20 years, has worked with a variety of staffing companies across many recruitment sectors advising on and delivering results focused learning programmes. For more about Andrew visit Meet The Team.