Strategic Selling Masterclass part 3 - The Recruitment … · Strategic Selling Masterclass part 3....

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Strategic Selling Masterclasspart 3

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“I would rather be a crazy optimist than a pessimist that is right”

lessons from the saddleare you pessimistic, realistic

and / or optimistic about the future of your business?

lessons from the saddle

current realities we are facing

www.therecruitmentnetwork.com @TheRecNetwork1


the market conditions



However you look at it, the UK economy is in some degree of discomfort right now…

> Underinvestment by government

> Delayed investment by large companies

> A loss of confidence

> Falling real wages

> The likely loss of skilled EU workers

> The potential of losing frictionless access to the EU market

> Devaluation

The effects of Brexit?

Market Conditions


The typical economic cycle …

recession recovery

trough

Market Conditions


Market ConditionsAre these the signs of a looming recession?

> Household Spending Down

> Living Standards Squeezing

> Value of the Pound Dropping

> High Street Sales Slumping

> Retails Sector Growth Declining

> Employer Confidence Falling

> Inflation Rising

> Import Costs Increasing


there's a 33% chance of a Brexit-induced recession in

the next 6 monthsCredit Suisse



Economic discomfort is global… Market Conditions

lessons from the saddleVUCA

volatility I uncertainty I complexity I ambiguity



the competition



1. Competitive Technology

The Global staffing market grew by 5% in 2017 while online staffing platforms are growing at a rate of between 40% to 60% per annum *

Competition

* ref: Staffing Industry Analysts

Artificial Intelligence

Video Interviewing

Collaborative Hiring Tools

Gamification

Intelligent Social Channels

Market Conditions

Augmented Reality

Etc… etc… etc…


HR Tech focus is shifting further from automated processes to automated productivity, linking

everything HR together to allow organisations to recruit with greater…

agility I speed I efficiency I objectivity



2. Competitive Talent Pools

* ref: United Nations

Competition

Market Conditions

4.5%the current UK

unemployment rate - the lowest level since 1975

67%of HR leaders believe the war for talent will be one of the

most pressing issues for their workplace in the near future

by 2047, for the first time in history, a higher proportion of

people will be aged 60 and over than under 15 (20.8%)

21%

the number of people of working age (15-64) for each

person aged 65+ in 2050(currently circa 8)

3.9


3. Competitive Agencies

* ref: Clearwater

Competition

Market Conditions

26,500current number of

recruitment agencies registered in the UK

5,000Number of new agencies

registered in the UK in 2016of agencies in the UK with less

than £250k turnover

60%

of the current UK recruitment industry revenue is generated by

the 25 largest, privately-

owned recruitment firms *

25%


the reputation of the industry



it takes 20 years to build a reputation and 5 minutes to ruin it

Warren Buffett

lessons from the saddleCost of Candidate and

Client Acquisition

Referrals

Charge Rates

Customer Retention

Customer Penetration

Employee Engagement

Market Reputation

Competition

Market ConditionsThe impact of getting it wrong


What are people saying about us?

Market Reputation

recruitment consultants are

recruitment consultants are scum

recruitment consultants are

recruitment consultants are liars

recruitment consultants are awful

recruitment consultants are rubbish

recruitment consultants are idiots

recruitment consultants are a waste of time

Competition

Market Conditions


The Recruitment Industry’s NPS

* ref: Staffing Industry Analysts0 1 2 3 4 5 6 7 8 9 10

11%

2% 2%1%

2%

10%

14%

12%

24%

12%

10%

-42 +23 = NPS -19

Market Reputation

Competition

Market Conditions

so what is there to be optimistic about?


there is huge opportunity ahead of us, but only some will

capitalise and maximise

a robust compound annual growth rate (CAGR)

9%

ref: REC



a 1% improvement across just 5performance levers can literally transform your performance and

profitability overnight

#marginalgains


lessons from the saddleso here is what you need to know



The markets are not getting harder, they are just getting different

The volatility of the markets create new opportunities

Your strategies today should focus on Tomorrow’s markets

Markets

The competition is there to force you to up your game

The candidate shortages are creating more demand for us

Technology is an enabler of the human process of recruitment

Competition

The reputation of others enables you to gain competitive advantage

The quality of your service delivery is your key USP

Your existing customers are where you will find tomorrow’s growth

Reputation

PerformanceYour greatest opportunity for sustained growth is by driving up the middle average of your business

By evaluating the inefficiencies of your existing activities, you create huge opportunities for improving outcomes


Consolidate and lock in your current customer base, now

Understand the 3-5 year future of the markets you currently work in

Identify new pockets of growth within your current markets

Identify new market opportunities in tomorrow’s growth markets

Markets

Use technology to enable you to service your customers and candidates with greater:• agility• speed• efficiency• objectivity

Keep the client and candidate interactions humanised and focus on productivity, not process

Competition

Measure your current market reputation and act upon it

Deliver celebrity levels of service to clients and candidates

Use online marketing and social selling as your power tools

Penetrate your existing client base and maximise client lifetime values

Reputation

The Engine RoomReplace “aspirational” KPIs with “minimum” standards of performance across each component of your vitality curve

Monitor and make marginal adjustments to the performance levers of the Engine Room


Dear Optimist, Pessimist and Realist,

Whilst you guys were all busy arguing about how full or empty the glass of water was… I drank it!

Best wishes,

The Opportunist


Objective

Reality Brainstorm Implementation

Strengths and Opportunities

Weaknesses and Threats

Timing

The Orbit™

Mini-Masterclass

https://www.linkedin.com/feed/


CLIEN

T

Trusted Advisors

Suppliers


Advisor

From Wikipedia, the free encyclopedia

An advisor is normally a person with more and deeper knowledge in a specific area

and usually also includes persons with cross functional and multidisciplinary

expertise.

An advisor's role is that of a mentor or guide and differs categorically from that of a

task specific consultant.

challenge

advise

consult

educate


Coaching

From Wikipedia, the free encyclopedia

Coaching is a training or development process via which an individual is supported

while achieving a specific personal or professional competence result or goal.

Occasionally, the term coaching may be applied to an informal relationship between

two individuals where one has greater experience and expertise than the other and

offers guidance as the other goes through a learning process.

question

guidance

awareness

exercise


O

R

D

E

R

pportunity

easoning

ebate

vidence

isk

Successful Outcome(s)

Truths

Options

Measurable Proof

Probability Vs Severity

G

R

O

W

Coach

Advise

Coach

Advise

Coach

w w w . i n n e r g y. c o . u k

Xxxx

The Decision Freeze

Created by US Air Force Colonel John Boyd, an OODA Loop

is a military model used for decision-making in air combat,

giving a pilot a greater field of vision than his opponents


O O D A


O

O

D

A

Observe

Orient

Decide

Act

What is the freeze?

What makes it a problem?

What are the options?

What has to happen next?


Agree

Clarify

Explore


Negotiation(decoy pricing)


What prevents sales professionals from closing?


The Commitment Close

The Silent Close

The Contra / Pro Close

The Limited Availability Close

The Competitor Activity Close

The Emotional Close

The Alternative Close


bringing it all together

(marginal gains)

New

Existing

Candidates

Clients

1%

People Process

1%

1% 1% 1%

1%

1%

1%

1%

1%

1%

lessons from the saddlewhat are you going to do?

www.therecruitmentnetworkclub.com

[email protected]

07799 688063

Strategic Selling Masterclass part 3 - The Recruitment … · Strategic Selling Masterclass part 3....

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