Recruiting Arts 2010 - eBook

The most comprehensive “owners manual” for a recruiting practitioner ever produced. Each step of the high-end recruiting process is detailed. From initial client relationship development to closing the deal, Doug Beabout has presented the arc of the successful recruiter’s practices in a common sense, no tricks manner. This missive includes the agreement and tools required to develop “trusted advisor” status with clients. You will achieve great results and have repeat and referred business as the majority of your activity by applying Doug’s proven practices. Doug has worked a recruiting desk since the late 1970’s; evolving each year and adapting the best and latest techniques and technologies into a prominent presence in recruiting. This comprehensive book is an invaluable resource in every recruiting business worldwide.

MARKETING MANUAL

Introduction

•         Image of a Professional Search Firm
•         Types of Searches
•         The Search Relationship Triangle
•         Steps to Building a Successful Search Firm
•         Marketing Checklist
•         Picking a Niche
•         Research Resource: Federal Reserve Bank
•         Market Study
•         Search Concepts
•         The Four Truths about Marketing
•         How to Overcome Objections
•         Characteristics of a Successful Consultant
•         What Big Billers Do and Don’t
•         Relationship Selling Call Checklist
•         Example of a Marketing Follow-Up Letter
•         Building Client Relationships
•         Critical Steps
•         Service Quality Questionnaire
•         Nine Ways to Improve Your Fee Agreement
•         Contingency Search Agreement
•         Retained Search Agreement
•         Container Search Agreement
•         Three Ways to Improve Billings
•         Checklist for Clients Selecting Search Firms
•         Conclusions on Marketing

RECRUITING MANUAL

•         Where It All Begins
•         Search Assignments- the Starting Point
•         Elements of Recruitable vs. Fillable Searches
•         Determining If The Search Is Recruitable
•         Essential Questions For Clients
•         Developing Potential Candidates
•         Sourcing & Getting Names
•         Referral Sources
•         Recruiting 101
•         Evaluating a Recruited Candidate
•         Essential Questions For Candidates
•         Developing a Candidate’s Interest
•         Presenting the Candidate to the Client
•         Managing Candidates after Interviews
•         Confirmation of Interviews
•         Managing a The Interview Process
•         Conducting Candidate Reference Calls
•         Handling Deal Killers
•         Closing Offers
•         Counteroffer Considerations
•         Networking Tips
•         Placement Insurance Plans and Coverage
•         Cyber Recruiting and On-Line Fantasies
•         Immigration Considerations and Realities
•         NAFTA and Candidates
•         Candidate Red Flags and How to Overcome Them

CLOSING MANUAL

•         Introduction to Closing
•         Where to Start
•         Knowing and Managing your Candidate’s Decision-Making Process
•         Selling Relocation to Candidates and Their Families
•         Managing Candidate Expectations of Salary and Income
•         Telephone Screen Follow-up Steps
•         Holding It All Together Between Interviews
•         Candidate Presentations and Closing
•         Establishing Excitement When Making Candidate Presentations
•         Beating the “We Wanna Run an Ad” Obstacle
•         Closing on Closing

An Added BOUNS Section on Overcoming Objections!

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