We recently joined forces with UK Recruiter to present the second in a series of unique recruiter learning events. Our first event, in March, dealt with how to manage client relationships (from business winning to account management) and for this one attention turned to the candidate with our two expert trainers – Denise Walker and Emma McDonnell – looking at how to manage candidate relationships.
In this blog we bring you the first two sessions from the event.
The afternoon opened with Denise and Emma setting the scene – the most successful recruiters in this market develop strong relationships with their candidates to ensure that they have loyalty and trust and to help encourage referrals and business recommendations.
In the short video below they start with the importance of being a respected partner and encourage the attendees to crowd source a list of the current challenges they face in trying to build trust with their candidates…you may recognise some of these challenges…
Continue reading “Managing Candidate Relationships” »
In this blog we are bring you the final sessions from the first recruiter training event that we ran with UK Recruiter.
The previous sessions from the Client Relationships event that we featured dealt with getting new clients on board and ways to deliver the desired recruitment outcome, and the videos below cover Account Management and Self-management.
Account Management
In this first session trainer Denise Walker looks at the secrets of successful account management. She shares some illuminating research from Cranfield University into why businesses lose long term clients, and also looks at the protocols of maintaining client relationships. And she fully explains the link between managing accounts and squeezing lemons!
Watch the video below, and look out for these key points:
- 0m 20s – 45% of SMEs grow by developing existing markets/clients and finding clients just like them, whilst the other 55% grow by looking for new markets/clients
- 2m 05s – the link between squeezing lemons and successful account management
- 4m 15s – the customer lifecycle
- 5m 50s – why B2B businesses lose customers (70% leave because they feel ‘unloved’)
- 6m 35s – only 14% clients leave because of poor service
- 8m 15s – account management protocols
- 11m 10s – benefits of good account management – client retention!
- 14m 15s – clear business development strategy Continue reading “Secrets of Successful Account Management” »
Last week we bought you the first session from the recent Recruitment Consultants’ learning event that we ran with UK Recruiter.
The topic was ‘Getting Clients On Board’ and leading trainer Denise Walker looked at the early stage sales process for winning and developing new client business. She was helped by search consultant Emma McDonnell – and this week it’s Emma’s turn to take centre stage as she leads us through a session on Managing the Recruitment Process.
Winning the initial business is one thing but to ensure that you continue to be briefed by clients you need to show that you can both deliver the desired outcome and manage a well-run recruitment campaign.
Watch the video below – here are some of the key points to look out for during Emma’s session:
- 1m, 30s – Get to know your candidates with in-depth interviews
- 2m, 00s – After all, candidates become clients and will respect the way you represent them
- 3m, 35s – Know the role inside out so that you can be honest with candidates if they are the right fit…Emma gives an example of how the candidate can help you sell them to the client!
- 4m, 45s – Good interview preparation but don’t just brief candidates on how to get the job…if clients think that you are putting the placement before getting the fit right then they won’t brief you again!
- 5m, 50s – Always keep clients and candidates updated as to where they are in the recruitment process
- 6m, 45s – The process can’t just be about you and your need to bill, it has to be about the client and the candidate
- 7m, 50s – Don’t be scared to pull a candidate out of the process if you doubt their fit…the long term client relationship is more important
- 8m, 40s – Always do a quality audit…and get someone other than you to ring the client for the feedback. They are likely to be more honest.
- 11m, 55s – Don’t just meet the client once and then maintain the relationship over e-mail/phone, make sure you visit them on a regular basis
The second event – Managing Candidate Relationships – takes place in London on May 2nd and there are still a small number of places available. You can register here
And look out for the 3rd session from Denise and Emma which we will feature on this blog next week…
We recently joined forces with UK Recruiter to run a learning event for recruitment consultants which covered all aspects building, maintaining and developing client relationships. You can see some of the highlights from the afternoon in this blog.
The presentations were well received with recruiters at all levels – trainees, experienced billers, managers and owners – finding new approaches to learn and gaining positive reinforcement of some of the methods they are currently using.
In this post we are showcasing the first of four sessions from the half day event – Getting Clients On Board.
Watch the video to see our guest presenters Denise Walker (one of the RECs top instructors) and Emma McDonnell (experienced recruiter and search consultant) take you through the key early stages of building a client relationship.
The major learning points to watch out for are:
We recently joined forces with UK Recruiter to create an innovative learning event for recruitment consultants, combining training with practical workshop sessions enabling practitioners to learn, co-operate and share experiences.
The topic was ‘Managing Client Relationships’ and the feedback was enthusiastic, with attendees gaining knowledge and insights to take back to the day job and help them become even better recruiters!
We will be showcasing the best of the sessions on this blog over the next few weeks, so in this post we are bringing you the highlights of the whole event. The second event will take place on 2nd May…see the end of this blog for registration details.
Around 40 practitioners attended the first interactive development workshop and here, in 60 seconds, is what they experienced… Continue reading “Managing Client Relationships – See the Highlights from our Interactive Event” »
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