[转帖]Getting Back to Being Busy

ade501 发表于 2010-5-26 09:25:30

I
can’t remember the last time I had five placements in one week.As
a member of the Pinnacle Society, I challenge myself to have, or be
involved in, at least one transaction each week resulting in between 50
and 80 placements a year. Last year I worked hard to hit my minimums,
but this year I’m already exceeding my targets.In my “back to
basics” methods, I have been putting in more hours on the phone and
in-person meetings than ever before. This leads me to mention activity
levels. People ask me all the time, how is it that you bill so much?
Focusing on these revenue-generating activities each week helps me
exceed my target sales and revenue:<ul><li>In-house candidate
interviews</li><li>Job orders</li><li>Candidate send out interviews at
clients</li><li>Meetings</li></ul>In-house candidate
interviews: Getting to know each candidate, creating a
one-on-one connection, goes a long way toward helping them find a job,
especially when they are struggling with the job search process. I try
to personally interview four people every day, either in-person or by
phone. The majority of my work is locally based, so I am lucky that I
can connect with people in person, although for distance searches I
utilize my webcam to form a unique bond at the outset. This enables me
to better inform candidates about my expectations of them and what they
can in turn expect from me as a recruiter.Using the candidate’s
recent interviews as a launching pad to learn what they liked and didn’t
like about where they interviewed often opens up a line of
communication that helps you learn what is, and isn’t important to them,
enabling me to be more efficient on their behalf.Job
orders: Seem simple enough, but many companies don’t want to
pay fees unless they absolutely have to. In these cases, market
candidates who are a great fit for the company and the opening they
have, but make SURE you come to a WRITTEN mutual agreement on the fees
BEFORE anyone crosses their doorstep. Activity levels will vary by
specialty, but generating 1 to 3 new job orders a week is a great goal
to aim for in any industry.Candidate send out interviews: Whether
they are phone interviews, breakfast or dinner meetings, or actual
on-site interviews, this is the most important step to getting the
offer. Each step of the interview process is important so attempting to
have one candidate-client interview per day is an excellent goal. This
could be a first, second or even third step, but it’s the ONLY step that
will get you closer to an offer and acceptance.Meetings: Meetings
are an important step when establishing relationships with candidates
and clients. Again, whether it’s in person or via Skype, there’s no
replacing the opportunity to put a name with a face. Your ability to
make a personal connection with your clients will set you apart from
your competition, who are focusing on fees.I also count preparing
the candidate for their client interview, or interview preps, as
“meetings” in my weekly activity report. I learned years ago that no
matter how much I planned, made great marketing calls, and even secured a
signed fee agreement, if the candidate was not well-prepared for the
interview, all my hard work was for nothing. I generally spend more time
in the prep than the initial interview and often do them from home in
the evenings so as not to be interrupted.So how many activity
points does it take to bill $1M?You can easily calculate that
based on your specific individual fees and number of annual
transactions, but I aim for a minimum of 25 activities per week. That’s
only 5 a day. I have a tried-and-proven worksheet that will help you
calculate your average transaction and how that breaks down into value
per activity.Focus on activities so the placements will follow!

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[转帖]Getting Back to Being Busy