How to Acquire New Clients in a Weak Economy

HOW TO ACQUIRE NEW CLIENTS IN A WEAK ECONOMY

By

- Arun Kumar.S

AGENDA

General Tips for Succeeding as a Recruiter

BDM Roles in Recruitment Consultancy

Getting new clients

Tips for Recruitment Agency Heads

Measuring your service

Snapshot of Indian HR Industry

Open Discussion

SNAPSHOT OF HR INDUSTRY

The Size of Indian HR Industry is 2Billion INR The percentage of Indian companies recruiting

at managerial and professional level has contracted by over a third and now stands at 40%.

Lowest level in Asia, but the signs are positive, expected to raise 43% in the near future

Percentage of businesses that are letting staff go has dropped slightly - from 23% to 20%, which suggests the beginning of a more settled job market.

Source: Antal International Survey 2013 report

2013, THE HONEY MOON PERIOD WILL BE SOON BACK

59% of top companies are hiring for senior positions, (19% more than previous FY)

Expected to increase to 69% in next three months from June

Size of Indian HR Industry is expected to grow 20.5% this year

WHERE DO I FIT MYSELF?

GENERAL TIPS FOR SUCCEEDING AS A RECRUITER

Remain Professional, Don’t be friendly( Talk but, don’t talk too much) Focus on your attitude - Be ready to listen more

- Focus on Motivating others Beginning of the Career!

- Spend 40 Effective Hours per week Proper scheduling of meetings - Check for the candidates

availability (Don’t pressurize according to your availability)

Have Multiple Avenues to keep the candidate updated

- SMS, Mail, Call Try to figure out the exact and a valid reason

for him to leave his current job Most important, An honest JD ,Job Description

( selling seldom works) Availability & Responsiveness Be a TECH SAVVY Higher aspiration levels and set bench marks

with best global practices

IMPORTANT TIP

Improve your cold calling skillsFind your strengths and weakness

If your key skills mismatch the job roles of a recruiter please look for altenatives

A skill match is the common reasons people find unhappy with their jobs

ROLES OF A BDM

Pre- sales activity Sales/marketing person Business Analyst Tech Savvy Negotiator Account Manager

ROLES OF A BDM/RECRUITER IN RECRUITMENT FIRM

Client

Intermediary

Candidate

Mediator

ACQUIRING NEW CLIENTS

Customer Development Process Potential Prospect First Time customer Repeat Customer Client Members Advocates Partner

Tips for getting new clients

GRASS ROOT MARKETING

Start by joining industry associations, your local

and state business bureaus, city clubs, rotary, and any other relevant groups. Volunteer to

speak about your business and build your network

USE DIGITAL MARKETING EFFECTIVELY

Actively participate in HR Forums, Discussions

Use Social Media Viral Marketing Write HR Blogs Social recruiting – use of effective messages

to grab quick attention

STAY CONNECTED WITH YOUR CLIENT AND CANDIDATE

Availability and responsiveness is applicable even at senior levels and top management

Problem Handling and Crisis Management – Take responsibility

Some of the most common ways include publishing an email newsletters and developing a CRM portal

COLLECTIVE RESPONSIBILITY

Most Important for Heads – Take collective responsibility for failures & success as team

Managers claim success as their own and delegate failures to team members

BUILD A BRAND

1) Follow Integrated Marketing Communication IMC- An approach to achieve the objectives

of marketing campaign through well coordinated promotional methods that are intended to reinforce each other. It can produce a stronger message consistency and it increases the brand equity which results in greater sales. It is the process of unifying the company’s brand image through various marketing communications that are concurrent to each other.

SERVICESCAPE / PHYSICAL EVIDENCE

2) Set Up a Good Servicescape (The place in which the service transaction happens)

3) Use an effective feedback system from Client / Candidate

4) Internal Branding , Your organizational members must have good feel about your brand

5) CEOs must act as brand ambassadors of their company

6) Leave your brand even if the purpose of meeting is not achieved

CREATE A STRATEGY AND DEDICATED TEAM

Establish a team dedicated to marketing and public relations (Internal or external agencies)

Create a plan with realistic short and long-term marketing goals to attract new customers and grow your market share

Looks for consolidations to compete with major players

Team Meetings - Conductive effective meetings, else DON’T DO . ( Meetings kill productivity is not well planned – Don’t conduct meetings to show your bossy nature, Communication should be two way)

“Take care” of these three people to get new business

Gate keepers

Influencers

Deciders

COST CUTTING

Reduce your operational cost Reduce on Stationery, monitor your phone

bills Sharing of portals

BE INNOVATIVE

Out of box thinking to beat the competition Follow Green Strategies Be socially responsible Focus on points on difference Sit with your executives while they do cold

calling / telephonic interview “Adhithi Devo Bava” – Treat your candidates

like special guests , The guest is God. Candidate will treat you like a God for ever,

as you show the right path or first step to his career

Measuring your service !

Service Characteristics -

Service is intangible, inseparable, perishable and heterogeneous.

SERVQUAL  MODEL

MEASURING THE GAPS IN YOUR SERVICE

Gap 1: Customers’ expectations versus management perceptions: 

Gap 2: Management perceptions versus service specifications: 

Gap 3: Service specifications versus service delivery: 

Gap 4: Service delivery versus external communication: 

Gap 5: The discrepancy between customer expectations and their perceptions of the service delivered: 

Gap 6: The discrepancy between customer expectations and employees’ perceptions: 

Gap 7: The discrepancy between employee’s perceptions and management perceptions: 

FIND WHERE DO YOUR SERVICES FIT

Measure of Service Adequacy (MSA) = Perceived Service - Adequate Service

Measure of Service Superiority (MSS) = Perceived Service - Desired Service

MY TIPS

Don’t do as long as you can,But do until you reach your final destiny, dreams,

targets

Never compromise

Hard work & Smart work

Important thing for business Need, Time, Money

Marketing is not a one day activity, it is an continuous exercise

PREREQUISITE FOR ENTREPRENEURS

GUTFEEL

StartSurviveSustain Grow with the industryEstablish yourself in the marketExpand your market share

Thank you!