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Tips acquiring new clients, by S,Arun Kumar. CEO, Akshith Kumar Pvt ltd Director, Saisha Institutions
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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!