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The Changing Face of Recruitment                and New Models for “The Twenties”            13th April 2010
Discussion Points● The Market● Buyers      ● Changing needs of clients      ● Ways of hiring● Sellers      ● Things to pon...
Market Statements● Employee numbers up in services sector, but  down in construction      ● CIPS/Markit● Services sector s...
Market Movement                                           2008                  2009       Permanent                      ...
Runners and Riders● 2000+ recruitment firms in the UK● 200 Executive Search firms● 260 Interim providers● 1800 middle mana...
Overall Recruitment Market                     Executive                    Recruitment                                   ...
Burden Dare’s Market                       Burden                        Dare                       Market                ...
Buyers13 April 2010   Putting Experience To Work
Changing Needs● More and more, clients are defining the skills they need  and the length of time they need them      ● and...
Ways of Hiring● Direct approaches      ● Mates of mates out of work      ● Write-ins● Intermediaries● Internet      ● Link...
What Are Clients Looking For?●   Value for money●   Exact matching experience●   Proven track record●   “How” as well as “...
Sellers                                                    C o E A and                IR35                                ...
Things to Ponder● DO –      ● Be focused      ● Understand your selling points● What do you want to be when you grow up?  ...
Things to Ponder● DON’T –      ● Flip flop                ● The first bus is not always the most direct or most appropriat...
A CV is a Sales Document● Principle Consultant or Principal Consultant      ● your, you’re● Tailor for each sales call● Va...
Getting in Front of a Head Hunter● Join the queue      ● 200 Cvs per week                ● Finance, Sales, General Managem...
Why You?● Relevant to them and their business      ● Research, recommendation● Like minded people to you.......common inte...
Intermediaries13 April 2010      Putting Experience To Work
How We See the Current Market13 April 2010       Putting Experience To Work
Where are They Going?● Commoditisation● Disintermediation● Taking mass market methods to the prestige  end● Ownership issu...
Burden Dare as a Trusted Advisor                                                                      Friends in Business ...
New Concepts In Recruitment?● Using our network to make money      ● VCs, IFAs, Connect Programmes…..● Yes, we do provide ...
Match.com or eHarmony?● Permanent● Interim● Pricing models      ● Fixed monthly fees, success of candidates in job, paper●...
Our Business● A network of loyal clients through a number of business  relationships● We operate as “trusted advisors” to ...
5,500 Interim Candidates        500     Chief Executives and                    400 IT Executives                General M...
Experience at Work● 80% have operated at Board level or run a substantial  business unit● 25% have actively been involved ...
About Gavan Burden● Burden Dare founded by Gavan Burden in August 2007      ● Banker, Technologist, Management Consultant ...
Gavan Burden  52 – 53 Margaret Street          London         W1W 8SQ       020 7268 0001gburden@burdendare.com
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Presentation to Henley management School

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Presentation by Burden Dare to MBA students and Henley Management College in April 2010

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Transcript of "Presentation to Henley management School"

  1. 1. The Changing Face of Recruitment and New Models for “The Twenties” 13th April 2010
  2. 2. Discussion Points● The Market● Buyers ● Changing needs of clients ● Ways of hiring● Sellers ● Things to ponder ● Structuring a CV ● Meeting the right people● Intermediaries ● How we see the current market ● Burden Dare proposition ● New ways of recruiting● Questions13 April 2010 Putting Experience To Work
  3. 3. Market Statements● Employee numbers up in services sector, but down in construction ● CIPS/Markit● Services sector stable, but manufacturing weakens ● British Chamber of Commerce● Unemployment up from 1.68m to 2.4m (12 months to Jun 2009) ● Number of temps in work constant at 1.4m13 April 2010 Putting Experience To Work
  4. 4. Market Movement 2008 2009 Permanent £4.2bn £2.6bn (-38%) Temporary £22.7bn £19.9bn (-12.3%)● Unemployment is 7.8% ● 1.59m claimed job seekers allowance ● Errrrr pardon?● Employment rate is 72% ● 1 in 3.5 is public sector from 1 in 5 ten years ago13 April 2010 Putting Experience To Work
  5. 5. Runners and Riders● 2000+ recruitment firms in the UK● 200 Executive Search firms● 260 Interim providers● 1800 middle management recruitment firms13 April 2010 Putting Experience To Work
  6. 6. Overall Recruitment Market Executive Recruitment £100k Selection and Contract £30k Mass Market Temporary Workers13 April 2010 Putting Experience To Work
  7. 7. Burden Dare’s Market Burden Dare Market Expertise £100k Selection and Contract £30k Mass Market Temporary Workers13 April 2010 Putting Experience To Work
  8. 8. Buyers13 April 2010 Putting Experience To Work
  9. 9. Changing Needs● More and more, clients are defining the skills they need and the length of time they need them ● and not whether they need permanent or interim or even a job● Our clients seek and value trusted advice ● how to create something, ● how to sell something, ● how to solve a problem.● Our clients understand and appreciate value ● But they can still get confused by price!● We build relationships with clients around these needs.13 April 2010 Putting Experience To Work
  10. 10. Ways of Hiring● Direct approaches ● Mates of mates out of work ● Write-ins● Intermediaries● Internet ● Linked-in ● Job sites ● Google● BUT – do bear in mind ● Google ● Facebook ● Twitter13 April 2010 Putting Experience To Work
  11. 11. What Are Clients Looking For?● Value for money● Exact matching experience● Proven track record● “How” as well as “what”● Detailed candidate checking ● CRB, credit referencing, qualifications, right to work, gaps on CV ● Google, Facebook, Twitter…..● Recent trend to variable cost – but no less ownership13 April 2010 Putting Experience To Work
  12. 12. Sellers C o E A and IR35 E B R 200313 April 2010 Putting Experience To Work
  13. 13. Things to Ponder● DO – ● Be focused ● Understand your selling points● What do you want to be when you grow up? ● 10 years time, 20 years, retire.....● What do you need to do to get there? ● Permanent, Interim, Non-Execs, Voluntary● Know your market ● Research clients or job roles13 April 2010 Putting Experience To Work
  14. 14. Things to Ponder● DON’T – ● Flip flop ● The first bus is not always the most direct or most appropriate ● Don’t apply for jobs that don’t get you where you want to go ● Be all things to all men ● Flood the market13 April 2010 Putting Experience To Work
  15. 15. A CV is a Sales Document● Principle Consultant or Principal Consultant ● your, you’re● Tailor for each sales call● Value proposition ● What have you done, not what happened when you were there ● What was the benefit● Facts ● Calibrate it. How much? How many? How well?● So what?● Says who?● References ● Good ones!13 April 2010 Putting Experience To Work
  16. 16. Getting in Front of a Head Hunter● Join the queue ● 200 Cvs per week ● Finance, Sales, General Management ● 20 phone calls a day ● 3 referred candidates a day● You have to tell me…. why should I see you?13 April 2010 Putting Experience To Work
  17. 17. Why You?● Relevant to them and their business ● Research, recommendation● Like minded people to you.......common interests ● Research● Quality CV● Best in breed● Network ● Who do you know who knows a head hunter?● Three things you want me to remember13 April 2010 Putting Experience To Work
  18. 18. Intermediaries13 April 2010 Putting Experience To Work
  19. 19. How We See the Current Market13 April 2010 Putting Experience To Work
  20. 20. Where are They Going?● Commoditisation● Disintermediation● Taking mass market methods to the prestige end● Ownership issue ● Return on investment issues ● Internal divisional conflicts ● Cross-selling or cross selling? ● Who gets the money when an interim goes perm?13 April 2010 Putting Experience To Work
  21. 21. Burden Dare as a Trusted Advisor Friends in Business Become a Trusted Advisor and Confidante Relationships Personalising the Trust - Reinforcing BD Opinion Accepted Competence on an on-going basis Effective Transactions Gain Trust - Build Competence New Relationship - Transactions Demonstrate Competence13 April 2010 Putting Experience To Work
  22. 22. New Concepts In Recruitment?● Using our network to make money ● VCs, IFAs, Connect Programmes…..● Yes, we do provide “normal” recruitment services, ● but we can also put them together in a different way to build a bespoke package to meet a client’s need for defined skills.● We will fill skills gaps to best suit a client’s needs irrespective of whether they are permanent or interim.● New fee structures ● We don’t have internal conflicts ● We don’t have PLC shareholders to satisfy this year13 April 2010 Putting Experience To Work
  23. 23. Match.com or eHarmony?● Permanent● Interim● Pricing models ● Fixed monthly fees, success of candidates in job, paper● Equity ● Management teams ● VC network● Debt ● Banks’ Corporate Divisions ● Accountants● Angel investment ● Paper in lieu = increased working capital13 April 2010 Putting Experience To Work
  24. 24. Our Business● A network of loyal clients through a number of business relationships● We operate as “trusted advisors” to our clients● 85% of our business is client referral or repeat● 5500 executive interim candidates across all business disciplines● A network of candidate referrals and introductions● A network of blue chip consultants● A network of trusted and experienced researchers● We will say if we can’t do it13 April 2010 Putting Experience To Work
  25. 25. 5,500 Interim Candidates 500 Chief Executives and 400 IT Executives General Managers 320 CRM, Business Development 350 Programme Directors and Marketing 150 Facilities & Real Estate 120 Operations Management Finance Directors and 320 Ex-Big Brand Management 500 Managers Consultants 170 Strategy, Performance 150 Supply Chain, Purchasing and Improvement, and Change Logistics 400 Banking 350 Retail and Consumer Markets 350 Manufacturing 275 Engineering13 April 2010 Putting Experience To Work
  26. 26. Experience at Work● 80% have operated at Board level or run a substantial business unit● 25% have actively been involved in buying and merging or selling and divesting a business● 40% have been Big 5 trained and so have the benefit of consultative experience and now focus on operational delivery● 25% can conduct business in at least two languages● 40% have set up a new business● 35% have closed one down● 35% have run or directed multimillion pound projects or programmes● 55% have managed through a recession13 April 2010 Putting Experience To Work
  27. 27. About Gavan Burden● Burden Dare founded by Gavan Burden in August 2007 ● Banker, Technologist, Management Consultant ● Lloyds Bank, Digital Equipment, Ernst & Young, NCR ● Recruitment ● IMIT ● Alexander Hughes Interim Management ● founded in April 2001 and sold in August 2007 ● Made over 500 successful placements● Built on a set of beliefs around excellence of customer service and a very strong network of candidates ● But it’s what you DO with those candidates and HOW you do it that counts● Dare was my mother’s maiden name13 April 2010 Putting Experience To Work
  28. 28. Gavan Burden 52 – 53 Margaret Street London W1W 8SQ 020 7268 0001gburden@burdendare.com
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