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Old Business Development Vs New Business Development

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Same Party, New Venue   Old BD Vs New BD

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•   Old School Recruiter V’s New School Recruiter •   Compound BD & Christopher Columbus •   Online/Offline Networking •  ...

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Old School Vs New School

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Old Business Development Vs New Business Development

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A look at what at 'Old BD v's New BD' specifically looking at the Recruitment sector. This presentation is for Recruiters, Consultants, HR and Employment Agencies, to see how the landscape for recruiting has changed, and what needs to be done today, to recruit successfully.

A look at what at 'Old BD v's New BD' specifically looking at the Recruitment sector. This presentation is for Recruiters, Consultants, HR and Employment Agencies, to see how the landscape for recruiting has changed, and what needs to be done today, to recruit successfully.

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Old Business Development Vs New Business Development

  1. 1. Same Party, New Venue Old BD Vs New BD
  2. 2. • Old School Recruiter V’s New School Recruiter • Compound BD & Christopher Columbus • Online/Offline Networking • Contact Points to Build Rapport • Monetizing on Conversations Online/Offline • Take Away Tips Today’s Talk
  3. 3. Old School Vs New School
  4. 4. Old School New School
  5. 5. Sophisticated Recruiter
  6. 6. Sophisticated New-School Recruiter
  7. 7. Christopher Columbus
  8. 8. Compound Interest
  9. 9. +
  10. 10. Compound BD Departments Projects Sectors Contacts
  11. 11. How to network Online
  12. 12. <ul><li>70 million members in over 200 countries </li></ul><ul><li>A new member joins LinkedIn approximately every second </li></ul><ul><li>Executives from all Fortune 500 companies are members </li></ul>Quick Search <ul><li>Savills- 24 Singapore </li></ul><ul><li>Leightons- 898 Australia/ 127 Hong Kong </li></ul>
  13. 13. Conversations Online Look for connections Join groups Meaningful conversations Be active Give advice Garner expert status
  14. 14. Meetings Seminars Conventions Conferences Charity/Golf Social events Training courses Site visits Conversations Offline
  15. 15. VISIBLE
  16. 16. • Old School Recruiter V’s New School Recruiter • Compound BD & Christopher Columbus • Online/Offline Networking • Contact Points to Build Rapport • Monetizing on Conversations Online/Offline • Take Away Tips Today’s Talk
  17. 17. Contact Points Do your Consultants know what they are? Are your Consultants maximising on Contact Points?
  18. 18. Convert a Name Into a Contact CONTACT POINTS Quality Quantity
  19. 19. Ultimate Goal Advisor Status
  20. 20. Monetizing on Conversations
  21. 21. NLP- Effective Communication 55% 38% 7% Physiology Tone Words
  22. 22. NLP- Build Rapport Helps us appreciate how others make decisions
  23. 23. Auditory Sound Listen Hear Tell Discuss <ul><li>Learn by listening </li></ul><ul><li>Distracted by noise </li></ul><ul><li>“ I hear what you are saying” </li></ul><ul><li>“ How does that sound” </li></ul><ul><li>“ That rings a bell” </li></ul><ul><li>“ Listen to me” </li></ul>- Use tone of voice & words carefully - Allow them to express themselves - Cutting them short will break rapport
  24. 24. Visual Look See Show Illustrate Imagine <ul><li>Memorise by seeing pictures </li></ul><ul><li>Trouble with verbal instructions </li></ul><ul><li>“ What are your views” </li></ul><ul><li>“ I can’t imagine that working” </li></ul><ul><li>“ I will look into this “ </li></ul><ul><li>“ See what i mean?” </li></ul>- Show them pictures, diagrams and brochures - Use visual words to assist with mental images - Avoid long instructions, their mind will wander
  25. 25. Kinesthetic Touching Physical Feeling <ul><li>Memorise by doing </li></ul><ul><li>Walking through scenarios </li></ul><ul><li>“ Stay in touch” </li></ul><ul><li>“ I have a gut feel” </li></ul><ul><li>“ I will touch on that later” </li></ul><ul><li>“ That feels right to me” </li></ul><ul><li>“ I have a grasp on the idea” </li></ul>-They need to ‘feel’ right about your offering - Make time to create a good feeling for them - Sit/stand close to them so they feel connected
  26. 26. Warming Up a Cold Call It’s easy ... Common ground Leverage existing relationships Join common groups Cite PR Referrals Elevator pitch
  27. 27. Setting (Attend Events) If you know the person (Connect online) What you know about the person (Check Linkedin/Google) Face to Face Still Rules but how do you do it..... Depth of that relationship (Use contact points)
  28. 28. Conversations old and new go on......... Continuous Process
  29. 29. Summary
  30. 30. Take Away Tips <ul><li>Recognise different mediums </li></ul><ul><li>Be aware of contact points </li></ul><ul><li>Develop hybrid approach </li></ul><ul><li>Look for connections </li></ul><ul><li>Work on rapport </li></ul><ul><li>Be prepared to give </li></ul><ul><li>Get creative </li></ul><ul><li>Maximise EACH Consultant’s output </li></ul>
  31. 31. Thanks For Your Time [email_address]

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