Howard Greenwood - Larson Group - Gain the Competitive Edge

1. GAIN THE COMPETITVE
EDGE
CHANGE!
Why? Where? What? and When?

2. Howard Greenwood
• 25 years plus recruitment
• Currently MD of Larson Group
• I have been a Director for Global players
and Small SME’s
• I am a Business Mentor for small SME’s for
LoveWorkLife
• Yorkshireand North East Chair for APSCo

3. How do you make more
profit from the same
pound you invested last
year, this year?

4. Why Change
• The market dictates Change
• Your business needs to Change
• Your competitors have Changed
• Threats to delivery are REDUCING
YOUR MARKET
• Your business is flying high and
needs to keep flying
• If YOU don’t Change you will DIE
NEWTONS 3RD LAW OF RECRUITMENT:
FOR EVERY LUNACY, THERE IS AN
EQUAL AND OPPOSITE LUNACY.

5. 3 Change Postures Change
Activist

6. The Market Has Changed! Why Haven't We?

7. Howard Greenwood
Gaining the Competitive Edge by:
Product Differentiation
Ability to Add Value
Operational Efficiency
Position Relative to the Competition
Change –
Where?
What?
When?

8. Product Differentiation
Do all Recruitment Agencies Look the
SAME from the Outside?
Can you truly DIFFERENTIATE?
What do you offer that is “Unique”?
When did you LAST Change your
approach?
When did you LAST have to Train Your
Staff on something NEW?

9. Strive not to
be a success,
but rather to
be of value.
Ability to Add Value
Do You Truly Add Value
to…
➢ CLIENTS
➢ CANDIDATES
➢ CONSULTANTS

10. Operational Efficiency.
If it can be measured, measure it
Do You Get a Return on Investment From…
Your Clients – Should some be “SACKED”?
Your Front Office – Does your sales Strategy
work?
Sales Targets & KPI’s – Do they motivate or
not?
Sales Incentives – Are they achievable for all?
Staff – Do they truly buy into the business?
HOW DO YOU KNOW? HONESTLY!!!

11. Operational
Efficiency
If it canbe
measured,
measureit
Do You Get a Return on Investment From…
Your Back Office – Does it earn you money?
Your P&L – Are your budgets realisticand motivational?
Your CRM – Does it pay for its self?
Your Job Boards – Which ones work?
From You – Do you work IN the business or ON the
Business?
HOW DO YOU KNOW IF YOU DO? HONESTLY!!!

12. Key
Person of
Influence
Position Relative to
the Competition
How would a prospective buyer view your
company against others in your market?
If you left would the business survive?
Are you offering something others are not?
Are you truly niche?
Are you one of the pack or do you genuinely
standout?

13. Has the Market Gone Full Circle?

14. Do You Standout From the
Crowd?
• What does your Social Media say about
you?
• If you were to pitch to a client what would
tip the scales?
• If a buyer was looking to buy a business,
why yours?
• Honestly, if someone looked under the
bonnet what would they see?
ARE YOU THE KPI?

15. Are you the
KEY PERSON
OF
INFLUENCE?

16. IT ALL COMES BACK TO THIS!
Strive not to
be a success,
but rather to
be of value.
Ability to Add Value
Do You Truly Add Value
to…
➢ CLIENTS
➢ CANDIDATES
➢ CONSULTANTS
THE ARRIVAL OF THE FITTEST

17. These companies
didn’tsee fit to
CHANGE…..

18. Change is no longer an
option. It is an imperative!
• We have witnessed unprecedented economic,
legislative, ecological and technology changes in
the last 10 years
• Brexit will bring enormous opportunity
• GDPR is something to embrace
• IR35… what’s coming next
• Bold, inspiring, courageous leadership is called
for. “We have always done it this way” no more
• Business phases – Evolution or Revolution

19. Are You Bold
Enough to
Change
Direction?
HOWARD GREENWOOD – 07966 251 582