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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 skills
Find 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
I
n
t
e
r
m
e
d
i
a
r
y
Candidate
M
e
d
i
a
t
o
r
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
Start
Survive
Sustain
Grow with the industry
Establish yourself in the market
Expand your market share
Thank you!

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How to Acquire New Clients in a Weak Economy

  • 1. HOW TO ACQUIRE NEW CLIENTS IN A WEAK ECONOMY By - Arun Kumar.S
  • 2. 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
  • 3. 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
  • 4. 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
  • 5. WHERE DO I FIT MYSELF?
  • 6.
  • 7. 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)
  • 8.  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
  • 9. IMPORTANT TIP Improve your cold calling skills Find 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
  • 10. ROLES OF A BDM  Pre- sales activity  Sales/marketing person  Business Analyst  Tech Savvy  Negotiator  Account Manager
  • 11. ROLES OF A BDM/RECRUITER IN RECRUITMENT FIRM Client I n t e r m e d i a r y Candidate M e d i a t o r
  • 12. ACQUIRING NEW CLIENTS Customer Development Process  Potential  Prospect  First Time customer  Repeat Customer  Client  Members  Advocates  Partner
  • 13. Tips for getting new clients
  • 14. 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
  • 15. 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
  • 16. 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
  • 17. 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
  • 18. 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.
  • 20. 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
  • 21. 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)
  • 22.  “Take care” of these three people to get new business Gate keepers Influencers Deciders
  • 23.
  • 24. COST CUTTING  Reduce your operational cost  Reduce on Stationery, monitor your phone bills  Sharing of portals
  • 25. 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
  • 27. Service Characteristics - Service is intangible, inseparable, perishable and heterogeneous.
  • 29. 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:
  • 30.
  • 31. FIND WHERE DO YOUR SERVICES FIT Measure of Service Adequacy (MSA) = Perceived Service - Adequate Service Measure of Service Superiority (MSS) = Perceived Service - Desired Service
  • 32. 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
  • 33. PREREQUISITE FOR ENTREPRENEURS GUTFEEL Start Survive Sustain Grow with the industry Establish yourself in the market Expand your market share