1. Few thoughts (Broader View) before I get to the point.
•Leadership: Always leadership is not about rising above others. When it comes to
the industry we are in, the best way to achieve leadership is to help clients and
consultants exceed their own expectations. Let us be quick enough to pick up on
market and technology trends and implement them. For eg/. Efficient recruiting
process which has been clients top priority. Tools like multiple behavioral interviews,
online technical assessments & reference.
•Management Style: I observed that we follow 'closed’ style, which I believe is not
an efficient style to adopt in a staffing Industry. Collaborative style creates fast,
efficient and productive results from each employee, which in turns builds up huge
recognition both at clients & resource place. For eg/. Management should be more
willing to share information and involve revenue enhancers before making critical
business development decisions. For eg/. New projects/developments, budget
allocations, diversifications, mergers or even buy outs.
•Business Model: Restructuring our business model help us to acquire more
genuine clients as good clients always look for vendors with efficient processes and
automated models. For eg/. We need to adopt multi channel sourcing strategies,
develop KPI’s out of well defined KRA’s at each strategic points.
Sanjay

2. Clients Top Priorities/Concern
• Source of resumes and consultants – Accountability.
• Aggressive/rigorous recruiting process. Time to time refining the
process by identifying & fixing gaps which evolve out of failures
• CVP- Consultant value preposition – Productivity-Retention ratio.
• Every end client expects that we must have complete understanding
of their management style and their teams (projects) overall skills
set .
• Level of responsiveness and excellent customer service - personal
attention and dedicated staff.
• Exceeding expectations by testing resource/consultants on key
areas of competence.
• Little or non-existence of ‘post and coast’ (Not relying heavily on job
boards).
• Multi-Faceted recruiting strategies. For eg./ Past placements,
utilizing social media, participating in local trade events.
• Testimonials/references from current/active clients. Must be on our
website too)
• Clear match of ‘non-negotiable’- no compromise in this area.
 Sanjay

3. Perfect Presentation to Clients – How?
• Approach with a business partner mind set and never as a sales person.
• Communicate our strengths' with examples/credentials/and past
placements.
• Make sure to present by clearly drawing the model of our efficient,
detail-oriented and knowledge based recruiting process.
• Leverage market intelligence when it comes to current pay rates and
career aspirations.
• Always present with numbers and ratios, for eg/ Interview-hire ratio and
placement-retention ratios.( Data in RMS is the best source to produce
these ratios).
• Be confident to use these words/phrases- developing mutual
trust,responsiveness,accountability,stability,excellent retention rates,
dedicated staff, enhancing productivity, exceeding expectations.
• Don’t hesitate to discuss the future business demands of the client.
• Always carry ‘non-negotiable’ resumes.
• Deliver ‘Big’ and act ‘Small’ with enough confidence and
professionalism.
 Sanjay