In this presentation from SourceIn 2013, James Osborne explains:
• Understanding your unique proposition as a recruitment organisation and maintaining a true competitive edge in a crowded market
• Aligning your brand reputation to brand development initiatives for new business development and strategic account management
• Developing a unified marketing and sales channel strategy that can be clearly managed and measured (ROI)
This is the slideware from the live webinar hosted by inQuba in South Africa, on the 28th May 2020. The recording is available here: https://youtu.be/o74XndOxzR8
The Science of Creating Insurance Journeys That Your Clients Love
Do you really know why your clients are leaving, and exactly what you can do to keep them?
There are only a handful of reasons why clients leave their insurers. The good news is that a 100% boost in retention, acquisition and online conversion is now within reach.
The world has changed forever, but clients are still won or lost at moments of truth. During this webinar we discuss the following:
• The top reasons for churn in insurance
• How to solve for retention – the three categories of solutions
• How to create visibility of churn and retention throughout the business.
• How to get started!
Our guest speaker was insurance industry expert Clive Jainerain.
Sequoia pitch deck designed by Zlides
Want to create a pitch deck that inspires your audience? Get your FREE presentation kit designed by Zlides: http://bit.ly/slideshare_zlides
The Business Model Canvas - Brampton Entrepreneur CentreEhsan Daneshgar
The Business Model Canvas is a strategic tool for entrepreneurs to define their business model. This agile tool can be used before investing into a business plan. The presentation was made for Brampton Entrepreneur Centre Starter Company winners.
This is the slideware from the live webinar hosted by inQuba in South Africa, on the 28th May 2020. The recording is available here: https://youtu.be/o74XndOxzR8
The Science of Creating Insurance Journeys That Your Clients Love
Do you really know why your clients are leaving, and exactly what you can do to keep them?
There are only a handful of reasons why clients leave their insurers. The good news is that a 100% boost in retention, acquisition and online conversion is now within reach.
The world has changed forever, but clients are still won or lost at moments of truth. During this webinar we discuss the following:
• The top reasons for churn in insurance
• How to solve for retention – the three categories of solutions
• How to create visibility of churn and retention throughout the business.
• How to get started!
Our guest speaker was insurance industry expert Clive Jainerain.
Sequoia pitch deck designed by Zlides
Want to create a pitch deck that inspires your audience? Get your FREE presentation kit designed by Zlides: http://bit.ly/slideshare_zlides
The Business Model Canvas - Brampton Entrepreneur CentreEhsan Daneshgar
The Business Model Canvas is a strategic tool for entrepreneurs to define their business model. This agile tool can be used before investing into a business plan. The presentation was made for Brampton Entrepreneur Centre Starter Company winners.
Introduction and workshop to develop student team concepts into business model hypotheses. Focused on value proposition design, customer segments, and the rest of the Business Model Canvas.
Convincing Your Boss(es) to Confidently Spend (more) on AdvertisingHanapin Marketing
Could your business profit from the scaling of advertisement spend? Wrangling your boss with swagger and tact is not always enough to win larger budgets. The Answer? Arming yourself with a customer-centric strategy, backed by CLV, that can drive a responsible and ‘winning’ conversation with your organization. In this session you will walk away with knowledge and actionable resources so you can:
- Convince your boss how spending more on advertising will benefit your organization.
- Conquer your omnichannel success metrics and their impact on your customer lifetime value.
- Confidently use your data to transform your organization to be more customer-centered.
Convincing Your Boss(es) to Confidently Spend (more) on AdvertisingKevin Dieny
My Presentation from my Session at HeroConf 2019, in Philadelphia.
This presentation is for anyone who wants to invoke data-decision making and business transformation learning:
1) How to convince your boss to spend more budget on advertising so it benefits your entire organization.
2) How to conquer the proper success metrics, "The Golden Metrics" linked to Customer Lifetime Value (CLV).
3) How to confidently use your data to transform your business to be more customer-centric.
Mapping the Value Stream in Lean MarketingBusiness901
This part of my Lean Sales and Marketing Workshop is going through a significant change. In the upcoming months, you will see my latest thoughts on how I approach this area for Lean Sales and Marketing. My most current thinking was posted in the blog post; Value Stream Mapping should be left on the Shop Floor. The Presentation can be viewed in the Training Content section Business901.com
Presenting this set of slides with name - Customer Journey Analysis PowerPoint Presentation Slides. Our topic specific Customer Journey Analysis PowerPoint Presentation Slides presentation deck contains thirty-six slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
3 Essential Metrics For Event MarketersOpus Agency
Event Marketers own some of the most immersive and powerful touchpoints in the customer experience landscape, which puts us under increasing pressure to demonstrate return on investment. But are we losing focus on the Customer Experience and how that is linked to ROI?
Opus Chief Strategy Officer Pat McClellan explores how best to meet audience needs, while making the experience easy and enjoyable. Citing emerging research, historical trends, industry thought leaders, and the recent paradigm shift of getting ketchup out of the bottle, McClellan provides tangible and thought-provoking tips and KPIs you can use on your next event.
Start-up Series Part 4: From First Customers To Scale & GrowthFluid
This webinar will show you how to scale and grow your business once you’ve taken your product to market.
-Look at practical examples and case studies.
-Discover key growth resources provided by the University of Utah and Technology & Venture Commercialization and Fluid Advertising.
3 Essentials Every Event Marketer Should Be MeasuringPat McClellan
Event Marketers own some of the most immersive and powerful touchpoints in the customer experience landscape, which puts us under increasing pressure to demonstrate return on investment. But are we losing focus on the Customer Experience and how that is linked to ROI?
Opus Chief Strategy Officer Pat McClellan explores how best to meet audience needs, while making the experience easy and enjoyable. Citing emerging research, historical trends, industry thought leaders, and the recent paradigm shift of getting ketchup out of the bottle, McClellan provides tangible and thought-provoking tips and KPIs you can use on your next event.
Building a Value Proposition; Your Strategy, Your Brand And Your BusinessChris Scafario
Creating a value proposition is a fundamental part of business strategy and every good strategy is based on a differentiated customer value proposition.
A value proposition is a promise of value to be delivered and a belief from the customer of value that will be experienced.
A value proposition can apply to an entire organization, or parts thereof, including: individual customer accounts, products and/or services.
Lawrence Wright, serial entrepreneur
Лекция Лоренса Райта, серийного предпринимателя, основателя Стартап Академии Сколково и основателя компании GVA LaunchGurus для Startup Bootcamp 4-6 ноября 2015 года, интенсивной программы для начинающих предпринимателей
Marketing Management Process PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Marketing Management Process Powerpoint Presentation Slides. This complete deck is oriented to make sure you do not lag in your presentations. Our creatively crafted slides come with apt research and planning. This exclusive deck with seventy three slides is here to help you to strategize, plan, analyse, or segment the topic with clear understanding and apprehension. Utilize ready to use presentation slides on Marketing Management Process Powerpoint Presentation Slides with all sorts of editable templates, charts and graphs, overviews, analysis templates. It is usable for marking important decisions and covering critical issues. Display and present all possible kinds of underlying nuances, progress factors for an all inclusive presentation for the teams. This presentation deck can be used by all professionals, managers, individuals, internal external teams involved in any company organization.
By Gil Dibner (twitter.com/gdibner), General Partner & Founder at Angular Ventures (www.angularventures.com)
Gil has backed several enterprise-oriented companies, including Front and Vault. Tips to understand how to absolutely nail Enterprise Sales.
Investment Readiness: Powered by Abaca & Village CapitalDr. Melissa Sassi
As an entrepreneur, one of the most important aspects of building, scaling & thriving in our endeavors is gaining access to capital. We know 90% of startups fail, but what can we do to think about accessing capital & what do investors look for as we take our startup ventures from zero to hero?
In this presentation, you'll learn why startups fail & have a checklist of seven categories to help you on your path to creating a startup that can truly scale & thrive.
What to consider:
1. Team
2. Problem & Vision
3. Value Proposition
4. Product
5. Market
6. Business Model
7. Scale
Whos' ready to gain access to capital?!
4 Competencies of a Successful Sales TeamAggregage
As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.
Customer, market and business validation for early-stage startupsJeff McClelland
A collection of tips on how to go about validating your offer to customers, choose a market, and scope a business. Touches on JTBD, lean startup, business model canvas. Also a brief case study on TransferWise and the keys to it's success.
Finding that quality candidate can sometimes feel like searching for a needle in a haystack. How do you get more of the right people to see your jobs?
With over 433 million members, LinkedIn presents a wealth of opportunity for recruitment consultants and agencies to successfully attract and place those top candidates using LinkedIn Job tools.
In this webcast, we covered:
Current talent trends impacting search and staffing companies
How to use LinkedIn Jobs to get the right people to see your open roles
How to drive results to increase placements and your bottom line
Introduction and workshop to develop student team concepts into business model hypotheses. Focused on value proposition design, customer segments, and the rest of the Business Model Canvas.
Convincing Your Boss(es) to Confidently Spend (more) on AdvertisingHanapin Marketing
Could your business profit from the scaling of advertisement spend? Wrangling your boss with swagger and tact is not always enough to win larger budgets. The Answer? Arming yourself with a customer-centric strategy, backed by CLV, that can drive a responsible and ‘winning’ conversation with your organization. In this session you will walk away with knowledge and actionable resources so you can:
- Convince your boss how spending more on advertising will benefit your organization.
- Conquer your omnichannel success metrics and their impact on your customer lifetime value.
- Confidently use your data to transform your organization to be more customer-centered.
Convincing Your Boss(es) to Confidently Spend (more) on AdvertisingKevin Dieny
My Presentation from my Session at HeroConf 2019, in Philadelphia.
This presentation is for anyone who wants to invoke data-decision making and business transformation learning:
1) How to convince your boss to spend more budget on advertising so it benefits your entire organization.
2) How to conquer the proper success metrics, "The Golden Metrics" linked to Customer Lifetime Value (CLV).
3) How to confidently use your data to transform your business to be more customer-centric.
Mapping the Value Stream in Lean MarketingBusiness901
This part of my Lean Sales and Marketing Workshop is going through a significant change. In the upcoming months, you will see my latest thoughts on how I approach this area for Lean Sales and Marketing. My most current thinking was posted in the blog post; Value Stream Mapping should be left on the Shop Floor. The Presentation can be viewed in the Training Content section Business901.com
Presenting this set of slides with name - Customer Journey Analysis PowerPoint Presentation Slides. Our topic specific Customer Journey Analysis PowerPoint Presentation Slides presentation deck contains thirty-six slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
3 Essential Metrics For Event MarketersOpus Agency
Event Marketers own some of the most immersive and powerful touchpoints in the customer experience landscape, which puts us under increasing pressure to demonstrate return on investment. But are we losing focus on the Customer Experience and how that is linked to ROI?
Opus Chief Strategy Officer Pat McClellan explores how best to meet audience needs, while making the experience easy and enjoyable. Citing emerging research, historical trends, industry thought leaders, and the recent paradigm shift of getting ketchup out of the bottle, McClellan provides tangible and thought-provoking tips and KPIs you can use on your next event.
Start-up Series Part 4: From First Customers To Scale & GrowthFluid
This webinar will show you how to scale and grow your business once you’ve taken your product to market.
-Look at practical examples and case studies.
-Discover key growth resources provided by the University of Utah and Technology & Venture Commercialization and Fluid Advertising.
3 Essentials Every Event Marketer Should Be MeasuringPat McClellan
Event Marketers own some of the most immersive and powerful touchpoints in the customer experience landscape, which puts us under increasing pressure to demonstrate return on investment. But are we losing focus on the Customer Experience and how that is linked to ROI?
Opus Chief Strategy Officer Pat McClellan explores how best to meet audience needs, while making the experience easy and enjoyable. Citing emerging research, historical trends, industry thought leaders, and the recent paradigm shift of getting ketchup out of the bottle, McClellan provides tangible and thought-provoking tips and KPIs you can use on your next event.
Building a Value Proposition; Your Strategy, Your Brand And Your BusinessChris Scafario
Creating a value proposition is a fundamental part of business strategy and every good strategy is based on a differentiated customer value proposition.
A value proposition is a promise of value to be delivered and a belief from the customer of value that will be experienced.
A value proposition can apply to an entire organization, or parts thereof, including: individual customer accounts, products and/or services.
Lawrence Wright, serial entrepreneur
Лекция Лоренса Райта, серийного предпринимателя, основателя Стартап Академии Сколково и основателя компании GVA LaunchGurus для Startup Bootcamp 4-6 ноября 2015 года, интенсивной программы для начинающих предпринимателей
Marketing Management Process PowerPoint Presentation Slides SlideTeam
Presenting this set of slides with name - Marketing Management Process Powerpoint Presentation Slides. This complete deck is oriented to make sure you do not lag in your presentations. Our creatively crafted slides come with apt research and planning. This exclusive deck with seventy three slides is here to help you to strategize, plan, analyse, or segment the topic with clear understanding and apprehension. Utilize ready to use presentation slides on Marketing Management Process Powerpoint Presentation Slides with all sorts of editable templates, charts and graphs, overviews, analysis templates. It is usable for marking important decisions and covering critical issues. Display and present all possible kinds of underlying nuances, progress factors for an all inclusive presentation for the teams. This presentation deck can be used by all professionals, managers, individuals, internal external teams involved in any company organization.
By Gil Dibner (twitter.com/gdibner), General Partner & Founder at Angular Ventures (www.angularventures.com)
Gil has backed several enterprise-oriented companies, including Front and Vault. Tips to understand how to absolutely nail Enterprise Sales.
Investment Readiness: Powered by Abaca & Village CapitalDr. Melissa Sassi
As an entrepreneur, one of the most important aspects of building, scaling & thriving in our endeavors is gaining access to capital. We know 90% of startups fail, but what can we do to think about accessing capital & what do investors look for as we take our startup ventures from zero to hero?
In this presentation, you'll learn why startups fail & have a checklist of seven categories to help you on your path to creating a startup that can truly scale & thrive.
What to consider:
1. Team
2. Problem & Vision
3. Value Proposition
4. Product
5. Market
6. Business Model
7. Scale
Whos' ready to gain access to capital?!
4 Competencies of a Successful Sales TeamAggregage
As you scale your SaaS business, you want to be armed with all the necessary tools to ensure optimal growth, which ultimately stems from how effective your sales team is. After identifying that you have a great product that the market needs, the next step is to determine if you have the proper messaging, if you are using the correct channels, and if you have the most effective tactics in place. Join Co-Founder and Co-CEO of Predictable Revenue Collin Stewart to learn how to use this formula to fast-track your startups’ growth journey.
Customer, market and business validation for early-stage startupsJeff McClelland
A collection of tips on how to go about validating your offer to customers, choose a market, and scope a business. Touches on JTBD, lean startup, business model canvas. Also a brief case study on TransferWise and the keys to it's success.
Similar to LinkedIn for Business Development SourceIn London, James Osborne (20)
Finding that quality candidate can sometimes feel like searching for a needle in a haystack. How do you get more of the right people to see your jobs?
With over 433 million members, LinkedIn presents a wealth of opportunity for recruitment consultants and agencies to successfully attract and place those top candidates using LinkedIn Job tools.
In this webcast, we covered:
Current talent trends impacting search and staffing companies
How to use LinkedIn Jobs to get the right people to see your open roles
How to drive results to increase placements and your bottom line
We hear a lot today about “big data” and companies looking to establish data-driven recruiting in their HR organizations. LinkedIn Talent Pool Reports are a big step to accomplishing exactly that, by providing you meaningful, objective information to inform your talent acquisition strategy and allow you to engage your stakeholders. Bottom line, these reports take a lot of the guesswork out of recruiting, and give you an in-depth look at where to recruit and what candidates are looking for.
Join us for this free LinkedIn webcast on how to use Talent Pools to power your talent strategy. During this session we are going to cover:
Why build talent pools using data
Insights about talent pools across LinkedIn
Live demonstration of LinkedIn Talent Pool reports
This presentation details the recipe to successful hiring on LinkedIn:
Understand your target audience
Create valuable content that resonates with this audience
Reach your audience at the right time
Double the success of your sourcing efforts
Google Dave and Ollie Sharpe present How to Give Your Brand a Personality.
Research shows that “social executives” thrive. They are driving the fastest-growing companies and attracting the most skilled candidates to build their business.
Join our webcast to learn how to:
Become a social leader
Give your brand a personality
Use social to help grow your business
Avec plus de 10 millions de membres en France et une croissance annuelle de 20%, Linkedin représente aujourd'hui un vivier unique de candidats pour les cabinet de recrutement.
Nous vous invitons à notre webcast pour vous expliquer concrètement comment profiter du potentiel de notre réseau social pour:
contruire un réseau de talents et améliorer votre présence
engager et maintenir le dialogue avec les personnes qui vous intéressent
recruter de façon efficace
L'objectif est de présenter de façon stratégique comment recruter de façon optimisée sur Linkedin et rendre vos recruteurs plus productifs grâce à l'usage d'outils adaptés à leur métier.
For Staffing Agencies operating in APAC today, a strong brand can provide an essential competitive advantage.
As you invest time and effort into building your brand, it is essential that you are able to measure and improve.
Join LinkedIn's Brand experts Daniel Sanders and Paul Wheeler for a live webcast: The Quest to Quantify - Measuring the Value of your Brand, to hear tips on how-to measure your brand, including:
- Defining your objectives: in order to measure success, it is first essential to define your objectives.
- Framework for success: learn key metrics to measure ROI and define your brand success.
- Bottom of the funnel: learn how to measure the impact on candidate sourcing.
- Building a case: tips to elevate brand conversations and demonstrate success with your executive team.
- Valuable for all Staffing Agency employees involved in brand building and marketing, including marketing managers, social media managers, brand managers and directors / owners.
Met LinkedIn wordt recruitment echt eenvoudig, tenminste als je weet wat je doet. In deze sessie leer je hoe je jouw bereikbare netwerk in kaart brengt en hoe je de samenwerking met je team kunt verbeteren. Bovendien krijg je tips om je efficiëntie te maximaliseren.
Ever wondered how you can measure the ROI of using LinkedIn to drive awareness with your target audience, generate new business and place candidates in their perfect role? Here's how.
97% van de marketeers gebruikt social media maar 85% daarvan weet niet wat de beste tools zijn of hoe ze die kunnen inzetten. In deze sessie leer je hoe je content kunt delen en dialogen gaande kunt houden waardoor je een online relatie met je doelgroepen opbouwt.
Het belang van het aantrekken van volgers staat centraal in deze sessie van Juan Marcos Pereira. We bespreken waar volgers naar op zoek zijn voordat ze bedrijven gaan volgen, hoe je aandacht trekt binnen belangrijke branches en hoe je uiteindelijk de juiste kandidaten naar je toe trekt.
Following the release of LinkedIn's 25 Most Socially Engaged Companies in the Recruitment Industry, we've collated the learnings from the top agencies on the list. Discover what they're doing right as we reveal the key findings found when looking at the behaviours of the most socially engaged agencies.
Consultants from the LinkedIn Customer Success team share key learnings and insights obtained from working closely with over 2000 recruitment businesses.
Three strategies are covered: 1) Thinking long term 2) Teach, learn, share and 3) Finding and winning new business.
Think about the best people you’ve ever worked with. Your best placements. Your best clients. Your best recruiters. What do they do differently every day, every week, every month and every year? You’ll discover that everything they do is predictable. In this session, industry expert Lou Adler will show you how to uncover the predictors of success during the intake meeting with your hiring manager clients. Then you’ll use these same predictors to drive every aspect of the recruiting process from sourcing to negotiating offers.
Here are some of the key takeaways Adler will cover in this can’t miss session:
- Learn how to get hiring managers to happily discard skills and experience infested job descriptions.
- Find out what it takes to get hiring managers to see every one of your candidates.
- How to predict and measure quality of hire long before the hire.
- How to close more offers by taking compensation off the table.
Data is arguably the hottest topic in modern recruiting. But what can it really tell you and how should you use it? How do you know you are collecting the right data to make strategic decisions?
Research shows that companies with 'social CEOs' enjoy higher levels of trust, and people are more likely to buy their products. Learn how easy it is to become a social CEO and how to empower and engage your employees to use social to help build your firm's brand and become brand ambassadors.
Forming an emotional connection between the consumer and the brand is one of the most important steps in telling your firm's story. Discover the importance of being memorable and the business impact that amplifying your brand through social will achieve.
More from LinkedIn For Search and Recruitment Firms (20)
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challenges
LinkedIn for Business Development SourceIn London, James Osborne
1. 0844 993 4465 │ www.eliterecruitmentnetwork.com │ info@eliterecruitmentnetwork.com
training ∙ consultancy ∙ leaders ∙ future leaders ∙ in the cloud
talent hubs ∙ people ∙ non-executive directors ∙ supplier services
Elite Recruitment Network
LinkedIn for Business
Development
Presented by
James Osborne
2. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
How Many Customers Do You Actually Need?
NFI £2m
Ratio - Contract : Perm 50:50
Average Fee - Contract £18k
Average Fee - Perm £10k
Contractors Out 56
Perm Placements 100
1 client x 56 contractors Too risky
56 clients x 1 contractors Demonstrates an inability to build relationships
4 x Type A clients (5 contractors out) = 20 contractors
8 x Type B clients (3 contractors out) = 24 contractors
12 x Type C clients (1 contractor out) = 12 contractors
Clients = 24
Perm Placements per Client = 4
TargetPresumptionsTarget No. of DealsOptionsTargets
3. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
So, Who Are These Customers?
Above
In
Ready to Close
Closed 24
How many?
How many?
How many?
Which Ones?
4. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
0 1 2 3 4 5 6 7 8 9 10
Criteria 1
Criteria 2
Criteria 3
Criteria 4
Criteria 5
Criteria 6
Criteria 7
45CVI Score
Customer Value Index (CVI)
Score your customers (out of 10) based on what makes them valuable to you…
5. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Mapping Customers onto the Customer Vitality Curve
Map out your customers based on their CVI
Ignore Priority
35 - 54 55 - 700 - 34
6. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Priority Customers = Increased Competition
Each one of your competitors will be targeting the same Priority Customers
Ignore Priority
35 - 54 55 - 700 - 34
Buy!!
Buy!!
Buy!!
Buy!!
Buy!!
Buy!!
Buy!!
Buy!!
7. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Get on the Phones!
8. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
The Customer Decision Process
What does the customer see?
approximate number of UK
recruitment companies
10,000
9. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
The Customer Decision Process
What is the customer trying to find?
manageable shortlist to start
negotiations with
3
10. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Enabling the Buying Process – The Customer Decides
Prospect Customer
They, not us, will decide when they are ready to change from a
prospect to a customer
Decision Pivot Points
5
11. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
The Customer Decision Process - Decision Pivot Point 1
Awareness - Exposure to the product / service
“Even 60 milliseconds of exposure
to a brand name can alter
consumers’ subconscious goals.”
“Results suggest that simple
exposure to brand names has the
potential to activate goals which
then influence choices.”
- University of Chicago Press
12. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
The Customer Decision Process - Decision Pivot Point 2
Awareness - Exposure to the product / service
Understanding – Knowledge of how the product / service works
Question.
How easy is it to understand what
you actually do and how you go
about doing it?
13. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
The Customer Decision Process - Decision Pivot Point 3
Awareness - Exposure to the product / service
Understanding – Knowledge of how the product / service works
Justification - Understand the ROI of the product / service
Question.
Are we educating customers to
understand the long term ROI from
using our services, or is the focus
still on the initial cost of a
placement?
14. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
The Customer Decision Process - Decision Pivot Point 4
Awareness - Exposure to the product / service
Understanding – Knowledge of how the product / service works
Justification - Understand the ROI of the product / service
Evaluation - Compare product / service with alternatives
“When someone makes a choice
(hiring, firing, choosing a vendor,
buying a soda) they're using some
sort of internal logic and reasoning
to support that choice.”
- Seth Godin
15. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
The Customer Decision Process - Decision Pivot Point 5
Awareness - Exposure to the product / service
Understanding – Knowledge of how the product / service works
Justification - Understand the ROI of the product / service
Evaluation - Compare product / service with alternatives
Alignment - Link product / service with pain points
Question.
Have we qualified our customers
sufficiently to know what their pain
points are?
Do our USPs align with their pain
points?
16. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
10 Weeks from Prospect to Customer
Channel Acquisition Maps
17. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Channel Acquisition Maps (CAMs) – Above the Funnel
Weeks 1 to 4
18. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Pre Call Qualification – Earning the Right
Organisation
What the client does
Locations
Divisions that are relevant to our niches
Size (no of employees)
Turnover
Structure (org chart)
Financial Year
History and Latest News
Main Customers
Company culture
Employee preferences (past employees)
19. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Pre Call Qualification – Earning the Right
Organisation
Department
Growth plans
Technologies (upgrade plans)
Department size
No of current contractors
Existing projects
Future projects
Regional culture
Department key decision makers
Reporting hierarchy
20. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Pre Call Qualification – Earning the Right
Organisation
Department
Individual Position
Decision making authority
Past relationships (with us)
Network relationships (common contacts)
Current relationships (competitors)
Employment history
Personality type
Personal interests
Divisional budgets (recruitment)
Work contact details
21. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Channel Acquisition Maps (CAMs) – In the Funnel
Weeks 5 to 6
22. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Channel Acquisition Maps (CAMs) – Ready to Close
Weeks 7 to 9
23. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Channel Acquisition Maps (CAMs) – Closed
Week 10
24. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Developing a Unique Proposition
Prospect Customer
Pain Points
Selling Points
Proof Points
Value Points
Alignment with…
Decision Pivot Points
25. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Aligning Customer Pain Points to Our Selling Points
11 16
7 8
13 14
13 5
15 17
3 13
10 12
Selling PointsPain Points
Selling PointPain Point
Selling PointPain Point
Selling PointPain Point
Selling PointPain Point
Selling PointPain Point
Selling PointPain Point
Selling PointPain Point
26. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Supporting Our Selling Points with Proof Points and Value Points
17
Value PointsProof Points
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
8
14
5
13
12
11
13
13
15
3
10
7
16
27. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Developing a Unique Proposition
Pain Points
Selling Points
Proof Points
Value Points
11 16
7 8
13 14
13 5
15 17
3 13
10 12
Selling PointsPain Points
Selling PointsPain Points
Selling PointsPain Points
Selling PointsPain Points
Selling PointsPain Points
Selling PointsPain Points
Selling PointsPain Points
Selling PointsPain Points
17
Value PointsProof Points
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
Value PointProof Point
8
14
5
13
12
11
13
13
15
3
10
7
16
Are the value points aligned to the pain points?
Do your proof points back up your selling points?
Do you have enough substantiating evidence from existing customers?
Is this message consistent across your business?
28. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
In Summary
Decide how many customers you actually need
0 1 2 3 4 5 6 7 8 9 10
Criteria 1
Criteria 2
Criteria 3
Criteria 4
Criteria 5
Criteria 6
Criteria 7
A’s, B’s and C’s
Identify what makes a customer valuable and prioritise the ones you want to target
Ignore Priority
35 - 54 55 - 700 - 34
Create a Channel Acquisition Map and help your prospects become customers
Decision Pivot Points
Pain Points
Selling Points
Proof Points
Value Points
Align your proposition to a customer’s pain points
29. w w w . e l i t e r e c r u i t m e n t n e t w o r k . c o m
Thank you!
“Give me six hours to chop down a tree and
I will spend the first four sharpening the axe.”
- Abraham Lincoln
30. 0844 993 4465 www.eliterecruitmentnetwork.com info@eliterecruitmentnetwork.com
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Elite Recruitment Network
James Osborne
james@eliterecruitmentnetwork.com
07799 688063
Editor's Notes
Create stronger management teamEnsure common goalEnsure hit 2013 management targetList of actions + commitments
Create stronger management teamEnsure common goalEnsure hit 2013 management targetList of actions + commitments
Create stronger management teamEnsure common goalEnsure hit 2013 management targetList of actions + commitments