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SUMMER INTERNSHIP REPORT
DESIGNING APPROPRIATE B2B CUSTOMER ACQUISITION
ENGAGEMENTAND RETENTION STRATEGIES FOR PROPRIETARY
WEB –BASED RECRUITMENT PRODUCTS
BY
TANMOY ROY
ENROLLMENT NO–030105007
ACADEMIC YEAR-2015-2017
BATCH: PGDM-05
JULY -2016
GLOBSYN BUSINESS SCHOOL
CERTIFICATE FROM THE COMPANY
A SUMMER INTERNSHIP PROJECT REPORT
ON
DESIGNING APPROPRIATE B2B CUSTOMER ACQUISITION
ENGAGEMENTAND RETENTION STRATEGIES FOR PROPRIETARY
WEB –BASED RECRUITMENT PRODUCTS
BY
TANMOY ROY
ENROLLMENT NO - 030105007
ACADEMIC YEAR- 2015-2017
BATCH: PGDM-05
A PROJECT REPORT
Submitted to GLOBSYN BUSINESS SCHOOL
In partial fulfillment of the requirement of Summer Internship Program for
Post Graduate Program In Management
JULY – 2016
DECLARATION OF THE INTERN
I hereby declare that the project entitled, “Designing Appropriate Business to Business Customer
Acquisition, Engagement And Retention Strategies For Proprietary Web-Based Recruitment
Products” submitted to Globsyn Business School as a part of the curriculum of Post Graduate
Program In Management.
This project was done at
Company Name: Times Jobs.com (Kolkata)
Industry Guide Name: Arnab Mukherjee
Designation of Guide: Account Manager
The facts and figures provided in this report are true to the best of my knowledge and concern.
This project report has never submitted to any institute for the partial fulfillment of any degree or
diploma.
DATE: ……………………
SIGNATURE: …………………..
Tanmoy Roy
PGDM-05
Enrollment No: 030105007
MENTOR APPROVAL
I, Dr. Debraj Datta, Associate Professor of Globsyn Business School, hereby approve that this
project work entitled “Designing Appropriate Business To Business Customer Acquisition,
Engagement And Retention Strategies For Proprietary Web-Based Recruitment Products”
has been successfully completed by Tanmoy Roy, Student of PGDM 05, Globsyn Business
School, under my guidance for his Summer Internship Programme in Timesjobs.com
Signature:
Date:
Place: Kolkata
Dr. Debraj Datta
Globsyn Business School
ACKNOWLEDGEMENT
I Tanmoy Roy ,the student of Globsyn Business School on the successful and satisfying
completion of this project, I would like to thank everyone from my heart with others who have
contributed to the making of this project by acknowledging them and I set forth to thank all the
individuals directly or indirectly associated with it.
At this time, I would like to thank Professor Dr. Debraj Datta, faculty of Globsyn Business
School who has been a great influence in shaping my project and during my efforts to define the
scope and frame of the project. His continual appraisal of the progress of the project and also the
insight into the subject he has given, were a constant source of strength during my work.
I also want to thanks Mr. Kaushal Mahamiya Regional Branch Manager of TIMES
BUSINESS SOLUTION LIMITED, Mr. Arnab Mukherjee , Account Manager of TIMES
BUSINESS SOLUTION LIMITED, and who not only guided me in the making of the project
but also gave me the in-depth knowledge about the acquisition, engagement and retention
strategies of Times jobs.com
I am also thankful to all my colleagues in TIMES BUSINESS SOLUTION LIMITED for sharing
ideas, suggestions which contributed immensely to the success of my project.
I would also like to extend my gratitude to all the faculty and lab staff for indirectly helping me
to complete this project.
Last but not the least I place a deep sense of gratitude to my family members and my friends who
have been constant source of inspiration during the preparation of this project work.
Date:
Place: Kolkata
Tanmoy Roy
CERTIFICATE BY INTERNAL GUIDE
This is to certify that the project report titled “Designing Appropriate Business to Business
Customer Acquisition, Engagement And Retention Strategies For Proprietary Web-Based
Recruitment Products “is a bona fide work done by Tanmoy Roy, Student of Globsyn Business
School, Kolkata under my supervision and guidance, in partial fulfillment of the diploma of Post
Graduate Diploma in Management (PGDM).
Signature:
Place: Kolkata
Arnab Mukherjee
Account Manager of Timesjobs.com
TABLE OF CONTENT:
CHAPTER PAGE NO
1. PREFACE 2
2. ABOUT ONLINE JOB PORTALS SERVICE 3
3. NAUKRI.COM 4
4. MONSTER.COM 5
5. SHINE.COM 6
6. COMPANY PROFILE AND INTRODUCTION 7
7. TIMES INTERNET LIMITED 7
8. TIMESJOBS.COM 8
9. SNAPSHOT OF TRAFFIC USAGE OF TIMESJOBS.COM 8
10. THE MAJOR COMPONENTS OF TIMES GROUP 9
11. TIME BUSINESS SOLUTION 10-12
12. THE PROCESS IS USED IN TIMESJOBS.COM FOR
ACQUISITION
a) SUSPECTING CUSTOMER
b) PROSPECTING CUSTOMER
c) APPROACHING
d) DEMONSTRATION OR PRESENTATION
e) NEGOTIATING& CLOSING
f) ORDER & CLIENT LOGIN ID CREATION
13-22
13. THE ENGAGEMENT STRATEGIES FOLLOWED BY
TIMESJOBS.COM
23
1
14.
THE RETENTIONSTRATEGIES FOLLOWED BY
TIMESJOBS.COM
23
15. FINDINGS 24
16. SUGGESTION AND RECOMMENDATION 25
17. CONCLUSION 26
18. WEBLIOGRAPHY I
19. ANNEXURE II
PREFACE
This project is a part of the academic curriculum required for the fulfillment of the two years full
time Post Graduate Diploma in Management Programme in “Globsyn Business School,
Kolkata.”
The project called Summer Internship Programme was undertaken at TIMESJOBS.COM,
Kolkata. This project aimed at “Analyzing designing appropriate business to business customer
acquisition, engagement and retention strategies for proprietary web-based recruitment
products”.
The study was carried out interacting closely with the sales team and with his Account Manager
as mainly of KOLKATA REGION. It also involved face to face interaction between different
company to company recruitment orient strategies.
The project has shown that how Timesjobs.com works and what are the different kinds of
strategies they are taken for their acquisition, engagement and retention purposes. What are the
loopholes in their strategy, how they are developed their business and this is my findings through
my Summer Internship project.
Academically, the project provides a unique opportunity to have an exposure to real life business
environment and to have an insight into the management intricacies, thus helping learning to be
more purposeful and meaningful.
ABOUT ONLINE JOB PORTAL SERVICE
In this time most of the people from this generation have started searching jobs over online portal
looking for such requirements, people are making much use of an Internet rather than the print
media for finding recruitment or job posting. Previously, newspaper plays an important role for
searching out an experienced employee or jobs, now employers and employees are searching
online job portals for finding employees and jobs respectively. Through the portal journey
expanded , easily it add numerous things to make their website best for hiring the employees
and offers vantages to the job seekers, who are seeking of best organizations. For employers, it is
very easy to post their job in particular category along with job description so to search out
experienced and knowledgeable person for their company and it is very cost effective and time
effective also. The online recruitment oriented job sites is launched in the year 1997.The major
player in this portal industry like –Naukri.com,Monster.com,Timesjobs.com, Shine.com these
portal are paid portal but there are also some existing free job portals such as – Olx.com
,Placementindia.com ,Clickindia.com ,Quiker.com,Indeed.com .Through this job portal
services recruitment process has become very easy and the company and consultancy both use s
those online recruitment solution. In this era of social media many job also posted on social
media web sites also like – Linkedin, Twitter, and Facebook.
A short brief about the three major job portals in India
1. Naukri.com –The Company is a leading provider of online recruitment, matrimonial&
real estate classifieds and related services in India. Their divisions mainly divided by four
divisions recruitment classified division, online matrimonial classified division, online
real estate classified division and offline executive search division. They are also
provides CV writing to the corporate or individual certificate courses, Recruiter reach.
The website is founded by Sanjeev Bikhachandani in March 1997. It published a monthly
report called Naukri jobs speak. The site was established in 1997 by Info Edge (India)
Ltd. Info edge is listed company on the BSE and NSC. They are the No 1 job site in
India with a turnover of 100 crore, 900 people in 40 offices across 28 cities and an
overseas office in Dubai catering to the Middle East. According to similarweb.com the
portal surfing rate of Naukri in India is 93.03%, United States0.92%,
Pakistan0.48%,SaudiArabia0.39%,United Arab Emirates0.91%. Where Naukri visitor is
48.3 million but Timesjobs.com visitor is 6.7million so this huge difference according to
the customer engagement. The global rank of Naukri.com is 890&country rank is 27.
This is a screenshotofthe traffic viewer worldwide of Naukri.com
2. MONSTER.COM -
Monster id present in more than 25 countries all over the world. It is the biggest job search portal
in the world with huge database of job seekers I the various job categories. Monsters.com was
founded by Jeff Taylor in 1994 and operates under flagship of monster itself. Monster is the
largest search in worldwide, they have around 150 million resume with them, the company
strength around 5000 employees including 36 countries .It’s headquarter is Maynard,
Massachusetts .According to Similar web .com monster have maximum traffic viewer for
USA63.95%, India20.41%, Uganda9.19% .So from this data we can easily understand that
monster have more user outside India & their global rank is 1452277.
This is a screenshotofthe traffic viewer worldwide of Monster.com
3. Shine.com–Ht Media launched its innovative job portal shine.com in the year
June2008.It has a unique job matching technology along with carrier guidance, resume
services and industry information shine partners candidates not only through the recruitment
process but through their career life cycle shine.com has been developed by Red match, an
Israel based company in 1991.Theylaunched five different editions for Kolkata, Bhopal
,Ranchi ,Chandigarh and Jaipur in 2003. In 2008, firefly e-ventures an Ht media company
launched its first portal for job seekers, Shine.com. As per similarweb.com the traffic of
using shine.com for Indi is 93.78%, UAE 1.81%, US0.60%.So the maximum user of
shine.com is in India. In the Kolkata region they are working with ABP and they doing really
good in the eastern region because they are charge more less price than others. The global
rank of shine.com is 6306, and country rank is 216.
This is a screenshotofthe traffic viewer worldwide of Shine.com
COMPANY PROFILE AND INTRODUCTION
The Times Group with its flagship company Bennett Coleman Company limited (BCCL), this is
the India’s largest and oldest media conglomerate group of companies, according to the Financial
Times in March 2015.The audit bureau of circulations reported in May 2014 that the Times Of
India had the largest circulation of any English newspaper in the world, with 3,321,702 average
qualifying sales.
The Times group is the largest media company I India and it is headed by the Jain brothers
,Samir Jain and Vineet Jain .The company has own eleven publishing centers ,fifteen printing
centers ,fifty five sales offices and their employees strength is near 11000.Their magazine
reaches 2468 cities and towns ,thirty two radio stations ,two televisions news channel ,one
lifestyle channel and all give them revenue the amount of USD(United States Dollar)1.5 Billion.
Times Internet Limited - Times Internet limited is one of the leading Internet companies in
India .It has interests in online news ,online business news, Hindi ,Marathi , kannada and Bengali
news ,mobile ,ecommerce ,communities and videos.
Times Jobs.com:-
TimesJobs.com is a job Portal service provider their operating area in India and Overseas. It
belongs to the family of Times Group and is one of the flagship businesses Times Internet
Limited.
Times Group is the parent company of Times Internet Limited (TIL) and TIL forms the 1st layer
of BCCL (Bennett, Coleman & Co. Ltd.). It first started in the year 2004 January and since then
its mission is to reach out to all Indians in the country and abroad and provide them with the best
possible jobs. Its main focus is to ensure candidate’s skills and job specifications matches with
the HR requirements in terms of job descriptions updated by different organizations operating in
various domains in a cost effective and time saving manner. It also has achieved the distinction
of becoming India’s No.1 online recruitment portal in India in April 2007 , with the largest
number of active job seekers and a database of over 10 million candidates with over 20000 new
resumes added daily. Now they are the No 2 in the portal service market in India.
There are sub parts under in one roof of Times jobs .com, and the name is – Job Buzz, Techgig,
Step Ahead.
JobBuzz– JobBuzz is an E to E (employee to employee) community platform which helps
jobseekers to takes their best possible career decisions through this community. It helps them
decide which company, industry and role is right for them. This things is done by providing
them right information on company reviews, ratings, salary, interview processes and interview
questions and also the company is fake or not or any complained launched against the company .
These are contributed by the members of the community who happen to be current or past
employees of a company. Job Buzz is an employee-to-employee (E2E) platform and its success
lies in every employee’s hands.
Techgig -Techgig.com is a assemble format of everything related to advance technology, a
platform exclusively for IT professionals to synergize, share, exchange ideas, facts and
information as well as showcase their work and express their views on the vast repertoire that the
IT industry encompasses. In this platform many webinar, coding challenges and many
competition, seminar, advance coursed also organized .Companies also registered here they can
enhanced and expand their skill through use this platform.
StepAhead- Stepahead is a career portal service which offers a host of services to serve
professionals and job seekers to accelerate their career growth dimension. They are useful for
candidates across different industries, functional areas and experience groups. These services
help in various stages of the job searching, self improvement and job application process. These
platforms also offered like resume improvement, interview preparation, carrier astrology,
maximum reach; Film based coursed, profile verification, & e - learning courses.
This is a screenshotofthe traffic viewer worldwide of Timesjobs.com
This screen shot showed that timesjobs.com have their maximum viewer in India as well as
UAE, USA also.
THE MAJOR COMPONENTS OF TIMES GROUP
PRINT MEDIA RADIO
FM
RETAIL TIMES
BUSINESS
SOLUTION
TIMES
INTERNET
LIMITED
VISUAL
MEDIUM
THE TIMES OFINDIA
EISAMAY
THE FEMINA MAGAZINE
THE ECONOMIC TIMES
THE WEALTH
THE FLIM FAIRE MAGAZINE
98.3 RADIO MIRCHI
TIMES MUSIC
TIMES MULTIMEDIA
TIMES JOBS.COM
SIMPLYMARRY.COM
MAGICBRICKS.COM
ADS2BOOK.COM
INDIATIMES.COM
HEALTHMEUP.COM
GANA.COM
BOXTV.COM
MENXP.COM
ZIG WHEELS
TIMES CITY
ZOOM
ET NOW
TIMESNOW
INDIATIMES
THE TIMES GROUP
NOTE: From 15th NOV 2014, TBSL (TIMES BUSINESS SOLUTION LIMITED) was
merged under TIMES INTERNET LIMITED.
The Femina Magazine is a 50:50 joint venture between The Times Group & Worldwide
Media
Time Business Solution (TBSL)-
Life interactive arm of Times Group Vision is to provide assistance support and guidance to the
users throughout their life in terms of its interactive media.
The mission is to giving at first recruitment solutions to the people for securing them a better
future then giving them an opportunity for permanent settlement in life through
simplymarry.com or getting an opportunity to buy a dream home or real-estate property for their
family through Magicbricks.com.
1. How “Timesjob.com” does works?
The following are the few examples of different services of timesjobs.com through
which the revenue for the organization is generated .Each service has its own importance
and is very fruitful is generating revenue for the company .Times jobs .com is very
successful is providing wide range of services to different categories at different level.
Times Jobs Recruitment solutions –This is two types a) ONLINE b) OFF LINE
ON LINE – Branding solution, Best consultants zone, Data based access, Job posting,
Campus direct, and Walk in zone.
TIMES
JOBS.COM
EDUCATI
ON
JOB/CAR
EER
MARRIA
GE
OTHER
MILESTO
NES
OFF LINE - Job fair (cover every category like BPO, RETAIL, INSURANCE etc.),
Placement fairs.
BEST CONSULTANT ZONE (BCZ) :
Specific Recruitment and visibility zone for recruitment /placement consultancies, it
consists of -
 Animated banner on the home page
 Logo display
 One page colored Template
 Unlimited basic jobs
 Job alert
BENEFITS:
 Visibility from the homepage
 Consultancy Branding
 Recruitments Benefits
DATA BASE ACCESS:
More than 10 million active resumes profiles ,means you have more choice over 20000+ new
resumes added daily 5 unique search using several parameters like experience ,function ,location,
key skills ,education ,company etc. Advanced Resume management tools shortlist, call and
manage profiles .There are various plans available in their services.
Hire XS Full –This is implies for pan India base database.
Hire Xs Regional – This implies for a regional database such as East, West, North, and South
Hire Xs Non IT -This is implies for pan India base Non IT – database
Hire Xs Non IT Regional -This is implies for pan India base Non IT – database but regional
specific.
Designing appropriate acquisition strategies for Times
jobs.com
The concerned project mainly revolved around designing the proper customer acquisition,
engagement and retention strategies for Timesjobs.com.
Sourcing of data had been accompanied by contacting the users (SME’s, Placement
Consultancies) and interacting with the concerned HR of the organization in order to search the
prospective client to agree for an appointment with the existing respective Times jobs
Hire Xs
Hire Xs Full
Hire Xs
Regional
Hire XS NON
IT
Hire Xs
Regional
NON- IT
Divinei
DIVINEip
DIVINEit
representative. First we have to search proper lead from different resources where the
recruitment related add is given like -
 Different kinds of newspapers Jobs oriented advertisement.
 Job posting on free website like – Indeed, Olx, Quikr, clickindia, placement India,
indiamart, and others sources.
 Data given site – Fundoodata.com, Google.
 Searching data from paying web portals like – Naukri, monster, shine
At first before calling any organizations I have to remember some questions in my mind
or doing an analysis,
1. Geographical spread is this head office and are the recruitments centralized
/decentralized?
2. What is the present recruitment mode of the organizations?
3. No of people needed to hire at the moment –at what levels and which profile?
4. How is the company planning to hire these people in the organizations?
5. What is the Core requirement in the company &skills sets it hires on a continuous basis?
6. Current attrition rate of the company, if it is a BPO then its attrition rate would be high so
I have to get all the details information’s before calling.
7. Average recruitment budget ,and how much they are spent yearly basis and which
segment
8. How big is the HR team, how many people and what is the hierarchy of the
organizations?
9. Who is the taking care of the final decision of the recruitment purposes or who is the
financial decision taker of the organization?
10. Is this organization is proprietorship or partnership or group of companies?
Then I have to call to the company, consultancy or HR who is responsible for the recruitment
process of this organization.
The efficiency of the entire task of mine depends on how the fixed appointment and gets
converted into ultimate sales. This kind of sales pitching adopted mainly involved subscription
to Times jobs portal for a particular time period. A snapshot of the sales pitches which was used
by me, shown through an illustration below:
Good morning/afternoon/evening Ma’am/Sir... this TANMOYROY calling you from the
recruitment division of Times of India vertical Timesjobs.com. Will I be able to speak with the
concerned HR of the organization if he/she is available at the moment…?
Yes, this is MANISHA PAUL here, you are speaking to the right person (carry on whatever is
your proposal and is the call is being forwarded introduce myself once more)
Yes Ma’am, this call is being made to inform you regarding the portal i.e.
Timesjobs.com. It’s an online job portal which provides customized recruitment solutions to
organizations of all kinds to leverage their recruitment and hiring pattern and it also provides the
organization with experienced employees on basis of your requirements. So ma’am can we just
meet up for once it will take 10 to 15 minutes of your valuable time.
Where we can just come down and elaborate about the various solutions provided by us
and would also like to know from your end what kinds of recruitment pattern your organization
follows. This type of recruitment portal service is very effective and cost effective also of your
organizations.
After getting the meeting with the customer I have to asked some questions to the suspecting
clients and the questions is totally dependable on the clients because this questions are related to
his past ,because which mode of hiring is used by him .
A. If he was using print media then the questions will be to the client is –
 Which newspaper is the ad released in
 How many times in a month /quarter/year
 The advertisement is only for west Bengal based or district or city based?
 Approximate size & cost
 How has been the response and how satisfied the client is
B. If he was using consultants then the questions will be to the client is –
 Which all profiles of people are hired through consultants
 How many people are recruiting through consultancy in a month, quarter?
 Does the client pay per person charge or any combined package they are given?
 What is the TAT given by the consultant?
C. If he was using Jobsites then the questions will be to the client is –
 Which all job sites is the client using at present / or used in the past
 What recruitment service is he using and for what duration
 Is the client using the competition jobsite right now
 When did he buy the service
 When is the service elapsing (to know the renewal period)
 How has been the experience
 How satisfied is the client
 Is he able to recruit for all profiles required at whatever location
The process is used in Times jobs.com for their acquisition
purposes:-
 Suspecting Customer – That means when I am visited any customer office or his place
so I have some criteria or I have to judge the customer that he is my target customer or
not and I have to judging people through question answering and a discussion method.
 Prospecting Customer – In this stage I have to understand the clients past, present and
future requirement and giving them proper suggestions according to their organizations
need and there fulfill their requirement and also try to generate a new business from this.
 Approaching – In this stage we are approaching to the prospecting customer suggest
them to use our online recruitment solutions try to push sales if they are only required
data services ,we also try to sales them Mass mailing and SMS services also so the
company get more revenue.
 Demonstration or Presentation–In this stage we are giving them live presentation or
demo of times jobs through our laptop &showing and them how times jobs works and
how it is going to help them after purchased .This demo session create a good impression
on clients mind and its helping them to take an decision for buying the portal services
Screenshot of Times jobs .com Demo login page
ScreenShotof Searching Candidate according to the customerneed
 Negotiating& closing –In this stage this is a very critical point for the acquisition
process, where the trust built so far by the sales person will pay off. In this stage
we have to demonstrate the knowledge& skills of presenting value for the price
quoted; in this stage times jobs followed one method for present the price, the
method is called sandwich method. This method consists of (BPB) Benefits,
price, Benefits.
o Example - Benefits –Mr. Roy look at our offerings, mass mail, bulk
SMS, database, job posting, and our portal has unique features updates
fresh resumes which will help your recruiter in fetching the most
relevant resumes.
Price –The price of the12 month HireXs (East region) is Rs42000
+15% service tax.
Benefits-we have over 33% unique resumes in active candidate’s
database that gives you incremental reach over and above monster
The main part of this stage was objection handling questions from the customer point of view
and during my internship I am facing this kind questions & I am also given the answers in this
manner to the client -
1. I don’t think that it works for me
 Sir this is the best product which is given by me and you also believe on my
advice because I am giving this kind of advice to the others company also and
they are very happy with my advice . Also you have to believe on timesjobs.com
this is an big brand and providing service lots of customer and they are very
satisfied with our project
2. I am not sure that I need this or not, or my consultancy process is good or bad?
 Sir if you are select the consultancy model then you have to pay consultancy per
candidate base& they also putting some clauses .This is not a cost effective way
& also its takes lots of time to solve your recruitment purposes. In our portal
services we are giving you best candidate through our blocker and filter system
,you can also do mass mail ,SMS, and also doing a branding of your organizations
and they are working more effectively to your organization.
3. Too expensive
 This product is a reasonable product because e you are getting so many features
after purchases .we are providing excellence service to you and if your budget is
concern we can arranged some discount for you
4. No budget for this kind of amount
 This kind of customer when I understand that the they have problem related to
budget then I suggest them go for only job posting or only data base services not
 For the combo pack of ours but it’s depend customer to customer so there is not
any specific answer is construct for this questions.
5. I am not convinced
 In that case I have to understand which thing they really want to know more and
explain again slowly and try to give them confident on me and my company also.
Try to give another one demo and this is the way to convinced them who are not
convinced.
6. A competitor has similar features so why should I purchase from you?
 This answer is always different customer to customers and its related to
consumers past and present. If the customer previously using Naukri.com or
currently using so in this particular case I have to give strength on pricing part
because Naukri.com always charged more than the Timesjobs.com and any other
portal services which is available in the market .So it’s very cost effective to the
organizations for shifting Naukri.com to Timesjobs.com
 The Customer if currently using Shine.com,Monster.com then for convincing this
type of customer I have to give strength on Timesjobs.com facilities ,Resume
quality, advanced blocker and filter which is giving effective results .Because
shine always charges less than Timesjobs.com but they are not giving at all good
services to the client due to lack of advanced software.
7. I want to think about it and discussed with my senior management then I will
informed you.
 In this case I tried to pushing them getting a meeting with the senior management
so there we can discuss about the matters and provide them proper solutions.
8. Bad experience in the past with Timesjobs.com
 At first I have to asked the customer that which problem he had to faced
previously when he was using the timesjobs.com portal so I can understand the
gap between demand and supply and assured them that this things is not happened
this time because timejobs.com doing really well and they are updated their
software’s of the portal, so it’s very helpful to them and I hope this time you will
be very happy with our services.
9. It is possible for give me free trial version where I can judge the portal recruitment
solutions purposes.
 Sir , we are providing you presentation of how Timesjobs.com works and
according to your requirement we do the advance search with your relevant
keywords and skills and we can also download 1 -2 resumes, from that you cam
understood the resume quality of times .Also we don’t provide free trial version of
Timesjobs.com
Price List of Timesjobs.com Portal Services
DATABASE SERVICES PRICE
Mail &SMS PRICE
 Order& Client Login Id Creation-In the sales process, people have different
moods, In general, the account manager feels most excited when the customer is
closing the deal with him /her .However, the customer will have his/her desired
product only upon receiving the Login ID .It is obvious that the excitement of the
account manager and the customer are not synchronized.
If we want to create customer enthusiasm, we have to make the customer feel that
we are excited to see activation happen, too. Therefore, the process includes both
rational and emotional layers. The rational aims to ensure that a complete service
has been provided, while the emotional layer aims to create customer enthusiasm
so a long term relationship with the customer can be built
The activation process always follows sudden steps & the steps are -
a) Pre –activation process –The account manager should make an appointment
with the customers in advance .The account manager should re confirm the date
and time one day before. The salesperson should notify the customer immediately
if there will be a delay in the process it takes 2 to 3 days for full id creation. As an
account manager should prepare all the paperwork beforehand to make the
activation more efficient for the customer.
b) Handling over invoice – After giving the money of this product as an account
manager they have to send an invoice to the customer by mail.
c) Activation of services –Now the customer after getting his ID and password he
can easily login to the portal and doing his work accordingly his requirement.
d) Training- After activation the account manager visit to the customer place and
give them a proper training on Timesjobs.com.
The engagement strategies followed by Timesjobs.com
In this stage the follow- up step of the sales process it is important to encourage an ongoing
relationship with the new customer to ensure that the customer will return to purchase again.
Follow up with the new product owner is a bridge which connects the new product customer to
future purchase. In this stage we have to convert sales process in to service process. Sometime if
they are already consume their download limit then if the customer requested for any extra
downloads, extra resumes that thing will be provided by the account manager to the customer. If
they are facing any login problem or any kind of problem account manager is always ready to
giving them service.
The retention strategies followed by Timesjobs.com
The customer retention is the very important for Timesjobs.com, for that purposes they have
their own retention vertical they are taking care of existing customers.Timesjobs.com they have
their own CSAT from after using Timesjobs.com portal, this from send to the client after based
on that they decided that what the lack of service and what important things they have to take
care of & this from is also a valuable data for research & development Programme. On the basis
of this data Timesjobs.com developed their product. The account manager should contact the
customer at least once ever in 2 to 3 months via email, Direct Call (Dc) or Direct Email to ensure
ongoing relationship. Account manager sends greetings card or SMS on festival or the
customer’s birthdays. Invite the customers for the promotion events (indoor or outdoor).The
existing client also a very good resource for acquitting a new client through referral or word of
mouth process. An example of CSAT from is given on the Annexure 1 which was filled up by
one client of Timesjobs.com.
Findings:
During my internship it was found that most of the organizations like manufacturing
,BPO, construction, app developer ,software & IT companies are planning to recruit in
bulk numbers for the various posts and they are more interested in job portals rather than
newspaper advertisement because The main reason could behind it cost and time. These
company often more manpower in regular basis because in this sector the attrition rate is
higher. Job portals are much faster for getting fast response than newspaper. Job portal
is also considered to be effective in case of head hunting .In the portal services they can
easily count their viewer and applied candidate for the particular position and this is not
possible for newspaper. The life shell of a newspaper advertisement is 1 days but the
online portals job posting is valid for 60 days so this is very effective also.
Most of the recruiter mainly used portal service; consultancy and referral is also was the
third options for recruitment purposes. Some of the companies simultaneously using
Timesjobs.com, Naukri, Monster all portals as well as consultancy services like 2coms,
Adecco. All the companies entertained the proposals of Timesjobs.com and want a
customized of trailed solution which should not be a technologically sophisticated
service. Companies feel that they cannot spend much for recruitment process and the
attrition rate is also very low. So they always preferred go for consultancy mode.
Online job portals like Timesjobs.com basically used many small and big organizations
in order to fulfill the vacant positions in the organizations .But on the other hand it is also
evident that hardly any organizations recruits someone in the post of CEO,CFO or
director .Job portals are mainly used to fill up the vacancies in the lower and middle level
post in an organization
Many small companies they don’t have HR department in their companies so for them
consultancy mode is best for hiring other than portal services because if they take portal
services they need one or two Hr .So because of that they tied up with the consultancy
for recruitment purposes.
In the time of my internship when I made them aware of online job portals they showed
interests as it was cost effective too. So when I made them aware of online job portals
they showed interests as it was cost effective way of recruitment .It was also observed
that there are lots of other sectors like(BPO ,Android app developer companies, webpage
designing companies and others new software companies) which are still untapped so
there is a huge for job portals in his modern world to become one of the prior means of
recruitment as it is both time saving and cost effective not only from companies point but
also from clients point of view.
The client of Timesjobs .com also facing a problem that they are not getting proper
eligible candidate through online portal, this is the reason they mention that quality of
resumes is not good. They are also not getting responses from their mail &SMS.
Suggestions And Recommendations For Timesjobs.Com
1. Many organizations are still not aware of the online job portals and the e –
recruitment industry. Even if they are aware they are not using these services .Thus
there lays a huge untapped market.Timesjobs.com can focus on the market that will
help them to get more revenue.
2. Make use of more social media tools in their portals services.
3. Many profiles of the job applicants are not true .So there should be a verification
system that check the applicants profile.
4. There are several applicants who don’t remove their resume even after getting a job,
so there should be a regular updating of the database.
5. Timesjobs.com should take initiative to make more people aware of their products
and services
6. In order to give awareness, timesjobs.com can conduct various types of seminars in
educational institutes so that they know about it and update their resume time to time.
7. Times jobs.com conduct more job fair for medium town or cities also because there is
a huge potential in this town and cities.
8. A voice customer care center should be there for helping client or customers, but
currently this type of call centre facility is not available.
9. Job fairs can create more databases for each job seeker and job providers. Some job
seekers don’t have proper ideas about companies for their and also some companies
are facing problem with recruitment so timesjobs.com can provide solutions for their
problem with the help of job fair.
10. The company getting data or resumes through times jobs .com but the problem is that
there is no option or any blocker from that the company know that if the person is
really looking for a job change or not or he/she very happy with his present job. If
timesjobs.com includes this option on their portal so for the company point of view
it’s save lots of time and they also getting perfect data that make their jobs very easy
and fast also.
11. If it is possible if they include any psychometric test or any IQ test from that the
companies can understand candidate’s potentiality.
12. Sometimes the data filter it’s not working properly so because of that many others
data also coming within the search portion.
13. In Timesjobs.com many times very senior level profile it’s not available or some rare
key skills oriented data or resumes is not available on their portal so they should
focus on their more signup on their portals.
14. Times jobs.com should focus on their existing customer’s needs and problems so they
don’t lose their existing customers, from that they maintain their business.
CONCLUSION
Job portals industries yet to capture the recruitment market, but it are in growing stage. The
growth of the industry in developing developed and under developed countries is directly
proportional to the internet penetration across the globe. Now a day’s people prefer online
recruitment solutions. A growing use of social networking technologies reach candidates,
especially the passive jobseeker, stronger growth in the specialist sector of the market Kolkata e
recruitment market is also looking for a tremendous growth. Various players are in the market
and also internet penetration is also getting higher.
The project entirely deals with understanding the inner depth of company and going through into
.Understanding the competitive strategies followed by the company. This project helped me a lot
to understand and analyze the inner prospect of company and also gave me an exposure in
analyzing this prospects in my own way .It has taken my skills to another level, and it had mad
me to understand the different opportunities in marketing .It gave me a brief idea about the
working in corporate world and showed both prospective and negative.
Thus at last while conclusion I would like to mention that this project was a lifetime learning
experience for me and it gave me a chance to meet the market place and apply and develop my
skills as a manager. My association with “Timesjobs.com” over the last few weeks has given me
a taste f corporate world .It helped me to gain experience regarding the management of corporate
activities and also taught me how to deal with people of different temperaments .My learning
experience thought this project has added a significant value to y carrier and knowledge
WEBLIOGRAPHY
https://www.similarweb.com/website/shine.com#overview
https://www.similarweb.com/website/naukri.com
https://www.similarweb.com/website/monster.com#overview
https://www.similarweb.com/website/timesjobs.com#overview
http://www.techgig.com/
http://jobbuzz.timesjobs.com/
http://stepahead.timesjobs.com/
http://hire.timesjobs.com/employer/login.html;HSESSIONID=3F29E58C689A886307EECE1AA79D0B84-
n2.HIREAPP12
http://www.tbsl.in/
ANNEXURE
CSAT questionnaire filled up by Timesjobs.com customer
Tanmoy Roy  sip report (Timesjobs.com)PGDM 05 ,YEAR 2015-17, ENROLLMENT ID 030105007
Tanmoy Roy  sip report (Timesjobs.com)PGDM 05 ,YEAR 2015-17, ENROLLMENT ID 030105007
Tanmoy Roy  sip report (Timesjobs.com)PGDM 05 ,YEAR 2015-17, ENROLLMENT ID 030105007

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Tanmoy Roy sip report (Timesjobs.com)PGDM 05 ,YEAR 2015-17, ENROLLMENT ID 030105007

  • 1. SUMMER INTERNSHIP REPORT DESIGNING APPROPRIATE B2B CUSTOMER ACQUISITION ENGAGEMENTAND RETENTION STRATEGIES FOR PROPRIETARY WEB –BASED RECRUITMENT PRODUCTS BY TANMOY ROY ENROLLMENT NO–030105007 ACADEMIC YEAR-2015-2017 BATCH: PGDM-05 JULY -2016 GLOBSYN BUSINESS SCHOOL
  • 3. A SUMMER INTERNSHIP PROJECT REPORT ON DESIGNING APPROPRIATE B2B CUSTOMER ACQUISITION ENGAGEMENTAND RETENTION STRATEGIES FOR PROPRIETARY WEB –BASED RECRUITMENT PRODUCTS BY TANMOY ROY ENROLLMENT NO - 030105007 ACADEMIC YEAR- 2015-2017 BATCH: PGDM-05 A PROJECT REPORT Submitted to GLOBSYN BUSINESS SCHOOL In partial fulfillment of the requirement of Summer Internship Program for Post Graduate Program In Management JULY – 2016
  • 4. DECLARATION OF THE INTERN I hereby declare that the project entitled, “Designing Appropriate Business to Business Customer Acquisition, Engagement And Retention Strategies For Proprietary Web-Based Recruitment Products” submitted to Globsyn Business School as a part of the curriculum of Post Graduate Program In Management. This project was done at Company Name: Times Jobs.com (Kolkata) Industry Guide Name: Arnab Mukherjee Designation of Guide: Account Manager The facts and figures provided in this report are true to the best of my knowledge and concern. This project report has never submitted to any institute for the partial fulfillment of any degree or diploma. DATE: …………………… SIGNATURE: ………………….. Tanmoy Roy PGDM-05 Enrollment No: 030105007
  • 5. MENTOR APPROVAL I, Dr. Debraj Datta, Associate Professor of Globsyn Business School, hereby approve that this project work entitled “Designing Appropriate Business To Business Customer Acquisition, Engagement And Retention Strategies For Proprietary Web-Based Recruitment Products” has been successfully completed by Tanmoy Roy, Student of PGDM 05, Globsyn Business School, under my guidance for his Summer Internship Programme in Timesjobs.com Signature: Date: Place: Kolkata Dr. Debraj Datta Globsyn Business School
  • 6. ACKNOWLEDGEMENT I Tanmoy Roy ,the student of Globsyn Business School on the successful and satisfying completion of this project, I would like to thank everyone from my heart with others who have contributed to the making of this project by acknowledging them and I set forth to thank all the individuals directly or indirectly associated with it. At this time, I would like to thank Professor Dr. Debraj Datta, faculty of Globsyn Business School who has been a great influence in shaping my project and during my efforts to define the scope and frame of the project. His continual appraisal of the progress of the project and also the insight into the subject he has given, were a constant source of strength during my work. I also want to thanks Mr. Kaushal Mahamiya Regional Branch Manager of TIMES BUSINESS SOLUTION LIMITED, Mr. Arnab Mukherjee , Account Manager of TIMES BUSINESS SOLUTION LIMITED, and who not only guided me in the making of the project but also gave me the in-depth knowledge about the acquisition, engagement and retention strategies of Times jobs.com I am also thankful to all my colleagues in TIMES BUSINESS SOLUTION LIMITED for sharing ideas, suggestions which contributed immensely to the success of my project. I would also like to extend my gratitude to all the faculty and lab staff for indirectly helping me to complete this project. Last but not the least I place a deep sense of gratitude to my family members and my friends who have been constant source of inspiration during the preparation of this project work. Date: Place: Kolkata Tanmoy Roy
  • 7. CERTIFICATE BY INTERNAL GUIDE This is to certify that the project report titled “Designing Appropriate Business to Business Customer Acquisition, Engagement And Retention Strategies For Proprietary Web-Based Recruitment Products “is a bona fide work done by Tanmoy Roy, Student of Globsyn Business School, Kolkata under my supervision and guidance, in partial fulfillment of the diploma of Post Graduate Diploma in Management (PGDM). Signature: Place: Kolkata Arnab Mukherjee Account Manager of Timesjobs.com
  • 8. TABLE OF CONTENT: CHAPTER PAGE NO 1. PREFACE 2 2. ABOUT ONLINE JOB PORTALS SERVICE 3 3. NAUKRI.COM 4 4. MONSTER.COM 5 5. SHINE.COM 6 6. COMPANY PROFILE AND INTRODUCTION 7 7. TIMES INTERNET LIMITED 7 8. TIMESJOBS.COM 8 9. SNAPSHOT OF TRAFFIC USAGE OF TIMESJOBS.COM 8 10. THE MAJOR COMPONENTS OF TIMES GROUP 9 11. TIME BUSINESS SOLUTION 10-12 12. THE PROCESS IS USED IN TIMESJOBS.COM FOR ACQUISITION a) SUSPECTING CUSTOMER b) PROSPECTING CUSTOMER c) APPROACHING d) DEMONSTRATION OR PRESENTATION e) NEGOTIATING& CLOSING f) ORDER & CLIENT LOGIN ID CREATION 13-22 13. THE ENGAGEMENT STRATEGIES FOLLOWED BY TIMESJOBS.COM 23 1 14. THE RETENTIONSTRATEGIES FOLLOWED BY TIMESJOBS.COM 23 15. FINDINGS 24 16. SUGGESTION AND RECOMMENDATION 25 17. CONCLUSION 26 18. WEBLIOGRAPHY I 19. ANNEXURE II
  • 9. PREFACE This project is a part of the academic curriculum required for the fulfillment of the two years full time Post Graduate Diploma in Management Programme in “Globsyn Business School, Kolkata.” The project called Summer Internship Programme was undertaken at TIMESJOBS.COM, Kolkata. This project aimed at “Analyzing designing appropriate business to business customer acquisition, engagement and retention strategies for proprietary web-based recruitment products”. The study was carried out interacting closely with the sales team and with his Account Manager as mainly of KOLKATA REGION. It also involved face to face interaction between different company to company recruitment orient strategies. The project has shown that how Timesjobs.com works and what are the different kinds of strategies they are taken for their acquisition, engagement and retention purposes. What are the loopholes in their strategy, how they are developed their business and this is my findings through my Summer Internship project. Academically, the project provides a unique opportunity to have an exposure to real life business environment and to have an insight into the management intricacies, thus helping learning to be more purposeful and meaningful.
  • 10. ABOUT ONLINE JOB PORTAL SERVICE In this time most of the people from this generation have started searching jobs over online portal looking for such requirements, people are making much use of an Internet rather than the print media for finding recruitment or job posting. Previously, newspaper plays an important role for searching out an experienced employee or jobs, now employers and employees are searching online job portals for finding employees and jobs respectively. Through the portal journey expanded , easily it add numerous things to make their website best for hiring the employees and offers vantages to the job seekers, who are seeking of best organizations. For employers, it is very easy to post their job in particular category along with job description so to search out experienced and knowledgeable person for their company and it is very cost effective and time effective also. The online recruitment oriented job sites is launched in the year 1997.The major player in this portal industry like –Naukri.com,Monster.com,Timesjobs.com, Shine.com these portal are paid portal but there are also some existing free job portals such as – Olx.com ,Placementindia.com ,Clickindia.com ,Quiker.com,Indeed.com .Through this job portal services recruitment process has become very easy and the company and consultancy both use s those online recruitment solution. In this era of social media many job also posted on social media web sites also like – Linkedin, Twitter, and Facebook.
  • 11. A short brief about the three major job portals in India 1. Naukri.com –The Company is a leading provider of online recruitment, matrimonial& real estate classifieds and related services in India. Their divisions mainly divided by four divisions recruitment classified division, online matrimonial classified division, online real estate classified division and offline executive search division. They are also provides CV writing to the corporate or individual certificate courses, Recruiter reach. The website is founded by Sanjeev Bikhachandani in March 1997. It published a monthly report called Naukri jobs speak. The site was established in 1997 by Info Edge (India) Ltd. Info edge is listed company on the BSE and NSC. They are the No 1 job site in India with a turnover of 100 crore, 900 people in 40 offices across 28 cities and an overseas office in Dubai catering to the Middle East. According to similarweb.com the portal surfing rate of Naukri in India is 93.03%, United States0.92%, Pakistan0.48%,SaudiArabia0.39%,United Arab Emirates0.91%. Where Naukri visitor is 48.3 million but Timesjobs.com visitor is 6.7million so this huge difference according to the customer engagement. The global rank of Naukri.com is 890&country rank is 27. This is a screenshotofthe traffic viewer worldwide of Naukri.com
  • 12. 2. MONSTER.COM - Monster id present in more than 25 countries all over the world. It is the biggest job search portal in the world with huge database of job seekers I the various job categories. Monsters.com was founded by Jeff Taylor in 1994 and operates under flagship of monster itself. Monster is the largest search in worldwide, they have around 150 million resume with them, the company strength around 5000 employees including 36 countries .It’s headquarter is Maynard, Massachusetts .According to Similar web .com monster have maximum traffic viewer for USA63.95%, India20.41%, Uganda9.19% .So from this data we can easily understand that monster have more user outside India & their global rank is 1452277. This is a screenshotofthe traffic viewer worldwide of Monster.com
  • 13. 3. Shine.com–Ht Media launched its innovative job portal shine.com in the year June2008.It has a unique job matching technology along with carrier guidance, resume services and industry information shine partners candidates not only through the recruitment process but through their career life cycle shine.com has been developed by Red match, an Israel based company in 1991.Theylaunched five different editions for Kolkata, Bhopal ,Ranchi ,Chandigarh and Jaipur in 2003. In 2008, firefly e-ventures an Ht media company launched its first portal for job seekers, Shine.com. As per similarweb.com the traffic of using shine.com for Indi is 93.78%, UAE 1.81%, US0.60%.So the maximum user of shine.com is in India. In the Kolkata region they are working with ABP and they doing really good in the eastern region because they are charge more less price than others. The global rank of shine.com is 6306, and country rank is 216. This is a screenshotofthe traffic viewer worldwide of Shine.com
  • 14. COMPANY PROFILE AND INTRODUCTION The Times Group with its flagship company Bennett Coleman Company limited (BCCL), this is the India’s largest and oldest media conglomerate group of companies, according to the Financial Times in March 2015.The audit bureau of circulations reported in May 2014 that the Times Of India had the largest circulation of any English newspaper in the world, with 3,321,702 average qualifying sales. The Times group is the largest media company I India and it is headed by the Jain brothers ,Samir Jain and Vineet Jain .The company has own eleven publishing centers ,fifteen printing centers ,fifty five sales offices and their employees strength is near 11000.Their magazine reaches 2468 cities and towns ,thirty two radio stations ,two televisions news channel ,one lifestyle channel and all give them revenue the amount of USD(United States Dollar)1.5 Billion. Times Internet Limited - Times Internet limited is one of the leading Internet companies in India .It has interests in online news ,online business news, Hindi ,Marathi , kannada and Bengali news ,mobile ,ecommerce ,communities and videos.
  • 15. Times Jobs.com:- TimesJobs.com is a job Portal service provider their operating area in India and Overseas. It belongs to the family of Times Group and is one of the flagship businesses Times Internet Limited. Times Group is the parent company of Times Internet Limited (TIL) and TIL forms the 1st layer of BCCL (Bennett, Coleman & Co. Ltd.). It first started in the year 2004 January and since then its mission is to reach out to all Indians in the country and abroad and provide them with the best possible jobs. Its main focus is to ensure candidate’s skills and job specifications matches with the HR requirements in terms of job descriptions updated by different organizations operating in various domains in a cost effective and time saving manner. It also has achieved the distinction of becoming India’s No.1 online recruitment portal in India in April 2007 , with the largest number of active job seekers and a database of over 10 million candidates with over 20000 new resumes added daily. Now they are the No 2 in the portal service market in India. There are sub parts under in one roof of Times jobs .com, and the name is – Job Buzz, Techgig, Step Ahead. JobBuzz– JobBuzz is an E to E (employee to employee) community platform which helps jobseekers to takes their best possible career decisions through this community. It helps them decide which company, industry and role is right for them. This things is done by providing them right information on company reviews, ratings, salary, interview processes and interview questions and also the company is fake or not or any complained launched against the company . These are contributed by the members of the community who happen to be current or past employees of a company. Job Buzz is an employee-to-employee (E2E) platform and its success lies in every employee’s hands. Techgig -Techgig.com is a assemble format of everything related to advance technology, a platform exclusively for IT professionals to synergize, share, exchange ideas, facts and information as well as showcase their work and express their views on the vast repertoire that the IT industry encompasses. In this platform many webinar, coding challenges and many competition, seminar, advance coursed also organized .Companies also registered here they can enhanced and expand their skill through use this platform. StepAhead- Stepahead is a career portal service which offers a host of services to serve professionals and job seekers to accelerate their career growth dimension. They are useful for candidates across different industries, functional areas and experience groups. These services help in various stages of the job searching, self improvement and job application process. These platforms also offered like resume improvement, interview preparation, carrier astrology, maximum reach; Film based coursed, profile verification, & e - learning courses.
  • 16. This is a screenshotofthe traffic viewer worldwide of Timesjobs.com This screen shot showed that timesjobs.com have their maximum viewer in India as well as UAE, USA also.
  • 17. THE MAJOR COMPONENTS OF TIMES GROUP PRINT MEDIA RADIO FM RETAIL TIMES BUSINESS SOLUTION TIMES INTERNET LIMITED VISUAL MEDIUM THE TIMES OFINDIA EISAMAY THE FEMINA MAGAZINE THE ECONOMIC TIMES THE WEALTH THE FLIM FAIRE MAGAZINE 98.3 RADIO MIRCHI TIMES MUSIC TIMES MULTIMEDIA TIMES JOBS.COM SIMPLYMARRY.COM MAGICBRICKS.COM ADS2BOOK.COM INDIATIMES.COM HEALTHMEUP.COM GANA.COM BOXTV.COM MENXP.COM ZIG WHEELS TIMES CITY ZOOM ET NOW TIMESNOW INDIATIMES THE TIMES GROUP
  • 18. NOTE: From 15th NOV 2014, TBSL (TIMES BUSINESS SOLUTION LIMITED) was merged under TIMES INTERNET LIMITED. The Femina Magazine is a 50:50 joint venture between The Times Group & Worldwide Media Time Business Solution (TBSL)- Life interactive arm of Times Group Vision is to provide assistance support and guidance to the users throughout their life in terms of its interactive media. The mission is to giving at first recruitment solutions to the people for securing them a better future then giving them an opportunity for permanent settlement in life through simplymarry.com or getting an opportunity to buy a dream home or real-estate property for their family through Magicbricks.com. 1. How “Timesjob.com” does works? The following are the few examples of different services of timesjobs.com through which the revenue for the organization is generated .Each service has its own importance and is very fruitful is generating revenue for the company .Times jobs .com is very successful is providing wide range of services to different categories at different level. Times Jobs Recruitment solutions –This is two types a) ONLINE b) OFF LINE ON LINE – Branding solution, Best consultants zone, Data based access, Job posting, Campus direct, and Walk in zone. TIMES JOBS.COM EDUCATI ON JOB/CAR EER MARRIA GE OTHER MILESTO NES
  • 19. OFF LINE - Job fair (cover every category like BPO, RETAIL, INSURANCE etc.), Placement fairs. BEST CONSULTANT ZONE (BCZ) : Specific Recruitment and visibility zone for recruitment /placement consultancies, it consists of -  Animated banner on the home page  Logo display  One page colored Template  Unlimited basic jobs  Job alert BENEFITS:  Visibility from the homepage  Consultancy Branding  Recruitments Benefits DATA BASE ACCESS:
  • 20. More than 10 million active resumes profiles ,means you have more choice over 20000+ new resumes added daily 5 unique search using several parameters like experience ,function ,location, key skills ,education ,company etc. Advanced Resume management tools shortlist, call and manage profiles .There are various plans available in their services. Hire XS Full –This is implies for pan India base database. Hire Xs Regional – This implies for a regional database such as East, West, North, and South Hire Xs Non IT -This is implies for pan India base Non IT – database Hire Xs Non IT Regional -This is implies for pan India base Non IT – database but regional specific. Designing appropriate acquisition strategies for Times jobs.com The concerned project mainly revolved around designing the proper customer acquisition, engagement and retention strategies for Timesjobs.com. Sourcing of data had been accompanied by contacting the users (SME’s, Placement Consultancies) and interacting with the concerned HR of the organization in order to search the prospective client to agree for an appointment with the existing respective Times jobs Hire Xs Hire Xs Full Hire Xs Regional Hire XS NON IT Hire Xs Regional NON- IT Divinei DIVINEip DIVINEit
  • 21. representative. First we have to search proper lead from different resources where the recruitment related add is given like -  Different kinds of newspapers Jobs oriented advertisement.  Job posting on free website like – Indeed, Olx, Quikr, clickindia, placement India, indiamart, and others sources.  Data given site – Fundoodata.com, Google.  Searching data from paying web portals like – Naukri, monster, shine At first before calling any organizations I have to remember some questions in my mind or doing an analysis, 1. Geographical spread is this head office and are the recruitments centralized /decentralized? 2. What is the present recruitment mode of the organizations? 3. No of people needed to hire at the moment –at what levels and which profile? 4. How is the company planning to hire these people in the organizations? 5. What is the Core requirement in the company &skills sets it hires on a continuous basis? 6. Current attrition rate of the company, if it is a BPO then its attrition rate would be high so I have to get all the details information’s before calling. 7. Average recruitment budget ,and how much they are spent yearly basis and which segment 8. How big is the HR team, how many people and what is the hierarchy of the organizations? 9. Who is the taking care of the final decision of the recruitment purposes or who is the financial decision taker of the organization? 10. Is this organization is proprietorship or partnership or group of companies? Then I have to call to the company, consultancy or HR who is responsible for the recruitment process of this organization. The efficiency of the entire task of mine depends on how the fixed appointment and gets converted into ultimate sales. This kind of sales pitching adopted mainly involved subscription to Times jobs portal for a particular time period. A snapshot of the sales pitches which was used by me, shown through an illustration below:
  • 22. Good morning/afternoon/evening Ma’am/Sir... this TANMOYROY calling you from the recruitment division of Times of India vertical Timesjobs.com. Will I be able to speak with the concerned HR of the organization if he/she is available at the moment…? Yes, this is MANISHA PAUL here, you are speaking to the right person (carry on whatever is your proposal and is the call is being forwarded introduce myself once more) Yes Ma’am, this call is being made to inform you regarding the portal i.e. Timesjobs.com. It’s an online job portal which provides customized recruitment solutions to organizations of all kinds to leverage their recruitment and hiring pattern and it also provides the organization with experienced employees on basis of your requirements. So ma’am can we just meet up for once it will take 10 to 15 minutes of your valuable time. Where we can just come down and elaborate about the various solutions provided by us and would also like to know from your end what kinds of recruitment pattern your organization follows. This type of recruitment portal service is very effective and cost effective also of your organizations. After getting the meeting with the customer I have to asked some questions to the suspecting clients and the questions is totally dependable on the clients because this questions are related to his past ,because which mode of hiring is used by him .
  • 23. A. If he was using print media then the questions will be to the client is –  Which newspaper is the ad released in  How many times in a month /quarter/year  The advertisement is only for west Bengal based or district or city based?  Approximate size & cost  How has been the response and how satisfied the client is B. If he was using consultants then the questions will be to the client is –  Which all profiles of people are hired through consultants  How many people are recruiting through consultancy in a month, quarter?  Does the client pay per person charge or any combined package they are given?  What is the TAT given by the consultant? C. If he was using Jobsites then the questions will be to the client is –  Which all job sites is the client using at present / or used in the past  What recruitment service is he using and for what duration  Is the client using the competition jobsite right now  When did he buy the service  When is the service elapsing (to know the renewal period)  How has been the experience  How satisfied is the client  Is he able to recruit for all profiles required at whatever location The process is used in Times jobs.com for their acquisition purposes:-  Suspecting Customer – That means when I am visited any customer office or his place so I have some criteria or I have to judge the customer that he is my target customer or not and I have to judging people through question answering and a discussion method.  Prospecting Customer – In this stage I have to understand the clients past, present and future requirement and giving them proper suggestions according to their organizations need and there fulfill their requirement and also try to generate a new business from this.
  • 24.  Approaching – In this stage we are approaching to the prospecting customer suggest them to use our online recruitment solutions try to push sales if they are only required data services ,we also try to sales them Mass mailing and SMS services also so the company get more revenue.  Demonstration or Presentation–In this stage we are giving them live presentation or demo of times jobs through our laptop &showing and them how times jobs works and how it is going to help them after purchased .This demo session create a good impression on clients mind and its helping them to take an decision for buying the portal services Screenshot of Times jobs .com Demo login page ScreenShotof Searching Candidate according to the customerneed
  • 25.  Negotiating& closing –In this stage this is a very critical point for the acquisition process, where the trust built so far by the sales person will pay off. In this stage we have to demonstrate the knowledge& skills of presenting value for the price quoted; in this stage times jobs followed one method for present the price, the method is called sandwich method. This method consists of (BPB) Benefits, price, Benefits. o Example - Benefits –Mr. Roy look at our offerings, mass mail, bulk SMS, database, job posting, and our portal has unique features updates fresh resumes which will help your recruiter in fetching the most relevant resumes. Price –The price of the12 month HireXs (East region) is Rs42000 +15% service tax. Benefits-we have over 33% unique resumes in active candidate’s database that gives you incremental reach over and above monster The main part of this stage was objection handling questions from the customer point of view and during my internship I am facing this kind questions & I am also given the answers in this manner to the client - 1. I don’t think that it works for me
  • 26.  Sir this is the best product which is given by me and you also believe on my advice because I am giving this kind of advice to the others company also and they are very happy with my advice . Also you have to believe on timesjobs.com this is an big brand and providing service lots of customer and they are very satisfied with our project 2. I am not sure that I need this or not, or my consultancy process is good or bad?  Sir if you are select the consultancy model then you have to pay consultancy per candidate base& they also putting some clauses .This is not a cost effective way & also its takes lots of time to solve your recruitment purposes. In our portal services we are giving you best candidate through our blocker and filter system ,you can also do mass mail ,SMS, and also doing a branding of your organizations and they are working more effectively to your organization. 3. Too expensive  This product is a reasonable product because e you are getting so many features after purchases .we are providing excellence service to you and if your budget is concern we can arranged some discount for you 4. No budget for this kind of amount  This kind of customer when I understand that the they have problem related to budget then I suggest them go for only job posting or only data base services not  For the combo pack of ours but it’s depend customer to customer so there is not any specific answer is construct for this questions. 5. I am not convinced  In that case I have to understand which thing they really want to know more and explain again slowly and try to give them confident on me and my company also. Try to give another one demo and this is the way to convinced them who are not convinced. 6. A competitor has similar features so why should I purchase from you?  This answer is always different customer to customers and its related to consumers past and present. If the customer previously using Naukri.com or currently using so in this particular case I have to give strength on pricing part because Naukri.com always charged more than the Timesjobs.com and any other portal services which is available in the market .So it’s very cost effective to the organizations for shifting Naukri.com to Timesjobs.com  The Customer if currently using Shine.com,Monster.com then for convincing this type of customer I have to give strength on Timesjobs.com facilities ,Resume quality, advanced blocker and filter which is giving effective results .Because shine always charges less than Timesjobs.com but they are not giving at all good services to the client due to lack of advanced software. 7. I want to think about it and discussed with my senior management then I will informed you.
  • 27.  In this case I tried to pushing them getting a meeting with the senior management so there we can discuss about the matters and provide them proper solutions. 8. Bad experience in the past with Timesjobs.com  At first I have to asked the customer that which problem he had to faced previously when he was using the timesjobs.com portal so I can understand the gap between demand and supply and assured them that this things is not happened this time because timejobs.com doing really well and they are updated their software’s of the portal, so it’s very helpful to them and I hope this time you will be very happy with our services. 9. It is possible for give me free trial version where I can judge the portal recruitment solutions purposes.  Sir , we are providing you presentation of how Timesjobs.com works and according to your requirement we do the advance search with your relevant keywords and skills and we can also download 1 -2 resumes, from that you cam understood the resume quality of times .Also we don’t provide free trial version of Timesjobs.com
  • 28. Price List of Timesjobs.com Portal Services DATABASE SERVICES PRICE Mail &SMS PRICE
  • 29.  Order& Client Login Id Creation-In the sales process, people have different moods, In general, the account manager feels most excited when the customer is closing the deal with him /her .However, the customer will have his/her desired product only upon receiving the Login ID .It is obvious that the excitement of the account manager and the customer are not synchronized. If we want to create customer enthusiasm, we have to make the customer feel that we are excited to see activation happen, too. Therefore, the process includes both rational and emotional layers. The rational aims to ensure that a complete service has been provided, while the emotional layer aims to create customer enthusiasm so a long term relationship with the customer can be built The activation process always follows sudden steps & the steps are - a) Pre –activation process –The account manager should make an appointment with the customers in advance .The account manager should re confirm the date and time one day before. The salesperson should notify the customer immediately if there will be a delay in the process it takes 2 to 3 days for full id creation. As an account manager should prepare all the paperwork beforehand to make the activation more efficient for the customer. b) Handling over invoice – After giving the money of this product as an account manager they have to send an invoice to the customer by mail. c) Activation of services –Now the customer after getting his ID and password he can easily login to the portal and doing his work accordingly his requirement. d) Training- After activation the account manager visit to the customer place and give them a proper training on Timesjobs.com.
  • 30. The engagement strategies followed by Timesjobs.com In this stage the follow- up step of the sales process it is important to encourage an ongoing relationship with the new customer to ensure that the customer will return to purchase again. Follow up with the new product owner is a bridge which connects the new product customer to future purchase. In this stage we have to convert sales process in to service process. Sometime if they are already consume their download limit then if the customer requested for any extra downloads, extra resumes that thing will be provided by the account manager to the customer. If they are facing any login problem or any kind of problem account manager is always ready to giving them service. The retention strategies followed by Timesjobs.com The customer retention is the very important for Timesjobs.com, for that purposes they have their own retention vertical they are taking care of existing customers.Timesjobs.com they have their own CSAT from after using Timesjobs.com portal, this from send to the client after based on that they decided that what the lack of service and what important things they have to take care of & this from is also a valuable data for research & development Programme. On the basis of this data Timesjobs.com developed their product. The account manager should contact the customer at least once ever in 2 to 3 months via email, Direct Call (Dc) or Direct Email to ensure ongoing relationship. Account manager sends greetings card or SMS on festival or the customer’s birthdays. Invite the customers for the promotion events (indoor or outdoor).The existing client also a very good resource for acquitting a new client through referral or word of mouth process. An example of CSAT from is given on the Annexure 1 which was filled up by one client of Timesjobs.com.
  • 31. Findings: During my internship it was found that most of the organizations like manufacturing ,BPO, construction, app developer ,software & IT companies are planning to recruit in bulk numbers for the various posts and they are more interested in job portals rather than newspaper advertisement because The main reason could behind it cost and time. These company often more manpower in regular basis because in this sector the attrition rate is higher. Job portals are much faster for getting fast response than newspaper. Job portal is also considered to be effective in case of head hunting .In the portal services they can easily count their viewer and applied candidate for the particular position and this is not possible for newspaper. The life shell of a newspaper advertisement is 1 days but the online portals job posting is valid for 60 days so this is very effective also. Most of the recruiter mainly used portal service; consultancy and referral is also was the third options for recruitment purposes. Some of the companies simultaneously using Timesjobs.com, Naukri, Monster all portals as well as consultancy services like 2coms, Adecco. All the companies entertained the proposals of Timesjobs.com and want a customized of trailed solution which should not be a technologically sophisticated service. Companies feel that they cannot spend much for recruitment process and the attrition rate is also very low. So they always preferred go for consultancy mode. Online job portals like Timesjobs.com basically used many small and big organizations in order to fulfill the vacant positions in the organizations .But on the other hand it is also evident that hardly any organizations recruits someone in the post of CEO,CFO or director .Job portals are mainly used to fill up the vacancies in the lower and middle level post in an organization Many small companies they don’t have HR department in their companies so for them consultancy mode is best for hiring other than portal services because if they take portal services they need one or two Hr .So because of that they tied up with the consultancy for recruitment purposes. In the time of my internship when I made them aware of online job portals they showed interests as it was cost effective too. So when I made them aware of online job portals they showed interests as it was cost effective way of recruitment .It was also observed that there are lots of other sectors like(BPO ,Android app developer companies, webpage designing companies and others new software companies) which are still untapped so there is a huge for job portals in his modern world to become one of the prior means of recruitment as it is both time saving and cost effective not only from companies point but also from clients point of view. The client of Timesjobs .com also facing a problem that they are not getting proper eligible candidate through online portal, this is the reason they mention that quality of resumes is not good. They are also not getting responses from their mail &SMS.
  • 32. Suggestions And Recommendations For Timesjobs.Com 1. Many organizations are still not aware of the online job portals and the e – recruitment industry. Even if they are aware they are not using these services .Thus there lays a huge untapped market.Timesjobs.com can focus on the market that will help them to get more revenue. 2. Make use of more social media tools in their portals services. 3. Many profiles of the job applicants are not true .So there should be a verification system that check the applicants profile. 4. There are several applicants who don’t remove their resume even after getting a job, so there should be a regular updating of the database. 5. Timesjobs.com should take initiative to make more people aware of their products and services 6. In order to give awareness, timesjobs.com can conduct various types of seminars in educational institutes so that they know about it and update their resume time to time. 7. Times jobs.com conduct more job fair for medium town or cities also because there is a huge potential in this town and cities. 8. A voice customer care center should be there for helping client or customers, but currently this type of call centre facility is not available. 9. Job fairs can create more databases for each job seeker and job providers. Some job seekers don’t have proper ideas about companies for their and also some companies are facing problem with recruitment so timesjobs.com can provide solutions for their problem with the help of job fair. 10. The company getting data or resumes through times jobs .com but the problem is that there is no option or any blocker from that the company know that if the person is really looking for a job change or not or he/she very happy with his present job. If timesjobs.com includes this option on their portal so for the company point of view it’s save lots of time and they also getting perfect data that make their jobs very easy and fast also. 11. If it is possible if they include any psychometric test or any IQ test from that the companies can understand candidate’s potentiality. 12. Sometimes the data filter it’s not working properly so because of that many others data also coming within the search portion. 13. In Timesjobs.com many times very senior level profile it’s not available or some rare key skills oriented data or resumes is not available on their portal so they should focus on their more signup on their portals. 14. Times jobs.com should focus on their existing customer’s needs and problems so they don’t lose their existing customers, from that they maintain their business.
  • 33. CONCLUSION Job portals industries yet to capture the recruitment market, but it are in growing stage. The growth of the industry in developing developed and under developed countries is directly proportional to the internet penetration across the globe. Now a day’s people prefer online recruitment solutions. A growing use of social networking technologies reach candidates, especially the passive jobseeker, stronger growth in the specialist sector of the market Kolkata e recruitment market is also looking for a tremendous growth. Various players are in the market and also internet penetration is also getting higher. The project entirely deals with understanding the inner depth of company and going through into .Understanding the competitive strategies followed by the company. This project helped me a lot to understand and analyze the inner prospect of company and also gave me an exposure in analyzing this prospects in my own way .It has taken my skills to another level, and it had mad me to understand the different opportunities in marketing .It gave me a brief idea about the working in corporate world and showed both prospective and negative. Thus at last while conclusion I would like to mention that this project was a lifetime learning experience for me and it gave me a chance to meet the market place and apply and develop my skills as a manager. My association with “Timesjobs.com” over the last few weeks has given me a taste f corporate world .It helped me to gain experience regarding the management of corporate activities and also taught me how to deal with people of different temperaments .My learning experience thought this project has added a significant value to y carrier and knowledge
  • 35. ANNEXURE CSAT questionnaire filled up by Timesjobs.com customer