The document is the September 2012 issue of The Dark Side newsletter. It contains the following key points: 1. The editor's note discusses how girls seem to be outperforming boys in both school and the workplace. An article titled "Girls, Girls, Girls" explores why this may be the case. 2. Other articles discuss topics like factoring, employment myths, launches from supported businesses, and the success of Big Sky Additions, a business that has thrived despite the poor economy by ignoring outside issues. 3. The newsletter contains the regular sections about news, launches, pop's pantry, and more. It aims to provide both serious and lighthearted bits of content for readers

1. Dark side.tv
SEPTEMBER
2012
WANTT
ww TO KNOW
w. the WHY?
Why the
Girls ‘r’ SEE
winning!
PAGE
11
Secrets,
Lies &
Hard Work!
Inside this issue: Inside this issue:
Spam, Spam, Spam Still Frustrated
Girls, Girls, Girls Factoring Who?
Stress Test! Clare & A Few “Myths”
The Power of Three!

3. EDITOR’S NOTE
Girls won, Boys....lost!
2012
Why do girls always seem to win?
In arguments about cooking, knitting or decorating,
that seems fair enough, (lol!) but why do the fairer sex
Why is this TRUE?
seem to be winning everything else too these days?!
No such thing as a glass ceiling in recruitment it would
appear as we boys are definitely having to take it on the
chin – as the girls turn up the heat, generating more
profits, turnover and business than the tough guys with
the stubble and the dodgy attitudes.
(or is it?!)
Well, apparently it really does all comes down to
attitude and commitment. GIRLS ON TOP - Page 11
The girls are working harder, remain more consistent in
what they do and are more prepared to ‘get their hands
dirty’ when it matters. Take a look at the ‘Girls, Girls,
Girls’ article in this edition of TDS and see what you
think. Today’s Special
Elsewhere, we are still being warned about the
Eurozone and the ECB & whatever else. Is it just SSG or Regular Stuff
all we all getting a little sick of this phoney war on the 11 Girls, Girls, Girls!
causes of the problem? I am beginning to hate all of the
hype, the worry and the anxiety eroding the basic will to 4
19 The Stress Test
push on and get things done.
It seems it is getting harder to do the same things and 15 What’s New?
yet we all have to keep plugging away.
18 Grumpy Cat Nonsense!
Having said all of that, the News Section this month is
packed full of great little stories about the successes 18 Pop’s Pantry
that keep flowing from the ventures we support –
profits rising, babies being born and new toilet 8 Launches!
configurations being installed (thanks for that one
Barnes Frank!). 14 Don’t Forget
In addition, it is brilliant to read about Big Sky Additions
who go from strength to strength (see ‘On the Couch’)
who having decided unilaterally that the recession is Serious Bits
not for them have seemingly found the solution to the
larger economic issues surrounding us all – just ignore
it all and ‘hit the phones!’
6 Factoring!
So, all in all we are faced with the same situation as we
have been facing since 2008 – rubbish economy but
17 Employment Myths
lots of reasons to push on and ignore what happens on 23 Chris & Spam
Wall Street & in Brussels and make sure that you get
out of bed and make a placement!
That’s all it takes guys!!
The Power of Three!
info@ the-darkside.tv
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otherwise apply.
3

4. Key
Justin and Sam worked together for 3 years • Home Based Facts
• Two Owners
before setting up Big Sky Additions,
working in the local Norfolk market in
• 2010 Launch
• Temp & Perm
ig ky B S additions
Accountancy Search & Selection
Accountancy & Finance. • Finance & Accounting
MOTIVATIONS So, what made you decide to SYOB? Why did you NIGGLING ANXIETIES
make the transition from Employee to Business
Expectation Reality Owner? For all of the rhetoric & seemingly Expectation Reality
endless discussions, was it money, freedom or
Freedom & Autonomy 8 8 perhaps the children which finally made you ‘get Legal Formations 8.5 8
out of recruitment & into business’? What did you
expect and what has been the reality? Accounting Issues 8.5 8
Financial / Earnings 8.5 8
The Tax Man 9 8
10 10
?
Long Term Ambition
The VAT Man 9 7
Increased Family Time 9.5 9
Sourcing Vacancies 8.5 6.5
Reduction in Commute 7.5 9.5 Personal Cash Flow 8.5 8.5
Escape Office Politics 8 9.5 Personal Isolation 7 6
A Difficult Employer 6 7 Restrictive Covenants 8 6.5
Technical Issues 7 7
The ‘Right Time’ 8.5 9 And before you made the big decision to SYOB,
what kept you awake at night? What were the Staying Organised 5 4.5
Prove Doubters Wrong 7.5 8.5 awful worries, the ‘niggles’ you couldn’t escape?
Has the Tax man been friend or foe? Did your Impact on your Family 6 6
Work / Life Balance 8 9 Restrictive Covenant hold you back? What about
Making Placements 5 5
cash flow? Technology? Do you have more time
5.5 5.5 for your family? Has it been tougher than you
Shorter Working Day
anticipated?
Room in the Market 5 5
50 WORDS ON WHY! 50 WORDS ON WHY NOT!
For us, we didn’t have any doubts about the concept
Justin: my main aim was to achieve freedom and a better
of going it alone but what was holding us back were
lifestyle – not to have to save up the chores for the weekend,
to blend work and non-work tasks over the full week. the mechanics of running a business – these were
the elements that made us doubt whether we
Sam: it was the chance to be financially secure – with a young should be doing this. We both wanted to
family, the thought of working for someone else for the rest of concentrate on the recruiting side and we were not
my life filled me with dread – I was bored where I was, I so confident on how to go about actually starting
needed to try it and was confident that I could succeed and building a business.
8 A: Without a doubt, Cash 8 9
Biggest challenge?
A: Overall we are very Flow and everything A: Certainly we both
Major upsides?
So far, so good?
10 that goes with that 10 10
happy with how things element of the business enjoy the job now and
have gone – we have had a has been our biggest get a huge amount of
challenge. We want to
good solid start and we are increase the number of satisfaction from doing it for
proud of what we have vacancies coming to us ourselves – we have the
without us chasing after
achieved so far – there is them and achieve a freedom to work how we
still a lot more to do. consistency to the billing – want to work and are not
we have very high billing
months and then not so high restricted in any way.
– our challenge is evening
this out.
4

5. 5 RUNNING YOUR BUSINESS
We wanted to find a
company who could help us 10 “Getting family and
Why choose SSG?
with the mechanics of starting Expectation? Reality?
and building a business so that we friends on side wasn’t
could concentrate on recruiting. We an issue - our
chose SSG principally because we
met David and got on well with him
challenge was to show Making Placements 5 5
– we really bought in to him and our clients that we
when we needed to reconnect with could compete ”
SSG, he was there to help us. Work Routine 7 7
7
Personal Cash Flow 6 8
10
How was the launch?
Once we had managed to
get out of Norfolk through the Personal Routine 7 8
Big Sky
snow, the launch went well and we
found it pretty straightforward – it additions
would have been ideal to have met
Distractions 7 7
the team before the launch date as Accountancy Search & Selection
the day itself was pretty full on but it
has all worked out well.
Feeling Isolated 8 6
Family Support 9 9
10
The Cash Flow forecasting Candidate Attraction 7 8
Most important support
that we have implemented 10
recently with the help of the
Toolkit has been very useful and we “Long hours, high
are getting a huge amount out of the stress - these aren’t a
Client Attraction 8 7
meetings we are having with David.
His recent support in a mentoring negative, we do it
capacity has been invaluable and we because we love it. ”
Working Hours 8 8
can see our business starting to
grow. Stress Levels 8 9
ADVICE FOR OTHERS? BIGGEST MISTAKE? LONG-TERM GOALS?
The main thing is to have confidence in your We think that possibly we have been too Justin: to be in a financial position that for
own ability – if you can visualise yourself impatient at times and that has led to sometimes few years I wouldn’t need to work if I chose
running your own business then do it! Have not being guarded enough when we come not to and to be able to look back and to
a good support network around you and across business advisors at networking events – have been a success.
we have been at risk of being sucked into making
make sure you have enough money to Sam: without a doubt, financial freedom –
the wrong decisions sometimes. Our growing
survive for 6 months being able to do what I want when I want,
confidence in the business now means that we
think we should be more aggressive when we provide for my family and be proud of the
know we are in the right! business and what we’ve achieved.
We have been What to do Next?
working with
Big Sky for a Take the Challenge?
couple of years
Why not Volunteer to be
Clare’s – passionate
next with
Last about their Clare?
Words market and the
In Sam’s opinion: area that they Surely, it is much better to
serve, they are step forward and take a hit
Football Rugby Neither carving out a niche for themselves for the team than to be
within the Accounting and Finance relentlessly tracked down
Eastenders Corrie Neither
by a seemingly pleasant &
Rock Opera Neither space. Some adjustment to the services
fair minded pseudo
Jogging Crisps Neither that we provide and the addition of a Psychiatrist?
Wine Beer Neither
mentor has proved to be just what the
company needed to kick-start a new To take part, please contact
Literature DVD’s Neither
period of growth. Although Justin feels
Casual Suited Neither CLARE ARMSTRONG
he has lost his ‘baby face’ features to the
UK Hol’s Overseas Neither stress of running a business, we are 01442 200 957
Glasses Contacts Neither confident that he and Sam will achieve
clare@supportservicesgroup.tv
History Sci-Fi Neither their goals.
5

6. Darren’s Helpful Hints
Factoring : What is it?
The first consideration for any temp client pays in the agreed terms of 14 days And the bank do this for free?!?!
recruitment business is how am I going to so you get your £100 from Temp Client Ltd
pay my contractors? in week 4. Well No!
This is before Insurance, getting However this is after the wages have been The example above has deliberately
timesheets signed, filling the vacancy and paid leaving you with a shortfall. ignored the fees that the Factoring
all the other steps to running a temp desk. company charge for providing this
The factoring company agree that service.
And why is that I hear you ask? because you have raised an invoice of These can be split into 2 charges
£100 in week 2 they will lend you 90% of
The short answer is that if your temps that (£90) in week 2 as a result. Service charge
don’t get paid you have no temp desk.
Therefore you use the £90 to pay Joe This is the charge to you for the bank
The slightly less short answer is that you Bloggs in week 2. “running” the facility.
pay the contractors before you get paid
by the client to cover those temp So now you are at the point of where you The service charge is worked out as a
payments. have borrowed £90 to pay Joe Bloggs but percentage of the invoice value that you
your client owes you £100 which will raise.
Therefore you need some form of finance cover the repayment of the bank
to cover the payments until the client borrowing. This can be anywhere from 0.08% to 1.5%
pays you. of turnover that is factored, depending on
In week 4 the bank receive £100 from your what you expect your turnover to be.
This is where Factoring steps in: client.
They take £90 of it straight away to get the
So what is Factoring?
money back they lent you. This leaves £10
remaining that is yours.
Factoring is the bank (in our case, Lloyds
Commercial Finance) lending you money WORDS TO UNDERSTAND
Or to look at in its simplest form :
against your sales invoices.
Service Charge
Usually this advance is up to 90% of
You raised a £100 invoice which you
invoice value. Drawdown
received £90 up front and £10 when the
client pays. Discount
The factoring company then collect the
money from your clients due on the Disallowed
invoices and this is how they get their
Avaliable Funds
money back.
This releases the final amount due to you
which is the remaining 10% of the invoice
that you have not received yet.
The higher the turnover the lower the
An example %age as Lloyds will earn more from higher
turnover businesses.
Joe Bloggs works for a week at Temp
Client Ltd – We will call this week 1 However, don’t think you can just say
you’ll do high turnover and get a lower
The following Monday Joe Bloggs submits %age as they impose what they call a
his timesheet to you and expects to be minimum service charge.
paid his wages of £90 that Friday – we will
call this week 2. This is a set amount that they will charge
as a minimum regardless of the value of
Still in week 2, you raise an invoice of £100 the invoices they raise.
to your client for the supply of Joe Bloggs.
“When you need to get your hands on So your great idea of saying you will raise
You are one of the lucky ones and your the money....” £1million in the first year to lower your
6

7. %age means you will be hit with a far Once logged in you will be presented with Funded – This is the total value of invoices
higher minimum service charge and the my account screen that Lloyds expect to receive from your
actually be worse off! clients.
This gives you a summary of your whole
But don’t think of the minimum as an factoring account. (Fig 1) So this is what they base the total funding
additional charge on top of the Service figure that they will advance you on.
charge. So lets work through the figures in the top
half first So in our earlier example this would be
You pay one or the other, depending £100 giving a total allowed funding of £90
which one is higher.
Fig 1 IP – This just shows the
“Discount” agreed percentage figure
that Lloyds will advance on
This is really the interest charge for that we discussed earlier
borrowing money and is the term used
by Lloyds. Current Account – This is
your current borrowings
Looking back at our example, you from Lloyds. It is an ongoing
borrowed £90 from week 2 until week 4 figure that increases or
when the client paid. decreases.
The factoring company will charge you So when Lloyds give you
interest on that £90 from week 2 till week funds against the invoices
4. this figure increases (because
your borrowings from Lloyds
SSG can arrange a meeting with Lloyds increase)
for you and you will get a full quote that
will outline all charges that you will pay When your Clients make a
for the factoring facility. payment to Lloyds this
decreases as you are
Using the Facility TOP TIP! borrowing less.
Passwords change
When you actually use a factoring facility monthly on CashCon-
nect so try to use
Total available at start of
your main contact with Lloyds will be numerical ones (01, day – The current account is
through their web portal – 02 etc..)
what is owed to Lloyds.
www.cashconnect.co.uk.
However, Lloyds will advance
You will be given your own unique login up to 90% of the Funded
and will be presented with information balance.
that is unique to you and is all the
information as to what is happening in Gross Debtors – This is the value of your If the Current account is below that figure
your factoring account. invoices that have not been paid to Lloyds then there are additional funds available
yet. to borrow.
It is here that you can “draw down” funds,
see what your customers owe, see what So looking at our example earlier this This is what is known as the availability
you owe Lloyds, etc. figure would show £100 in week 2 and shown in this box.
Let’s take a look inside
www.cashconnect.co.uk and explain the When invoices are paid by your clients this It is calculated as follows :
important areas and what they mean. figure reduces and when invoices are
raised by you, it increases.
Funded multiplied by IP %age
Disapproved/capped – If a client says
that an invoice will not be paid, or if a The result of this is the total available to be
customer is over their credit limit then borrowed.
Lloyds will not advance against these as
they do not expect to get the money back. This total less the Current account
(Current borrowings) gives you the
So any figure in these will need to be remaining availability.
looked at.
And as a result Lloyds reduce it from the Using our example at the beginning :
Gross Debtors to arrive at the funded
“Cash is King!” figure. An invoice was raised for £100.
7

8. This would have shown in the gross
debtors as £100 in week 2 and made the July
funded figure £100. BLAST OFF! 2012
This would have created an availability in
week 2 or £90. Home Counties Hero!
Generalist Recruitment
with a specialist twist!
Lloyds advanced £90 to you in week 2
No CV Blasting here,
which would have had 2 effects.
just a great job
with genuine focus RISE IN TEMPORARY ROLES
The Current account would have & care is a sector ENCOURAGING FOR RECRUITERS
increased by £90 (as you have borrowed better known Employers are increasingly turning to
this amount) and the availability would for volume & recruitment businesses to provide temporary,
have gone down to 0 as you have complaints! flexible workers to fill vacancies against the
borrowed all you can. challenging business backdrop, enabling
For more info, contact: firms to increase or decrease headcount in
clare@supportservicesgroup.tv line with fluctuations in trading.
In week 4 – When the client has paid their
invoice the following would happen. The number of job vacancies available
through recruitment companies continued
to rise in July – albeit at a more modest
Gross debtors would have decreased to 0 pace than previous months – particularly in
as the £100 was paid. the engineering, construction and medical
sectors, according to the latest REC/KPMG
This would give a funded of 0 which July Report on Jobs.
means that the Current account can only BLAST OFF! 2012
Conditions remain stable for young
be 0 at its highest. recruitment businesses, particularly
Young Gun shooting for specialists operating in resilient vertical
However, the current account which was sectors, to realise their growth potential.
South Coast Success!
£90 would be decreased by £100 which Our Recruiter may only However, access to working capital to pay
means it would become negative £10. be 25,but he has drive temporary workers, and the significant
enthusiasm & a great administrative burden associated with
As a result the availability would be would mental attitude. candidate and client management, can leave
directors’ with their heads down in day to
be £10 as the current account is actually Coupled with just over day activities, rather than above the parapet
showing £10 due to you. 2 yrs of Technical focusing on expansion.
Recruitment skills,
SSG is happy to Cash Friday, the outsourced payroll finance
So that is the overview. service from Lloyds TSB Commercial
back this chap all the way
Finance’s Recruitment Finance division,
But how do you get at that money?! For more info, contact: comprises payroll management, a factoring
clare@supportservicesgroup.tv facility and a credit insurance policy, and is
well suited to remedying these issues.
The Drawdown
Payroll funding addresses the tasks which
ensure temps are paid correctly and on
Drawdown is the request of funds from time, whilst being compliant with tax and
the factoring account to your business data protection legislation. Alternatively a
bank account. factoring facility advances up to 90 per cent
July of issued invoices, to make funds available
This is registered at the amount in Fig 1. BLAST OFF! 2012 to reinvest in growth, while credit insurance
covers businesses against losses due to
unpaid accounts receivable.
Sea Front Recruitment!
The factoring account is not a bank How lucky is our latest The challenging market means that it is more
account. Entrepreneurial Recruiter? important than ever for recruiters to position
Living with the Devon themselves to capitalise on emerging growth
You can’t make payments to other people beach literally on her opportunities.
doorstep, this is a
from it. fabulous opportunity to To learn more speak to our advisors on
combine all of the
All you can do is request to borrow money benefits of running a 0800 55 00 22 or visit
that is accessible in the availability figure. business with www.recruitmentfinance.co.uk
looking after 2 young
Once requested the money will show in children - did I mention STUART TALBOT
living on the beach? Head of the Recruitment Finance Division
your business bank account.
For more info, contact: of Lloyds TSB Commercial Finance
clare@supportservicesgroup.tv
So when you require funds you enter the
figure required in the amount box.
8

9. You will then need to decide what Daily change report (Fig 2) Credit rating amendment – This shows
payment method you require. This is the any changes in the credit ratings given by
amount box (Fig 1) This gives you lots of information on Lloyds for any of your clients in the period
what has changed on your account on a
But please be aware daily basis. Reconciled – This
of the following shows payments
Fig 2
received from your
There is a 3:30 pm cut clients and what
off to request funds invoices they were
via BACS but this reconciled with in
method is free of the period
charge.
Cash Received –
A BACS transfer takes
TOP TIP! This just shows the
3 working days to actual cash
show in your bank ALWAYS Check received in the
Individual Client
account. credit limits against
period
their outstanding
There is a 10:30am cut balances New Customer
off point to request a details – This
CHAPS and there is a shows any new
charge for this c u s t o m e r s
method of payment. submitted to
However a CHAPS transfer will show in You will first see that there are date Lloyds in the period
your bank account the same day. ranges so you can look at different Reassignment - this shows any invoices
periods. that have been reassigned
To view previous drawdown payments
made just click on the last 10 payments Select the period you want and click So there is a lot of information there.
icon and they will show. (Fig 1) Load report
But the most important is cash received.
The front page shows a summary of your This will bring up a host of other You need to know when payments are
account. information that you can access for the being made to keep track on your
period in question debtors.
We shall now look at some of the other
pages (accessed by the menu’s at the side) Fig 3
that you will look at in the course of
running the factoring account.
You can find more information
e
on Factoring at the following
he
sites:
www.ltsbcf.co.uk/
k/
Factoring
www.cash-connect
ect
.com
The slower your customers pay the higher
www.ltsbcf.co.uk/
k/ Clie Summary – This is the front page
Client
the discount charge as you are borrowing
invoice-finance-
- tha I have explained above but for the
that
for longer so it is good practice to keep
solutions/factoring/
ring/ day in selected (Fig 2)
days
your own checks on outstanding invoices.
Or contact me, Disapproval – This shows any invoices This leads us to look at how you look at
Dis
Darren Hulbert on disapproved in the period
dis what invoices are outstanding by
01442 200961. customer.
Payment Advice – This is any This page is accessed by selecting
Pay
You can also email me
ail drawdowns paid in the period
dra Customer on the left hand side menu then
darren@supportservices
tservices
customer list on any page.
group.tv Schedule acknowledgement – This
Sch
shows totals for your sales invoices It does what it says on the tin – it gives a
sho
I look forward to hearing
raised and submitted to Lloyds in the customer list. (Fig 3)
rais
from you!
period.
per It also includes estimated
charges on those invoices
cha However, it is not just a list of names, it
9

10. it also gives the customer’s credit limit, the There are a number of other areas to
J
JOKER! £50
balance outstanding, any disapproved explore on cashconnect but they are for
Angela from Manchester
values and over credit limit values. another day. Q: Driving up the motorway,
my boss phoned me & told
me I'd been promoted. He
Any element of information on Feel free to check them out yourself. then made me director and
I went right off into a tree.
cashconnect that is underlined means
A: The police came and asked
that you can click on it for further One last word of warning.
g
me what had happened. I
information. said 'I careered off the road"
WINNER!
Lloyds may not use old fashion methods
So if you click on the customer name, you of communication like the telephone if
will get address, contact details, last they have a query.
payment date and any diary notes of
interaction with the client that Lloyds The whole point of having this online
have had. portal is that is gives you all the
information you need in real time and
J
JOKER! £50
If you click on the balance figure it will
Michael from Lodnon
online. Q: What do you see when you
show all the invoices that make up that look into a Recruitment
figure. Consultants eyes?
Therefore do please keep a regular eye on
A: The back of his head
More importantly these are invoices that the memo tab (Fig 4)
your client hasn’t paid yet.
Clicking on this then memo List brings up
WINNER!
Looking at this screen also raises the new a list of items that Lloyds want to
area of Client Credit limits. communicate to you.
When a new
30 ventures in 2012
SSG has launched
client is
DID YOU KNOW?....
Fig 4
entered on
cashconnect
Lloyds will
only fund
a g a i n s t
invoices to
TOP TIP!
that client up
ALWAYS Check the
to a certain amount. memo section for
unread memos
This is the Credit Limit.
July
While a client’s outstanding invoices with BLAST OFF! 2012
you are below that credit limit any new If you miss these you may miss some vital
invoices will increase your availability as information.
normal. Nowt grim about up North!
But don’t fear, If you have some unread Yet another great
However, if a client goes over their credit memos it also tells you on the front page Commercial recruitment
limit then any further invoices will go in in the bottom left hand corner. venture based out of
the capped figure and have no effect on Newcastle!
the funded figure so do not increase your Super Star Recruiter
availability. with a great accent
and 10yrs of local
This means you are not getting funding experience.
on those invoices until the client pays so This just has to
could have an adverse effect on your work!
cashflow. For more info, contact:
clare@supportservicesgroup.tv
So credit limits are an important area to
keep an eye on.
So the customer list is quite important as J
JOKER! £50
it lets you know what is happening with
“Need Help?
Luke from Herts
Q: Why did the Recruitment
each customer and assists in giving you Consultant scale the chain
Give Darren a call link fence?
the information you need to chase your
clients. A: To see what was on the
other side
So now you have all the information in If you would like to get any further info
front of you and a new understanding of please feel free to contact me on 01442 WINNER!
how factoring works. 200961
10

11. Girls, Girls, Girls!
Never mind the Spice Girls,
Female Recruiters
lead the way!
It might shame the boys to have to admit Read the national press, scour the trade
it but the Girls are winning so far in 2012! press or just talk to any sensible Recruiter
& you will hear the same stories rehashed
Bearing in mind that approximately 50% one way or another. It isn’t good, things
of all SSG client recruiters are female, they are tough and every day seems to Is it a Happy 2012?
seem to be making more than 50% of the generate a new problem.
money of all SSG Ventures since the start
of the Olympic Year! The major players in the recruitment Same meat – different gravy!
market are not making any more money –
Is it the Jessica Ennis effect? Are we all we are seeing profits warnings, cut backs, OK – let’s focus on some of the obvious
more likely to work with the fairer sex redundancy notices or (again, at best) a indicators of how start-up recruiters and
than the boys or are female Recruiters just ‘reallocation of resources’ from the likes of their businesses are managing (as
better? What can the little ladies teach us Robert Walters, Hays, Michael Page etc reflected by the SSG Experience!)
big butch blokes?!
Look further down the food chain with Applications
The Trends since the independents and we see a similar
story but with a slighter less pessimistic
January 2012 outlook – things are ‘ok’, the outlook
Since January 2012, SSG has registered a
decrease in qualified Recruiters wanting
On a global basis, things are no better are remains ‘stable’ and the numbers seem to launch a new business. This is not a
they? August is likely to be the same as fairly ‘predictable’. massive decrease but it is noticeable – a
January and February was not any tangible reduction in numbers (both in
different to March whilst April seemed like absolute terms but also on a comparative
May and June to me! basis).
Work in the
Every news bulletin is (at best) cautious It would appear that Recruiters feel less
and usually fairly miserable. The Euro is
Moment......
keen to take the plunge right now. Is this a
sinking, the unemployment numbers reflection of the market or is it just tough
soaring and the Sovereign dangers seem luck on SSG?
determined to remain.
And then right down in the dirt fighting
No one appears to be making the right for every penny and working hard to win Launches
moves to solve this ‘perfect storm’ of any business ..... The battling Recruitment The numbers are solid – no change since
economic woe & as individuals there Start-Up venture! the start of the year and in fact a little
would seem to be little we can do to better than in 2011 and in 2010. In other
change anything – the best that we can So, what about us? How are things since words, SSG is launching more businesses
do is to work in the moment – just go with January 2012? Are things getting better or than we have done in the first 6 months of
the flow and not get too ambitious. worse? Any lessons to learn – apart from 2011 and 2010, but to be frank, that in
the fact that it seems more profitable to itself is not much to shout about.
be a girl than it is to be a boy!
£ After all, is the quality going to be as good
or just a skew of the curve? After all, if we
MO
Let’s look at the SSG KPIs are launching the same number of
NTH
S
Just like you guys, SSG works to a number businesses but working with fewer
of KPIs (you do work with KPIs don’t you?). applications, are we just lowering the bar?
Revenues
You guys might talk about interviews,
offers and placements – whilst we focus Ok – here is a definite trend!
on Business Launches, Revenues per Overall revenues per venture remain
2012 is going great for the girls! Venture, Expansion Rates and the like. almost the same (or ‘stagnant’ if you want
11

12. to be miserable or ‘robust’ if you want to
be optimistic!). Girls won, Boys......lost!
But, (& if you are a boy, you may want to
2012
look away now!), the girls are doing better
– about 20% better in fact.
SSG revenues from the boys are down.
Legal Disputes What this KPI evidence seems to highlight
is that as Recruiters we are almost too
SSG Revenues from the girls are up. The optimistic! Perhaps we really do talk a
Up, up & up!
net result is the same. better game than we play? Maybe we
No doubt here guys! 2012 has seen need to be a little more pessimistic – more
So, the big question is really ‘what are the
another increase in the number of legal prudent on our outlook.
girls doing that the boys are not?’
disputes our ventures are involved in. Not
only is the actual number rising but the
progression of the actual dispute is going
What about the Girls?
further than they have traditionally done. This is the really interesting bit!
The Girls make
more money, In other words, more and more start up The girls are doing better – there is no
seem to work Recruitment Ventures are being forced doubt about that. They seem to have
into going to court to get their fees paid. suffered less and prospered more.
harder & chat more!
Expansion In other words, for those Recruiters who
have suffered (seen their revenues
Ah ha! At last – a rare taste of good news! actually fall in 2012 from the same period
Business Failures in 2011) they seem to have suffered less.
Although I need to add a caveat or two,
Another miserable face I am sorry to say. there have been significantly more cases For those Recruiters who have prospered
of expansion during the first six months of (i.e. seen their revenues increase in 2012
For nine years (since our launch in 2003) 2012 than there has been in either 2011 or from the same period in 2011) they seem
we know that 1 in every 6 businesses SSG 2010. to have prospered more.
launch with an eager fresh faced Recruiter
will ‘fail’ (or more nicely put, the Recruiter The most significant caveat which I need Here are a few facts for you:
will decide to do something ‘different’). to add is that this expansion has come
more from well established ventures
‘Female Revenues’ now account for
Since the start of 2012 and indeed looking which launched prior to 2010 than it has 61% of all SSG Revenues.
back 12 months and even 18 months) that from Recruiters who set up in the last 18
number is slighter higher. months. ‘Female Revenues’ in 2012 are up
9% on the same period of 2011.
Not so high that most analysts would What this suggests is that it has been
more difficult to establish a foothold in ‘Female Revenues’ in 2012 are up
advocate jumping off a tall building, but 11% on the same period of 2010.
enough to make a reasonable Recruiter the market since the financial meltdown
start to wonder why? It is tougher and of 2009 and onwards. I guess we would all ‘Male Revenues’ now account for
again the boys are fairing less well. The know that anyway! 39% of all SSG Revenues.
boys seem more susceptible to calling it a ‘Male Revenues’ in 2012 are down
day than the girls do. Overall, the KPI view is that things are just
as tough now as they have been in the 4% on the same period of 2011.
Bad Debts recent past. It would appear that there has ‘Male Revenues’ in 2012 are down
been no real improvement in 2012 and 7% on the same period of 2010.
Yet another misery statistic! that we are flat lining at best!
Of the 19 Ventures who have
expanded their team in 2012, 12
Yep, you have guessed it – our ventures (& are owned by women.
therefore SSG) are suffering more than we
have with bad debts. More ‘’placed’’ Of the 5 Ventures who have ‘called
candidates are not working to the end of a se it a day’ since January 2012, 4 were
Ca s
r t ion
rebate period (damnation!) & more end BAD ou licat
C p
owned by the boys!
DE Ap
clients are failing to cough up on their BT
S
legitimate recruitment invoices. Another interesting set of facts relate to
the type of recruitment which our
Again, please don’t reach for the sleeping fabulous girls work in:
pills just yet, but it is interesting that the
bad debt numbers have crawled their way
up for three consecutive years (2010, 2011 2012 has seen a BIG 74% of Female Revenues come
and so far in 2012). increase in bad debts from PERM recruitment
12

13. 56% of Male Revenues come aggressive or more determined, but and take their time to do the right thing,
from PERM recruitment seemingly very focussed and able to not just to make a quick buck.
concentrate on new business and revenue
The average invoice value of
earning opportunities. Process Driven
Female PERM Revenue is just
under £3,200 compared with
SSG notice that the girls are always The girls have a plan and they stick to it!
an average of £2,650 for the
available – whatever the time of day. They
boys.
are sat at their desks or out on call. They This is not about being inflexible; this is
So, the girls maintain higher PERM fees are working, ready to talk and are about being focussed and process driven.
than the boys since 2012 started and they obviously ‘out there’ doing ‘it’. The girls are not reliant upon inspirational
make more of their money in the PERM recruitment but work hard against a clear
market than the boys. The girls want to discuss how things are plan.
going, they seem to want to canvass
This seems to support the clear opinions and contribute to conversations, It may take the girls longer to get going,
recruitment market trend of lowering debates and The Dark Side. but once they start making money they
TEMP revenues and stable PERM fees. In seem to do it better!
other words, it seems less difficult to make
a PERM fee than it does to generate the Work Smart
same TEMP revenues. The TEMP market is Girls work hard & consistently
harder & is contracting a little whilst the The girls don’t appear to work any longer
PERM market is robust Girls build lasting relationships hours than the boys – indeed the
impression that SSG has is that the girls
More facts about girls Up-North: Girls make 61% of SSG revenues are usually responsible for things other
than ‘just recruitment‘ (kids, shopping,

They are (on average) nearly 25% Girls talk, listen and engage chores) but somehow manage to get it all
more successful than their done.
northern male equivalent!
Do the girls work smarter or are they just

Fees north of Birmingham have
grown by around 10% for the girls so busy that they can’t waste time?
but not shifted for the boys.
Hard Working Tools
What about Down South?
There is an almost tangible feeling of Ok guys, you might hate this but it seems
x Girls are not more successful than commitment from the girls. Running a
the boys. recruitment business seems a very serious
process for the girls – this is not simply
that the girls make better use of the tools
which are available to them via SSG!

The boys are just as successful as about not wanting to work for someone More girls engage with SSG than not.
the girls! else. They want to do well and seem More girls utilise some of the business
determined to work hard, put in the hours tools than do not & more girls ask for help
Why are the Girls doing better? and try every angle to make more money. than do not.
Well, we have some theories of course, but Of course it is hard to be too empirical Big favourites include:
it is impossible to be too definite for a here, but the girls really do seem to work
million reasons; including harder ?? The KPI Tool Kit
SSG might use be lucky that the
Humility The Cash Flow Tool Kit
girlie ventures are particularly It is very clear that the vast majority of the The Vacancy Spider
good. female recruiters working with SSG are
The Online Assessment product
The boys might be unlucky right demonstratively humble! If they don’t
now. know something, they come forward and The Business Strategy meetings with
say so. If there is something which is SSG
It is market led and the girls unclear, they seek clarity.
happen to operate in more So, what is the advice then?
buoyant markets. There is no bravado about it – just a
tendency to want to know what they If you are girl and don’t feel that you are
Luck may well be a factor.
need to do to make more money and be doing better in 2012 than you were in
more successful. Very impressive! 2011, then the advice to you is probably
the same as it is to the boys!
But, what have we noticed about the
girls? Relationships
Focus Engage with SSG - talk to us, meet
Most of our female clients seem to benefit with us and discuss ideas with us. We
Of course it is hard to be too empirical from ‘repeat business’. They work with may not know everything of course
here, but the girls really do seem to be a smaller client numbers but in a more but we do hear a lot of great ideas
focussed bunch. Not necessarily more focussed way – they build relationships from a lot of great Recruiters.
13

14. Don’t be a stranger - get out &
about. Talk to your customers,
clients, candidates. Better to chat
for a few minutes on the phone
than it is to watch Jeremy Kyle!
Make the most of SSG - use the Boys
tools available. There are a lot of Might!
things you can do to feel more in
control of your business. Don’t
wait for the Monthly
Management Accounts to arrive -
think about what is available to
you and use it!
Keep going - without effort there
is really no hope!
Yes, it is hard and certainly none of us has
had it easy for a long time. But there are
numerous examples of Recruiters doing
well and building for the future – most of
them just happen to be girls!!
Dark side.tv
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keep up with
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everything ........ 2012 doom & gloom
(page 13)
Inside this issue:
Inside this issue: Banks take a bashing
Be a VIDEO Star! Selling Up! Part 1
Is AWR Evil? Corporation Tax Basics Inside this issue:
Google+ Exposed!
The Death of Cold Calling?
Selling Up! Part Deux : 3 Ways to SYOB
Start Your Own Business Develop a Press Release : Clare is serious (again)
Time to Sell Up? Who Owns YOUR Contacts?
Meet SSG’s New Girl : Making the most of SKYPE
Very Feb
BLAST OFF! August
BLAST OFF! October BLAST OFF! Soon BLAST OFF! 2012
R N
2011 2011
R N
ENGINEERING AND RTR
?
COMMERCIAL AND FS
Your Best Friend
You from Home!
?
Bob made the break and he
Great New Partnership formed by
Experienced Recruiters looking to
E
Unusual combination of
Engineering recruitment with a
side dish of RTR work! This is a
Happy, content & safe in
the knowledge that whatever you E is doing well. You try to be pleased
for him of course, but as Morrisey
exploit their combined 10 years
of Perm’ based Commercial and
X
business led by a Recruiter with
acheive will be for you and your family.
Never did the phrase ‘work for X might sing ‘we hate it when our
U
lots of experience and lots of friends are successful’.Tough to
U
Financial services experience. someone else’ sound so silly, you’re
Clients are UK based with a focus
on salaries up to £50k
T
frustration about having worked
for someone else for too long!
motivated & progressing your life
Why not call David on
T watch. It should have been you.
Why not call ‘The Samaritans’
For more info, contact: For more info, contact: 01442 200944 to chat through or Bob (ask him for a job?)
clare@supportservicesgroup.tv clare@supportservicesgroup.tv how to break free
Dark side.tv
Company car?........
Dark side.tv
2012
SEPTEMBER
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JUNE
2012
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w. the
TO KNOW
Is it worth it?
w. the WHY?
National Why the
www.the-darkside.tv/ Girls ‘r’
winning!
SEE
OR
Unwelcome
Cost to your
recenteditions
business? PAGE
- see Page 16 - 11
It’s all here!! Secrets,
Lies &
Hard Work!
Inside this issue: Inside this issue:
LinkedIn ‘TAGS’ National
Inside this issue: Inside this issue:
Job Board Branding! What’s New Pussy Cat? Spam, Spam, Spam Still Frustrated
Email on my iPhone Girls, Girls, Girls Factoring Who?
The ‘30 UP’ Club The Power of Three! Lots of Flashes Stress Test! Clare & A Few “Myths”
The Power of Three!
Dark side.tv
On the ..
Dark side.tv Dark side.tv
Love SSG?
...
2012
FEBRUARY
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2012
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MARCH
2012
APRIL
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Couc h
w. the
SSG
w. the w. the
SSG
it Pay!
- see Page 20 -
Page 6
The Power of Th
Three!
At Coping Forecasting
Last! OK? the Future ...
Some We’ll see ...
Bright
ideas! On the ..
...
Inside this issue: Couc h
Selling up! Part 3 (of 5)
Worthwhile PR Strategy
Page 6 ... of your
Cash Flow Tool Kit
Hello from Lloyds
Business?
Pa
Page 28
8
BRANDING FOR YOU MORE, MORE, MORE! Inside this issue: Inside this issue: Inside this issue: Inside this issue:
• Professional Presenter • New Client Launches Clare’s Apprentices On the Couch! On the Couch £20,000 Challenge!
• Online Video • Free Training Resources Cash Flow Toolkit! Selling Up! Pt 4 The Budget & You CIS - CI What?
• Professional Director
• SSG Client Discount Chris goes all DIY The Power of Three! Get Some Funding! Sell, Sell, Sell Pt. 5 The Power of Three! The best iPhone App’s
14

15. What’s New Congratulations
building
to
services
Pussy Cat?
recruitment agency, Arco
– a long-standing relationship with
a major household named client
enabled Joe to not only get onto
its PSL but to gain the coveted Tier
One position which means that
they are managing a number of
agencies within the recruitment
process (including one very close
to Joe!). We were delighted to be
able to offer help and support
during this process and are really
Breaking News ..... chuffed for Arco that it has all paid
off. On the strength of this massive
It’s amazing what goes on out there in ‘SSG achievement, Arco are able to
Client-Land’! expand again and move into new
offices.
Here are a few snippets of news from around
Congratulations to the
the ‘network’. energetic and tenacious
commercial agency,
High end e-commerce Exec Engineers has Smart10, who continue to thrive –
retail agency, Barnes benefitted from an they have taken on another new
Frank have moved into injection of cash into the recruit and have entered into a
new offices in Manchester and business which has enabled it to joint venture with a coaching and
have expanded by taking on a move into new offices and recruit training consultant to add to their
resourcer (plus a ‘therapeutic dog’) an extra team member with plans increasingly diverse offering. Never
– we were able to offer advice on for more additions to headcount able to stand still, the company has
the lease and have been delighted before the end of 2012 – we wish put in place initiatives such as
to see the before and after photos Stewart and his growing team awards nights, charity
as Gareth and his team have every success in the engineering sponsorships and even a zumba
worked their decorating magic!. space. evening to increase their profile
within the market.
We were delighted to be
asked and pleased to be Smart 10 win the award Commercial retail
able to support long this month for taking on company, Unico has
established agency, Rapid Staff, in the VAT man and getting successfully launched
a recent tendering process. Fingers an apology out of them – we hope onto the scene with a fantastic
crossed that this all works out for you have got that framed! (although we do say it ourselves!)
Ade and his team. website, offices and an expanding
team – we wish Lesley and the
Some great collaboration Lots of questions on team every success.
going on between restrictive covenants this
ventures this month, month – as always, our Congratulations to
ranging from split fee possibilities advice is to abide by all post- international IT
to sharing of temp assignments, contractual restrictions. There are recruitment company,
working together really does work! quite a number of ventures adding Cirro IT on their launch –
Glad that we were able to facilitate team members and it is worth operating in the UK and Norway,
this for Multitrades, The remembering that a Venture may this agency will offer a niche
Edinburgh Recruitment Agency be liable if the new recruit is in solution to their clients – we wish
and Unico. breach. them every success.
15

16. Congratulations to Congratulations to Positively the last mention
commercial recruitment Barnes Frank who has of, Barnes Frank – we
agency with a distinctly managed to secure the couldn’t let this issue go
Irish flavour Eireann Personnel highest fee (so far!) of any single without publishing a photo of the
who are making a move into the deal in 2012. A nervous couple of amazing wonder loo that Gareth
temp market. This long established weeks before the start date ahead has installed in his new
agency has been extremely of them, but so far so good! Manchester Office – an
successful in weathering the fall Bizarrely, Barnes Frank also wins eco-warrior’s dream!
out from the recession and this the award for the strangest reason
latest strategic move will only for a candidate dropping out –
mean good things to come for they didn’t want to work with dead
Anna. people!
Recruitment Process
o o!
Outsourcing specialists,
HAVE M agic L
Igloo (we have always
loved the name of that agency!)
have opened an education branch
YOUR
and recruited a heavyweight SHOUT!
recruiter to manage that area of
the business – we wish Louise and
Newsworthy items
her team the very best of luck in
Welcomed by
this important growth phase of the Fantastic news for Oxford
Clare@supportservicesgroup.tv
company! Recruitment who move
into prestigious offices in
HR professional
Oxford as we go to press. We wish
recruitment company,
Satarah took advantage Congratulations to high Elisa and her growing team all the
of the referral scheme we have in flying agency, Talent on great success that they deserve.
place and available to all of our Board who have made a
ventures – as a result of Esther’s
hard work , we now have a new
flying start to their business (if you
pardon the pun) – based in
Some Nappy
Venture to support and Satarah prestigious offices in Luton,
earned a nice fee! perfectly positioned for the
airport, this wonderful partnership
Congratulations to new has an infectious enthusiasm that
agency with the very we believe will ensure that their
trendy name of Recruit business does great things.
Mint who have made a solid start
to their industrial and commercial News to celebrate!
We are delighted to
business in Peterborough - having
announce the other new
moved in to offices and been
companies that we are in Congratulations to retail
inundated with business, this
the process of launching onto the agency JJH Consulting, who
company is set to grow very
market - Technical Consultancy, have a new young
quickly – one to watch we think!
CDC Technical, Healthcare consultant in the form of
Relatively new Specialists, Octo Staffing and Baby Archie – we look
recruitment agency, Which Doctor and Niche graduate forward to helping him
Digitive, operating in the recruitment agency, Graduatis are develop some KPIs!
digital and creative sector has all in the Launch phases of their
taken the bold step of making a development - We look forward to
quick hiring decision – we applaud continuing to support these
Did you know?.......
the risk taking quality and wish fantastic businesses as they
Chris and his new recruit every undertake their first steps in the 8,000 Recruiters receive this
success as they build the business. stages of growth. ...........
16

17. Employment Law
I AM THE MYTH
BUSTER! (No, really I am!)
I am a
We all love a bit of gossip don’t we? formed once an employee accepts a job
‘MYTH
offer (and this is worth noting if you ever
BUSTER’
Nothing quite like speculating about what need to withdraw an offer as an employer
people are up to or what Recruiter is or you work with a client who does) and it
hoping to leave which firm and start up continues for the duration of the
on their own. employment.
Myths are great – Pegasus, Troy, an The contract of employment is, in effect,
England World Cup win. the relationship between the employer Clare admitted that a stunt “Myth
and employee: the employee carries out Buster” may have been used in this
But what about some of the nonsense we work for the employer in exchange for image....
all hear about Employment Law? something good – i.e money!
out terms and conditions in writing.
You know what I mean – the rubbish we The fact that this is not in writing does not
all hear about who can get away with mean that there is no contractual While it is possible to agree terms verbally,
what and who got in trouble for doing relationship. this creates uncertainty and leaves both
whatever. you and the employee in a difficult
Just because it is not in writing doesn’t position if a dispute arises about rights
Now, obviously, quite a few of ‘our guys’ mean also that the employee has no and obligations under the contract.
are Employers and as anyone will confirm, rights – (unfair dismissal, redundancy
the law in this area is ever changing and payments, unlawful discrimination). In addition, as recruitment businesses,
sometimes completely baffling! you will want to protect your business
Nor does it mean that employers can alter from competition and misuse of
This, coupled with seemingly never terms and conditions without risking confidential information and these really
ending cases being heard in Tribunals and being in breach of contract. do need to be in writing – it is not a good
courts and the ‘bloke in the pub said’ or idea to hope that a judge will imply them
‘my friend who knows these things said’ or To complicate matters more, even if the into your contract later on down the line.
‘at my old company we did it differently’ contract is in writing but perhaps some
Myth 2:
type statements mean that there are a terms haven’t been covered, they can be
number of urban myths surrounding binding even if they are not in writing.
‘’We have a contract but it was never
employment contracts and redundancy
signed therefore it isn’t valid’’
which we thought it worth trying to If it ever gets this far, the court or tribunal
debunk. will create the terms by looking at the
Debunking Bottom Line: It is!
how the employer and employee
Myth 1: behaved – what happened on a day to
Where the employer has issued a written
day basis- just because it quacks doesn’t
contract of employment but neither you
‘’We never put anything in writing so make it a duck kind of principle!
or the employee or one of you only has
there is no employment contract’’
signed it, you both will continue to be
Terms may also be put into a contract
bound by the terms of the contract if you
Debunking Bottom Line: There is! through the employer's custom
have worked in accordance with it.
and practice, industry standards
It is a common misconception that, where or common Law (i.e. cases
Myth 3:
there is nothing in writing to confirm the that go through the courts
relationship between an employer and and create precedence) ‘’An employer cannot withdraw a job
employee, the employee does not have a offer once it has been made’’.
contract of employment. We would always advise
you as employers to set I am a Debunking Bottom Line: Yes they can
‘MYTH
From there, it is easy to assume that where BUSTER’ but it may be costly!
there is nothing in writing and an
It is a scenario that we dread as recruiters
employer wants to dismiss an employee MYTH NO. 1
of course but what if you find yourself in
or change their working arrangements, “Nothing is in writing, so we the situation of having made an offer to a
pay or benefits, they can do so without do not have an Employment new recruiter and they have resigned,
any repercussions because there is Contract!”
have a new pencil case and everything
nothing in writing. VERDICT: RUBBISH and you decide that actually you simply
However, a contract of employment is cannot take them on.
17

18. Employers often think that they have to NEXT STEPS:
go through with it once they have made
an offer of employment. If you want to talk
through these issues or any
This is not necessarily the case. Employment Law related
stuff, you know where I am
If circumstances change so that you no
(if you don’t my Lawyer will!) I am a
longer require an individual's services, ‘MYTH
BUSTER’
you can withdraw the offer of
employment. MYTH NO. 3
However, the consequences of it doing so “Once an offer is made, it can’t
depend on whether or not the be taken back”
prospective employee has already VERDICT: RUBBISH Why Running Temps
accepted the employer's offer of is getting harder
employment.
& is worth less!
If the prospective employee has not Even more exciting than these myths will
accepted the offer of employment, no be the ones that we look at next time.
What a crazy, exciting World Law is....
employment contract exists.
clare@supportservicesgroup.tv
In this case, if you want to withdraw the Any cat about town will tell you that
job offer, simply write to him or her things have changed since the heady
explaining the change in circumstances days of Summer 2008.
Combine all the above ingredients with the eggs, sesame seeds and tumeric
Pop them in the fridge for 5 hrs (so they don’t fall apart when you cook
Grate the carrot & courgette, chop the onions, crush the garlic & set aside
Mix together well, then take a small amount of mixture and roll into balls
and make it clear that you are
Wash the lentils and chickpeas then give them a short blast in a blender
Back then, all a moggy could think about
withdrawing the offer of employment. was ‘Cat Nip’ & Bankers Bonus payments,
Comfort Food for Fed-up Recruiters
but with the Lehman Brothers induced
If the prospective employee has accepted
meltdown, even a saucer of warm milk
Roast the pine nuts for a short while until they are golden
Coat the balls in breadcrumbs and place on a baking tray
your job offer, a contract of employment has begun to taste a little sour!
has come into force between you and
Then cook them in some really hot oil, until brown
them. The issue for us Temp’ Based recruiters (&
yes, I do specialise in placing temps’ –
This means that the withdrawal of the job why is that so strange?) is that over the
offer will constitute a breach of contract, last three years or so two things are true:
even if the individual has not commenced
work with you. 1. There are less Temp’ Vacancies &
2. In real terms, the cost of running
As soon as you withdaw the job offer, the Temps has risen.
prospective employee will be entitled to
Enjoy.... Yummy!
There is no question that Companies
be paid for the notice that they
The How:
have adopted a much more cautious
would have received in the
them)
approach to hiring of course but
event of starting work and paradoxically, it is the Temp side of things
then being dismissed. which has suffered more than the Perm’.
1 Can of Brown Lentils, 2 Cans of Chickpeas
This would normally be a It seems very little to do with the AWR
week or two at the most initiative or the supply side of things - it is
I am a
(hopefully!) ‘MYTH much more apparent than employers
Vegetarian Patties :
BUSTER’
1 Large Carrot, 1 Courgette
A pinch of Tumeric Powder
view the margins charged on Temps’ as
Handful of Sesame Seeds
Table spoon of Olive Oil
having been excessive and have
Handful of Pine Nuts
2 cups Breadcrumbs
MYTH NO. 2 gradually moved towards hiring
2 Cloves of Garlic
Permanent employees rather than Temp
“I never signed my contract, staff.
The What:
2 Onions
so it does not apply”
2 Eggs
VERDICT: RUBBISH At the same time, the banking crisis has
made the cost of running Temps much
more of an issue that it used to be for the
Recruiter. Factoring costs are sky high
If you don’t pay, then you may find
and even if you are ‘lucky enough’ to get
yourself on the end of a breach of contract a factoring deal, the providers are
case. clamping down on the supply of cash to
Pop’s Pantry
pay the temps (setting much tougher
It gets complicated where you may have credit control targets and ‘disallowing’
made a conditional offer of employment, much more debt).
(e.g an offer subject to you receiving
satisfactory references or the prospective Bottom line is that if I were a kitten just
employee passing a medical check) and starting out on my own again, I might
that condition is not satisfied, the contract avoid Temps altogether and just place
Perms – it seems to be a little easier and a
is not formed and the employer is able to lot less costly.
withdraw it’s offer of employment
without being in breach of contract
18

19. Recruitment can be stressful!
Do you pass the
Stress Test?
Background I often have little bruises, headaches
or sore throats
No doubt about it, ‘times is hard’! We’ve I enjoy doing several things at once
talked about the economy and the effect
on the employment market and how
I think it’s always best to expect the I sometimes feel that I don’t make
recruiters are managing to keep going. If worst myself stand out
you missed it, you can find this update on
page 28 of the May issue of The Dark Side. I find it difficult to concentrate when
I like my rituals and habits other people are talking
To recap, the UK Recruitment market is
I need to know what’s going on, to My phone rings constantly
giving mixed signals. Less vacancies, stay informed and in touch
caution from within the larger corporate
I haven’t moved house much during
organisations but more start-up I often think to myself ‘I should have’ my adult life
recruitment businesses. Many recruiters or ‘if I could have...’
are relying on their instincts. Which, as we Planning calms me down
all know, can be both challenging and I find it hard to deal with indifference
stressful. I’m more likely to put my head down
and work for the future than to enjoy
I’m as aware of what is unspoken as life one day at a time
what is said
I would rather be less dependent on
other people’s opinions
I admire people who can drop
everything to pursue their dreams I often think of witty things to say but
usually when it’s too late to say them
I have trouble saying no If you love what you do, working on
holiday doesn’t count as work
Sleeping I tend to go over and over things that
Pills haven’t gone well Feeling useful puts my mind at rest
I’m often nervous and tense I often get angry
Does life have you
reaching for the pills? I’d like to meditate but it doesn’t suit
Anxiety keeps me awake at night my disposition
So how is it for you? Are you at the top of I often feel that I have too much to do I envy those who are carefree and
your game enjoying the buzz and and not enough time in which to do it bohemian
excitement of the unknown or do you find all
I’ve often said that I need to change
the ‘fear factor’ is taking over? I hate making the first move, whether my life
it’s in relationships or my career
Recognition is what drives me
Are you sleeping like a baby after a long I don’t feel comfortable when I’m by
busy day or are you reaching for those myself.
sleeping pills? The Results
When someone pays me a compli-
ment, I think it’s only because they are
The Stress Test being polite.
At least 3
I find it hard to pinpoint what I’m
For a bit of light relief (and perhaps an feeling.
You are scared of missing out
insight into your own coping mechanisms or being missed out
for a busy profession) have a go at our A small worry often escalates until I
feel overwhelmed
Stress Test below. You need your mobile phone, internet
I tend to withdraw into my own
access and constant news updates to feel
Review each of the statements and circle bubble (both in terms of relationships that you are in control of everything and
those that you feel may apply to you: and at work) this gives you a sense of calm. You have a
19

20. fear of missing out, being left out, losing So what kind of Mr Aggressor
your place in the world and this constant
state of being alert can make you feel Recruiter are you? He can be summed up in three words –
stressed and irritable. pushy, pushy, pushy! He doesn’t listen,
won’t take ‘no’ for an answer and carries
At least 3 on until the magic words ‘just send me the
details’ are uttered. Very irritating!
You are scared of having time
to stop and think Mr Forgetful
You live life at full speed, filling your days You certainly know this type. He
with plans, projects, social and business completely forgets everything you’ve
arrangements and find it hard to switch previously said to him. ‘No, I’m not
off. You like to feel that there is action all recruiting’, ‘No, I’m not interested’, ‘No,
the time. You are not allowing yourself same as last week, I never use recruitment
time to just be. agencies’. Definite skill to Mr Forgetful –
he’s got professional amnesia down to a
fine art!
At least 3
Big Bad & Mad?
Big,
Mr Professional Closer
You are frightened of what
Are you cool, calm and collected? Do you
you don’t know
have complete control over your working Ah – the perfect salesman. He will just go
day or does the pressure having you on and on until the kill. Excellent sales
Your life is made up of routine and you like patter, won’t give in until the end and will
roaring by lunchtime?
the familiarity of normal everyday things. try and wow you with his sales technique.
You have a great sense of control and
We’ve all been there haven’t we? His candidate is the best, no doubt about
order and like adventure but only in other
Everyone has, at some point in their lives, it.
people’s lives. Changing your routine
been into an agency to meet a recruiter or
slightly would allow you the chance to Mr Mind Reader
maybe caught up with them in a neutral
experience something new.
venue – a coffee shop at a handy Now we have the ‘Derren Brown’
motorway service station or at a local impersonator. Mr Mind Reader believes
At least 3 hotel bar. that you might be recruiting. He pretends
or says that he’s heard a rumour and will
You over-think For simplicity, let’s call our eager job continue to talk/’lie’ to you about what he
seeker ‘Mr Average’. So Mr Average arrives feels that you may or may not need. Tricky
This is probably typical of many people. and is brimming with confidence, perhaps one to get rid of is Mr Mind Reader.
Even if you are physically relaxing or a little nervous but keen to talk through
relaxed, you can’t switch your mind off career opportunities. He’s eager to be told Mr Porky Pie
and it’s constantly running over past what is on offer for him and is keen to do
events and situations – some good and whatever it takes to secure the next role. This recruiter will answer ‘yes’ to anything
some bad. This can waste a lot of valuable you ask. He will always say what you want
energy. What he doesn’t expect is to be told the to hear and will promise he can deliver
full life story of his recruiter – the ins and any kind of candidate you might be
At least 3 outs of his complicated family life – how looking for. He may only deal with
many times he’s been married, how many temporary warehouse staff but, in his
You are always anxious children he has and how he had that eyes, your next Managing Director will be
nervous breakdown back in 2006. on his books.
This is a tricky one. Even if it’s a good day
and you are surrounded by friends and Mr Average wants the meeting to be all
people who love you, you still feel like about him but, unfortunately, that is not
there is danger lurking around the corner. always the case.
This can make you constantly stressed
and unable to relax. Recruiter Types
Mr Mailshot
Summary
You know this type. He creates dodgy
Interesting test? Truth is, of course, that adverts which are designed to attract
no-one fits neatly into any of these boxes candidates. He takes the best of these
and we are all a little bit of each one. candidates, writes an email including their
Stress does, of course, play an important key skills and mails this out to his list of
part in our lives and can greatly affect how clients. No added value, no extra work
we deal with our working life – in this case and an expectation of a full ‘fat’ Well, would you believe
– in Recruitment. introduction fee. a word he said?
20

21. Mr Know it All So what have we issues with colleagues, close friends and
learnt so far? family can help to put a different
A very annoying type and another one perspective on things.
that’s hard to get off the phone. Mr Know
it All knows everything there is to know Quality ‘me’ time
about your industry – more than you of Find useful information...
course! He is happy to name drop and The dreaded ‘me’ time which is now such a
always keen to tell you how to do your job. Recruitment can be stressful! clichéd phrase that it’s laughable. In
summary though, it does make sense.
Some stress is normal.
You may find a genuine Mr Know it All in Step away from the laptop, blackberry, TV,
Everyone gets stressed - not whatever. Work hard but make time to do
the mix – he may well be an expert in his just recruiters!
field and could be quite useful to you but other things that you enjoy.
There are many different
check him out before you get in too deep! kinds of recruiters!
Challenge yourself
Mr Cowboy In the work environment, you will hear
phrases like ‘setting goals’ and ‘creating
Oh dear – this is a bit of a sad one. No KPIs’ all the time. No-one wants to feel
scruples, no morals, no professionalism. that they are constantly setting
Mr Cowboy will, quite literally, do themselves targets that they haven’t got a
anything to make money out of you. It’s How can you make hope in heaven of ever achieving.
all about his business and nothing will
stand in his way. Avoid like the plague!
Recruitment less stressful? However, it is good to try new things.
Varying the ‘norm’ can be exciting and
So we’ve established that some stress is challenging and this, in itself, has a very
Mr Order Taker normal – after all it keeps us motivated, positive effect on your emotional well
keeps the adrenaline running and gets us being.
How annoying these are. They work from
out of bed in the morning. We’ve also
a standard script – just like your average
established that Recruitment is a stressful Avoid unhealthy habits
call centre worker. “Do you need anyone
profession and that Recruiters – a very
this week?”“No, OK, bye, speak to you next
mixed bunch of people – can get stressed! Well – what did you expect when we
week”. Hardly very memorable eh? mentioned the NHS? Relying too heavily
What can we do about dealing with stress on caffeine, nicotine, drugs or alcohol is
to make us better recruiters? For this commonly known as ‘avoidance’
section of our article, we’re going to dip in behaviour.
and out of the NHS website and see what
they recommend in the way of Turning to any of these substitutes to deal
‘stress-busting’ techniques. The following with stress will not be good for you in the
suggestions have all been adapted to long run. Having said that, everything in
appeal to our TDS readers! moderation is a good motto! Who can
deny the obvious enjoyment of a good
Activity cup of coffee or a fine glass of wine with a
meal?
Yes – an old, tried and tested method and
not something that you really feel like
doing if you are feeling stressed.
However, it really does work! Do some
exercise – go for a swim, walk, run or
anything – get out there and breathe in
some fresh air and get away from your
desk.
Mr Professional Take control
He knows his market &
Problem avoidance is quite normal. ‘If I
understands your business
don’t look at it, it won’t be there’ is a
Mr Professional common thought. Every problem has a
solution so deal with situations as they
This is the one that everyone wants to arise and work through them. The A fine glass of wine!
emulate. Mr Professional is very ‘old satisfaction of a job well done can be
school’. He uses tried and tested methods. extremely invigorating. Do volunteer work or in ‘modern
language’ – Do someone else a favour!
He knows his market, understands your Connect with people Yep – it would be good to feel that we
business and genuinely wants to do the Many people try and deal with stress by could fit volunteer work into our already
best for you and present you with quality keeping themselves to themselves busy working days but, in the real world,
candidates that will enhance your however a good team around you can this is not necessarily going to happen.
business. definitely help. Sharing thoughts and Not knocking the volunteers – people
21

22. who visit the sick in hospital, those who they are indispensible. The truth is that
give their time to work in the community. no-one is. We live in difficult times –
double or single dip recession or
These are people who are worthy of whatever it is. All anyone can do is do the
praise. In the hectic recruitment world best they can and accept that they can’t
though, how can we do our bit? Be a team change the world!
player – give someone a compliment at
work, buy someone a bar of chocolate What are we aiming for?
from the machine. Small things but
NUMBERS, NUMBERS & NUMBERS!
pleasing others can also have a positive
effect on your own emotional well being. You might be sick of SSG saying so, but knowing
the numbers of your business is not only
necessary but it will save you heaps of stress
Work smarter, not harder and anxiety.
Oh no – the dreaded ‘Work Life balance’ Bearing in mind that David has been at the coal
face with business numbers for ages (& he looks
statement. It is true though like he has been too), then you might appreciate
unfortunately. Work all the time and you that if he takes all of this stuff so seriously, there
must be a reason!
run the risk of burning yourself out. Life is
So, David is going to give you a run-down of the
for living. Enjoy your work, work hard and variables which you ought to KNOW the
prioritise your workload. Remember that numbers which make sense and the way in which
Mr Chilled and Relaxed you can keep on top of it all.
it is not always possible to clear the in-tray
in one day! This is not just about your Monthly Management
accounts either, it is about planning ahead for
business expansion, tax costs and ‘rainy day
This is it – Mr Chilled and Relaxed. money’.
Get your calculators at the ready guys!
He is calm, professional, intelligent and
knows his market.
He has a good work life balance. A GOOD LOOK AT YOU!
As you know, we are asked on a regular basis to
He listens to both his clients and his provide feedback on how the ventures supported
candidates and tries to do the best for by SSG are doing – not just in terms of money
but everything. We are also frequently asked a
them. much more focussed question about what types
of people are starting a business through SSG,
where they are based, what markets they work
Above all, he tries to remain as stress-free and which sectors are the most lucrative.
as possible as he knows that, by being this A special report is on its way outlining exactly
way, he is able to help both clients and that – the ‘demographics’ of SSG – where the
money is being generated, both in terms of the
candidates alike to the best of his ability. specific recruitment markets but also
geographically where too? Is the money coming
from the ‘South in Technology’ or the ‘North in
To discuss this in more detail, please Commercial Recruitment’? Why is so little
(apparently) happening in Wales when Scotland
A good work/life balance contact me, David Jones on 01442 200944 is booming? We know that the Girls are doing
is important or you can email me at slightly better than the Boys right now (see Page
11 of this issue) but how does that translate
david@supportservicesgroup.tv across the whole of SSG?
Be positive If nothing else, you will be able to ‘place yourself’
against the rest of the pack and see where you
Yet another cliché! However it is true. At might want to think about expanding?
the risk of sounding like a child of the ‘60’s,
J
JOKER! £50
Alison from Nottingham
embrace the moment, enjoy the small
g
Q: Why did the Recruitment
things. Consultant keep a coat
hanger in the back of her WHAT’S IN A COMPANY HANDBOOK?
car?
Everyone knows or has met someone who A: In case she locks her keys in Before you dismiss the idea of a Company
Handbook, let’s just have a think about what it
is permanently negative. Nothing is right the car
ought to contain & why it might be a good idea to
for them, they are not happy at work or at have one – even if you have yet to hire an
employee!!
home, the weather is always too hot or WINNER!
too cold, they can’t eat this or that or the We are not talking about the glorious nonsense
we have all been presented with over the years
other. And it’s all a bit depressing isn’t it? when working for a big corporate or power
crazed independent! – we are talking about the
nuts & bolts that you need to protect your
A positive attitude to life can have a very J
JOKER! £50 business, your data and your future.
positive effect on your mental health and This is about making sure that you comply with
Sam from Sheffield
both the law but also with the good principles
can help to combat stress. Q: Did you hear about the
behind any successful business.
Recruitment Consultant
who stood in front of a
Accept the things that mirror with his eyes closed? And yes, before you ask – SSG can help you to
put it all together!
you can’t change A: He wanted to see what he
looked like asleep
We’ll end with a difficult one! Everyone
wants to feel that they can make a WINNER!
difference. All employees like to feel that
22

23. Chris Goes all ‘DIY’
SPAM email is becoming more prevalent - from your bank, apply the following
what can you do to stop it? checklist:
In short, not a lot! But there are some Is it actually my bank i.e. my account’s
indentifiers to help stop you from with Lloyds but this is from Barclays - Can I reduce the amount of SPAM?
inadvertently clicking on an email either out Don’t Click!
of curiosity or because it “looks genuine”. Again, it really depends on your “online
Check any links for genuineness - if activity”.
Classic cases are emails supposedly from you roll over a link and it says
banks. I can’t tell you how many Barclays “http://www.loydstsb.com” (as an
example), it is not If you buy online or use sites that need
accounts I’ve had “Changes to my
“http://www.lloydstsb.com” - 1 l registration, your details can quite easily be
Barclaycard Conditions”. As I hadn’t got a
missing could be the difference sold.
Barclaycard when I first started receiving
these emails, I was a little bit suspicious! between a legitimate email and a Your Junk folder (if using Outlook) is
hoax. normally pretty good at picking up actual
The latest trend is emails from “China SPAM.
Is it named - or signed-off, does it
Domain Name Registration Center” which
contain any actual personal Use an “alias” that can be cancelled for
usually start:
information such as last 4 digits of registering for anything that asks if you want
Dear Manager, your account number to receive updates - the company you are
registering with may be reasonably
(If you are not the person who is in charge of Has it actually come from an email
respectable but of course may pass your
this, please forward to your CEO, Thanks) ..... address that’s relevant - an alias that’s
details on to “third parties you may be
not actually a valid email address can
interested in”.
When looking up the address on a few be used - it may look valid but is the
received recently on Google Maps, I found @.....co.uk part genuine, it may look As a forwarding address it wil just “die” when
one of these to be in the middle of a Paddy similar eg @halyfax.co.uk cancelled.
Field - seriously! So you can kind of tell that
they are hoax just from that. In an article on This is of course just one example - but could If in doubt, DON’T CLICK! Give me a call or
netregistry.com.au, it states: lead to your identity being nicked so it’s send me a screen print ....
really worth checking before clicking! chris@supportservicesgroup.tv
This is a scam because the claim is false 01442 200941
and nobody actually applied for the
domains in question. Registrants should
merely ignore such emails as spam.
However if the registrant wishes to truly
secure those domains in the Chinese and
other Asia based TLDs, the registrant is
welcome to find a reputable Chinese
SPAM Checklist
registrar and complete their online
branding portfolios.
Does it actually “look” genuine?
So, please be warned - IGNORE IT!
Check the “Sender” - if it looks dodgy it probably is
As for the other types of SPAM ,there is also Look for inaccuracies i.e. wrong logo, obvious spelling mistakes
the Phishing type of email, which is
Look for “alias links” ie obviously not a link to a genuine page
intended to try and steal your bank details
or other identity details - these are more Attachments - ZIP, PDF, HTM, .txt are often used. If you’re not expecting it,
likely to be emails purporting to be from or don’t recognise the sender -DON’T OPEN IT!
your bank. They are getting cleverer by the
day in how to persuade you to “Click on the
link below to update your security details” or Talk to SSG - they can set up aliases for you and in some cases block
other similar devious tricks. senders (and senders whole domains) at server level for those persistent
offenders
If ever you receive an email purporting to be
23

24. Let
Us
Come
Running!