Recruitment Training for Consultants

Developing high value relationships between consultants and clients

7 Secrets to Successful Full Desk Recruiting

As a full desk recruiter you are working both sides of the desk. That means sourcing candidates to fill roles while also building up a solid talent list while also sourcing clients and collecting job orders.

You are always selling but each approach requires different skills and subtleties. You will be working autonomously, not relying on salespeople to pull in your clients for you or other recruiters to find suitable candidates.

It’s on you, from start to finish. Sounds lonely and grueling but with these tips you can help make it successful and rewarding.

R E A D   M O R E

7 Secrets to Successful Full Desk Recruiting

  • 1

    No More ‘Spray And Pray’

    This method of throwing your services everywhere, trying to reach as many clients and candidates as possible and hoping to get a nibble just isn’t smart anymore. Yes, you might reach many people but it doesn’t give you the best opportunity to actually develop strong relationships. You might also find your hits are not the right ones for you, not in your areas of strength. It is better to narrow your focus on a certain niche and devote your time to that particular industry.

  • 2

    Become The Industry Expert

    The above brings us to this absolutely essential characteristic of the successful recruiter. Know. Your. Industry. You want to become known as an authority within your niche. If you know your industry backwards, the big players, the key HR people in each of those, if you understand the ebbs and flows of those businesses you are primed to be the go-to man on both sides of the desk. Clients will come to you because they trust you know what you are doing. Candidates will come to you because they know you have the ins with the best roles in the industry,

  • 3

    Develop High-Value Partnerships

    These first two tips lead to this third and again should be at the forefront of every recruiter’s goal-setting mindset. It is time to move away from transactional relationships and into long-term, high-value partnerships with clients. If a client sees that you understand their business, if they TRUST that you know their business then they will come to you with the expectation you have the right person to fill their needs. And once that trust is established these relationships are forged into something long-term and beneficial to both.

  • 4

    Get That Referral

    There is no better foot in the door than a referral from a colleague or a trusted business. So no matter whether you have placed a candidate or filled a job always at the very least ask for the referral. This endorsement is your best introduction to a prospective client or candidate. Even better if you can get an email introduction or have them make a call on your behalf. It is easy to say no to your inquiry but they will find it much harder to ignore a recommendation from someone they trust.

  • 5

    Set Daily Goals

    You need discipline with your recruitment strategy and that means goal setting. You need to know how many calls you will make each day. If you get a no, don’t take the easy route of a break and a breath. Pick up the phone and go again. With each call you are closer to the ‘YES’. And no matter how busy you are you also need time each and every day to prospect businesses and candidates. The more of each you have the more deals you broker. Set goals. Each Day. Hit them.

  • 6

    Embrace the No

    You could be the best full desk recruiter in your agency and you are still going to hear ‘no thanks’ over and over again. Learning to deal with rejection and moving on quickly and seamlessly needs to happen. Full desk recruiting might not be for you if you do not handle rejection well.

  • 7

    Never Stop Learning

    Industries change, best practices evolve, technology continues to soar and the best recruiter is always moving with the times. This takes constant growth through learning. Along with keeping ahead of the pack as industries change recruiters should always be improving other aspects of their arsenal such as presentation skills, negotiation skills and prospecting. Growth and learning creates hunger and success.

WHAT THEY SAY

Testimonials

Giles Hurst

CEO at The Tax Institute

The impact Elevate Corporate Training made is already being felt as people begin their individual journeys in the giving and receiving of feedback to one another.

Cam was an outstanding facilitator who, with the appropriate blend of humility and personal courage, has set us all on a course towards self awareness.

Thanks Cam - looking forward to working with you going forward.

Felicity Barlow

Felicity Barlow

Director at Talent Connect Australia PTY LTD

I engaged (Elevate Corporate Training) to run sales training for my team. The results exceeded my expectation and my team left being highly motivated with key skills to achieve their individual goals and targets .

Cam has been instrumental in developing consultants sales ability to contribute to overall growth. I would highly recommend Elevate Corporate Training.

Andrew Hanson

Andrew Hanson

Managing Director - NSW of Robert Walters

I engaged Elevate to construct and run a two day training course for my management team across NSW. Cam and Julia worked well together to deliver a significant amount of material over the two days in an engaging manner. I received exceptionally positive feedback from the delegates who found Cam very engaging and passionate on the subject matter. Most importantly, having surveyed the managers who attended the course, many have managed to positive influence their teams by applying the methodologies trained over the two days'

Sarah Laird

Sarah Laird

Founder/Owner at Sarah Laird & Good Company

Cam has been my coach for a little over 6 months now. He has helped me make decisions more clearly, kept me on track of my end goals and been a great resource for me to help see the forest for the trees. I always look forward to my sessions with Cam, aside from being a professional and intelligent business person he also has a great energy and is fun to be around.

Our Recruitment Training For Consultants Fundamentals

The Best Consultants Fundamentals

CUSTOMER SERVICE

The owners of Elevate are also its trainers. That means we’re 100 percent committed to getting results, otherwise we get no business. That breeds brilliant customer service. But more than that we get a thrill watching your recruitment business thrive on the back of our training.

VAST EXPERIENCE

We know the game, we have more than 30 years combined experience in sales and recruitment companies. Our workshops are not borne from theory and textbooks but from real life experience doing what you are doing. That’s why we know it works.

CONTINUED SUPPORT

We are not like other training companies that run you through a workshop and send you on your way. We pride ourselves on achieving the best results through ongoing coaching, making sure what was learned was put into place.

TAILORED TO YOU

There is no straight ‘off the shelf’, one size fits all training methods anywhere to be seen at Elevate. We understand every recruitment business is different and we design our workshops uniquely to where you have the greatest need.

TOP DOWN APPROACH

Our wholistic approach, our ability to work with all levels of the company from the CEOthrough to the consultants themselves ensures buy in from the entire business. With the entire company on board results achieved will sky rocket.

RELATIONSHIP BUILDING

At the core of what we will teach your consultants is the move away from transactional relationships into high-value, long term partnerships with clients. This change in mindset can overhaul your business and send revenue soaring.

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Elevate's Recruitment Training for Consultants Services

Who uses Recruitment Training?

We believe that running a 360 Recruitment Desk is essentially building a business.

Recruitment Training involves the strategy and implementation techniques that replicates business coaching. All recruitment and search firms can benefit from Elevate Recruitment Training to engage and focus their most valuable business assets – their consultants!!

R E A D   M O R E

When is Recruitment Training for Consultants required?

Recruitment training for consultants can vary depending on the what stage the consultant has their desk at, and where they believe it will be operating at optimum level.

At all stages of the process, there is a requirement to optimise the process to be more profitable and then scalable.

Our recruitment training is custom built, acknowledging the current status of the consultants’ desk and the agreed optimum level that we expect to get to.

We work with consultants on the both strategic planning and on the implementation.

What does the Recruitment Training for Consultants look like?

We have identified through our own trainer’s experience and the experience of the recruitment companies we work closely with, the common criteria that define top billers.

Our recruitment training breaks down these fundamental techniques which include the sales techniques needed to grow the patch’s revenue and scope.

  • Understanding your client and your client’s business

    The best recruiters work in partnership with their clients. They are a part of their team. A valued team member has a clear understanding of what the client wants and why. We look at the critical path that moves away from transactional, reactive recruitment and define a path that displays the characteristics of a client recruiter partnership.

  • Defining Recruitment Account Growth Plans

    When we look at a recruitment desk or patch as a business, the account growth plans are, quite simply, the business plans for the patch, and the career plan for the consultant. We work with consultants to give structure and direction to growth strategies based on weekly, monthly and quarterly activity basis.

  • Account Management and Revenue Optimisation

    This core competency is what registers the success of the above workshop - Defining Recruitment Account Growth Plans. This allows consultants and managers to see the financial indicators that have transpired through the delivery of growth plans.

    This is an agile process. We address sticking to a growth plan but having the agility to adjust based on real market conditions. We look at the smart responses consultants can adopt to manage recruitment freezes, market downturns, PSA’s and even recessions.

  • Demonstrating Thought Leadership and being the Subject Matter Expert

    Career recruiters are the ones that are valued the most by clients. They are subject matter experts in their industry. There is a unique knowledge that a recruiter has access to. They hold influence over the candidate’s perception of the client and the client’s perception of the candidate. The best recruiters understand that they hold influence. They have an opinion, they are not simply yes men. They understand that it is their obligation to use their knowledge and skills to influence a positive outcome. We look at the ongoing communication strategies that build this persona in the market.

  • Presenting Benefits, Matching Needs

    Reassessing and optimising the way we interview candidates and conduct client meetings is a necessary part of a consultant development. We talk about moving away from transactional/reactive recruitment but often still work off client/candidate forms that only allow for transactional detail. We help consultants walk away with a better understanding of the real personal and commercial needs for all involved.

  • Teamwork - Working Smart as Part of Larger Practice

    We work with individual consultants to understand the benefits of synergies. How do we utilise benefits of synergies and minimise the risks of negative referrals? This is a challenge that works beyond a consultant level, but the best recruitment businesses are ones that can cross sell with confidence.

What can your recruitment company expect to receive from our Recruitment Training for Consultants?

We believe that recruitment is one of the most rewarding and lucrative industries to be part of when everything is working. When it is not, it is a brutal existence.

We work with consultants on the concept and the belief being a ‘career recruiter’.

Recruitment Companies will be investing in a methodology and practice that will have consultants who are:

  • motivated to put plans into action
  • expecting to be the best in their game and paid accordingly
  • continually improving the way they develop business, interact with clients and candidates
  • investing in their team and practice
  • are smart business growth strategists and exceptional time managers
  • excited by workload, not stressed by it. The busier they are, the more successful they are.
  • respected, trusted and valued by clients, candidates, team and bosses alike.

Our Elevated Sales Development Recruitment Training for Consultants will help set the base for all the above.

We work with consultants to set these foundations through workshops, and offer ongoing training and support at an individual, team and practice level. We too are accountable.

Our recruitment training is run in Melbourne, Sydney, Perth, Adelaide, Brisbane and Canberra but we can travel to any part of Australia to run our workshops so please do not hesitate to get in touch.

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FAQs

At Elevate we believe each consultant’s desk is like its own business. They have their own clients and they have their own product (their candidates). The success of that business is completely dependent on the effectiveness of the person running that business. At Elevate we believe in creating ‘career consultants’: Individuals driven to be the ‘go to’ person in their industry for both candidates and clients alike.

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