MARC COHEN ATTRACT. RETAIN. MOTIVATE Keys to Talent Engagement Recruitment International Conference 2013 MARC COHEN ConSol Partners Ltd January 2013

Intro to speaker Marc Cohen is founding Director of ConSol Partners 0-£10m in sales in 4 years, 50+ staff, Award winning 2012 Sunday Times Fast Track 100 – 25 th place (no.1 Tech Recruiter) Focus on UK + international markets – made placements in 40 countries Clients include Cisco, HP, Expedia, Tesco, MTV, ITV, BP Dale Carnegie Trainer - delivered programs to over 1000 people, across 8 different industries. © ConSol Partners LTD + Marc Cohen 2013

Contents: The Workforce Today Generation Y Retaining Staff Top Techniques to retain talent Attracting candidates – sourcing Attracting candidates – do and don’ts! © ConSol Partners LTD + Marc Cohen 2013

The Workforce Today Research from CareerBuilder of 1,078 professionals in October 2012: ? percent of employees are either actively searching for a new job or are open to new opportunities 70% © ConSol Partners LTD + Marc Cohen 2013

The Workforce Today Research from CareerBuilder of 1,078 professionals in October 2012: ? percent say searching for new opportunities is a part of their “regular routine” 69% © ConSol Partners LTD + Marc Cohen 2013

The Workforce Today Research from CareerBuilder of 1,078 professionals in October 2012: ? percent say job searching is a weekly activity 30% © ConSol Partners LTD + Marc Cohen 2013

Attraction v Retention If you can’t retain your staff is there much benefit to attracting them? Most overlooked area of expanding businesses. This paradigm shift in employee engagement and loyalty means it is now more important than ever to develop a clear strategy for attraction, retention and motivation. © ConSol Partners LTD + Marc Cohen 2013

Attraction v Retention Rules of attraction and retention are similar; We have all known that money is not the key factor yet so many companies still operate by making huge offers….. Perhaps missing a trick? Company environment Relationship with manager Responsibility + Promotion Colleagues Training + Development Financial motives Achievement + Recognition And in 80% of cases, achievement comes out on top – not financial motives © ConSol Partners LTD + Marc Cohen 2013

Generation Y Who are you trying to target? Born mid-1980's and later, Generation Y is the fastest growing segment of today’s workforce. It is critical to tap into Generation Y motivations rather than your own experiences – this is a mind set shift many companies struggle to make. © ConSol Partners LTD + Marc Cohen 2013

Generation Y Tech Savvy: and text rather than F2F Work/Life Balance: More important than money Thirst for Knowledge: Confident in Q authority, have high expectations of employers, seek to learn and understand Attention-Craving: Generation Y craves attention in the forms of feedback and guidance. Embrace change: YOLO © ConSol Partners LTD + Marc Cohen 2013

Generation Y © ConSol Partners LTD + Marc Cohen 2013

Example of changing motivation styles.. © ConSol Partners LTD + Marc Cohen 2013

Top Techniques to Retain Talent Fun daily workplace – music, PS3, games, images in s Bonding Events – like ConSol Apprentice and Sports Day Reward performance - Incentives (directors lunch, trips away) Sales Conference – divulge company strategy Collaborative environment – objectives rather than KPI’s Office layout – trade meeting rooms for breakout areas, colours © ConSol Partners LTD + Marc Cohen 2013

Top Techniques to Retain Talent Key part of retention is focus on… TRAINING AND PERFORMANCE Manage through training Progress Talent Hub - on boarding and thirst for knowledge © ConSol Partners LTD + Marc Cohen 2013

Attracting Talent © ConSol Partners LTD + Marc Cohen 2013

Attracting Talent – Source? Who are you trying to secure – grads or experienced? Lack of experienced and effective recruiters is impacting the industry. If your strategy is dependent on this being successful it will be tough! Most rec companies that have expanded rapidly did so through grad schemes. ConSol methods to source proven billers: 1.Referrals 2.R2R’s 3.LinkedIn – direct headhunting 4.Direct Approaches due to PR/Awards/Marketing 5.Advertising (rare – poor response) © ConSol Partners LTD + Marc Cohen 2013

Attracting Talent Talent is scarce – do you have a compelling reason for top recruiters to work for you rather than your competitors? What do you look for? At ConSol must have drive, energy and intelligence What is successful in your business? Are leaders trained in what you look for? Have you sat in on interviews with them? Have you given guidance on criteria and questions? © ConSol Partners LTD + Marc Cohen 2013

Attracting Talent – The Company Rejection No back story/info on company Working old markets, no strategy No evidence of fun (gen Y!) No training or progression Uninspiring offices Attraction Pitch company – awards/recognition Future - clear strategy and markets Talk of days out, games etc… Discuss development + promotions Offices show effort OR reason for style © ConSol Partners LTD + Marc Cohen 2013

Attracting Talent – The Interview Rejection Interviewer not motivational/credible No personal connection Standard Questions Just want ‘bum on seat’ Swift offer = desperation Attraction Meeting the ‘face’ of the business Smile – build rapport Ask what is important to candidate Prove you can add value to career Make a candidate EARN an offer © ConSol Partners LTD + Marc Cohen 2013

Action! Ask yourself – is your company environment for the management or the greater workforce? Appeal to generation Y Implement a clear strategy for retention – perhaps conduct an internal survey to learn staff perceptions and motivations? Ensure you have a compelling story to join and an interview process to match © ConSol Partners LTD + Marc Cohen 2013