1. Human Resources vs Recruiter
Time to End the Cold War

2. TIME TO BE HONEST ABOUT CLIENTS
Who really are our clients – because they're not companies! They’re the individuals who we interact with at those companies on a regular basis.
Well over 50% of our clients are Human Resource professionals.
A large group of those people are entry level employees – Talent Acquisitions Specialist, Recruiter, Corporate Recruiter, HR Generalist
Thinking of Human Resources as the “enemy” is a huge mistake.

3. TYPICAL CLIENT INTERACTION
HOW DO WE WIN OVER HR
Do one simple thing – make them look good for having chosen you.
Choosing to work with us is an expensive decision – fees are always in the 10’s of thousands.
Anything we do to win over HR will certainly win over a Hiring Manager as well.
TYPICAL CLIENT INTERACTION
26 Days (avg)

4. HOW DO WE IMPRESS OUR CLIENTS
We make sure we introduce interaction/communication that is useful, timely and professional.
We give them ammunition to make sure others in their companies can make decision to help us.
We do things that other Recruiters aren’t doing.
MOST IMPORTANT RULE OF ALL – IT HAS TO, WITHOUT QUESTION, NO MATTER WHAT - BE CONSISTENT!

5. IMPRESS THEM RIGHT FROM THE START
Schedule a Role Play with the Client -
Every time you take a new job order ask your client this question.
“Do you have 10 minutes free anytime tomorrow?”
Whatever time they give you to take it and then explain to them that what you want to do is this:
“Excellent, tonight I’m going to do my homework and tomorrow I’m going to give you a call and present this opportunity to you as if you were the candidate. This way you will be able to hear and correct the message I’m going to take to the street on your behalf. I’ve found it's an excellent way to make sure that the message is correct so I’ll call you at 10:15 and we’ll get that done.”

6. IMPRESS THEM RIGHT FROM THE START
SET’S THE TONE RIGHT FROM THE BEGINNING
Do something other recruiters aren’t doing
Test the commitment of the Client
Get Sales & Recruiting on the same page
Chance to invite the Hiring Manager in up front
Gather verification of the Top 6 matching points

7. WEEKLY UPDATES Issues we need to solve:
The client doesn’t know what I’m doing.
I’m not getting feedback the way I should.
Candidates/Positions fall to the back burner.
Weekly Updates Solve the Problem!

9. WHAT IF YOU CAN’T FIND CANDIDATE
Don’t hide the truth – show the client what you’ve done
People can’t make decisions about how to alter a search without facts.
Just telling your client isn’t good enough – you have to show them.

11. PROPER PRESENNTATIONS
Candidates submitted to clients WILL at the time of submittal include:
Properly prepared Candidate Profile Cover Page
High-lighted Resume
Additional Interview Questions Asked/Answered
At least one Reference Check
The Submittal will read as follows:
Jim,
Attached is Robert Mullan’s Profile – he is a candidate for the Director of Engineering position.
Greg

12. Accelerate the Process
COVER PAGE
Contents:
Money
Matching
Motivation
Bonus:
Availability
Accelerate the Process

14. INTERVIEW DEBRIEF REPORT
At this critical juncture keep communication professional.
The more professional you act – the more professional they feel obligated to return that professionalism.
Prompts next steps.

16. VOICE OF THE CLIENT INTERVIEW
Conduct your Voice of Client Interviews in November
Make sure you make an effort to interview both good clients and first timers
Have all of your Recruiters do the same thing
Hold an off-site strategic meeting to go over results and make adjustments

17. VOICE OF THE CLIENT INTERVIEW
The Invitation
I wanted to ask you a professional favor. Each year our firm asks select clients to participate in an in- depth review of how we conduct ourselves. I would like to ask you to be one of those clients. I have come to value and appreciate the way you worked with me this past year and I would be eternally grateful if you would agree to share with me your professional opinion.
It will only take an hour of your time at the most. I will gladly work around your schedule anytime in the next 3 weeks. Just let me know what works best for you.
I also want to thank you in advance for considering to work with me on this project your participation is greatly appreciated.
Regards,

18. VOICE OF THE CLIENT INTERVIEW

19. VOICE OF THE CLIENT INTERVIEW

20. VOICE OF THE CLIENT INTERVIEW

21. VOICE OF THE CLIENT INTERVIEW

22. VOICE OF THE CLIENT INTERVIEW

23. VOICE OF THE CLIENT INTERVIEW

24. BRAND NEW WEB BASED TRAINING
DOERSCHING ON DEMAND
BRAND NEW
WEB BASED TRAINING

25. DOERSCHING ON DEMAND

26. 4 PROGRAMS AVAILABLE DOERSCHING ON DEMAND Full Desk Recruiter
Recruiting Foundations
Sales Structure and Strategy
Candidate Sourcing Mastery

27. ONLINE AND AVAILABLE OCTOBER 2017
DOERSCHING ON DEMAND
ONLINE AND AVAILABLE
OCTOBER 2017

28. TRAINING VIDEO LIBRARY

29. BULLSEYE MENTOR RECRUITER TRAINING
HOW TO REACH ME:
GREG DOERSCHING
BULLSEYE MENTOR RECRUITER TRAINING
GRIFFIN SEARCH GROUP
OFFICE:
CELL: