1. Developing Business Skills Antal International Training www.antal.com | +44 (0) 207 467 2528 Welcome to the Antal Training

2. Antal International Training www.antal.com | +44 (0) 207 467 2528

3. Antal International Training www.antal.com | +44 (0) 207 467 2528

4. Antal International Training www.antal.com | +44 (0) 207 467 2528

5. Antal International Training www.antal.com | +44 (0) 207 467 2528

6. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Overview:  Strategic Issues  Business Models  Define Market  Your Business  Achieving Clarity

7. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Overview:  Operational Issue  IT Set up + Infrastructure  Resources  Documents and Stationery

8. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Early Questions Where am I working? (Industry) What am I selling? Whom am I selling to? What are the price/ charge? How easy/ fast do I make money? How much market penetration /Go to market strategy?

9. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Selecting the Industry Expertise Knowledge Passion Existing Network Use recruitment services Viability (Continuous Research) – Big/Small – Nascent – Growing/Shrinking – Macro Environment

10. Antal International Training www.antal.com | +44 (0) 207 467 2528 Desk Sector & Discipline Speciality

11. Marketing Strategy: 3 Level Marketing Strategy: MD Directors Senior Managers Junior Managers / Rising Stars Supervisors Workers & Admin Staff Organisational Hierarchy APC Level Three APC Level Two APC Level One  + Easy to Reach  - Lower Fee  + Volume  - Policy Driven  + Early Cash Flow  + Decision makers  - Less Volume  + Good Fees  + Easier to Contact  - Hard to Connect  - Low Volume  + Strategic Need  + High fees

12. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Market Size; Decision Maker Contact:  How many “decision makers” do I need?  240 Working days, less weekend & holidays:  4-6 Contact points a year: 60 day sales cycle:  5-6-7 contacts a day: 300 to 480 contacts:  Contacts, 2-3 people at different levels:  100 to 150 Companies / Business Units:

13. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Market Size; What about the Candidate Pool:  How many “candidates” do I need?  Number of people each “DM” manages :3-6  Total number of candidates- 900-1800  Level of Staff Turnover  Only need to place 20 per year?  Find 1000 candidates with 15% turnover:  150 Vacancies per year = >15% market share:

14. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Database Generation- Companies: Directories Trade / Trade Bodies Chamber of Commerce Trade exhibition / online Magazine-Trade Fortune/BT 500/Great Place to Work For Google /Yahoo Finance/Reuters Business Website- Listing Similar Kompass

15. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Database Generation- People: Alumni Networking Social Networking Sites Professional Networking Sites Portals (Job) Referrals (Professional) Company Website * www Name gathering * people names sites) Reference – Jigsaw/Xing

16. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION D/B Generation- Consideration: Desk vs Business Leveraging Synergy Clustering Data Gathering w/o Prejudice Continuous Research State of Flux

17. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Database Format Company NameName of the personTitleContact number Email id

18. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION IT Set up Low cost: Laptop (for mobility) and Printer Investment in server: dependant on CRM you use Wi-Fi enabled environment – increasing choice Softwares: MS Office, CRM Phone: Landline (mandatory) and Mobile Hands free or with ear phones preferable Blackberry recommended Business phone (BES licence), android platforms also compatible

19. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION IT Set up Webmail compatible with IE 7, not with Chrome or Firefox Use of “Antal” prohibited in any mail ids outside Antal official email id- this is being tracked 2 weeks window to start a new hire on IT systems, new franchise employee starter form to franchisestarters@antal.com franchisestarters@antal.com franchiseleavers@antal.com

20. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Templates and Documents Antal Job Qualifier Antal Candidate Qualifier Candidate interview Prep Client Interview Prep Candidate interview de-brief Client Interview De-brief Reference Check Offer Brokering Resignation Prep

21. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Templates and Documents Stationery Letterhead Business Cards Envelops: standard size and A4 size Compliment slips Sales Brochure Art work in the office Email Signature and corporate colors Branding: Core Sans M and Calibri

22. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION PR- Internal Discipline Conference Calls Weekly News Showcase Thoughts in Blogs Antalnet profile updated

23. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION PR External Trade Bulletins Antal Global Snapshot Microsite Social Media- admin control- Sophia Benzina Support Constanze Kastner / Ashleigh Fitzgerald

24. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Power of Internet Boolean Strings Linkedin- free/paid Cookies Intel-sw.com/search Watchthatpage.com Mailtester.com Verify-email.org

25. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION Antal Intranet Antal.com microsite Antal.com fx recruiter

26. Antal International Training www.antal.com | +44 (0) 207 467 2528 PRE INDUCTION NEXT STEPS: – Microsite content freeze – Interview for weekly news – Linkedin activity PREPARATION FOR INDUCTION: 300 companies 100 candidates 100 DMs relevant to the 100 candidate - list in excel spread sheet