Recruit - The Savage Way Skills, attitudes and tactics to be an outstanding recruiter
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Chicago
Major Street Publishing
2023
|
| Online-Zugang: | DE-2070s |
| Tags: |
Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
|
Inhaltsangabe:
- Cover
- Title
- Copyright
- Contents
- About the Author
- Foreword
- Preface
- Part I: Attitude and Mindset
- 1. Recruitment is not rocket science
- 2. The best recruiter ever
- 3. Being a recruiter rocks!
- 4. TrReCo
- 5. 'Recruiter equity'
- 6. Do not use 'tentative language'
- 7. Your 'skills briefcase'
- 8. There is no 'luck'
- 9. The great recruiter iceberg
- 10. Time to toughen up!
- 11. Running the recruiter marathon
- 12. Recruitment reveals character
- 13. The meaning of 'resilience'
- 14. Take a chill pill
- 15. There are two types of recruiters
- 16. Never lie, including to yourself
- 17. Think like an immigrant
- 18. 5% better, 50% more
- 19. Ten seconds of courage
- 20. PMA
- 21. Maintain perspective
- 22. What will your tombstone say?
- Part II: Behaviour and Activity
- 23. The formula for recruiting success
- 24. Owning the 'moments of truth'
- 25. More remote, more engaged
- 26. Soft skills are hard
- 27. Making assumptions will hurt you
- 28. Great recruiters are great listeners
- 29. The power of pushback
- 30. The golden perm recruiter metric
- 31. Smart KPIs for fun and money
- 32. Smart KPIs for temp and contract recruiters
- 33. Reinventing your KPIs
- 34. Post-holiday bounce-back
- 35. Do what David does
- Part III: Selling is Listening
- 36. In recruitment, everybody sells
- 37. When the client is talking, you are selling!
- 38. Look for clients in pain!
- 39. Reasons sales meetings fail
- 40. You must achieve credibility at a sales meeting
- 41. A great sales meeting
- 42. Selling your differentiators
- 43. Lessons from 2000 client meetings
- 44. Credibility is built on insights
- 45. Develop your chat
- 46. Two great selling questions
- 47. Do cold calls - but don't!
- 48. Reverse marketing candidates
- 49. Flex your BD muscle
- 50. Client nurturing
- 51. The fee negotiation mindset
- 52. Don't talk fees, talk value
- 53. Feel you must compromise on fee?
- 54. Don't fear the 'C' word
- 55. Negotiating temp margins
- 56. The madness of temp-to-perm discounts
- 57. Don't pro-rata perm fees for long-term contract assignments
- 58. Social selling
- 59. Branding and LinkedIn
- 60. Build the talent acquisition and agency recruiter relationship
- Part IV: Candidate Skills
- 61. Candidate shortages are a good thing!
- 62. The recruiting dysfunction you must fix
- 63. Everyone is a candidate, all the time
- 64. Unique candidates
- 65. 'Skills hunter' and 'talent magnet'
- 66. The candidate outreach secret
- 67. The secret sourcing tool
- 68. Placeable candidates
- 69. The candidate interview is a 'moment of truth'
- 70. Uncovering the real motivators
- 71. Understanding candidate MTA and CTM
- 72. The ideal job versus the acceptable job
- 73. Managing salary expectations
- 74. Countering the counteroffer
- 75. Exclusive candidates - the 'why'
- 76. Exclusivity is fantastic for candidates
- 77. Exclusive candidates - the 'how'
- 78. The rules of engagement
- 79. The candidate is assessing you, too
- 80. Your candidate-care ethos
- 81. You are not in 'recruitment', you are in 'rejection'
- 82. No news is news
- 83. The CCCCF secret sauce
- 84. Presenting a job opportunity
- 85. Gearing the candidate for client interview
- 86. The post-interview debrief
- 87. Pre-closing the candidate after the final interview
- 88. Delivering the job offer
- 89. Managing the resignation
- 90. Navigating the Valley of Death
- 91. Negotiating the temp pay rate
- 92. The power of one
- Part V: Client Skills
- 93. Building trust with clients
- 94. 'Does my butt look big in this?'
- 95. The definition of a 'good client'
- 96. The magic of a qualified job order
- 97. Three genius qualifying questions
- 98. Taking and filling the temp job
- 99. Why do clients multi-list jobs?
- 100. The contingent multi-listing flaw
- 101. Exclusivity is great for the recruiter
- 102. Exclusivity is great for the client
- 103. Selling job-order exclusivity
- 104. Job-order triage
- 105. Pitching the shortlist
- 106. 'Send me the résumé'
- 107. What it means if a client rejects your shortlist
- 108. Gearing the client for the interview
- 109. Debriefing the client after the interview
- 110. What if the interview goes badly?
- 111. Negotiating the job offer
- 112. Post-acceptance client management
- 113. Are you 'client fit' or 'client flabby'?
- 114. Signs your clients don't rate you
- 115. Fire unprofitable clients
- 116. How to fire a deadbeat client
- Part VI: Your Recruitment Career
- 117. You own your career
- 118. Three career paths
- 119. You must be a huge drinker
- 120. Fun and money
- 121. Tips for the rookie recruiter
- 122. AI, automation and your career
- 123. The 'C' word will kill your career
- 124. 'Now' is never 'normal'
- 125. Wasted emotion
- 126. You can recruit worldwide
- 127. Are you a 'recruiting tragic'?
- 128. Treasure your reputation
- Acknowledgements
- Afterword
- The Savage Recruitment Academy