Talent Acquisition Staffing Recruiting Blog

Saturday, April 13, 2013

Traits / methods of a good headhunter

From the link: http://www.slideshare.net/nehagandhi1/traits-should-a-recruiter-posses-to-become-a-good-a-head-hunter

Understand job profile
Map appropriate industry according to the client requirement
Searching from job portals
Trace suitable CV
Convince the right candidate
Headhunting is an art and a science
No fixed procedure or process
Needs research
Market understanding
Understand vertical
Better client servicing
Understand industry, client and position
Have confidence
Determined
Be good at talking
Approaching candidate:
Job posting
Bulk mailing
Job fairs
Campus hiring
Advertisement
Reference check
Follow up with candidate after placement

Types of Sales Funnels

Various tyes of Sales funnels for generating useful leads:

Technology Funnel
Online Funnel
People Funnel

Screening: Hard Skills
Assessing: Soft Skills

Professional Associations in Canada for Recruiters

The following are some professional associations in Canada for recruiters:

HRPA: Human Resources Professional Association
APRC: Association of Professional Recruiters of Canada
CCHRA: Canadian Council of Human Resource Associations
ACSSES: Association of Canadian Search, Staffing, and Employment Services
CASPR: Canadian Association of Staff Physician Recruiters
Directory of Canadian Recruiters
Canadian Payroll Association
More info at this link: http://www.hrreporter.com/articleview/11988-hr-designations

Friday, April 12, 2013

How to be a good headhunter

From the links:

Here are useful tips:

Headhunting is an apprentice business
It is ALL about information and communication
Be diligent
Be a strong networker
Control your business or the business will control you
Work close to the money -- do what you NEED to do, not what you WANT to do
Create a sense of urgency
Do not become complacent
Set deadlines
Part olympic athlete, part gladiator, part olympic athlete
Do the Math: Rely on numbers / stats
Be excited about making sales / deals
Have been successful in something
Be resilient - bounce back quickly
Aim for a win - everytime you pick up the phone
Combine hardwork with smart work
You can not have a 40 hour work week -- you have to work more
Hit it hard in the morning, break, work hard, lunch, work hard, break, work hard -- 4 bursts in a work day
Learn from the best
Probe for answers - be inquisitive and persistent
You learn how to do it by working with seasoned professionals
You can't learn it by reading books alone
Headhunting can pay well, but it is a lot of hard work
Learn to accept rejection. Learn to hear a LOT of "No"s
Even companies that are firing people / laying off people are hiring exceptional candidates
Headhunting is not a boiler room type of business
Head hunting is not dialing for dollars
Don't waste your time
Don't divulge confidential information to the wrong people
Don't develop false hopes
The cost of entry is low
It is not easy to make a quick buck
Understand the culture of the client company
Keep information confidential
Collaborate with the client
The HR departments of many companies do not know how a business is run - Use of agencies is common when the companies can not fill positions on their own
Good headhunters search for living resumes, not dead resumes.
Be findable -- advertise yourself
Don't look for key words, look for key people.
Attend industry events.
Don't gather dead resumes
Some of the best headhunters work on contingency
Contingency = getting paid only if a position is filled.
Job boards are not always the best source of resumes
Substance should matter more than the sizzle
Develop strong long term relationships with companies
Get access to jobs that are not advertised in public

From the link: http://www.wisegeek.org/what-is-a-headhunter.htm

A headhunter is a job recruiter who specializes in matching highly skilled professionals with corporate clients.
He or she might be an independent contractor or work through an agency where each agent specializes in particular areas of employment and possibly also in geographic areas.
Corporations benefit from using a headhunter or a headhunting service in two ways.
It eliminates the need to place an advertisement for the open position and then address the inevitable list of applicants, most of which will be unfit for various reasons.
A headhunter does the tedious work of finding good candidates, providing an initial screening mechanism that saves the corporation valuable time.
In turn, the recruiter is paid a fee if he or she is able to find the right candidate, typically a small percentage of the annual starting salary of the filled position.
This payment arrangement encourages headhunters to build lasting, tight relationships with corporate clients. The more successful someone is in filling recruitment positions, the more likely the client company will look to him or her for other job placement opportunities. Both parties benefit mutually from this relationship, as do those seeking gainful employment.

Here are some points from the link: http://dougleschan.com/the-recruitment-guru/singapore-headhunter/singapore-headhunter-the-7-factors-you-need-to-be-successful/

7 factors to be successful as a headhunter (I do not endorse all the points; Am just relisting them):

Good understanding of the market
The right age -- especially if you are dealing with senior executives
A good company brand
Good office address
Excellent communication skills
Never say die attitude

5 steps to becoming a headhunter. From the link: http://smallbusiness.chron.com/become-headhunter-companies-2541.html

Select an industry or area with which you are familiar
Research specific companies you would like to work with
Write a letter of introduction and follow by a phone call
Follow up and request for an interview with the company
Look for candidates and start collecting resumes / contacting people

Time Management : Self Management : Fill up your funnel GOOD !!!

More info: What does an Account Manager do?

From the link: http://www.freshgigs.ca/blog/account-manager-inside-jobs/

Account managers are seen in industries such as fast food to high tech, advertising to banking, and everything in between. More than ever, companies demand account managers that get the job done.
An account manager is a liaison between the company and its customers.
An account manager is essentially the face of the company. She is a salesperson through and through. She is a big-picture client manager and a consummate people person. She talks, but most importantly, she listens.
An account manager’s overall mandate, in broad strokes, is to acquire new business and maintain old business. There’s no real way to get around this point, and to drive it home here it is again.
An account manager is a salesperson. You will have to sell
The account manager needs to have exposure to a wide variety of fields.
Due to the nature of account manager compensation, you can significantly grow your income without significantly changing your role.
Knowledge is your fundamental value proposition. It’s what drives sales and strong client relationships. You simply must be a master of your field.
Communication, as fundamental as it sounds, is one skill that came up again and again. The account manager’s most fundamental job is to communicate. You will communicate daily with clients, creative, and various managers and stakeholders within your company. Driving and building relationships is the crux of communication. It’s really what this job is all about.
Whether you work with outbound leads or, conversely, with established customers, you are building relationships, providing value, and above all, listening. Though you will be talking most of the day, listening is really the most sought after quality of communication.
Organization. As the account manager is the bridge between the client and the company, they must be sufficiently organized to handle requests from both sides simultaneously. The account manager is the go-between, but also a person of knowledge. It is a very active position requiring proper organization skills.
The business of an account manager is more than just sales. Their business is customer relationship management. Account manager’s are successful if they are good at networking, and building and sustaining relationships. Their business and potential to make money depends on how well they manage in those areas.
A typical day for an account manager involves putting together sales proposals for clients, communicating with your team regarding logistics, and handling client complaints, concerns, and feedback. You will manage your sales pipeline, make calls and take meetings. And don’t forget to make the sale. Presentations and pitches are the crux of this job.
This is a high intensity, high pressure, important position for any company. It is stressful. But it is also, as spoken to me time and time again, a very rewarding position.

How to ask open and closed questions for recruiters

How to market a candidate for recruiters

How recruiters prepare a client before interview

How to become a good Account Manager? Applies to any field - Recruiting / Sales / Marketing / Not for profit etc.

From the links:

Here are some of the qualities of a GOOD ACCOUNT MANAGER:

Ability to manage your own accounts

Have good writing skills

Problem solving skills

Communication skills

Management skills

Mentor people

Manage juniors

Write reports

Make presentations

Be good at public speaking

Conduct meetings

Participation in work events

Be good at planning

Be good at executing tasks

Good at negotiations

Ability to form relationships

Ability to ask the right questions

Ability to listen

Ability to do Analysis

Persuation skills

Ability to Organize

Forecasting accuracy

Tight budget control

Creative business development

Thorough business planning

Realistic - in touch with economic reality

In-depth product / service knowledge

Fact-based selling

Strong customer relationships

Love team work

Smiling face

Sense of humour

Responsibility

Sincerity

Persistence

Not taking failure personally

Creativity

Industry knowledge

Good education helps

Be strategic

Understand client needs

Honesty

Integrity

Friendly

Good networker

Contstantly connecting with target stakeholders

Be visible

Make a difference, an impact -- not just exist

Gather information constantly

Be part of industry groups

Understand competition and competitors

Make clients feel important

Maintain professionalism

Charisma can not replace quality work

Output, not just input -- show results, not just give ideas

Know the target market

Be subtle

Dress well

Be well groomed

Have a niche

Know use of LinkedIn well

Know use of Social Media well

Know how to do research

Know how to gather leads

Good at follow up or monitoring

Know benchmarking

Know metrics

Understand trends

Love challenges

Build a personal brand

Maintain high visibility

Understand your role

Understand your expectations

Persistence

Have a rolodex

Have a calendar

Grow your contacts regularly

Follow up with your contacts regularly

Manage time efficiently

Face outward? -- Firm's representative to the client

Face inward? -- Client's representative to the firm

Know the short term and long term goals

Understand the market

Be good at Accounting and Billing

Have good client and candidate control

Select clients and candidates carefully

Take an interest in the client's business

Listen

Take notes

Confirm in writing

Put the client's interest first

Treat the client's money as your own

Deals with issues

Never badmouth a client

Take initiative

Get agreement on Strategy

Build bridges at multiple levels

Put dates on your work

Maintain a to-do list of tasks

Be good with technology

Dedicate time for professional development

Be enthusiastic, positive, and loyal
Re-invent constantly
Stay fresh
Get high level buy in
Find the right people for the right task - internally
Curiosity
Initiative
Enthusiasm
Diplomacy
Drive
Initiative
Strong desire to succeed
Strong desire to convert ideas to action
Division of labour
Passion for work
Being specific
Quick decision making ability
Maintaining a cool head
Profitability Management
Account Planning
Gap Analysis
Needs Analysis
Good hunting skills
Good phone skills
Making high volume phone calls
Organizing work day in advance
Know how to open doors
Create a coaching plan
Know key industry terms
Create action plan with steps, resources, metrics and milestones
Have clarity
Creative selling abilities
Discretion
Build short term and long term strategies
Have patience
Avoid impulsive behaviour
Resource Allocation
Value creation
Meet customer needs
Product and Service portfolio
Exceed expectation
Help grow income
Become a partner, not just a supplier

Recruiter Cartoon -- MUST Watch

"The Newbie" - a funny recruiting video

"The Agent" - a funny recruiting video

Sunday, April 7, 2013

SAP professionals (and recruiters) have a BRIGHT FUTURE!

Links:

There is going to be a LOT of demand for SAP professionals in the future.
There is going to be a lot of SAP implementation in the future
However, there are not enough SAP professionals available in the market right now.
Thus SAP recruiters shall have a great future !!!

Here are some areas that will be in demand, in the future:

Core HR (Payroll, Time, Benefits, PA, OM)
Enterprise Compensation (ECM)
eRecruiting
Learning Solution (LSO)
Talent Management and Nakisa
Performance Management
ESS/MSS
SAP HCM Technical

The future of SAP consultants. Areas in demand in the future:

BW on HANA
Combo innovations
Upgrades
Visual Intelligence
SuccessFactors + SAP HR
Automated Testing
Enterprise Information Management

Article from "The Hindu" (April 2011) reproduced here from the link: http://www.hindu.com/2011/04/24/stories/2011042459880200.htm

‘Bright future for SAP consultants'
Staff Reporter

The demand for SAP consultants in India is tremendous but the supply is nowhere matching it. “SAP (Systems Applications and Products in Data Processing) was earlier used only by large-scale industries. But now it is extended to small and medium businesses also, which is one of the reasons for the high manpower demand for SAP,” said Garikipati Sridhar, a leading SAP consultant and winner of Abdul Kalam award.

Addressing mediapersons at E-Academy here on Saturday, Mr. Sridhar said SAP had become the most promising career course in today's world and major companies that implemented SAP were successful in achieving a turnaround in their performances because of the best practices adopted. Unlike other software, SAP provides an opportunity for people from different domains. Technical graduates such as B.Tech, B.Sc Computers could opt for technical or programming side by learning ABAP in SAP.

Bill Vick: Big Biller Mentor

From the link: http://www.slideshare.net/BillVick/big-biller-audiobook-how-some-recruiters-bill-one-million-dollars-per-year

How do some recruiters bill one million dollars a year?

Attitude
Focus
Discipline
Control
Relationships
Telephone sales and personal meeting sales focus (rather than just emails or use of technology)

High demand future areas in recruiting

Some of the high demand areas in the future -- w.r.t. candidate search:

SAP
Healthcare IT
Business Intelligence

Maximizing Recruiting Performance Using Pareto Principle Tools And Techniques

ATS, and CRM software help improve performance of recruiters

Modern recruiters have help from technology to improve performance:

ATS: Applicant Tracking System
CRM: Customer Relationship Management
Dashboard -- Measurement and display of metrics

Pareto Activity of Recruiting + Performance Management Dashboard

From the link: http://jonbartos.com/Home/News/TheClockandTheCompass.aspx

20% of your efforts gets 80% of results.
Do the right things to increase your chances of success

RPM (Revenue Performance Management) dashboard:

Theme:	Selling and Recruiting is a Science - not an art.
Purpose:	Provide clients tools that enable them to easily identify and analyze data, allowing them to develop their skills and release their potential within.
Mission:	Provide our clients with products that provide value to support better decision making, tools that allow for immediate improvement and coaching strategies to help them to be successful.
Products:	Affordable business intelligence, immediate results.