SECTION 1: Attitude and Mindset
‘Recruitment is not rocket science.’
The best recruiter ever
Being a recruiter rocks!
Do not use tentative language
Your ‘Skills Briefcase’
There is no ‘luck’
The great recruiter iceberg
Time to toughen up!
Running the recruiter marathon.
Recruitment reveals character
The meaning of ‘resilience’
Take a chill-pill
There are two types of recruiters
Never lie. Including to yourself
Think like an immigrant
5% better. 50% more
Ten seconds of courage
What will your tombstone say?
Section 2: Behaviour and Activity
The formula to recruiting success
Owning the ‘moments of truth’
More remote. More engaged
Soft skills are hard
Making assumptions will hurt
Great recruiters are great listeners
The power of pushback
The golden perm recruiter metric
Smart KPI’s for fun and money
Smart KPI’s for Temp & Contract Recruiters
Reinventing your KPIs
Do what David does.
Section 3: Selling is Listening
In recruitment, everybody sells.
When the client is talking, you are selling!
Look for clients in pain
Reasons sales meetings fail
You must achieve this at a sales meeting.
A great sales meeting
Selling your differentiators
Lessons from 2,000 client meetings
Credibility built on insights
Develop your ‘chat’.
Two great ‘selling’ questions
Do cold calls! But don’t!
Reverse marketing candidates
Flex your BD muscle
The fee negotiation mindset
Don’t talk fees, talk value
Feel you must compromise on fee?
Don’t fear the ‘C’ word
Negotiating temp margins
The madness of temp to perm discounts
Don’t pro-rata perm fees for long-term contract assignments
Branding and LinkedIn
Build the TA and Internal Recruiter relationship
Section 4: Candidate Skills
Candidate shortages are a good thing!
The recruiting dysfunction you must fix
Everyone is a candidate. All the time
‘Skills-hunter’ and ‘Talent-Agent’
The candidate outreach secret
The secret sourcing tool
The candidate interview is a ‘moment of truth’
Uncovering the ‘real motivations’
Understanding candidate ‘MTA’ and CTM
The ideal job vs the acceptable job
Managing salary expectations
Countering the counteroffer
Exclusive Candidates. The ‘why’
Exclusivity is fantastic for candidates
Candidate Exclusivity. The ‘How’
The rules of engagement
The candidate is assessing you too
Your candidate care ethos.
You are not in recruitment. You are in rejection
No news is news.
The CCCCF Secret Sauce.
Presenting a job opportunity
Gearing the candidate for client interview
The post-interview debrief
Closing the candidate after final interview
Delivering the job offer
Managing the resignation
Navigating the Valley of Death
Negotiating the temp pay rate
The power of one
Section 5: Client Skills
Building Trust with clients
‘Does my butt look big in this’
The definition of a ‘good client’
The magic of a qualified job order
Three genius qualifying questions
Taking and filling the Temp job.
Why do clients multi-list jobs?
The contingent multi-listing flaw
Exclusivity is great for the recruiter
Exclusivity is great for the client
Selling job-order exclusivity
Job order triage
Pitching the shortlist
“Send me the resume”
What it means if clients reject your shortlist
Gearing the Client for the interview
Debrief the Client after the Interview
What if the interview goes badly?
Negotiating the job offer
Post-acceptance Client management
‘Client-fit’ or ‘client-flabby’?
Signs your clients don’t rate you
Fire unprofitable clients
How to fire a deadbeat client
Section 6: Your Recruitment Career
You own your career
Three career paths
You must be a huge drinker
Fun and Money
Tips for the rookie recruiter
AI, Automation, and your career
The ‘C’ word will kill your career
‘Now’ is never normal
You can recruit worldwide
Are you a ‘recruiting tragic’?
Treasure your reputation