Course Outline

Owner Tutor- Add Direct Hire

LESSON ONE: Introduction
- Why blended firms are the most lucrative
- How hiring needs of clients and lifestyles of candidates have changed
- Major benefits of adding direct hires to your business model
LESSON TWO: Review Exit Plan
- How to get the most out of this training
- Benefits of updating your exit strategy
- Three most common exit strategies
LESSON THREE: Increase Sources of Revenue
- The problem with most P & L Statements
- How direct hire doubles your sources of Revenue
- When it’s most beneficial for your clients to hire direct candidates
LESSON FOUR: Competitive Edge
- How to adapt your efforts based on client needs
- How to present your competitive edge of adding direct hire to your clients
- How to present your competitive edge of adding direct hire to your candidates
LESSON FIVE: Terminology
- Learn terminology commonly use in direct hire business
- Utilize proper terminology when interacting with clients
- Utilize proper terminology when interacting with candidates
LESSON SIX: New Business Model
- Embrace that your current clients are hiring direct hires – just not from you
- Learn how the workforce has changed, and will continue to change
- Effectively sell the benefits of the new business model to your clients
LESSON SEVEN: Contacts and Differentiators
- The contact for direct hire is usually different than the person who hires temp/contract
- Know and promote your brand, which should reflect your track record of success
- Understand current realities from clients who utilize direct hire firms
LESSON EIGHT: Improve Retention
- Learn how to help retain the candidates you place
- Learn how to help your clients retain the talent they hire
- How communication and feedback will enhance retention
LESSON NINE: Flourish during Economic Cycles
- Understand why staffing and recruiting has a history of being cyclical
- Understand the benefits of placing both direct and flexible staffing
- Learn the benefits to your company, clients, candidates, and internal team
LESSON TEN: Balance Direct and Temp/Contract
- Understand the commitment it will take to add direct hire
- Learn how to balance your current business with direct hire
- Master five strategies to help you focus on best use of your time
LESSON ELEVEN: Contingency, Engagement or Retained
- Review all three pricing options
- Determine if you will offer more than one pricing option
- How to analyze results to make changes
LESSON TWELVE: Separate Corporate Entity
- Direct hire is a different business model than contract or temp staffing
- How setting up a separate entity can save you taxes and reduce risks
- Determine how to generate the highest level of profits
LESSON THIRTEEN: Protect your Business and Assets
- Why you should control everything and own nothing
- Review reasons we recommend you create a trust
- How estate planning protects your business and personal assets
LESSON FOURTEEN: Unbundle Services
- Learn how unbundling services can generate revenue
- Understand the actions that generates no revenue
- Identify opportunities to unbundle your direct hire services
LESSON FIFTEEN: Select a Niche
- Determine if your current niche is appropriate for direct hires
- How to select a lucrative niche
- Limit the job titles you place to generate the highest profits.
LESSON SIXTEEN: Revise Website and LinkedIn Profiles
- Revise your website to attract direct hire clients
- Revise your website to attract direct hire candidates
- Revise your LinkedIn profile to prove your specialization to direct hire
LESSON SEVENTEEN: Overcome Objections
- Learn why you and your team should welcome objections
- Understand the four categories of objections
- Effectively overcome the top five client and candidate objections
LESSON EIGHTEEN: Create a Marketing System
- How client development for direct hire has changed
- Sixteen steps to create an effective marketing and sales system
- Systems which will have the greatest impact on your success
LESSON NINETEEN: Create a Recruiting System
- Create and implement a repeatable recruiting process
- Systems which will have the greatest impact on your recruiting success
- Learn candidate motivators to accept direct hire opportunities
LESSON TWENTY: Design Marketing Materials
- Review and update your marketing materials with direct hire
- Consider unique ways to market your services
- Fun ways to land direct hire clients without face to face sales calls
LESSON TWENTY-ONE: Scripts and Effective Voice Mail
- Effective recruiting scripts
- Effective marketing scripts
- Voicemail scripts that will be returned by direct clients and candidates
LESSON TWENTY-TWO: Interview Techniques
- Consistent interviewing questions and techniques
- How to preclose throughout the interview process
- Uncover real reasons candidates will make job changes
- The benefits of courtesy interviews
LESSON TWENTY-THREE: Set Minimum Standards of Performance
- Benefits of measuring activities
- Important candidate and client ratios
- Benefits of implementing accountability
LESSON TWENTY-FOUR: Internal Staff Needs and Training
- How to set goals and objectives for direct hire
- Determine your staffing needs
- Hiring process and value of assessment tools
- Train your new hires
LESSON TWENTY-FIVE: Write Fillable Business
- Inside information from recruiting team to increase sales
- Formula for success in this competitive candidate-driven market
- Requirements for fillable business
LESSON TWENTY-SIX: Track Stats and Ratios
- Critical stats to monitor
- Activities to measure
- Minimum results needed daily to attain or surpass goals
LESSON TWENTY-SEVEN: Decrease Problem Areas
- Current candidate realities and challenges
- Primary problem areas and solution
- Implementation will increase sales and profits
LESSON TWENTY-EIGHT: Negotiate Salaries, Fees & Guarantees
- Confidently quote and obtain your full fee
- Selling and negotiating simultaneously
- Eight strategies to prove value of fees charged and guarantees offered
LESSON TWENTY-NINE: Increase Referrals
- Steps to increase candidate referrals
- Steps to increase client referrals
- How reference checks can lead to referrals
LESSON THIRTY: Market Candidates
- Six benefits of marketing candidates to generate direct hires
- Criteria of candidates to market
- Objectives and effectively overcome concerns
LESSON THIRTY-ONE: Pre-Close and Close
- The preclose process
- Anticipate issues
- Closing strategies
LESSON THIRTY-TWO: Extend Offers
- Vital information included in a direct hire offer
- How to preclose candidate before extending offer
- Extend offers that are accepted
LESSON THIRTY-THREE: Follow-Up & Quality Control
- Benefits of following up with clients
- Benefits of following up with candidate
- Effective follow up process
LESSON THIRTY-FOUR: Nurture – Lifetime Relationships
- How to become a lifetime agent to candidates
- Three questions, candidates want answered
- Effective nurturing process and benefits
LESSON THIRTY-FIVE: Anticipate Trends and Embrace Change
- Learn how to anticipate trends
- Determine your risk taking abilities
- The importance of embracing change