Posts Tagged ‘business development’
Horizontal or vertical?
During coaching or mentoring sessions with recruitment company owners and managers, I am often asked for my views on growth strategies. Clients are interested to know whether it is better to grow horizontally (ie add a new discipline or niche) or vertically (ie build greater depth in their current discipline or niche). …
Read MoreThe unsexy,old-fashioned, boring call cycle
In the past month I have bought a case of wine, 6 printer cartridges and had my car serviced. Nothing unusual about that you might think, and you’d be right. The common denominator of these purchases was that each purchase decision was triggered by a telemarketing call. Not just any old telemarketing call but…
Read MoreWho are your best prospects: SMEs or The Big End of Town?
Two weeks ago, Big 4 professional services firm, PriceWaterhouseCoopers (PWC) released the April 2010 issue of their twice-yearly Private Business Barometer (PBB). For this edition, 751 owners or executives of Australian private companies, with an annual turnover of between $10 million and $100 million, participated in a telephone survey to answer questions about…
Read MoreWhy PSAs suck
One of the more humiliating recent events within the recruitment industry was Chandler Macleod’s withdrawal from the $400 million Australian Defence Force recruitment contract it had won from incumbent provider, Manpower. At the time of the contract win in July 2008, Stephen Cartwright, the CEO at that time of Chandler Macleod, described it as a…
Read MoreGetting past 60 seconds: tips for telephone prospecting
The golden flow of jobs that gushed through the doors of recruitment agencies for most of the 2000’s, had the impact of loosening the discipline and reducing the skills of telephone prospecting for many agency recruiters. The cost of this haphazard approach to telemarketing became very apparent when the impact of the GFC…
Read MoreThe Madness of Senator Conroy
Sometimes dumb ideas are so obviously dumb you would think that it would be impossible for people to act on them. But try this word association game with me; Tiger Woods-Las Vegas, Tom Cruise-Oprah’s couch, John Howard-Work Choices and Barnaby Joyce-Shadow Finance Minister. See what I mean? Well, looming we have a…
Read MoreWhat’s the Standard of Your Marketing Communication?
I recently received the following email via a recruiter who had it forwarded to her from one of her clients, who had it sent to her from a recruitment agency. I wouldn’t have believed it if I hadn’t read it. I have cut and pasted the email, exactly as it was forwarded to…
Read MoreNow Hiring 32 Professionals: All Agencies welcome to submit candidates*
*Conditions apply Sounds fabulous, doesn’t it? Surely it can’t be true? But it is! There really is a hiring boom in one organisation, in contrast to the hiring hibernation occurring almost everywhere else in the recruitment forest. And you don’t have to have ANY previous relationship with the company to submit candidates. …
Read More