Customer HEARTS
Consultant HEARTS
DBC
Landscape & Market
Career Opportunity wheel
100
What is the first Heart for customers?

Quality IT Professionals:

1) Match Requirements

2) Technical & Cultural Fit

3) Proven reputation

100
What is consultant heart 1?

Career Advancement

1) understand skills, goals, and interests

2) focus on requirements first

3) Engage in the rehire process

100
What is the first stage of DBC?

Business Development

AM- sourcing pipeline opportunities

REC- Sourcing jobs through 5 touches


100
What percent of IT candidates are employed vs unemployed?

5 million IT candidates

97 % working and less than 3 percent unemployed

100
What is the first step of the Career Opportunity?

Skills, goals, and interests

What items are most important to the consultant.

200
What is the 2nd Heart?

Quality Account Managers

1) Know business and culture

2) Engage in consistent communication

3) Responds to needs proactively

200
What is Heart 2?

Career Opportunity

1) Variety of open opportunities

2) Present Opportunities

200
What is the second stage of DBC?

Business Qualification

AM- Providing Recruiter with requirements

Rec- How does this requirement compare to market

200
What percent of IT candidates are passive job seekers?
8 out of 10 are passive. More than 81% of candidates are not looking, but are open to listen to opportunities.
200
What is the second step in the career opportunity wheel?

Opportunity Match

Does it meet their expectations and desires?

300
What is the third Heart?

Strategic Partner

1) Understand market/industry

2) Conduct proactive workforce planning

3) Educate me on all services.

300
Consultant heart 3?

Strategic Planning

1) Return my calls

2) Prepare for interviews and calls

3) Provide consistent communication

300
What is the third step to DBC?

Sourcing Strategies

AM - Support in sourcing avenues

Rec- G2, Resources, 5 touches

(check finishes, submittals, pipeline, network)

300
What are the five touch points for connections?

1) current company

2) Connections (LinkedIn)

3) RWS referrals

4) Previous Company (network search)

5) College/University

300
What is the third step in the career opportunity wheel?

Position and preparation

What can you do to ensure that your consultant is set up to be successful?

400
What is the CIO challenge?

Attracting and retaining IT talent

400
What are the top frustations?

1) Solicited irrelevant opportunities

2) no interview prep/timely feedback

3) placed and forgotten

4) Staffing agency does not support career advancement or continuous employment

400
What is the fourth step of DBC?

Qualify/Disqualify Candidates

AM-Protect brand

Rec- Lock down candidate

(Tech assessment, references)

400
What are the four common IT threats?

1) commoditization

2) automation

3) 3 Sheriffs in town (procurement, VMS, HR and how they influence rates, vendors, suspensions)

4) It second largest expenditure

400
What is the fourth step in the career opportunity wheel?

Onboarding and development

- support and feedback

500
What are the top frustrations and #1 complaint?

Frustrations:

1) Same resumes as job boards

2) Lack of screening

3) Don't understand IT culture

COMPLAINT: Don't understand my business.


500
Number 1 complaint?
Don't understand what I do or what I want.
500
What are steps 5 & 6 of DBC?

5. Present Candidate to Customer?

(In office Interview, interview prep)

Am and Rec broker interview and sale.

6. Consistent communication

(Project status, post interview, on boarding, performance feedback)

AM & Rec Protect Payroll

500
What should you include in an elevator speech?

1) Who you are.

2) Why you are calling.

3) How you found them.

4) How can you help them.

500
What is the fifth step in the career opportunity wheel?

Continuous opportunity

You're a proven resource that can provide additional placements in the future

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