Prospect
Define territory planning
What is a defined territory that can be based on geography, division, vertical, or specialization.
What types of questions are used for identifying customer pains/needs?
Open ended discovery questions
What are the components of a red zone req?
What is chairing up?
Daily meeting between the AM and the Recruiter to clarify goals of the req, to coach through
the PFDC, development of a sound sourcing strategy, agree on metrics and to hold each other
accountable
Why is it important that we gather feedback on our contractor’s performance with the client?
This is a service to candidates so they aren’t placed and forgotten, and we service our clients to build
stronger relationships.
Define account planning
Strategy for each target account once it has been identified as a good target using the territory planning guidelines
Provide 3 reasons to meet with customers
• Introduce Aerotek• Qualify reqs.• Relationship building• Understand their culture• Networking • Industry connection • Follow up on something outstanding from past meeting• Go through agreements
When is a credit application required?
Once you qualify the req
As an AM, what must be reviewed before submitting your candidate to a Client?
Recruiter G2 notes, Red Flags, References, and the Resume
When should you conduct a CPR?
In a technical division, 3 months.
4 components of a full lead
What is full name, company, position/role, contact information
The pain point for your customer is quality, what Aerotek value prop can you sell?
Req qual and/or screening
Spread formula
Spread= BR-(DL*(burden))*HR
or
Spread= (Pay*burden)- BR*HR
What is the EML model?
Expert Manager Leader; way of determining the best way to partner with your Recruiter
What can we do in preparation for the CPR in order to get other managers' introductions?
Review account contacts, access the See More Insights button to browse for further contacts, review LinkedIn connections, build org. charts
4 components of a cold call
When should you set the second meeting?
In the first meeting
In a req what sections does the cloud pull from?
What is job title, job code, job description and skills
Using the G2 notes to fully
represent the candidate, Describing Red Flags,
Using the references in
Connected to highlight
strengths, Walking through the resume
What are the 3 Perfect Fit Performance questions?
Best vs. Average, Performance Metrics, 1st Day Responsibilities
Name 4/6 factors needed to determine account potential
The pain point for your customer is volume of hires across multiple locations, what Aerotek value prop can you sell?
SS&O
What are the 10 out of the 15 critical components of a req?
What is Placement type, job title, total positions, skills, description, additional skills, qualifications, pay, performance expectations, work environment, interview information, start date, drug and background, EVP, compliance
When chairing up with a Recruiter in the evening, what are the five components you should go through?
1. Discuss results of morning sourcing strategy
2. Walk through G2’s, pipelines, etc.
3. Reevaluate the sourcing strategy if necessary
4. Evaluate the req and discuss any questions
5. Review action items from morning chair up
What 3 things should you ask when conducting a CPR outside of the performance of the contractor.
• Additional business/reqs.
• A meeting or meal
• A referral or specific manager introduction