Recruiting
"CPF" stands for
Candidate Profile Form
Average account manager meetings numbers are (Total, New, In person, Relationship) a week.
12/ 3/ 5/ 1
What are the 4 things you need to leave a first meeting with?
Meaningful connection, are they a user, how do they purchase our services, is this person the decision marker
What does TAM mean? How do we use it?
Total addressable market
Understand our full potential at our account/ where to focus/ understand where we need to spend our time
What are insight global shared values?
Everyone matters
We take care of each other
leadership is here to serve
High character and hard work above all else
Always know where you stand
A Hot lead, a RTL and a Lead is...
Hot lead- Actively interview through a contract or direct placement role through an agency
RTL- Contract role or direct placement role candidate has previously worked on through an agency
Lead- General contract or direct placement user of our serivces
What qualifies a top 20 manager (CAM and PAM)?
CAM- Manager with 3 contractors on their team or 1+ pipeline reqs within 3 months (ideally both)
PAM- 3+ pipeline reqs within 6 months
Evergreen decision maker in next 6 months w/ 3 IG consultants in their org
What is the "perfect" req?
Remote
1 to hire with set interview times
Hard follow up on the calendar
Good BR/ margins
Exclusive
What are the sales behaviors?
Build in person relationships
Be urgent, aggressive, and direct
Relentlessly compete
Find a way
Be elite
ROLE PLAY!!!! Give me your "why should i use you" pitch?
ROLE PLAY
The 3 buckets in a CPF are...
Team responsibilities, Candidate contribution, and Technologies used
What is good business vs bad business
When qualifying business ask yourself, what is your ROI?
Contract roles with low mark ups/ bill rates
Perm roles with less than 15% PF
2+ interview rounds
More than 2 weeks to complete interview process
What is our sales process?
Not a user- drop
User with req- provide daily updates, meet weekly until filled. Ex: Deliver or Engage SFWM's.
User no req- Meet monthly, set next meeting on meeting for 3 weeks out or task 2 weeks out. Ex: Build or consult meetings SFWM's.
What does hitting your contest meaning and what are the minimum contest lines for CAM's and PAM's.
Grossed revenue for IG
CAM- $520,000 in contract revenue
DAM: $320,000 in fees
What does elevating a relationship mean? Why do we do it?
Elevating to the next step in the relationship.
WHY- exclusive business, heads up, org info, introductions
What is NextGen and what are the specialties?
Group of specialized recruiters that we can tap into
App Dev, Cloud, Data, Engineering and government services
Build or drop- Manager has no contractors on their team, but will be hiring 1 contractor in 2 months.
Build- Top 20 manager***
Name all of our Professional services
Evergreen, DE&I, Monument, IG Prime, RPO, Retained search, compass
What are the incentives for hitting your first contest?
10k- 10 & 10
15k:15 & 15
20k-35k: 20 & 20
40k: 40 & 40
What do you do when you lock up a start?
IMMEDIATELY Initiate onboarding- mark as hired, begin background check, ESF, any onboarding documents sent to consultant
Create a homerun Boolean for the below req
Qualifications:
Plusses:
"Power Bi" AND Developer AND visualizations AND dashboards and "Power Bi Service" AND "data modeling" AND "Power query" AND "DAX" AND "SQL" AND "Power platform" AND "azure synapse AND "ADF" AND "consumer leanding"
Build or drop- Manager has not hired for over a year, but has a contractor on his team.
Build- task list
Steps to drafting a new MSA?
Run a credit check, once back, send credit check with request for standard MSA terms draft to DL- Contract and DL-MSAReview
Sales framework meetings: Build vs deliver
What is the official task list stamp?
RTP:
RTB:
ACTION: