A comprehensive introduction to Agency recruitment for all Consultants from 0 to 12 months. Deep dive into terminology and concepts, attitude and mindset required, the critical competencies and behaviours that lead to success, and foundation client and candidate skills, including screening, interviewing, process management, and business development. Wraps up with motivation and career tips. A brilliant platform for new and newish recruiters and candidate resources. This course includes the following topics:

Introduction To Recruitment

• Introduction to recruitment
• Recruitment industry terminology

Foundation Candidate Skills

• Behavioural & Competency Based Interviewing
• Candidate Management & Rejection
• You are in ‘Rejection’
• Candidate Outreach
• Effective Job Interviews
• Pre-Closing Candidates
• Reference Checking
• Screening Resumes
• Talent Attraction & Pooling
• Understanding Candidate Motivation
• Writing Job Ads Part One
• Writing Job Ads Part Two
• Remember this about Candidates

Foundation Client Skills

• Account Management
• Business Development

Core Competencies & Behaviours

• PMA! (Positive Mental Attitude)
• The secret formula to recruiting success
• Moments of Truth
• The Craft of Recruitment
• Soft skills are hard
• Tentative Language Is Costing You!
• 10 Seconds of Courage
• The candidate is assessing YOU too

Set Your Career For Success

• Your Recruitment Career
• Tips for New Recruiters
• Being A Recruiter Rocks!
• Good Is The Enemy Of Great
• Treasure your reputation

A thorough, all-inclusive roadmap to candidate excellence. Your complete guide to candidate service excellence, sourcing and recruiting skills, as well as a deep explanation of the interview process, including preparation, questioning, candidate exclusivity and closing, and counteroffers. An all-inclusive catalogue of candidate management tactics, referrals, debriefing skills, and the job-offer and post-offer management. Outstanding lessons in an often-overlooked part of the recruiter job. This course includes the following topics:

Your Candidate Ethos & Mantras

• Your candidate ethos
• Everyone is a candidate. Always
• “Placeable “candidates
• No news IS news
• Candidate shortages are good!
• Get off the candidate seesaw
• Activity leads to success
• The secret formula to recruiting success
• Making assumptions will hurt
• Lessons from the Dark ages
• Headhunting candidates
• Remember this about Candidates
• Make this happen -often!

The Interview

• Prepping For The Interview
• Understanding candidate “MTA”
• Countering the counter offer
• Unique Exclusive candidate
• Candidate Exclusivity
• Managing Counteroffers
• Motivation To Accept
• Candidate Closing

Candidate Management

• Understanding candidate commitment
• Building candidate rapport
• Candidate Post Interview Debrief
• Candidate Rules
• Headhunting Candidates
• Selling Temp Pay Rate
• Selling The Offer
• Target Salary
• Has anything changed
• Closing candidate after interview
• Restock your candidate tool box
• You are in ‘Rejection’
• The candidate is assessing YOU too
• Your database is a candidate graveyard
• The Importance of Empathetic Rejection

The Offer & Post-Offer

• Selling Temp Pay Rate
• Delivering A job offer
• Bedding down the job offer
• The ‘Valley Of Death’

This is a critical pathway for those who want to excel at recruitment. Building trust, client selection, and activity focus is the basic premise. Detailed teaching on client management skills, including order-qualification, job-order triage and selling exclusivity. Comprehensive advice on client engagement strategies, handling rejection, and critical tactics for negotiating fees, margins and terms. Tips on avoiding mistakes, such as making assumptions, and metrics to hit. Unmissable content. This course includes the following topics:

Your Client Ethos & Mantras

• Building trust with clients
• Lessons from the Dark ages
• Client Selection Strategy
• Client Strategy
• Growing value
• Activity leads to success
• The secret formula to recruiting success
• Moments of Truth
• Job orders are ‘perishable’
• Multiisted recruitment is a fools game
• Work with clients like this!

Client Management Skills

• Defining a good client
• Making assumptions will hurt
• Qualifying the job order
• The Magic Of A Qualified Job Order
• 3 genius qualifying questions
• Exclusive job orders
• Job order triage
• Get paid more often
• Fire deadbeat clients
• When Clients Reject Your Candidates
• The secret to exclusive orders

Client Engagement Skills

• Are you client fit or client flabby?
• Running a great sales meeting
• Selling Job order exclusivity
• The most critical perm metric
• When The Client Is Talking, You Are selling!
• Tentative Language Is Costing You!

Negotiating Terms, Fees & Margins

• Talk value. Not price
• Sell the iceberg
• Do not fear the ‘C’ word
• Always get a concession
• Negotiating fees and margins
• Competing on price
• My message to the haggling client

The help that every recruiter needs! Insights on basic but essential selling skills. How to approach clients, earn credibility and sell ‘commitment’. Entire programme on how to ‘flex your BD muscle’ and set a client nurturing plan. Growing value, selling differentiators, skilled storytelling, and proving your value. Advice on cold calling, reverse marketing, selling candidates, selling to big companies, negotiating fees and margins and running a professional sales meeting. Essential! This course includes the following topics:

Your Selling Ethos & Mantras

• Trust in recruitment selling
• Selling in Recruitment
• Selling is Listening
• Credibility in selling
• Look for clients in pain
• Advanced Client Skills
• Getting Paid More Often
• Growing Client Value
• Selling your differentiators
• Owning The Moments Of Truth
• Selling the customer on commitment
• Resilience In Selling
• Own your selling skills
• The power of storytelling
• 10 brutal truths about selling
• Your Value As A Recruiter
• Resilience in selling
• The biggest selling secret ever
• Tentative Language Is Costing You!
• Work with clients like this!
• Gold Mine for Client Leads
• Essential Communications Tips

Client Selling Skills

• Defining A Good Client
• The Magic Of A Qualified Job Order
• Turn Open Orders Into Money
• Getting More Engaged
• Make your cold calls ‘warm’
• Two genius ‘selling’ questions
• Running a great sales meeting
• Selling to big companies
• Are you client fit or client flabby?
• Client nurturing skills
• 16 questions to prepare for downturn
• Flex Your BD Muscle
• Collaborating
• Reverse Marketing

Candidate Selling Skills

• Selling the rules of engagement
• Selling Target salary
• Selling Candidate exclusivity
• Selling the job offer
• Make this happen -often!

Selling Terms, Fees & Margins

• Negotiating Perm Fees
• Negotiating Temp Fees
• Talk value. Not price
• Sell the iceberg
• Do not fear the ‘C’ word
• Always get a concession
• Tips for negotiating fees
• Do not compete on price alone
• My message to the haggling client

A ‘must view’ for recruiters and recruitment leaders alike. Building your brand, a social selling framework, and social media tactics. Includes a ‘mini masterclass’ on how to make LinkedIn work for you. Marketing imperatives for leaders and directors are covered as well. This course includes the following topics:

Branding & Social Selling

• Building Your Brand
• Believability Branding
• Marketing & Branding
• Recruitment Is Marketing
• Social Selling
• The Modern Recruiter: Sourcer vs Seducer
• The Secret About Social Media Success
• The social selling framework
• Social selling in Action
• The candidate is assessing YOU too (SSS)

Probably the most comprehensive Temp and Contract training anywhere. Market insights and dynamics. Understanding the Temp/Contract recruiter skills. The definition of a ‘good temp’ and how to assess it. Managing the temp/contractor through the process. Selling the temp job. Winning Temp clients. Managing the client, including trust and expectations. Sales and BD for Temp. Filling a temp order. Managing fees, margins, temp-to-perm and buyouts. Bonus action plan to scale a temp business. This course includes the following topics:

The Temp/Contract Market. An Overview

• Introduction
• The Scale of the Temporary/Contract Market
• Different Types of Employment
• Temp & Contract – Common Terminology

The Temp/Contract Recruiter

• The Temporary and Contract Recruiter
• Temp/Contract – Mindset and Attitude
• The secret formula to recruiting success
• Moments of Truth
• Tips for Temp Recruiters

The Temp/Contractor

• Why would someone temp/contract
• What makes a good temp/contractor?
• What do temp/contractors expect?

Managing The Temp/Contract Worker

• Managing the temp contractor terms of engagement
• Selling the job and the rate to the temp/contractor
• Managing candidate objections

The Temp/Contract Client

• Client skills introduction
• Building trust with the T/C client
• When and why would a client hire a T/C
• Meeting T/C client expectations
• Building trust with clients

Taking & Filling A Temp Brief

• Taking a T/C job brief. The basics
• Temp job briefs – building in flexibility
• Filling Temp Job Orders. The Phone
• Learning from a lost job

Temp/Contract Sales & BD

• Sales and Business Development
• Selling is listening
• The candidate interview is a BD goldmine
• Make your cold calls warm
• Reference checking
• More BD tactics
• Reverse Marketing
• Selling Your Differentiators
• Running a great sales meeting

Fees/Margins, Pay Rates & Buyouts

• Understanding margins and markup
• The power of $1 of margin
• Negotiating bill rates
• Temp to perm – don’t give it away
• Pricing fixed term contracts

Actions Steps To Start & Scale A Temp Business

• Actions steps to start and scale a temp business

You own your career; the activities and mindset required. Belief, resilience, recruiter equity and courage. The fundamental behaviours and activities that will dictate success and longevity. Lessons and warnings including faulty assumptions, complacency, ego, prep for a decline, classic mistakes and wasted emotion. Why you won’t get promoted and your most dangerous competitor. Detailed career management advice, ‘fun and money’, and why, done well, recruitment is a brilliant job and career! This course includes the following topics:

Attitude & Mindset

• Attitude and Mindset to succeed
• Belief in what we do
• Recruiter Equity
• Recruiter Resilience
• Honest’ vs ‘Dishonest’ recruiters
• PMA! (Positive Mental Attitude)
• Put a value on what you do
• The Craft of Recruitment
• Self Belief
• Courage in recruitment

Behaviour & Activity

• The power of ‘influencing skills’
• 10 Seconds Of Courage
• Activity leads to success
• Moments of Truth
• The Savage Success formula
• The secret formula to recruiting success
• Predict next months billings
• Listening skills

Lessons & Warnings

• Making assumptions will hurt
• Lessons from the Dark ages
• Preparing for a declining market
• Soft skills are hard
• The Only Type Of Recruiter You Want To Be
• 10 Reasons You Won’t Be Promoted
• Failure is not fatal
• Are You “Yesterday’s Hero”?
• Bad Career Advice I Used To Give!
• Lessons From Mistakes
• Lessons From ‘The Dark Ages”
• It’s Better To Fail Than Be Mediocre
• There Are only three career outcomes
• Wasted emotion
• The ‘C’ word will kill you
• 5 timeless recruiter errors to avoid
• Your most dangerous competitor
• Build a high value recruitment company

Your Career

• Do not outsource your career
• Success is always a matter of motivation
• Your competition is you
• Do what AI can’t
• Engagement never dies
• Your career and being senior
• You Own Your Career
• Your Recruitment Career
• The Best Business Advice Ever
• Good Is The Enemy Of Great

Why Recruitment Is So Great

• Your value as a recruiter
• Being a recruiter rocks
• The very best recruiter. Ever
• Fun and money
• How you will be judged
• Treasure your reputation

The most challenging job in recruitment! Learning to lead and setting your standing in the team. Definition, role, impact and value of a ‘Billing Manager’. Classic BM mistakes to avoid. Managing priorities, quality control, delegation, prioritizing tasks, and recruiter performance. Communication tips. The critical skill of ‘coaching’. Effective one-on-ones. Innovative use of measurement and activity goals. (Yes, KPIs!). Managing prima-donnas, and under-performers and building a cohesive team. This course includes the following content:

Learning To Lead

• Learning to lead
• You Are A Leader Huh?
• The Seven Crucial C’s of Leadership
• Your career and being senior
• Your standing in the team

The Billing Manager /Team leader

• What is a billing manager
• The value of a Billing Manager
• The role of the billing manager
• Billing manager mistakes
• Becoming a billing leader
• The impact of the billing manager

Key BM/TL competencies

• Managing priorities
• Performance management
• Driving quality control
• Effective delegation
• Personal organisation

Activity & KPIs

• KPI’s and activity management
• Activity leads to success
• The secret formula to recruiting success
• Predict next months billings
• The truth about KPIs
• The most critical perm metric

People Management

• Managing a big biller prima donna
• 90 day plans
• Creating a high performance Culture
• Building the team

Leadership is action! Learning to lead. What ‘being senior’ really means. Prepare yourself for promotion. Leadership imperatives in a changed market. Creating a high-performance environment. The secret communication skills to earn respect and drive motivation. Classic leadership blunders to avoid. Dealing with underperformance and helping good recruiters to be great. Leading in a declining market and how to develop a ‘people plan’. This course includes the following content:

Leadership

• Learning to lead
• The Seven Crucial C’s of Leadership
• Your career and being senior
• Productivity Management
• Your “People Plan”
• Leadership Imperatives
• Leadership Reinvented
• Performance management
• KPI’s and activity management
• Driving quality control
• Effective delegation
• Activity leads to success
• The secret formula to recruiting success
• Predict next months billingsPreparing for a declining market

Who teaches the leader? Lessons for Directors and Owners. Planning, candidate and client strategy, marketing and branding, and thoughts on innovation and disruption, including AI and automation. A ‘people plan’, including hiring and measurement. Productivity mantras. Masterclass on financial management, ratios and critical metrics, salaries and commission, preparing for a downturn, valuing your business and preparing for an exit. Bonus masterclass for ‘small recruitment company’ management. This course includes the following topics:

Strategy

• The Power of Planning
• Candidate Strategy
• Client Selection Strategy
• Client Strategy
• Marketing And Branding
• Developing Business Strategy
• Financial Management
• Innovation And Disruption
• Leadership Imperatives
• Technology Systems And Process
• Disrupt your recruitment business
• Your database is a candidate graveyard

People

• Your “People Plan”
• People, Performance And Hiring
• Creating a high performance Culture
• Management Productivity Mantras
• Productivity Management
• Leadership Reinvented
• Leadership is Action
• Always be recruiting. Even if you are not hiring.
• Hire recruiters from this generation

Growth & Exit

• Powering your busiess growth
• Building A sustainable business
• Valuing your recruitment business
• Prepare A Sustainable Business For Sale
• Preparing For A Downturn
• Directing Recruitment Business
• Growing your company

Financial

• Key Metrics to run your business
• Pricing And TOB
• Salaried And Commissions
• Salaries Commissions And Benefits

Fun, fast, memorable. A collection of micro-learning modules where a great recruiting truth or lesson is punched out in 60 seconds. Brilliant to start or end a meeting, share on a Monday morning, or spark a conversation. The SRA adds to these regularly. Sixty Savage Seconds includes the following topics:

One Minute Micro Learning

• Take A Nano-Degree. Now!
• Your most dangerous competitor is…
• Your database is a candidate graveyard
• You Are Not In Recruitment. You Are In Rejection
• You are a leader huh?
• When The Client Is Talking, You Are selling!
• What It Means When Clients Reject Your Candidates
• Two skills every modern recruiter has nailed
• Two questions great recruiters ask every time
• This Is How People Judge You!
• There Is Only One Type Of Recruiter You Want To Be
• The Tough Truth About Your Career!
• The Only Metric That Matters
• The One Thing You Must Achieve At A Client Visit
• The Most Powerful Question In Recruitment!
• The modern recruiter_ Sourcer vs Seducer
• The Measure Of A Good Leader!
• The future of recruitment in 127 words
• The big secret to taking exclusive job orders
• The BIG Secret About Social Media Success
• Talking Video With Olivia From VideoMyJob!
• Savage Sell UK Masterclasses With REC
• Sales meetings are like sex
• Recruitment is marketing
• Recruitment Does Not Build Character
• Recruiting Recruiters!
• Preparing For Your Client Visits!
• My message to the haggling client
• Multi-tasking is a big fat lie!
• Leadership is action
• Job-order triage. The simple, sexy recruiting skill
• In Conversation With Liv From VideoMyJob
• Improve Your Client Meeting.. From The Reception!
• If you have to discount fees – Remember this!
• I only hire recruiters from this generation
• Have YOU dumbed recruitment down
• Great Recruiters Will Own The ‘Moments Of Truth’!
• Great recruiters are superb seducers
• Don’t outsource your career
• Disrupt your recruitment business now!
• Competing on price is a slippery slope to recruiting hell
• Candidate Recruiter Relationship!
• Being A Recruiter Rocks!
• Bad Career Advice I Used To Give!
• Are you yesterday’s hero
• Always be recruiting. Even if you are not hiring.
• Aimee’s Two Top Tips For Recruitment!
• A client in pain is a very good thing.
• 10 signs your client does not take you seriously.
• 10 Seconds Of Courage
• 10 Reasons You Won’t Be Promoted And Might Get Fired
• 5 blunders recruiters are making now