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Build and Scale your Business and Brand Ollie Sharpe, James Osborne, Darren Ryemill
The Building Blocks of High Performing Recruitment Businesses James Osborne, CEO – Elite Recruitment Network
£13,000,000 Offers in excess of
Specialist IT Recruitment Agency for sale West London Highly profitable recruitment agency for sale, specialising in SAP and ERP recruitment. Based in West London, with 5 satellite offices across EMEA. More details ►
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£2,400,000 Or nearest offer
Independent Medical Recruitment Agency for sale Surrey Multi-office agency with a core focus on mid to senior level placements across the NHS, Including allied health professionals (locum and perm). More details ►
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£6,000,000 Offers in Excess of
International Telecommunications Agency for sale Norfolk Leading provider of telecommunications engineers across 8 different continents. Trading for over 25 years from central Norwich offices. More details ►
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The Building Blocks
Designing your House
Positioning
Range
People
Composition
Positioning
Markets
19
Low Risk High Risk
High Gross Margins
Increasing Demand
Positive Change
Complacent Competitors
Disorganised Buyers
Positioning
Markets
Talent Pools Jobs
Availability of Quality, skilled candidates
2009
20 million skills shortfall
New quality, skilled candidates entering the market
The ageing population leaving the market
2020 2014
Positioning
Markets
Talent Pools
Brand
Transactional
Transformational Common
Unique
Well Recognized
Unknown
Established
Respected Value Adding
Generalist
Specialist
Expensive
Low Cost
Inch Wide
Mile
Dee
p
Range
Markets
Talent Pools
Brand
Business Blend
Contract Perm
(contingent)
Perm (retained)
RPO
Range
Markets
Talent Pools
Brand
Business Blend
Account Spread
Range
Markets
Talent Pools
Brand
Business Blend
Account Spread
Account Penetration
Composition
Markets
Talent Pools
Brand
Business Blend
Account Spread
Account Penetration
Systems / Processes
Service Enhancers
Productivity Prohibitors
Robust for Tomorrow’s Needs
Composition
Markets
Talent Pools
Brand
Business Blend
Systems / Processes
Culture
11
Weak
Account Spread
Account Penetration
Strong
Promoters (P) – Detractors (D) = Net Promoter Score (NPS)
Target NPS = 50+
Composition
Markets
Talent Pools
Brand
Business Blend
Systems / Processes
Culture
Metrics
68% between £100k and £300k average GP per Consultant
12% with over £250k average GP per
Consultant
Account Spread
Account Penetration
People
Markets
Talent Pools
Brand
Business Blend
Systems / Processes
Culture
Metrics
Recruitment
Account Spread
Account Penetration
1
2
3
4
Understand the current Talent Market, and embrace it
Develop your Talent Proposition - become an Employer of Choice
Become Diversity Champions
Reach Out to them (active)
5 Recruit for Character not skills
6 Create Career Pathways aligned to Gen Y’s
7 Treat your business as your Best Customer
Empowered by tech, fuelled by a healthy sense of self and driven to make a real change in a failing system
over HALF of Millennials believe you can Google how to be a CEO of a startup
75% of Millennials say it’s important to have a side hustle that could turn into a career
72% of Millennials have a real desire to create things other people love
Source: MTVInsights
People
Markets
Talent Pools
Brand
Business Blend
Systems / Processes
Culture
Metrics
Recruitment
Engagement
Account Spread
Account Penetration
1350 Recruiters
People
Markets
Talent Pools
Brand
Business Blend
Systems / Processes
Culture
Metrics
Recruitment
Engagement
Account Spread
Account Penetration
1350 Recruiters
People
Markets
Talent Pools
Brand
Business Blend
Systems / Processes
Culture
Metrics
Recruitment
Engagement
Management
Account Spread
Account Penetration I have confidence in the leadership skills of my manager
Disagree
Agree
Disagree
Agree
My manager is an excellent role model for me
The House
Markets
Talent Pools
Brand
Business Blend
Account Spread
Account Penetration
Systems / Processes
Culture
Metrics
Recruitment
Engagement
Management
Elite Business Healthchecks™
How does your recruitment business compare with others?
Building your brand at scale Ollie Sharpe, UK Sales Manager, LinkedIn @olliesharpe
What is brand?
“A brand is a set of expectations, memories, stories and relationships that, taken together, account for a consumer’s decision to choose one service or another”
Seth Godin
Marty Neumeier, Zag
“Brand is simply an organisation, product or service with personality”
Wally Olins
Performance Heritage Style
Why is brand important?
How do you build your brand?
If your company was a car, what car would it be?
SAFE
INNOVATIVE PERFORMANCE PRESTIGIOUS
AFFORDABLE QUALITY
LUXURIOUS PIONEERING
BRAND OF THE PEOPLE
LUXURIOUS
LONGEVITY
Because you know you are better than everyone else!
We are the best!
Your candidates
Website
Logo
Consultants Social Media
Word of Mouth
You
Your clients
Office
TRUST
What should you do now?
Define your target audiences Define what you want your brand to be How do you want them to feel? Make sure everyone is on the same page Keep your brand consistent across all channels
Use it to reflect the personality of your business Choose the right social media channels Make your content native to the platform Listen to your target audiences – find out what
they want and what they think Build appropriate followers, engage them and it
will help you build your brand and recruit
Build and Scale Your Business and Brand Darren Ryemill, Opus Recruitment Solutions
Build a Business – Which is Brilliant!
1. Set clear Goals to work towards:
– Company Aim – Make it real
– Targets and Goals! Long Term Sales Targets Activity Targets Growth Targets Perception Goals?
– Value Added – Cutting Edge – Niche
Build a Business – Which is Brilliant!
2. Building a Good and Scalable Culture:
– What Culture? – Be Honest
– Keeping Culture During growth Culture comes first – no compromise Rule of 5!
Build a Business – Which is Brilliant!
3. Be ready for change:
– How do you plan for change?
– Build an agile business – Be adaptable!
Build a Business – Which is Brilliant!
4. Be brave and Innovative
– Embrace new working methods
– Spot Trends – Create Trends!
– E.g. Gamification / Career Simulation
Build a Business – Which is Brilliant!
Microsoft Deutsche Bank BNP Paribas PWC
Importance of Brand
What kind of car would your business be?
How do you want your website visitor to feel?
Core basics of business – Consistency of message
– Website, press, brochure, phone, in person…Social Media
Importance of Brand
Brand Consistency? – it will change and develop
Brand Desired Feeling?
– BA Pilot – You are Special – Opus want to deal with you!
Internal and External Brand – Opus as employer
Importance of Brand
Industry has changed – and is changing
– “Smash the phones”
Communication channels are changing
– Hong Kong, Australia, UK staff
Linkedin / Twitter / etc v Shop Front – Wealth Creation – Business Valuation Multiplier
