Think of the money you are leaving on the table from all the business that is written but not filled.   Imagine the positive impact on profits and the income of your team members, if 50% more orders, contracts, or assignments were successfully filled.

What impression do prospects or clients have who gave you opportunities to work on that were never filled?  Will they give you additional business in the future?

IMPORTANCE OF REVENUE MODELING

If you want to fill more business written, you must set direction for your recruiting and sales teams.  If your team doesn’t know where you’re trying to lead them, they won’t get there!  Your success, as well as the success of your team, is dependent on your ability to not only establish directives, but to help your team achieve them.  Before your team makes one more recruiting or marketing presentation, conduct revenue modeling to understand your best business.

Go back two years and study the business you filled.  Limit your sales team to write business with fewer titles.  You will fill a much higher percentage of business written because your recruiting team can pipeline in advance.

PERFORMANCE OBJECTIVES ARE A GAME CHANGER

When talking to your hiring managers, rather than relying on the laundry list of skills, education, experience, and credentials needed, ask how your placement, contractor or temporary employee will be evaluated after six or twelve months.  So often there is a tremendous disconnect between the requirements for a job and how your candidates will be evaluated.  

Share the performance objectives with everyone involved in the hiring process, including your candidate.  Direct hire, contractors and temporary employees are much more likely to be engaged when they understand their objectives.

FILLABLE BUSINESS

There is a tremendous difference between writing business and writing fillable business.  Review the current open orders, contracts, or assignments in your office and qualify which ones are fillable.  Provide parameters which must be met to submit business to your recruiting team.  

Some parameters could include:

The opportunity is within your niche.
You need to mirror past fills by staying within your area of specialization.  There are riches in niches. 

The hiring authority is willing to give you details.
If the hiring authority does not provide you with details upfront, you will not be able to make an appropriate match. Always explain the WIIFM (What’s In It For Me) to the client.  How does it benefit them if they give you a detailed job description?

There is a clear understanding of the opportunity.
Never be afraid to ask questions.  If you do not understand segments of the opportunity, then you will not be able to present candidates who will be hired.

The client is willing to give you their targeted date to fill this position.  There is a sense of urgency to hire.
The greatest mistake is to write down ASAP, Immediate or Yesterday as the targeted date to fill.  The problem with any of those answers is you have not been given the targeted date to hire by your client!  You want to ask for a specific date, never the above three answers.  In our profession timing is critical to close business.

You have determined that they are experiencing pain by this order, contract, or assignment not being filled.
If there is no pain – there is no urgency to fill this job.  If they have covered this position by someone else and can avoid an additional person, most employers will do this until it causes a problem. 

Interview process is reasonable.
Long processes can result in you losing the candidate.  It’s important to realize, the most talented individuals will interview on their own and through other sources.

The client understands the importance of feedback and they are willing to communicate with you.
Feedback helps you fine tune your recruiting efforts and provides you with recruiting adjustments that may have to be made to fill your orders, contracts, or assignments. 

The pay rate is commensurate with the experience required.
Study and review the past positions that were filled.  This helps you become familiar with pay rates.  

You are able to establish rapport with your contact.
Rapport is established as trust is earned.  It is so much easier to experience success when you and your client enjoy working together.  You don’t have to necessarily like them, but they should enjoy working with you. 

You have interviewing times.
The most effective way to take the guess work out of identifying your hottest orders, contracts, or assignments is to request three interview times when you write them.  Also request the name of a back-up to confirm interviews if your contact is not available.

Follow this advice and you will fill at least 50% more business that is written! This is a small sampling of the type of training offered for recruiters and account executives in our new online Tutor products which is now offered in Video, Written and Audio Formats.  Please click here to talk to one of our experts about your training challenges so we can figure out the best solution to provide you with increased sales and profits!