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Well known for her 30 year history of high dollar production and growth-oriented leadership, Kathleen has worked extensively with companies and individuals to leverage learning as a business success strategy. Clients ask Kathleen to work with them on increasing Production, Profitability and building high-performing recruiting teams in the Executive Search, Perm and Staffing industries. Having served as Chief Learning Advocate with Global Recruiters Network, Inc (GRN), Kathleen worked with the almost 200 franchised offices to implement a learning strategy that increased system-wide and individual office revenues by launching over 1000 hours of annual learning content. While National Practice Leader with StarbridgeGroup, Inc. Kathleen worked with training and consulting companies around the world to recruit and hire executive talent to convert their business goals into reality. Her tenure in the learning business has included highs and lows in her various roles as practitioner, search team leader, building and managing a 15 person search firm, as a franchise owner and a franchise consultant and learning leader. Kathleen now works with a variety of recruiting and human capital companies as a speaker, trainer, coach and business consultant. Kathleen began her professional career in 1980 when she traveled around the country teaching sales effectiveness to thousands of fund raising executives on behalf of a national non-profit organization. After several years, Kathleen shifted into sales, starting with opening new territories and moving up to Vice President of Sales for an educational software firm. Moving into recruiting provided Kathleen with a powerful way to leverage her sales and executive experiences, and her long history of helping executives build organizations and struggle with career decisions established her as a trusted advisor and coach. Kathleen has remained a leader in the executive search industry for the last 20 years of her recruiting career, and was selected in 1995 for membership in the Pinnacle Society, a recruiting industry honor society recognizing 75 of the top executive recruiters in North America. Kathleen was honored to serve as President of this prestigious organization for 4 consecutive years, and has now returned to the organization as an honored member Emeritus. Kathleen’s core expertise is in helping others learn and get things done. Working with others as coach and consultant, she is known for helping her clients build dreams, make plans and execute to create results. Often that means laying out a roadmap, identifying roadblocks and building a detour so the journey is productive. Kathleen Kurke specializes in Productivity and Profitability Coaching in the Recruiting Industry. If you or your team would like to make better choices on working Job Orders to increase your production and pro tability, reach out to Kathleen at kathleentkurke@gmail.com.
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The ONLY Absolutely, Single Most Important Question for 2019 planning.
By Kathleen Kurke | Thursday November 30, 2018
Creating your 2019 strategic plan is probably one of the things on your very long “should” list. You “should” plan for 2019. You “should” get back in shape. You “should” clean out the garage. You “should” call your mother more often. And, you might. Or, you might not. I don’t know about you but putting something on my “should” list is in no way directly connected to getting it done.
But, let’s be optimistic and start with the list of “should’s” when it comes to Planning for 2019
You should decide how much you want to bill.
You should divide that number by your average placement to identify how many placements you need to make to hit that goal.
You should divide that number of placements you need by your SendOut/Placement ratio to identify the number of SendOuts you need in 2019 to hit your revenue goal.
You should divide that number of placements you need by your Job Order/Placement ratio to identify the number of Job Orders you need in 2019 to hit your revenue goal.
You should divide the number of SendOuts required by your Recruiting Presentation/SendOut ratio to identify how many Recruit Presentations you need to make to hit your SendOut goal and you should divide the number of Job Orders required by your Marketing Presentation/SendOut ratio to identify how many Marketing Presentations you need to make to hit your Job Order goal.
Wow. That’s a lot of should-ing on yourself.
None of which matters unless you ask yourself the #1 The ONLY Absolutely, Single Most Important Question for 2019: WHY do you do what you do?
Yup, that’s it: What’s your WHY?
• Why do you do what you do?
• WHY is that your revenue goal?
• How will you feel when you hit that number?
• How will you feel if you don’t?
• What do you lose or have to sacrifice if you don’t hit that number?
• What will you do with the money?
• How will you celebrate?
• How badly do you really want your WHY?
Once you figure your WHY, you can move on to identify WHAT you’re going to do to create those results and HOW you’re going to get it done. But, none of that matters if you’re WHY doesn’t resonate with your core on a head and heart level.
Best wishes for a meaningful WHY in 2019.
The rest will follow.
ABOUT: Kathleen Kurke specializes in Productivity and Profitability Coaching in the Recruiting Industry. If you or your team would like to make better choices on working Job Orders to increase your production and pro tability, reach out to Kathleen at kathleentkurke@gmail.com.