OBTAINING JOB ORDERS

(and LOTS of them!)

ISSA
October 12th , 2010

How to Get JOB ORDERS (and LOTS of them)

 Ed keil, cpc, cers, mba
• BS Entrepreneurship - Ball State | MBA – IU
• Career Summary: Founded a landscaping
company that grew to 30 employees in 3
years. Founded a plastics company that grew
to 50 employees in 3 years. Sales, Marketing,
and Executive Management in molding and
extrusion for 15 years, 3 years as a Lean
Manufacturing Trainer/Sponsor &
Implementer.
• President of Reliance Recruiting, LLC and Plastic
Executive Recruiters, LLC.
• 6 years recruiting experience in Plastics,
Aerospace, Heavy Equipment, and Consumer
Products.
• Primarily a placer, with more than 30
placements per year, through and including
2009, averaging over
How to Get JOB 10(and
ORDERS splits
LOTS per year.
of them)
 GOALS/takeaways
• BUSINESS MODEL: Describe my business model
and how it’s gotten us through the past couple
years.
• WHY: Give a perspective on WHY it’s a good idea to
have a lot of Job Orders at any given time.
• FINDING JO’S: Provide some ideas on how to
develop a process for FINDING lots of job orders.
• HIT RATIO: Give some tips on how to LAND more of
the JO’s you discover
• SALES TIPS: provide some tips, tricks,
• IDENTIFY KEY METRICS: for success (and billing
$360K)
• FORMS: Sendout cover, questionnaire, planner,
metrics, etc.
How to Get JOB ORDERS (and LOTS of them)
RELIANCE RECRUITING
BUSINESS MODEL

How to Get JOB ORDERS (and LOTS of them)

 OUR business model
• IN A NUTSHELL….GET GOBS OF
JOB ORDERS AND ENLIST THE
HELP OF OTHERS TO FILL THEM
– I TRY TO MAINTAIN 20-30 JOB
ORDERS AT ALL TIME FOR
MYSELF (AND RESEARCHER)
– UTILIZE SPLIT
NETWORKS/TRADING PARTNERS
FOR JOBS OUTSIDE OUR
NICHE(S)
– UTILIZE RESEARCHER(S)
How to Get JOB ORDERS (and LOTS of them)
My job: Work close to the $$$
• GET NEW JOB ORDERS EVERY WEEK
• QUALIFY CANDIDATES
• PREPARE SENDOUT
PRESENTATIONS
• SOME REFERENCE CHECKING
• PUSHING CLIENTS
• ORGANIZING AND PRIORITIZING
RESEARCHER AND OTHER
RECRUITERS.
How to Get JOB ORDERS (and LOTS of them)
• ADVERTISING AND MARKETING
 MY (planned) routine:
• 8-9 Planning and IM with Recruiters
(internal and external)
• 9-11 Call Clients for JO’s (dependent
upon JO load)
• 11-12 Email/Voicemail
• Lunch or Work Out 12-1
• 1-4 Interview Candidates, Prepare
Presentations, Arrange Interviews,
etc…
• 4-5 Email/Voicemail
• 10-12 PM: Clean out Email,
How to Get JOB ORDERS (and LOTS of them)
Presentations, Marketing
 Researchers job
• IN A NUTSHELL – SUPPLY (big billing)
RECRUITERS WITH CANDIDATES SO WE
CAN WORK CLOSE TO THE MONEY
(PREPARING SENDOUTS AND
ARRNANGING INTERVIEWS) AND NOT
WITH ADMINISTRATIVE WORK.
– PRE-SORT all applicants from ads or split
networks.
– PRE-QUALIFY applicants (Questionnaire)
– IDENTIFY Passive Candidates
– Pre-sort my emails
– Prepare sendouts (my definition of a
sendout is resume to client)
– ATS work
How to (entering
Get JOB ORDERSinto database)
(and LOTS of them)
– POST advertisements
WHY FOCUS ON GETTING
LOTS OF JO’S AS PART OF
YOUR DAILY ROUTINE?

How to Get JOB ORDERS (and LOTS of them)

 Why LOTS OF jo’S?

1.OWNING THE JO IS THE KEY

TO MAKING MONEY!
2.RECESSIONS
3.DELAYS BECOME A “NON
ISSUE”
4.CUSTOMER GROWTH &
TURNOVER
5.MAXIMIZATION OF PROFIT
6.KEEP OTHER RECRUITERS
How to Get JOB ORDERS (and LOTS of them)
SWAMPED
WHAT IS CONSIDERED A “LOT” OF
JOB ORDERS?
I’d Say 20-30 (our firm has 44 as of


today, I have 25)

• I’ve found that 20+ job orders
keeps me busy & provides a
sufficient amount of HOT JOBS
(Urgent to the client).
• Only work the 4-5 hottest jobs at
any given time and prioritize
regularly.
How to Get JOB ORDERS (and LOTS of them)
• Yes, it’s a balancing act.
 Why have lots of jo ’ s? ---
THE SINGLE KEY TO MAKING
lots of MONEY IN
RECRUITING !
• “The person that controls
the job orders, controls the
money”
• You can still make
placements without
actually recruiting…you
How to Get JOB ORDERS (and LOTS of them)
 Why have lots of jo’s?
DELAYS!
• Stay focused “close to the money”
• Only work the hottest jobs (getting
interviews and feedback)
evaluating frequently (job board
A/B/C jobs)
• New customers prove themselves
as good and responsive, or let
them fade away.
• If you don’t hear from customers,
remind them you’re not working
How to Get JOB ORDERS (and LOTS of them)
their jobs.
 Why have lots of jobs?
Urgency level constantly changing

How to Get JOB ORDERS (and LOTS of them)

 WHY HAVE LOTS OF JO’S
Customer GROWTH & Turnover
• Your best customer today won’t be
there forever. “Your best customer is
one personnel change from being
your worst customer” (happened to
me many times), so you have to be
adding clients constantly.
• You have to “try” new clients to
determine if they are “good” or not.
Only about 1 in 4/5 are responsive
and pay quickly.
• Takes 40-50 “ACTIVE”
How to Get clients
JOB ORDERS (and to
LOTS of them)
weather a recession (active = given
 Why have lots of JO’s?
$$ Profit maximization $$
• MORE Placements with MORE JO’S.
– Help from others (splits)
– Occasionally fill a “C” by throwing stuff
against it. I treat bad JO’s as bad
JO’s, but still work them when
convenient and make some
placements on those.
– BIG TIME benefit with Niche : one
engineer = 6 sendouts
• INCREASE your overall PROFITS and
MARGINS
– Gives you the ability to say NO and
Quit
Howtaking
to Get JOBdiscounted
ORDERS (and LOTSJO’s
of them)without
multiples or deposit.
 SO…..
 WHERE ARE THE JO’S
HIDING ???

How to Get JOB ORDERS (and LOTS of them)

 SOME SOURCES OF JO‘S
• CURRENT AND PAST CLIENTS
• REFERRALS
• COMPANY/OTHER RECRUITER
ADS(Job Aggregators, Trade
Mags)
• COMPANY OR COMPETITOR
WEBSITES
• REFERENCE CHECKING
• MARKETING (ADS, WEB, ETC)
• COLD CALLING (in (and
How to Get JOB ORDERS person
LOTS of them)or on
 Where the JO’s are hiding
Current and past clients
• THE PATH OF LEAST RESISTANCE
– ESTABLISHED RELATIONSHIPS AND KNOWN
HIRING MANAGER
– KNOW THEY WILL PAY
– KNOW THE CULTURE AND COMPANY
– KNOW THEIR RESPONSIVENESS AND
PATTERNS
• PERSONAL CONTACT IS BEST MOST
PEOPLE JUST DON’T KEEP IN
TOUCHHowWELL ENOUGH!
to Get JOB ORDERS (and LOTS of them)
Where the JO’s are hiding
referrals
– Personal Referrals are a
FANTASTIC way to get new JO’s.
– DOESN’T HAPPEN BY ACCIDENT
• HAVE TO ASK FOR THEM
• IMPLEMENT A PROCESS
– LETTERS OF RECOMMENDATION
(ASK FOR THEM AFTER
SEARCHES)
– SURVEYS
How to Get JOB ORDERS (and LOTS of them)
 Where the JO’s are hiding chase
ads
• USE MPC OR YOUR KEY SELLING
POINTS
• INDUSTRY MAGAZINES (PERFECT
FOR NICHE)
• AGGREGATORS
– INDEED
– JOBSTER
– SIMPLYHIRED
• COMPETITOR WEBSITES (IN YOUR
NICHE How
– BUT NOT
to Get JOB ORDERSIN YOUR
(and LOTS of them)
 Where the JO’s are hiding
Reference checking
• GREAT SOURCE FOR NEW CLIENTS AND
CANDIDATES, AS THEY ARE PROBABLY IN
YOUR NICHE.
• REQUIRE CANDIDATES TO ANSWER
QUESTIONNAIRE AND PROVIDE
REFERENCES EARLY IN THE PROCESS
• ASK CANDIDATES FOR AT LEAST ONE
FORMER BOSS, ONE FORMER CO-
WORKER AND ONE FORMER DIRECT
REPORT
• SELL TO THE REFERENCE AT THE END OF A
THOROUGH IMPRESSIVE REFERENCE
CHECK.How to Get JOB ORDERS (and LOTS of them)
 EMAIL SCRIPT FOR REFERENCE CHECK

Dear John,

Mike shared your contact information with me and gave me

permission to contact you as a professional reference.  I
am working with a client who is a world-class hunting
resort, and who has interest in bringing Mr. Quinn aboard
as a key manager.  Both sides feel like the fit is good at
this point, so they have asked me to collect the opinions
of a few of Mike's select references to garner an "outside
perspective" on Mike as a manager.

Over the years I've conducted countless reference checks,

and I've found that some people prefer to "write" the
answers and some people like to "discuss" the answers.  In
addition, I've found that those who write their response
typically share more meaningful information about the
candidate.  Either way, I've found it is a good idea that
you see the questions ahead of time.  Therefore, I've
attached the questionnaire that I use as a format for the
reference interview for your review.  I will be happy to
discuss this with you real-time on the phone, or if you
prefer to simply write the answers and send it back, that
will be fine as well. 

The time sensitive deliverable is as follows

( time sensitive for Mike as the client company is
waiting on the reference checks ):   Please respond
to me with either the completed form , or a time
and best number at which to give  you a call to
discuss real - time .

Thank-you in advance for your reply,

How to Get JOB ORDERS (and LOTS of them)

 Where the JO’s are hiding
MARKETING: getting customers to come to
you
• RUN ADS IN INDUSTRY
MAGAZINES
• WEBSITE : OPTIMIZE YOUR
WEBSITE FOR INCREASED
TRAFFIC (blogs, etc.)
• NEWSLETTERS
• WRITE FOR INDUSTRY MAGS
• SPEAK AT INDUSTRY EVENTS
• YOU TUBE, FACEBOOK,
How to Get JOB ORDERS (and LOTS of them)
 HOW TO LAND THE JO’S
Cold calling A LIST
• COLD CALLING: IN PERSON
– GOOD HANDOUT MARKETING
MATERIALS
• Your process (6-steps)
• Your metrics
• Your sendout presentation
– TRASH AND TRINKETS? Something
useable.
• HOW TO BUILD A LIST
– Industry Association in your Niche (e.g.
Top 100 blow molding companies in
the US)
How to Get JOB ORDERS (and LOTS of them)
– Sales Genie, Info Usa, Hoovers, D&B
HOW TO INCREASE
YOUR HIT RATE ON
PRESENTATIONS!

(not me, by the way)

How to Get JOB ORDERS (and LOTS of them)

 Increasing YOUR hit rate
wiifm : What’s in it for me
• Has to PROVIDE VALUE, keeping in mind the
WIIFM: What’s In It For Me – “Me” being the
hiring manager (and good, well rehearsed
scripts).
– Multiple Touches: 7+ Contacts to make a sale
– Value Proposition statement
– Statistics (on target, length of stay, etc.)
– Candidate (MPC) for known or unknown need.
– Process (cover sheet)
– Free until successful
– Cost of not having someone in place
– Time Savings
– Warranty programs
How to Get JOB ORDERS (and LOTS of them)
 Increasing YOUR hit rate
MULTIPLE TOUCHES (most people give up too soon!)

• CREATE A PROCESS FOR recurring

calls, then plan and DO it.
– CRM software
– Good planner or even just a
spreadsheet
• Keep Calling &/or Emailing: It
takes 7 calls to become
“familiar”. You need to be in
front of the company when they
have a need!
• Set Goals and
How to Get JOBwork backwards.
ORDERS (and LOTS of them)
Vital contact statistics

How to Get JOB ORDERS (and LOTS of them)

 Increasing YOUR hit rate
know your VALUE PROPOSITION
• VALUE PROPOSITION “We are
contracted by a select few
industry leaders in your market
to find the very elite sales
engineering an operations
talent to support their growth
and product development.
Earlier today, one of these
highly talented a-players
mentioned your company as
How to Get JOB ORDERS (and LOTS of them)
 Improving your hit rate
brag with your statistics
• IMPRESSIVE TO QUOTE
STATISTICS SUCH AS:
– 70% of our candidates get
interviewed, and we require
that they must meet 83% of
YOUR criteria (5 of 6 key)
– 1 in 3 interviews gets hired
– Average length of stay is 5 years
4 months.
How to Get JOB ORDERS (and LOTS of them)
– We fill XX% of job orders that we
 Increasing your hit rate
Mpc presentations
• EASIEST way to get new job orders
from NEW clients.
• MPC: Most Placeable Candidate
– Must be a rare talent (4 year BSME,
proven sales star, supervisor from
a niche)
– Must be low paid (4 year BSME @
55K)
– Must be degreed, have right
experience and great stability
• MUST be a compelling presentation
How to Get JOB ORDERS (and LOTS of them)
 Create a .pdf sendout
presentation that includes a
highlighted cover sheet,
resume, questionnaire,
reference checks, letters of
recommendation.
Choose 6 key criteria with
the hiring manager and
ensure you have 5/6 or
DON ’ T SEND OUT!
Dramatically increase your
interview to submission
ratio.
USE THIS TO SELL YOUR
SERVICES WHEN YOU SHOW THE
CLIENT YOUR FORMAT , SEND A
TARGETED CANDIDATE ON THE
FORM !!!

How to Get JOB ORDERS (and LOTS of them)

 QUESTIONNAIRE

How to Get JOB ORDERS (and LOTS of them)

 Increasing your hit rate
know your process
• 6 steps
1.Define Requirements
2.Implement Search
3.Qualify Candidates
4.Present to Clients
5.Offer, Negotiate, Close
6.Follow Up
7.
How to Get JOB ORDERS (and LOTS of them)
 Increasing your hit rate we
will work for free!
• You have “No Risk”. You don’t pay
anything unless you hire. AND
• “You don’t hire unless you find the
perfect person”. AND
• We have a guarantee in place to make
sure that this person works out.
• If you can get free help, that is “talent
focused” and guaranteed, why
WOULDN’T you use us? We either
perform or it costs you nothing, and
you get to review more people that
you can’t
How tofind
Get JOBelsewhere
ORDERS (and LOTS for free.
of them)
 Increasing your hit rate
Cost of not having someone
SALES PERSON EXAMPLE: ($80K


salary=$20K fee)
• SALES GOAL: $2MM per year @
20% gross= $400,000 Per year in
EBITDA.
• Cost per day (250 days per year) =
$1600 per day.
• If we expedite
How to Get JOByour process
ORDERS (and LOTS of them) by 2
 Increasing your hit rate time
savings
• We can take this search off your plate,
prequalify, and using our process,
give you people ready to interview.
• We can put multiple people on the
project who specialize in finding
employees just like this.
• Hiring us is like hiring 500 companies
by utilizing our network of affiliates.
• We also offer Assessments, Background
Checking, Reference Checking,
DegreeHowVerification, (etc.) to
to Get JOB ORDERS (and LOTS of them)
streamline the process at our cost as
 POTENTIAL PITFALLS (of
having too many JO’s)
P rio ritiza tio n
N o n - re sp o n siv e to cu sto m e rs
L o ss o f cu sto m e rs
N o t d o in g a g o o d jo b o f scre e n in g
JO ’ s
L a ck o f fo cu s
To o m u ch w o rk ( b o o h o o )
P o o r m o ra le
How to Get JOB ORDERS (and LOTS of them)
How to Get JOB ORDERS (and LOTS of them)
How to Get JOB ORDERS (and LOTS of them)