tag:blogger.com,1999:blog-57236998931165368052024-03-12T20:05:07.714-07:00Business Development - StaffingAnonymoushttp://www.blogger.com/profile/03719111314773458929noreply@blogger.comBlogger1125tag:blogger.com,1999:blog-5723699893116536805.post-68714226791308894402015-10-01T11:26:00.001-07:002015-10-01T11:26:20.362-07:00Business Development in the Staffing Industry<!--[if !mso]>
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<b style="mso-bidi-font-weight: normal;"><u><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">Business Development in the Staffing
Industry</span></u></b><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;"></span></div>
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<i style="mso-bidi-font-style: normal;"><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">By: Jill Friedman</span></i></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">To be successful at business development
you have to truly believe in the product/service you are selling.<span style="mso-spacerun: yes;"> </span>It takes an outgoing personality and having thick
skin, as rejection is a common occurrence in this industry, especially on the
business development side.<span style="mso-spacerun: yes;"> </span>Business
development in staffing has two key components, these two components are field
recruiting and cold calling.<span style="mso-spacerun: yes;"> </span>Persistence
and follow up are essential areas in this highly competitive industry.</span></div>
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<br /></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiMLjabVzii0f3EjylLOzbX6qQ2C1HSxOicog7DPPvTwDonOKZt4cwotOiVShUx-4Em2LmhlzdcqLapWxOQA20jM3eHCOFf03CxArLSFeZvaGuilautRsnuHzwAl3yGZDIyINvsRWFPtpwi/s1600/blog+photo.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiMLjabVzii0f3EjylLOzbX6qQ2C1HSxOicog7DPPvTwDonOKZt4cwotOiVShUx-4Em2LmhlzdcqLapWxOQA20jM3eHCOFf03CxArLSFeZvaGuilautRsnuHzwAl3yGZDIyINvsRWFPtpwi/s320/blog+photo.jpg" width="320" /></a><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;"></span><span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">Visiting potential clients in the field
can be very challenging yet highly rewarding.<span style="mso-spacerun: yes;">
</span>Since I have been working in recruiting I have found myself paying
attention specifically to industrial areas as I pass them on the road. This is
because during client visits' I try to knock on as many doors as I can, it also
helps me create a game plan.<span style="mso-spacerun: yes;"> </span>In addition
to visually seeing places and making a mental note, the internet and several
databases are great resources to locate your target market. </span>
</div>
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<br /></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">In order to be
the most successful on field days you want to map out your route, to use your
time in the most effective manner.<span style="mso-spacerun: yes;"> </span>I
spend about 3 days a week in the field, trying to visit between 30 and 50
locations each day.<span style="mso-spacerun: yes;"> </span>I keep a list of
every location I visit so I can reference back to.</span></div>
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<br /></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">While on location, the goal is to speak
with a Human Resources professional face to face,<span style="mso-spacerun: yes;"> </span>this proves to be a challenge many times,
being HR is usually busy with various tasks throughout the day and do not have
time for "walk-ins".<span style="mso-spacerun: yes;"> </span>When I
encounter this situation, I speak with the receptionist, explain my purpose for
my visit, and leave some information on my company, in hopes that I can get a
meeting scheduled.</span></div>
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<br /></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">After a full day out in the field,<span style="mso-spacerun: yes;"> </span>I come back to the office and go to work with
my list.<span style="mso-spacerun: yes;"> </span>Using multiple databases, I can
locate the HR's name and contact information such as email address and phone
number.<span style="mso-spacerun: yes;"> </span>This is where persistence comes
in to play and hopefully pays off.<span style="mso-spacerun: yes;"> </span>Using
the information I collect, I can now follow up and formally introduce myself to
the Human Resources Manager through email and over the phone.<span style="mso-spacerun: yes;"> </span></span></div>
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<br /></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">I spend the other 2 days of my week in
the office cold calling.<span style="mso-spacerun: yes;"> </span>Cold calling is
an incredibly important aspect of business development.<span style="mso-spacerun: yes;"> </span>The goal is to make 60-70 cold calls a
day.<span style="mso-spacerun: yes;"> </span>The success rate for cold calling
is very low, but the reward is worth the work.<span style="mso-spacerun: yes;">
</span>For every thousand cold calls you may yield between 3-5 lunch meetings.<span style="mso-spacerun: yes;"> </span>This is where thick skin really comes in
handy, as you will have a lot of hang ups and more often than not -
rejection.<span style="mso-spacerun: yes;"> </span>I personally have experienced
everything from the "brush off" to getting hung up on, however making
a connection and scheduling a meeting makes all of the rejections worthwhile. </span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;">When you land a meeting with HR, it more
often than not leads to a contract.<span style="mso-spacerun: yes;"> </span>A
contract can yield big money for the company, thus making all the work and
rejection worth it! In closing, Business Development in the staffing industry is
much like any other industry - BRUTAL, but unlike any other industry, a good
client can land you millions of dollars of revenue, Happy Hunting!<span style="mso-tab-count: 8;"> </span></span></div>
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