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Strategic Selling Masterclasspart 3
lessons from the saddleare you pessimistic, realistic
and / or optimistic about the future of your business?
lessons from the saddle
current realities we are facing
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lessons from the saddle
However you look at it, the UK economy is in some degree of discomfort right now…
> Underinvestment by government
> Delayed investment by large companies
> A loss of confidence
> Falling real wages
> The likely loss of skilled EU workers
> The potential of losing frictionless access to the EU market
> Devaluation
The effects of Brexit?
Market Conditions
lessons from the saddle
Market ConditionsAre these the signs of a looming recession?
> Household Spending Down
> Living Standards Squeezing
> Value of the Pound Dropping
> High Street Sales Slumping
> Retails Sector Growth Declining
> Employer Confidence Falling
> Inflation Rising
> Import Costs Increasing
lessons from the saddle
there's a 33% chance of a Brexit-induced recession in
the next 6 monthsCredit Suisse
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lessons from the saddleVUCA
volatility I uncertainty I complexity I ambiguity
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lessons from the saddle
1. Competitive Technology
The Global staffing market grew by 5% in 2017 while online staffing platforms are growing at a rate of between 40% to 60% per annum *
Competition
* ref: Staffing Industry Analysts
Artificial Intelligence
Video Interviewing
Collaborative Hiring Tools
Gamification
Intelligent Social Channels
Market Conditions
Augmented Reality
Etc… etc… etc…
lessons from the saddle
HR Tech focus is shifting further from automated processes to automated productivity, linking
everything HR together to allow organisations to recruit with greater…
agility I speed I efficiency I objectivity
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lessons from the saddle
2. Competitive Talent Pools
* ref: United Nations
Competition
Market Conditions
4.5%the current UK
unemployment rate - the lowest level since 1975
67%of HR leaders believe the war for talent will be one of the
most pressing issues for their workplace in the near future
by 2047, for the first time in history, a higher proportion of
people will be aged 60 and over than under 15 (20.8%)
21%
the number of people of working age (15-64) for each
person aged 65+ in 2050(currently circa 8)
3.9
lessons from the saddle
3. Competitive Agencies
* ref: Clearwater
Competition
Market Conditions
26,500current number of
recruitment agencies registered in the UK
5,000Number of new agencies
registered in the UK in 2016of agencies in the UK with less
than £250k turnover
60%
of the current UK recruitment industry revenue is generated by
the 25 largest, privately-
owned recruitment firms *
25%
lessons from the saddle
the reputation of the industry
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lessons from the saddle
it takes 20 years to build a reputation and 5 minutes to ruin it
Warren Buffett
lessons from the saddleCost of Candidate and
Client Acquisition
Referrals
Charge Rates
Customer Retention
Customer Penetration
Employee Engagement
Market Reputation
Competition
Market ConditionsThe impact of getting it wrong
lessons from the saddle
What are people saying about us?
Market Reputation
recruitment consultants are
recruitment consultants are scum
recruitment consultants are
recruitment consultants are liars
recruitment consultants are awful
recruitment consultants are rubbish
recruitment consultants are idiots
recruitment consultants are a waste of time
Competition
Market Conditions
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The Recruitment Industry’s NPS
* ref: Staffing Industry Analysts0 1 2 3 4 5 6 7 8 9 10
11%
2% 2%1%
2%
10%
14%
12%
24%
12%
10%
-42 +23 = NPS -19
Market Reputation
Competition
Market Conditions
lessons from the saddle
there is huge opportunity ahead of us, but only some will
capitalise and maximise
a robust compound annual growth rate (CAGR)
9%
ref: REC
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lessons from the saddle
a 1% improvement across just 5performance levers can literally transform your performance and
profitability overnight
#marginalgains
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lessons from the saddleso here is what you need to know
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lessons from the saddle
The markets are not getting harder, they are just getting different
The volatility of the markets create new opportunities
Your strategies today should focus on Tomorrow’s markets
Markets
The competition is there to force you to up your game
The candidate shortages are creating more demand for us
Technology is an enabler of the human process of recruitment
Competition
The reputation of others enables you to gain competitive advantage
The quality of your service delivery is your key USP
Your existing customers are where you will find tomorrow’s growth
Reputation
PerformanceYour greatest opportunity for sustained growth is by driving up the middle average of your business
By evaluating the inefficiencies of your existing activities, you create huge opportunities for improving outcomes
lessons from the saddle
Consolidate and lock in your current customer base, now
Understand the 3-5 year future of the markets you currently work in
Identify new pockets of growth within your current markets
Identify new market opportunities in tomorrow’s growth markets
Markets
Use technology to enable you to service your customers and candidates with greater:• agility• speed• efficiency• objectivity
Keep the client and candidate interactions humanised and focus on productivity, not process
Competition
Measure your current market reputation and act upon it
Deliver celebrity levels of service to clients and candidates
Use online marketing and social selling as your power tools
Penetrate your existing client base and maximise client lifetime values
Reputation
The Engine RoomReplace “aspirational” KPIs with “minimum” standards of performance across each component of your vitality curve
Monitor and make marginal adjustments to the performance levers of the Engine Room
lessons from the saddle
Dear Optimist, Pessimist and Realist,
Whilst you guys were all busy arguing about how full or empty the glass of water was… I drank it!
Best wishes,
The Opportunist
lessons from the saddle
Objective
Reality Brainstorm Implementation
Strengths and Opportunities
Weaknesses and Threats
Timing
The Orbit™
lessons from the saddle
Advisor
From Wikipedia, the free encyclopedia
An advisor is normally a person with more and deeper knowledge in a specific area
and usually also includes persons with cross functional and multidisciplinary
expertise.
An advisor's role is that of a mentor or guide and differs categorically from that of a
task specific consultant.
challenge
advise
consult
educate
lessons from the saddle
Coaching
From Wikipedia, the free encyclopedia
Coaching is a training or development process via which an individual is supported
while achieving a specific personal or professional competence result or goal.
Occasionally, the term coaching may be applied to an informal relationship between
two individuals where one has greater experience and expertise than the other and
offers guidance as the other goes through a learning process.
question
guidance
awareness
exercise
lessons from the saddle
O
R
D
E
R
pportunity
easoning
ebate
vidence
isk
Successful Outcome(s)
Truths
Options
Measurable Proof
Probability Vs Severity
G
R
O
W
Coach
Advise
Coach
Advise
Coach
w w w . i n n e r g y. c o . u k
Xxxx
The Decision Freeze
Created by US Air Force Colonel John Boyd, an OODA Loop
is a military model used for decision-making in air combat,
giving a pilot a greater field of vision than his opponents
lessons from the saddle
O
O
D
A
Observe
Orient
Decide
Act
What is the freeze?
What makes it a problem?
What are the options?
What has to happen next?
lessons from the saddle
The Commitment Close
The Silent Close
The Contra / Pro Close
The Limited Availability Close
The Competitor Activity Close
The Emotional Close
The Alternative Close