Strategic Selling Masterclass part 3

Transcription

1 Strategic Selling Masterclass part

2 Actions

3 I would rather be a crazy optimist than a pessimist that is right

4 lessons from the are you pessimistic, realistic and / or optimistic about the future of your business?

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6 lessons from the current realities we are facing

7 lessons from the the market conditions

8 However you look at it, the UK economy is in some degree of discomfort right now Market Conditions lessons from the > 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?

9 The typical economic cycle Market Conditions lessons from the recession recovery trough

10 Are these the signs of a looming recession? Market Conditions lessons from the > 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

11 lessons there's a 33% from chance of the a Brexit-induced recession in the next 6 months Credit Suisse

12 Economic discomfort is global Market Conditions lessons from the

13 lessons from the VUCA volatility I uncertainty I complexity I ambiguity

14 lessons from the the competition

15 1. Competitive Technology lessons from the 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 * Market Conditions Competition Artificial Intelligence Video Interviewing Collaborative Hiring Tools Gamification Intelligent Social Channels Augmented Reality Etc etc etc * ref: Staffing Industry Analysts

16 HR Tech focus is shifting further from automated processes lessons to automated from productivity, the linking everything HR together to allow organisations to recruit with greater agility I speed I efficiency I objectivity

17 2. Competitive Talent Pools lessons from the 4.5% 3.9 the current UK unemployment rate - the lowest level since 1975 the number of people of working age (15-64) for each person aged 65+ in 2050 (currently circa 8) Market Conditions Competition 67% of HR leaders believe the war for talent will be one of the most pressing issues for their workplace in the near future 21% by 2047, for the first time in history, a higher proportion of people will be aged 60 and over than under 15 (20.8%) * ref: United Nations

18 3. Competitive Agencies lessons from the 25% 26,500 current number of recruitment agencies registered in the UK of the current UK recruitment industry revenue is generated by the 25 largest, privatelyowned recruitment firms * Market Conditions Competition 5,000 Number of new agencies registered in the UK in % of agencies in the UK with less than 250k turnover * ref: Clearwater

19 lessons from the the reputation of the industry

20 lessons from the it takes 20 years to build a reputation and 5 minutes to ruin it Warren Buffett

21 The impact of getting it wrong lessons from the Cost of Candidate and Client Acquisition Referrals Charge Rates Customer Retention Customer Penetration Employee Engagement Market Conditions Competition Market Reputation

22 What are people saying about us? lessons from the 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 Market Conditions Competition Market Reputation

23 The Recruitment Industry s NPS 11% lessons from the 14% = NPS % 12% 10% 12% 10% Market Conditions Competition Market Reputation 2% 2% 1% 2% * ref: Staffing Industry Analysts

24 so what is there to be optimistic about?

25 there is huge opportunity lessons from the ahead of us, but only some will capitalise and maximise 9% a robust compound annual growth rate (CAGR) ref: REC

26 a 1% improvement across just 5 lessons from the performance levers can literally transform your performance and profitability overnight #marginalgains

27 lessons from the so here is what you need to know

28 Markets Competition Reputation lessons The markets are not getting harder, from The competition is there to the force they are just getting different you to up your game The reputation of others enables you to gain competitive advantage The volatility of the markets create new opportunities Your strategies today should focus on Tomorrow s markets The candidate shortages are creating more demand for us Technology is an enabler of the human process of recruitment The quality of your service delivery is your key USP Your existing customers are where you will find tomorrow s growth Performance Your 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

29 Markets Competition Reputation lessons Consolidate and lock in your from Use technology to enable you the to current customer base, now service your customers and 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 The Engine Room candidates with greater: agility speed efficiency objectivity Keep the client and candidate interactions humanised and focus on productivity, not process 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 Replace 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

30 Dear Optimist, Pessimist and Realist, lessons from the Whilst you guys were all busy arguing about how full or empty the glass of water was I drank it! Best wishes, The Opportunist

31 The Orbit Objective Reality Brainstorm Implementation Strengths and Opportunities Timing lessons from the Weaknesses and Threats

32 Mini-Masterclass

33 CLIENT Suppliers lessons from the Trusted Advisors

34 Advisor From Wikipedia, the free encyclopedia An advisor is normally a person with more and deeper knowledge in a specific area lessons and usually also includes persons from with cross functional and multidisciplinary the expertise. task specific consultant. challenge An advisor's role is that of a mentor or guide and differs categorically from that of a consult educate advise

35 Coaching From Wikipedia, the free encyclopedia Coaching is a training or development process via which an individual is supported lessons while achieving a specific personal from or professional competence the result or goal. offers guidance as the other goes through a learning process. question 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 awareness exercise guidance

36 G Opportunity Successful Outcome(s) Coach R R easoning Truths Advise O W D ebate lessons from the E vidence Measurable Proof Risk Options Probability Vs Severity Coach Advise Coach

37 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 w w w. i n n e r g y. c o. u k

38 lessons from the O O D A

39 O Observe What is the freeze? lessons from the O Orient What makes it a problem? D Decide What are the options? A Act What has to happen next?

40 lessons from the Agree Clarify Explore

41 lessons from the Negotiation (decoy pricing)

42 lessons from the What prevents sales professionals from closing?

43 The Commitment Close The Silent Close The Contra / Pro Close lessons from the The Limited Availability Close The Competitor Activity Close The Emotional Close The Alternative Close

44 lessons from the bringing it all together (marginal gains)

45 VUCA

46 New People Candidates 1% 1% 1% Process 1% 1% 1% 1% 1% 1% Existing 1% Clients 1%

47 lessons from the what are you going to do?

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