Presented by Marc Cohen at the UK Recruiter Recruitment Industry Conference in November 2012

1. Winning New Clients
Building Revenue Streams
UK Recruiter End of Year Conference 2012
MARC COHEN
ConSol Partners Ltd
November 2012

2. Contents:
• State of the industry
• Importance of markets
• Developing a BD strategy
• Working in ‘hot markets’
• Building new revenue streams
• Developing solutions for YOUR business
c) ConSol Partners Development Academy 2012

3. Intro to speaker
• Marc Cohen is founding Director of ConSol Partners
• 0-£10m in sales in 4 years, 50+ staff
• Made 2012 Sunday Times Fast Track 100
• Focus on UK + international markets – made placements in 39 countries
• Clients include Cisco, HP, Expedia, Tesco, MTV, ITV, BP
• Dale Carnegie Trainer - delivered programs to over 1000 people, across 8
different industries.
c) ConSol Partners Development Academy 2012

4. Recruitment Industry Today
The UK recruitment market shrank by nearly 30% in 2008-2010.
• 2006 £17.8 billion
• 2007 £22.0 billion + 24%
• 2008 £27.0 billion + 23%
• 2009 £22.5 billion - 17%
• 2010 £19.7 billion - 12% (cumulative 27% drop over 2 years)
(* Figures from REC)
Yet we have also seen some companies grow rapidly year on year – seemingly oblivious
to global economy in meltdown.
How did they achieve this?
c) ConSol Partners Development Academy 2012

5. Recruitment Industry Today
How did they achieve this?
 Training – up skilling staff
 Staff retention – greater ROI per head
 Key customers not affected
 Won major staffing project
 Tied up long term deals (contractors, RPO)
 BD Strategy - Targeted the right markets at the right time
c) ConSol Partners Development Academy 2012

6. Importance of market strategy
Most recruiters tend to work historic markets that are ‘tried and trusted’.
Their focus on new sales is around…….
Pitching, Account management, Objection handling, Negotiation fees etc..
As the economy evolved many companies did not change to review what
markets they are working and why.
Today is about creating a strategy behind BD in order to have the right tactics
to bring in additional revenue for an expanding division or business.
c) ConSol Partners Development Academy 2012

7. Expansion Methods
1. Sell our existing service to NEW companies
= Winning new clients
2. Provide new solutions to existing client base
= Building alternative revenue streams
c) ConSol Partners Development Academy 2012

8. Winning New Clients
How can a company/division/individual develop a winning BD strategy?
Build on your existing success…..
Competitors of existing clients – easier to build credibility, re-use candidates, create
competition, build network in one space, domain expertise, same marketing
Action: Select your top 5/10/50 clients – research their closest 4 competitors. Are you in contact with
these 20/40/200 companies?
Partners of existing clients – use network to make introductions, cross over with
candidates
Action: Does your client have a partner page on their website? DO they have close ties with other
businesses? Research the partners as above. Are you in contact with them?
c) ConSol Partners Development Academy 2012

9. Winning New Clients
International locations of existing clients – already working with them, chance
build traction in new territory, less saturated than UK, often higher fees
(Europe), helps client retention
Action: Map out geographic locations of key clients, Identify several hiring managers in each region
and canvas. Use your existing agreement/relationship.
Periphery/cross over markets of clients and candidates – Many markets are
interconnected and converging. (For example recruitment + HR or recruitment
and direct sales). Your existing candidates can be used + larger client pool
Action: Have a team brainstorm session to track where opportunities might be for cross over sales.
Track recent candidates your were working with but did not place.
c) ConSol Partners Development Academy 2012

10. Winning New Clients
New hot markets based on research, network, interviewing, candidate leads
Action: Organise a future market session – each consultant presents on new area/development
they believe will be key in the next 2-3 years.
Networking opportunities through former clients and candidates is generally
overlooked. Warm business, instant credibility, higher fees.
Action: Ask each client to refer you to either a candidate or company. Easy but rarely done.
Opportunistic hires – if you see a great consultant in a new area
Action: Ensure your recruiting channels are aware you will look at new markets.
You must take an active interest in research and strategy – not simply input of
calls/vacancies etc.
c) ConSol Partners Development Academy 2012

11. Building New Revenue Streams
How do you separate yourself from your competition?
What can you do for clients beyond sending CV’s?
 Pareto Law – Sales training and recruitment
 Engage Education – iDay
 ConSol – International Campaign Recruitment
 C-Serv – Professional Services
These could be VAS, chargeable services or increasing existing fees.
c) ConSol Partners Development Academy 2012

12. Building New Revenue Streams
GROUP CHALLENGE
Three new ideas to generate revenue, VAS or increase fees.
Cross section that may apply specifically to your company, those in your group
and recruitment as a whole
The best people to advise are outsiders to your sector – fresh ideas!
Example idea: Payroll solutions
c) ConSol Partners Development Academy 2012

13. Building New Revenue Streams
Some Ideas:
• RPO/Managing recruitment process
• Recruitment Training
• M+A
• Interim recruiters – sell billable time and not candidates
• Start Up Consulting – locations, offices, compliance, lawyers, accountants
• Payroll solutions
• Executive seminars
c) ConSol Partners Development Academy 2012

14. Action!
• Commit to BD research and strategy per individual, team, division and
whole business
• Leverage your existing success in your business
• Consider reducing investment in ‘traditional’ markets that are not bringing
significant return
• Create new solutions – will help retain clients and separate from
competition and earn the revenue that accompanies this
IMPLEMENT ONE SOLUTION FOR BD AND ONE NEW REVENUE IDEA BY JAN 1ST
ConSol Partners Development Academy 2012