Successful Head-Hunting Training Event – Brussels, December 1st 2008

Recruitment Matters International is bringing its renowned one day training course - ‘Successful Head-hunting’ to Brussels later in the year.

The Trainer:
Warren Kemp is one of the most sought after specialist trainers and management consultants around today. He has been training individuals and organisations in the art of head-hunting for some 10 years. His clients span small independent start-ups to some of the major names in the recruitment industry and to date have come from 23 different countries worldwide. As well as his training and consultancy services, Warren is one of the leading audio presenters and authors on recruitment matters including Europe’s best selling audio product on head-hunting - 'How To Head-Hunt Anyone You Want To'.

Why Brussels in December?
As well as being the unofficial capital of Europe, the city is famous for its cuisine, so it’s good to find that its Christmas market is a good choice for foodies. Here, the market takes over the Grand-Place, Brussels’ commercial hub, famous for the lavishly carved facades of its guildhouses. Strings of lights cascade down from the centre, over the little chalet-style wooden huts which cluster around the square, each representing a different European country (although most of what’s on offer is the usual array of Christmas decorations and arts and crafts). There are some good food stalls, though – alongside mulled wine are stands dishing out plump French olives, mountains of Belgian chocolates, steaming plates of moules or steamed snails, jars of preserved fruits and ‘speculoos’, hard gingerbread shaped like Father Christmas. The Fish Market is transformed into a temporary ice rink in December, making it a big attraction for locals as well as visitors. Carols are filtered through loudspeakers, and jugglers, street musicians and painters brave the cold to entertain the crowds.

Why Head-Hunt?
It’s a fact that fewer and fewer individuals of real quality search for a new job when there is economic uncertainty. ‘Better the devil you know’ mentality kicks in. However there are still many excellent secure roles available. Head-hunting allows you to introduce, present and discuss those options with key individuals who are not actively on the market. Being able to head-hunt allows you to handle those vacancies that you would otherwise find impossible.
It really does ensure that the candidates you put forward to your clients are the best available. Head-hunted candidates are highly unlikely to be presented to your client by your competitors even when sharing a contingent assignment. Head-hunting is as applicable for junior positions as it is for senior ones. Head-hunting can help you get full fee assignments on a retained basis too.

Who should attend?
This busy one day participative course is suitable for consultants wishing to add head-hunting to their skill set (with a good understanding of recruitment) or for experienced search consultants wishing to formalise their knowledge. As well as the live information covered, a 60-page workbook/manual and c.4.5 hrs of back up audio material will be presented to each delegate on the day to take back to the office.

Subject matter on the day to include:

What are the benefits of head-hunting? – Be able to explain to potential clients and candidates just why head-hunting may be the solution to their situation that will help you turn ‘potentials’ into ‘actuals.’

Head-Hunting methodology; managing the process; ethics – Learn how to manage an assignment in a professional logical manner ensuring continuity and consistency of results and enhance your own reputation along the way.

Name gathering – including market mapping; the internet – Being able to identify and target an effective list of potential contacts will ensure the success of the assignment. Doing it in a timely way is vital.

How to get through – When armed with your contact list, the next potential obstacle is the receptionist, secretary or PA. But what if you can’t get through to the one person ideal for the role? Learn how to get through time and time again, no matter the situation.

Rapport, commitment & control – Those first few opening moments over the phone are crucial if you are to extend your ‘air time’ into a meaningful two way fact finding conversation. Although you cannot control people, you can control process and gaining the candidate’s commitment is the key. Learn the tried and tested ways to do just that.

The head-hunt call & subsequent conversations – Knowing what you are going to say is half the battle. Knowing how and when to say it is the other half. Few recruiters without formal head-hunt training really know just how to do that. Learn the methodology and psychology behind a truly effective opening to a prospective candidate and how to link information gathered from the candidate previously into each subsequent stage of the consultant/candidate relationship.

Overcoming objections and reactions – Practice really does make perfect. “Where did you get my name?”, “I’m happy where I am”, “Who’s your client?” and a dozen others come up time and time again. Being able to overcome these responses to the candidate’s satisfaction is the key to starting a long lasting business relationship. This session will give you the tools to do that.

Overview of the client pitch and fee structure – While the focus of the day is geared towards uncovering ideal candidates for key roles, this session will give you a strong understanding of how to win a client pitch at a fee rate that is appropriate for the work involved.

The resignation – More and more candidates than ever before are being tempted by counter offers from their existing employer. Learn the steps involved throughout the process that will minimise that risk.

Investment:
£325+VAT (where applicable) per first delegate and ‘Bring A Friend’ (BAF) for £245+VAT (where applicable).
Examples: One delegate £325, Two delegates £570, Four delegates £1140

How do I book? Please complete the booking form and email, post or fax it to info@recruitmentmatters.com or fax number +44 (0)1483 761709. If you have any further questions, please do not hesitate to call 0800 0749289/+44 (0)1483 755559 and ask for Emma or Ken.

Call us for an in-house quotation.