9. d. Business Development
Much like with candidates, clients should also be source-coded when added to your
CRM so placement fees can be tracked back to source.
Keep in mind that nearly 60% of the buying decision is made before Sales Rep
involvement and that 75% of Buyers consult social media during the buying process.
What potential clients see of you – both your Consultants profiles and your Company
and Career Pages – will make an big impact in them responding (or not!) to your
contact be that InMail, email or a phone call.
5 Tips for improving ROI from Business Development:
Build a Career Page audience for Clients – or at least talk to your clients within each
page
Share content aimed at Clients – showcase your recruitment and industry expertise
Summary section on employee profiles – should be written for Clients as well as
Candidates
RPS Saved Searches – have real-time insight on decision makers moving in and out
of companies
Client profiles and shared connections – use warm introductions and insight rather
than cold outreach
10. e. Internal Hiring
There is a certain irony that often the most challenging roles for Staffing Companies to fill
are hiring for themselves. With an increasingly strong economy, most Staffing Companies
having ambitious growth plans and a shortage of top talent, the war for talent in Staffing
is very much on!
ROI for Internal Hiring is measured in a number of different ways:
Cost of Rec-to-Rec fees saved
Revenue generated by the new hires
Cost of having the open headcount from considering the average revenue generated
during that time being lost and factoring in reduced time to hire
Use which ever measurement, or combination of measurements, is most reflective of
your company uses LinkedIn for Internal Hiring.
5 Tips on improving ROI from Internal Hiring:
Know your story and value prop – and tell them.
Build out a Career Page audience for internal hiring – use (good) video content
Share regular non-salesy content about working for your Company – use Sponsored
Content
Be organized – build your talent pools and plan your strategy
Get your job adverts showing ahead of your competitors – use Sponsored Jobs
11. Spend
Spend often falls in to two categories: Enterprise product spend and Consumer product spend.
Enterprise Product Spend
As we now have a broad and measurable way of calculating ROI we can look at the total spend across the
Enterprise product suite:
Building and Engagement products: Follower Advert Impressions, Employee Branding, Career Pages and
Sponsored Content
Recruitment tools: Job Slots, Sponsored Jobs and the RPS Platform
Consumer Product Spend
While none of these personal upgrade products (eg Job Seeker or Recruiter Lite) are designed for Recruitment
Companies/ Consultants, sometimes for junior employees not yet RPS-ready they are okay.
This means we can look at ROI for just the Enterprise Products on LinkedIn or across total spend or even the
total spend including free LinkedIn.com too.
Some great resources can be found in:
Build Engage Recruit Microsite