Recruiting and Staffing Marketing Performance.

1. Working Smarter
Maximizing Your Marketing Performance
and
The Business Development Scripts That Work!
Jon Bartos

2. Insuring Your Success
• The Market Today
- Unemployment rate
- Forecast for 2012
- Lots of Job Orders
• Marketing Principle #1:
It’s about Volume –
Quantity to get Quality Principle
- Make it a daily habit
• Marketing Principle #2:
It’s about the Quality of work you “Work On”
Search Assignments versus Job Orders

3. Keys to Insuring Your Success
• Marketing Principle #3:
Adding Value – the Key to
New Business
- Use Insight
• Marketing Principle #4:
You have to use a measurement tool
to determine the quality of your job order.
(Job Order Matrix)
• Marketing Principle #5:
Million Dollar Billers # of clients?
(New or Existing)

4. Seven Selling Situations
Account Contact Market/Desk Spec. Success Rate
Easiest 95-100%
Existing Existing Existing
Existing New Existing
Existing “C” Level Existing
New Account Existing Existing
New Account New Contact Existing
New Account “C” Level Existing
New Account New Contact New Market
Toughest 1%

5. Four Goals of Marketing
• Get a Send Out
• Get an alternate Job
Order
• Build a relationship by
Asking Questions
• Get Dream Candidate

6. 10 Business Development Approaches
• “A” Player Approach
• Vertical Market - Insight
• Combination
• Flip Reference Check
• Flip Recruiting Call
• Strike a Deal
• Value Proposition
• Calling about a Posting
• Exclusivity Approach
• Internal Referral
• C-Level Approach
• Question Based Approach
• Key - Making the Calls and Sharing your
Value Proposition

7. Objections to Be Ready For
• Send me a Resume
• No Openings
• Fee Concerns
• Talk to HR/Someone else
Role Play, Role Play, Role Play

8. The Critical Primary Marketing Metrics
“Recruiting is a Science”
• NMP/JO and NMP/SA Ratio
• JO/PL and SA/PL Ratio
• QC/SO Ratio
• QC/PL Ratio
• SO1/PL Ratio – Secondary
Metric

9. How to Double My Revenue
• Ask and Get higher Fees:
a. Your Percentage
b. Higher level positions
• Get your JO/PL ratio down to 2/1
• Get your NMP/VJO ratio down to 3/1
• Get your QC/SO ratio to 1/1
• as a last resort…double your SO’s

10. In Conclusion…
• The Market is Poised for Aggressive
Growth
• Pay attention to the
Marketing Principles
• Its about getting Volume to get Quality
• Pay Attention to your Ratios
www.rpmdashboard.com
• To Double Your Revenue
• Get successful fast –
to get you to significance

11. Jon Bartos
President & CEO
Jonathan Scott International
jon@jonathanscott.com
513.701.5904
www.jonbartos.com
www.jonathanscott.com
www.rpmdashboard.com