the journey from order taker to consultant
TRANSCRIPT
The Journey from Order
Taker to Consultant
11/14/2018 1
The Journey from Order
Taker to Consultant
11/14/2018 2
S
O
A
P
ubjective
bjective
nalysis
lan
Business Development Call
Recruiting Call
Candidate Screening Interview
Assignment/Search-Job Order
Contract
Submittal
Interview Prep
Sendout
Interview Debrief
Close
Referral
QC Call
THE PLACEMENT PROCESS
Send outInterview Prep
Submittal
Contract
Assignment/Search-Job Order
Candidate Screening Interview
Recruiting Call
Business Development Call
Interview Debrief
Close
Referral
QC Call
The Journey from Order
Taker to Consultant
11/14/2018 3
THE PLACEMENT PROCESS
Business Development/
Recruiting Call
Assignment/Search
Interview Debrief
THE PLACEMENT PROCESS
Business Development/
Recruiting Call
Assignment/Search
Interview Debrief
Assignment/Search
The Journey from Order
Taker to Consultant
11/14/2018 4
ConsultantOrder Taker
Am I perceived as an Order Taker?
Case Study
A CEO of a global engineering/construction company needs to hire an executive assistant within the next 45 days. You ask…
The Journey from Order
Taker to Consultant
11/14/2018 5
Questions
Why is this position open?
What are key responsibilities?
Microsoft Office skills?
Interviewing process?
Is there travel?
Is this direct hire?
Comp Package?
What would attract someone?
Why is this position open?
What will you miss about the incumbent leaving?
What would you like to improve with this hire?
If you don’t hire in the next 30 days, what problem will that cause?
Questions
Why is this position open?
What are key responsibilities?
Microsoft Office skills?
Interviewing process?
Is there travel?
Is this direct hire?
Comp Package?
What would attract someone?
Who is the best person you’ve ever had in this role?
Who was the person who didn’t perform well?
WHY?
The Journey from Order
Taker to Consultant
11/14/2018 6
ProblemCompensation
Process
Specifications
Problem Compensation
Process
Specifications
Situation
Pain
Impact
Needs Payoff
The Journey from Order
Taker to Consultant
11/14/2018 7
Questions
Why is this position open?
What are key responsibilities?
Microsoft Office skills?
Interviewing process?
Is there travel?
Is this direct hire?
Comp Package?
What would attract someone?
Why is this position open?
What will you miss about the incumbent leaving?
What would you like to improve with this hire?
If you don’t hire in the next 30 days, what problem will that cause?
Questions
Situation ProblemImpact
Situation
Pain
Impact
Needs Payoff
The Journey from Order
Taker to Consultant
11/14/2018 8
Work Load
Volume of Activity
Deadlines
Systems and Processes not functioning
properly
Lack of in house knowledge/ Training
time
Transitions
What problems are caused by
someone leaving?
How hard will it be for someone to
step in to this role?
Personality traits or conflicts
Top performer they would like to
clone
Past employee who hasn’t worked out
Current personalities to deal with
The Journey from Order
Taker to Consultant
11/14/2018 9
Sink Hole
Pitch and Tell
Sink Hole
Probe to Sell
Subjective
Objective
Analysis
Plan
The Journey from Order
Taker to Consultant
11/14/2018 10
THE PLACEMENT PROCESS
Business Development/
Recruiting Call
Assignment/Search
Interview Debrief
THE PLACEMENT PROCESS
Business Development/
Recruiting Call
Assignment/Search
Interview Debrief
Case Study
You work a local market, and hear that one of the largest distributors of automobile parts is looking for an accountant. How do you make a marketing call to get their attention?
The Journey from Order
Taker to Consultant
11/14/2018 11
Relevance
: practical and especially social applicability : PERTINENCE <giving
relevance to college courses>
: the ability (as of an information
retrieval system) to retrieve material that satisfies the needs of the user
Merriam-Webster Dictionary
What you have in
common is not the
total point…
Speed and Accuracy
The Journey from Order
Taker to Consultant
11/14/2018 12
It starts with them…
You work a local market, and hear that one of the largest distributors of automobile parts is looking for an accountant. How do you make a marketing call to get their attention?
Joe, my research shows
you are the Controller
for one of the key
resources of automobile
parts in upper Great
Lakes area.
That’s exactly why I’m calling….
My company has built
one of the largest
networks of financial
executives in your
industry. When I learned
you and I had not
connected, I wanted to
reach out to you….
You work a local market, and hear that one of the largest distributors of automobile parts is looking for an accountant. How do you make a marketing call to get their attention?
Technology
Alumni
Geographic penetration
Industry niche
The Journey from Order
Taker to Consultant
11/14/2018 13
THE PLACEMENT PROCESS
Business Development/
Recruiting Call
Assignment/Search
Interview Debrief
The Journey from Order
Taker to Consultant
11/14/2018 14
THE PLACEMENT PROCESS
Business Development/
Recruiting Call
Assignment/Search
Interview Debrief
How did it go?
How long were you there?
Power of the summary
The Journey from Order
Taker to Consultant
11/14/2018 15
What I’ve heard you say
This is why it’s important to you
If you don’t accomplish this…
The Journey from Order
Taker to Consultant
11/14/2018 16
Subjective
Objective
Analysis
Plan
Open the Mind
Touch the heart
How Much You Care
The Journey from Order
Taker to Consultant
11/14/2018 17
A Father’s Lovebit.ly/A_Fathers_Love
Mike Lejeune, CPC, CTS, CERS
Million DollarInterviews
(Set of 7)
$49
lightingthepath.net/mindset
Mike Lejeune, CPC, CTS, CERSlinkedin.com/in/mikelejeune
The Journey from Order
Taker to Consultant
11/14/2018 18
To really dance, you have to be willing to let
go of the bar
-Mike Lejeune