獵頭技能培訓(xùn)-客戶開發(fā)

1、客戶開發(fā).他是誰？他為什么參與這個行業(yè)？獵頭的心態(tài)什么是獵頭獵頭是如何運作的？客戶開發(fā)需求分析市場調(diào)查面試，評價和引薦聘用提供必要的后續(xù)跟進.BD的流程 市場定位搜集市場信息 了解購買需求 約見 客戶/工程評價 簽定合同 .市場定位行業(yè)專業(yè)領(lǐng)域地理位置Wide discipline in a narrow geography or narrow discipline in a wide geography .搜集市場信息 行業(yè)的根本現(xiàn)狀及趨勢行業(yè)的主要分布范圍行業(yè)的指點者行業(yè)新星曾經(jīng)的行業(yè)指點者行業(yè)的主要職位及相關(guān)候選人 .建立他的潛在客戶清單Client BankTalent Bank.BD

2、信息來源朋友/同行引薦候選人推薦參與社交活動-英商會招聘網(wǎng)站或主頁上的招聘信息-cold call背景調(diào)查.了解購買需求有沒有運用過獵頭效力有沒有預(yù)算？預(yù)算大約是多少?目前有沒有vacancy, 一年大約有多少會運用獵頭效力的位置從過往閱歷來看，哪些位置對于他們的招聘任務(wù)來說是最困難的未來一年到三年內(nèi)，他們公司有什么開展/擴張方案？涉及哪些區(qū)域？.GatekeeperAssistant/HR不起決議性作用，但能把他檔在門外以不犯錯誤為任務(wù)目的信息源我們要做的就是盡量在他們身上獲取更多的信息及盡快通.Decision Maker：HR/Division Head/CEO/Boss手上有預(yù)算對需求

3、有明晰的了解甚至可以發(fā)明需求對聘用有決議性的作用有最終決策權(quán)關(guān)注價錢、閱歷、工程操作才干、勝利案例.約見前的預(yù)備任務(wù) 客戶的主頁-客戶的簡介/招聘需求/客戶的新聞/Decision Maker的根本信息經(jīng)過網(wǎng)絡(luò)搜索客戶的新聞/ Decision Maker的采訪信息/關(guān)于客戶的評論客戶的主要需求信息及職位描畫與客戶主要需求信息相符的簡歷預(yù)備一份因應(yīng)客戶行業(yè)及職位需求的公司簡介及個人簡介公司的簡介及規(guī)范版合同客戶聯(lián)絡(luò)人的聯(lián)絡(luò)方式，最好有手機號碼和座機號碼客戶的詳細地址并估算路上所需求的時間，起碼按估算時間提早半小時出發(fā)穿著正裝.Key Questions What are the most cr

4、itical positions you need to fill now?What is your target date for filling these positions?What is your hiring process?What consequence will occur if the positions are not filled by that date?What types of positions have you found hard to fill in the past?How do you attract well qualified candidates

5、 to your company?Historically, what is the most difficult position to fill in your organization/department?Historically, what position in your organization/department suffers from high turnover?What is your standing in your industry?What specific issues or trends do you see in your industry?how will

6、 these trend affect you?How will you react to these trends?.Company/Position profile Company name:Company address:Phone:Decision maker & title:Position title:Overview of the company/divisionWhat are the three primary responsibilities of this position?How long has the position been open? Give me an o

7、utline description of your ideal candidate. When do you need them by?Whats the salary range and benefits package?Whats your hiring process and what efforts have you undertaken to date?.客戶/工程評價客戶的根本情況規(guī)模，行業(yè)位置,年營業(yè)額.客戶的市場競爭力，未來一到三年內(nèi)的開展方案客戶有沒有運用過獵頭，有沒有支付獵頭費用的習(xí)慣能否與Decision Maker面談能否情愿支付定金？對位置的要求能否明晰？能否符合市場實踐情況？薪資能否具有競爭力？職位的緊急程度平均每年運用獵頭的位置及每年的獵頭預(yù)算