Selected Chapter Overviews
Chapter II
Candidate Management
The candidate cycle
Sourcing candidates
Registration
Candidate updating
Chapter III
Candidate Interviewing
Interview structure
Potential difficultiesAdditional information needed
Gaining exclusivity
Chapter V
Business Development
Why people buy
Features vs benefits
The BD process
Chapter VI
Telephone Techniques
Phone vs email
Making introductory calls
Ad chasing
Lead chasing
Chapter VII
Client Relationship Building
The client cycle
Getting and preparing for meetings
Rapport and control
Closing a meeting
A simple sales pitch formula
Chapter VIII
Jobs
Taking a job specification
Gaining exclusivity
Writing great advertsSelling jobs to candidates
Chapter IX
Interview and Offer Management
Taking feedback
Offer Management
Problems and their solutions
Handling Buy-back
Chapter X
Time and Portfolio Management
Getting the most from your day
Golden rules of time management
Golden rules of portfolio (job) management