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In the present marketplace for talent, few companies
are claiming full satisfaction with their recruiting practices.
In information technology, and particularly in software sales
organizations, recruiting can be particularly troublesome.
truly excellent salespeople and sales engineers are actively looking
for new positions. Discontinuities often exist between sales management
and corporate recruiters. Each side cites the other for lack of
understanding of what the sales environment and the company's
own culture require of job candidates. Pressure to meet hiring
goals encourages a Darwinistic approach to hiring, with commensurate
high turnover and staggering associated costs.
Yet, some companies are flourishing under those same conditions.
And the upside associated with simply taking prudent measures
to assure your survival is too great to forego. Earlier this year,
Watson Wyatt Worldwide, in their Human Capital Index Study of
400 publicly traded companies, wrote that "recruiting excellence"
was responsible for a 10.1% increase in market value.
Try plugging that figure into your company's share price. Then
extrapolate it to your 52-week high.
We teach companies the art and science of excellent recruiting.
Can we help you?
We're a company with
a very specialized charter. For the right organization, we can
add real, measurable value and top line growth.
We specialize in finding, qualifying and evaluating great business
applications software sales and pre-sales people, sales, technical
and project managers, product and process consultants and applications
instructors. Whether your business is apps software, e-commerce,
telecommunications, or any other information technology discipline,
mature or a dot-com start-up; we've helped organizations like
yours achieve higher sales volumes and greater customer loyalty
through excellent people.
If you fit this description, please keep reading.
Strategies Offers Full-Service
Recruiting for Information Technology Companies
provides full-service retained recruiting services to a select
group of companies. This is a true, turnkey service that incorporates
all of the components of our unique, competency-based selection
methodology, and delivers them just as an in-house recruiter would.
This lets you begin to implement our methodology while simultaneously
using our recruiting expertise to build your organization.
Selection Strategies’ family of services are interrelated
and mutually supporting. These services can be provided individually
based on need, but were designed as an integrated toolkit; a life-cycle
management system that aligns recruiting with sales and addresses
every step of a successful hiring practice: Planning - Prospecting
- Qualifying - Evaluating - Closing - Coaching. Each phase of
this methodology addresses a critical step in finding, assessing,
hiring and retaining your key people.
When conducting recruiting
engagements, we function as an extension of your staff and act
as a member of your organization; we become an integral part of
building your team and work closely with executives, hiring managers,
other recruiters and human resources professionals. We do not
function as "headhunters," simply filling your open
headcount. As your recruiter, we take a long-term view that includes
how well your new hires perform. And we provide post-hire guidance
to make sure you get their highest level of performance.
Decision Support Tools
Our mission is to help you to develop a keen eye for talent. Unfortunately,
there are no foolproof litmus tests for identifying individual
talent. Some people believe that sizing up a person's capability
is an art in which a few are gifted enough to do well. We believe
it is a combination of art & science, but it is also a skill
that can be learned and improved through constant practice.
Just like Decision Support Systems that are designed to provide
managers with critical performance indicators and financial or
operational data aid them in making strategic or routine judgments,
we provide information to aid in the hiring decision.
Our Decision Support
Services are designed to be an integral part of your interviewing
and evaluation process. Grounded in our In-SITE (In-Depth Sales
Interview & Trait Evaluation), these services can facilitate
in your assessment of a candidate before you make the critical
decision to hire, or they can serve as an aid to the manager
trying to coach the sales team to peak performance, or help
a poor performer improve.
The In-SITE is
a comprehensive, competency-based interview conducted over the
telephone. It assesses the candidate's suitability for a position
by evaluating their Motivations, Thinking, Acting & Interacting
behaviors and offering a comparison to the Hiring Model you've
established. The report you receive contains quantitative data
as well as a detailed qualitative assessment of the candidate's
positive attributes and "red flags" with specific
recommendations to ensure a thorough evaluation before you decide
to hire. If you decide to hire the individual, we will follow-up
with the hiring manager at the 90 and 180 day marks. We then
provide a MAP (Manager’s Action Plan) that focuses on
specific actions that can be taken to leverage the person's
strengths, eliminate or compensate for their weaknesses, and
manage them to high levels of performance.
Perhaps you already have a
recruiting operation but need to optimize its performance. Or
you might be a high-tech start-up looking to grow your company
and build both your sales force and a competitive recruiting department.
Or maybe you're looking to outpace your competition by adopting
the best possible recruiting practices.
Whether you need minor adjustments
or major process improvements, we can assist through the application
of our Hiring Intelligence model. We can help you in:
benchmarking your top performers
and creating a Hiring Model.
developing a comprehensive
Sourcing Plan designed to get more and better qualified candidates.
devising a Sourcing Strategy
intended to build "brand identity" and attract the
best talent available.
- performing Capacity Planning to identify
the ideal size of your recruiting organization to support your
growth plans and achieve high quality hires.
- developing your hiring team's skills as
interviewers and evaluators of quality prospects.
- negotiating appropriate, competitive offers.
- coaching and developing your new hires
for maximum performance.
- evaluating current "problem"
staff and determining/developing their potential.
In every phase of the recruiting
cycle, we can assist you in finding points of leverage, improving
process performance and implementing new techniques.
Selection and Interviewing
Training for Information Technology Companies
Our training philosophy is to build
real, immediately useful skills, not just to pass information.
Our programs include:
- traditional instructor-led
where skills are developed and practiced,
sessions, called In-Progress Reviews, which focus on honing
and refining the skills introduced in the classroom.
Our training is
designed to meet your specific needs...
We have a
new, two-day course - "Recruiting for Talent"
- that encompasses our entire Hiring Intelligence
methodology. The course covers everything from developing
your hiring models through sourcing for candidates, interviewing
them, hiring them and managing them for peak performance.
It is recommended for managers responsible for all aspects
of the recruiting process, any manager seeking to be involved
in the various phases of the recruiting process, recruiters
and human resources professionals responsible for delivering
recruiting services, and venture capitalists looking for
a first-rate answer to the search for IT sales talent.
If you are
specifically involved in the interviewing and evaluation
of candidates, you may want to take a class from our "Interviewing
for Talent" Series - which includes modules addressing
major areas of field operations, such as Management, Sales,
Sales Support (Pre-Sales), and Post Sales (Project Management,
Implementation Consulting & Training).
provide in-depth instruction, practical exercises and real-world
case studies that introduce students to the principles, concepts
& techniques of the Hiring Intelligence methodology.
The course materials include a student workbook and reference
guide in hard-copy and CD-ROM.
In addition to the standard training materials, each student
receives The Manager's Toolkit, an MS Access (for Windows
95/98 & NT platforms) database that contains over 500
interview questions, pre-defined interview scripts and guidelines
for conducting focused & insightful competency-based interviews.
The Manager's Toolkit provides a software application on your
computer desktop that offers ready assistance in assessing
your critical job candidates.
a senior sales or venture capital executive who wants
to learn how to make competency-based recruiting work
for you, we offer a two-hour survey course called "Ten
Principles of World-Class Recruiting." This course
teaches the high-level essentials of Hiring Intelligence,
and enables executives to assess the value of our methodology.
We offer this course in conjunction with our recruiting
partner, Strategic Software Resources of Natick, MA.
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