The Factors Involved In Qualifying Recruitment Sales Opportunities

Question 1

Questions to ask to establish whether a lead is worth pursuing?

Answer 1

• what, and how big, are the opportunities?
• can we compete?
• Is it worth winning?
• will we get paid?

Question 2

What, and how big, are the opportunities? - what are we looking into with this question?

Answer 2

• do they recruit the type of staff we can supply?
• are they in a geographical area we operate in?
• Do they use agencies?
• how will they want to work with us?
• are they financially sound?
• will candidates want to work there?
• what recruitment process do they follow?
• how often do they recruit?
• what are their recruitment trends?
• how effective is their current recruitment method?
• What are their staffing supply problems?
• Do they have high staff turnover?
• have they used us before?
• do they have a recruitment budget?
• How do they cover for recruitment contingency?
• Do they use both temp and perm staff?

Question 3

Can we compete? - what are we looking into with this question?

Answer 3

• who does what for them currently?
• what are the rates and arrangements?
• what service level agreements are in place? Can we afford to work without these?
• how much work and time is involved in getting a deal signed?
• what is the timeframe for the work once approved?

Question 4

Is it worth winning? - what are we looking at with this question?

Answer 4

• do they operate ethically?
• does their brand complement our brand?
• will the client’s brand association benefit our business?
• do we have the staff, time and money to manage the account effectively?
• what are the consequences of not having the business?
• what are the consequences of not delivering?

Question 5

Will we get paid? - what are we looking into with this question?

Answer 5

• is the potential client credit-worthy?
• is there a track record of stability at the potential client?
• any known issues regarding downsizing or redundancies?

Question 6

What additional sources of info can be used?

Answer 6

• Company brochures
• front line staff and gatekeepers
• client themselves
• colleagues
• other departments

Question 7

How is all the data assessed together?

Answer 7

Data from sales leads and activity from buyers logged using a sales tracking (CRM) system - data collated to produce a dynamic score

Question 8

Progressing with the opportunity - what are the next steps?

Answer 8

• detailed research
• establish clear and time-bound goals
• plan realistic actions and tasks