No Wallflowers. No Pity Parties. Just Brutally Honest Managerial Training.
This is no condensed version or bulleted one-sided webinar. This is you, your managers, and Peter leaning in hard, learning to be better business ‘parents’ by sharing ugly truths and navigating over business hurtles together. Peter will reignite your drive and share with you the 25+ years of staffing management experience that has helped build search and contract consulting firms equipped with the structure and systems to allow an owner to gradually walk away and finally enjoy the fruits of their labor. He has prepped and built up numerous firms for successful sales.
His direct style may force you to make some hard calls and may even confirm that your place is in production, not management. making that decision early rather than after disappointment can be a blessing. However, you will quickly learn that his drive comes from deeply rooted passion to make owners money and refreshed to build once again. Everyone that comes through this training says, “Why didn’t I do this years ago?”
Day 1 Lesson Plan:
Self Analysis: “Do I have what it takes to build a replicable “placement business”?
Or am I stuck with “a practice I can never walk away from?”
Expect a little uneasiness in this first session. In his typical style of brutal honesty, Peter will take you through a very real checklist of the personal traits needed for successful “business parenting”. No different than raising healthy kids: tough love, backbone and a stronger commitment to a recruiter’s final outcome, than worrying about temporary micro-management. They’ll get their “freedom” when they’re strong enough to be turned loose. It has to be earned. If you believe everyone after training should get a blue participation ribbon, this ain’t your cup of tea. If you believe your numbers are soft because your expectations have been soft…you will walk away knowing why and how to fix that, in this session.
- What are the “process systems” that are inserted into staff by owners who have successfully stepped away from daily management?
- Do you know what the bodily tempo and rhythm is in a strong recruiter and what they should be physically capable of in a day?
- Are you a “cash-in based”, look backwards manager, or an “activity consistency based”, predictive manager?
- What are the keys to finding great recruiters on purpose, not by accident?
- What and where were high performance recruiters right before becoming high performance recruiters and how do I attract them?
Day 2 Lesson Plan:
Shifting to Activity Based Management and Activity Based Incentives:
The average recruiter typically works to their level of financial comfort and then relaxes. Not the 500K+ producer. They are driven internally. The average 150-300K biller is not. They must be locked into a rhythm of activity.
True or False? As the quality of the average billers’ activity rises (better candidates, more accurate matching, pickier about accepting searches), they can literally close the same amount of placements, sometime more, with equal or even less activity. The answer is True.
Fast forward: Now you hire and start new recruiters. They now start to observe seniors working at low levels of activity (because their selectivity is better). Rookies now have their tempo set by a slower pace of activity based on skills they have not obtained. The result? New recruiters with wobbly skills learning to slow dance. Make sense?
I wonder what would happen if we locked a recruiters tempo of:
- # of Candidates recruited monthly,
- # of JO/Searches generated monthly,
- # of Sendouts/Submittals arranged monthly… into place, setting that as THE standard, AS the quality of their activity improved? What might happen to their billings?
The answer is: Billings go through the roof without adding any desks…Per desk averages rise and we have 27 years of 3-Day Morgan Management Clinic graduates that can attest to it.
Finishing up Strong.
The Morgan Quad Model: The System that Allows Management To Gradually Back Away:
This is the silver bullet. It is here that you will learn the formula for enabling your best managerial prospects to prove and climb each rung on the ladder, allowing them to build their own lil’ company inside your four walls, without disrupting your dream, or your four walls. They stay and new shoots start growing out from the inside. It ensures consistency of technique, culture and performance standards but most importantly, stabilizes and protects the “family” that is your brand. You are going to enjoy this… a lot.
Bring your questions, worries, fears, and let’s bust down those walls. Your interaction, questions, and challenges with Peter will occur throughout the program just as if he were sitting in your office with you.
$990.00 USD per person (discounts for multiple owner/mgrs), includes 2 days of live virtual training with Peter! It’s a game changer.
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