The lifecycle
Hunt: top-down BD
John’s training starts from the market, not from a job. You choose an industry or a function, list about 50 companies, then rank them. Tier 1 is the 3 to 6 companies you work hardest, Tier 2 the next 6 to 15, and Tier 3 the rest. For each company you map the decision-makers: the CEO or GM, the HR director, the TA lead and the hiring managers. In Hire, ask Flo for the list and approve it once. Each company becomes a Target at its tier, with its decision-makers from your Contacts. Each Contact carries a BD status: Not contacted, Called, Met or Active, once they give you a job or a CV. Decide per company whether you headhunt from it or place into it, never both. While a company is a Target, Hire’s searches leave out its people, as they do for clients. Its Headhunting field, Headhunt from or Place into, overrides that.Daily targets
The training sets daily minimums: 10 BD calls, 2 candidate interviews and 3 CVs out, and a placement a month. Each month’s target is last month’s figure plus 50%. An Owner, Admin or Manager sets the numbers in Settings › Targets: BD calls and candidate interviews a day, CVs sent a week and placements a month. Each consultant sees the day’s count on Today, such as “4 of 10 BD calls today”, and the Dashboard counts the rest. Log every call, on any channel, with ⌘ E. A logged call is what the count reads.Briefing
When a client has a role, you brief: replacement or new role, why earlier searches failed, the team, the package, the interview process and the hiring manager. Flo writes a brief for the meeting 2 hours before it, in Needs you on Today. Echo records the call. Flo then reads the transcript and proposes the Job, with its salary, fee, rounds and must-haves, each quoting what the client said. You approve it, and the Job opens in Briefing.- How to prep with the meeting brief
- How to create a job from a client briefing call
- How to set rounds and the fee
Calibration search
Before you search wide, calibrate. Confirm the Job’s Ideal candidate: 3 to 8 ranked must-haves in plain words, not Boolean strings. Then run a first search on the Job’s Find candidates tab and judge what comes back. Keep the good profiles with Keep on Long list. Give feedback only on the bad ones: Skip asks why, with reasons such as Too senior, Too junior and Job hopping. Keep needs no reason. After five decisions with a reason, Flo proposes a change to the ideal candidate for the next search, and you confirm or discard it. Search again with Find more people once the first results look right. Tell Flo hard criteria in your own words, such as nationality, where someone may work, location and languages. Every later search keeps them until you change one, and Flo says when it does. Applicants from job boards go through the same check. With CV review on, Flo reads each CV against the must-haves, and you progress or reject from To review.Interviews and CV out
Screen the people you kept: push and pull factors, current and expected salary, notice. Before each call, the meeting brief proposes questions. Tick the ones you will ask and send them to Echo. When you decide to submit someone, open CV out on the Job. Flo picks who is ready, formats each CV in your template with the contact details removed, and drafts one email per candidate: three or four points of fit, then salary and notice. You send the email. Mark as sent moves them to CV sent and adds a Task to chase the client.CCMs and closing
A CCM is a candidate meeting with the client. Each one has a round (1st, 2nd, final) and a format (interview, group interview, case study) from the briefing. When the client says yes, log it, for example “client said yes, interview Tue 3pm”. Flo proposes the booking and the prep and keep-warm Tasks. CCM lists everyone who is with a client, across every Job. At offer, move the candidate to Offer, then Placed. Flo proposes the Placement with its start date, guarantee and fee, and Hire adds the invoice and check-in Tasks from its dates.- How to follow candidates at the client on CCM
- How to log client feedback
- How to record an offer
- How to manage a placement