Aim

The aim of this module is to look at ways of generating new candidates other than through the traditional methods such as advertising and using the database. It will help delegates to develop their networking skills in particular. It will also look at how to sell candidates effectively to clients.

Objectives

During this module participants will have the opportunity to cover …

• discuss what we mean by networking and how it can add value to current sourcing methods
• identify contacts within your existing personal network to draw on
• identify additional sources of contacts outside your personal network
• consider how to approach existing contacts in order to maximise the chances of getting new names from them
• explore how to approach a brand new contact and gain their commitment to an interview
• consider how to qualify approached candidates thoroughly and handle any objections they may have
• look at evidence based questioning as a way of drawing good quality information out of candidates
• discuss how to uncover potential motivations to move from approached candidates
• consider how to present candidates effectively to a client

The event will be participative with a variety of training aids used to cater for the differing learning styles likely to be present in the group. To ensure the opportunity to learn is maximised roleplays will be used. Respecting the need for confidentiality delegates are invited to share their experiences in this area and to ask questions at any time.