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Grow A Recurring Revenue Stream

Grow your Contract business to ensure you earn fees week in week out

Starting on £0 billings every month can be emotional

Russell Munday is one of the leading coaches in contract recruitment

He will help you grow your Contract or Temporary business to ensure you are earning fees every week and never start the month with zero ££ in your forecast again

Why Our Program Works

  • Online Support From A Coach

    This is more than a self-service course. Russell will be online to help answer your questions and challenges as you put the theory into action

  • Contract Mindset

    Develop a contract mindset where you are able to identify contract opportunities before they reach the open market.

  • Live Webinars

    Attend live webinars each week, where you can ask Russell questions and get additional insights from special guests

Key Features

These are the key features of the program that will help you succeed

  • 8 weeks intensive training program with a weekly webinar to support your success

  • Practical exercises to help you apply the theory into practice

  • Many tools and templates that you can adapt to your own business needs

Course curriculum

  • 1

    1. Building Your Strategy

    • Understanding Your Target Market

    • How Your Niche/Specialism Influences Your Strategy

    • Why Geographical Focus is Key To Scaling

    • Why Clients Hire Contractors

    • Learning From Your Direct Competitors

    • Weekly Challenge: Building Your Strategy

  • 2

    2. Using Candidates to Drive Growth

    • Finding the Best Candidates in the Market

    • How to Engage New Candidates in Conversation

    • The Candidate Qualification Conversation

    • How to Gather Market Intelligence from Candidate Conversations

    • What Data to Add & How to Organise Candidates Within Your CRM

    • Weekly Challenge: Candidate Relationships & Market Intelligence

  • 3

    3. Mapping Your Market & Lead Generation

    • How to Build Candidate Relationships Through Interviewing

    • How to Gather Vacancy Leads from Candidates

    • How to Gather Vacancy Leads from the Internet & Social Media

    • How to Obtain Hiring Managers Names from Candidates

    • Objection Handling: Current Job Search

    • Objection Handling: Current Assignment

    • Weekly Challenge: Generating Market Intelligence

  • 4

    4. Margin & Rate Negotiation

    • Understanding the difference between margin and mark-up and how to calculate them

    • When to start the negotiation process with the candidate and client

    • Techniques to encourage candidates to flex on thier rate

    • Techniques to encourage Clients to flex the rate they are willing to pay

    • How to pre-close Candidates and Client on rate before the offer

    • Weekly Challenge: Rate negotiations

  • 5

    5. Converting Live Job Leads

    • Creating a Lead Conversion Process

    • How to Find Hiring Manager Contact Details

    • How to Make an Initial Approach to a Live Lead

    • How to Make Your First Approach to HR or an Internal Talent Team

    • Objection Handling Strategies

    • Weekly Challenge: Converting Live Vacancies

  • 6

    6. Proactive Business Development Activities

    • How to Plan Your BD Call Objectives

    • Different ways to get your Client to WANT to talk to you

    • How to use Reference calls as business development opportunities

    • What are the most important pieces of client knowledge you need to gather?

    • Three Questions To Start Contractor/Temp Conversations

    • Questioning techniques to get a client talking

    • Finding the Catalyst to Recruit Contractors & Temps

    • Questions to Ask When A Client Dislikes Using Contractors/Temps

    • Promoting your Recruitment solution, your company and your individual

    • Closing a conversation with an agreed action

    • Weekly Challenge: Engaging clients in contract conversations

  • 7

    7. Taking a Briefing From a Client

    • How to structure a Contract / Temp briefing call

    • How to establish the REAL need and client Urgency

    • How to use Client need and urgency to gain commitment

    • How to engage in conversations about pay rates and bill rates

    • How to sell pre-arranged interview slots

    • How to close and confirm client commitment

    • Weekly Challenge: Taking a client briefing

  • 8

    8. Contractor Care Strategy

    • Why do you need a Contractor care strategy?

    • What should a Contractor care strategy look like?

    • How to use update calls to prevent mid-assignment dropouts

    • How to engage with clients mid-assignment to prevent drop-outs

    • How to obtain feedback and testimonials from Clients and Candidates

    • Weekly Challenge: Gathering candidate and client feedback

  • 9

    Extras

    • Why Every Recruiter Needs To Be Able To Talk About Contract

    • Leveraging your CRM

    • What You Have To Lose By Not Talking About Contract or Temp Solutions

    • How Availability of Internal Staff Drives Contract & Temp Usage

    • How A Lack of Internal Capability Drives Contract & Temp Recruitment

Your Coach

Contract Coach

Russell Munday

I have spent over 20 years placing contractors and running teams that place contractors. My approach to focus on practical strategies that Recruiters and Managers can implement straight away to find and win new contract business.