Captains Table helps recruitment leaders share knowledge and hear from expert guests

Events

Captain’s Table

Smart Marketing To Get Clients Coming To You

Recruitment Marketing in the Post Covid world

(what’s changed and what you should be doing about it)

Live Webinar, Wednesday, 25 November, 12-1.15pm (AEST)

In the new job short economy, smart professional marketing is of critical importance, and how you engage your client base (audience) is a big part of this.

High volume cold-calling, multiple spamming by email and irrelevant posts on LinkedIn are some of the poor marketing practices recruitment companies are bombarding clients and candidates with right now, but there is another way…

This brand new Captain’s Table session is for owners, managers and sales/marketing leaders who are looking for innovative and professional ways to bring in new prospective clients via an inbound sales methodology and effective content marketing.

Special Guest Presenter Kevan Sangster will cover:

1. The Age of the Influencer

2. Why face to face relationship building won’t be back like before

3. Building trust online – it’s about them not you

4. Bringing clients to you – the inbound sales methodology

5. Why your website should be the centre of your BD strategy

6. Measuring your Return on Investment

7. Where to next? 3 easy things you can implement today

About Kevan Sangster

Kevan is the owner of KS Marketing, providing content marketing strategy and content creation services to the Recruitment and Consulting industries. He has over 20 years’ experience within the recruitment sector, as well as four years as a freelance journalist. He established KS Marketing in early 2020 to assist clients in growing their businesses via targeted and engaging content.

About Captain’s Table

Captain’s Table is a monthly professionally-facilitated forum for owners and leaders of recruitment businesses, hosted by industry growth specialists Navigator Consulting. Attendees are encouraged to share experiences and engage in discussions.

Captain’s Table is brought to you by – leading RMS provider Job Adder, industry specialist cash flow finance partner APositive, recruitment bookkeeping company DigitPro, payroll services provider Ayers Group, leading accounting firm William Buck and hosted by recruitment industry growth advisor Navigator Consulting.

Captain’s Table

Captain’s Table is a professionally-facilitated forum with guest speakers for owners and leaders of recruitment businesses who are encouraged to share experiences and engage with their peers.

We thank our supporters – JobAdder, APositive, DigitPro, Succession + and William Buck. Venues in Syd/Mel/Bris are kindly supplied by JobAdder, Lawson Delaney and Humanised Group.

Consultant’s Table

For recruitment consultants and managers, Consultant’s Table is designed to inspire recruitment consultants to higher levels of performance.

As an industry knowledge group,  we distil over 20 years of research on what it takes for a recruitment consultant to operate at the very top of our industry.

Highlights from past events

Captain’s Table – Recruitment Back Office Health Check For Turbulent Times

Avoid Thousands In Lost Revenues and Fines

Knowledge Is Power – put on your business PPE, stay ahead of your clients and competitors and plan for a worry-free future.

This Captain’s Table session was for owners, operations and finance managers who benefit from double checking the many current compliance initiatives that will potentially cost a recruitment company thousands of dollars in lost revenues or fines if not handled correctly.

Guest Presenter Col Levander discussed critical industry information including:

1. Current compliance landscape

2. New legislation changes and what it means to the industry

3. Casual employee ruling – Rosatto Decision

4. Annualised wage changes – Awards

5. Payroll and operational processes

6. Avoiding wage theft, inaccuracies

7. Protecting your business(PPE)

8. Why ignorance is not a defence

Captains Table – State Of The Recruitment Industry – Past, Present and Future

Speaker: Senior Researcher, IBISWorld – Jason Aravanis

Knowledge Is Power – stay ahead of your clients and competitors and plan for the future.

Founded in 1971, IBISWorld provides trusted industry research on thousands of industries worldwide. Their in-house analysts leverage economic, demographic and market data, then add analytical and forward-looking insight, to help organisations of all types make better business decisions.

Never before has it been so important for leaders to keep abreast of the state of our industry to help navigate very challenging times.

This month’s Captain’s Table presenter is Jason Aravanis, Senior Industry Analyst at IBISWorld. Jason holds a Bachelor of Commerce from The University of Melbourne, and joined IBISWorld in 2017. He has appeared in numerous major media outlets, including the ABC, Bloomberg News, The Australian, and the Australian Financial Review.

Captain’s Table – Recruitment Technology We Love In 2020

Guest Speakers: Owner/Recruiters – Jason Elias and James Harman

It is vitally important to stay on top of practical recruitment technology to enable your firm to operate efficiently and effectively while staying one tech-step ahead of your clients and candidates.

This month’s Captain’s Table presenters are senior industry recruiters and owners who have offered to share a wide range of apps and technology tools which have helped them to successfully deliver outstanding results for their clients and candidates – both in the office and working remotely.

This meeting is all about sharing unbiased, proven new technology ideas presented by experienced recruitment end-users and not the vendors themselves.

At this live webinar, Jason and James will cover:

– Over 20 recruitment apps/programs which can help provide your company with a real competitive advantage

– Practical demonstrations of technology that really works and is not just a fad

– How to use this technology to stay ahead of clients and candidates

– Ideas to improve your client and candidate experience and efficiency

– Using technology to maximise productivity for remote working

– Tech covering Productivity, Sourcing, Proposals, Passwords, Reference Checking, Advertising, Finance, Marketing and much more.

(A copy of the presentation and recording is included to ensure your business is utilising some of the best tech currently available for recruitment agencies.)

July Consultant’s Table – Make More Placements With Internal Recruiters – Inside Secrets

Workshop Presenter: Manager/Trainer/Recruiter -Adele Last

This is an important session because by volume, your biggest competitors are not other agencies – they are clients recruiting themselves.

Find out in this unique session the inside secrets of how the internal recruiter really works, thinks and how best you can interact with them.

We know many internal recruiters started out in agency recruitment, why then do they seem like they are a different species. After 23 years in pure agency environments, Adele has been working in an internal contract recruitment role and is keen to share all she has learned.

She has connected with many internal recruiters and done some very interesting fact finding.

In this informal session she will share her knowledge and answer your questions on:

1. What internal recruiters think of their agency counterparts but more importantly why they think this (you will be surprised by this response

2. The real role of an internal recruiter

3. What is the best method of communication with an internal recruiter

4. Understand their circle of influence in the organisation

5. Know how you can work better with them in your business development strategy

Advanced Interview Skills

May Consultant’s Table – Forensic Recruitment Market Mapping For Both Clients and Candidates

Speaker and facilitator is experienced recruitment Industry trainer and manager Adele Last.

Until recently, mapping a market sector has been a skill held by a mysterious few experts who have the keys to sourcing complex information.

With dramatic changes to our industry and more time on your hands, we will guide you through mapping your market so that you can become THE EXPERT while expanding your current reach and expanding into new markets.

We will break down this specialised skill in to clear steps so that recruiters at all levels can scientifically maximise client opportunities and talent pools.

In this hands-on workshop Adele will help you:

– Understand the basics on why and how to map a market

– Develop the necessary skills required for this task

– Know the useful technology and tools available

– Create a plan to map your existing market or diversify into new markets

– Practically use your new map on your active recruitment desk

Advanced Interview Skills

April 2020 Consultants Table – Advanced Interview Skills For The New World Of Work

The subtle and very important art of interviewing has been lost as we move at break-neck pace into the world of digital recruitment. Video interviews are now the norm either for convenience or as a result of the new economic landscape.

This session will be useful for your staff, candidates and clients.

In this LIVE Consultant’s Table webinar you will learn the following:

– Advanced interview techniques that have been lost

– How to ensure you can make the best assessment via video

– Video technologies, tools and the tricks you didn’t know

– How you can utilise your skills to add value to your clients interviews

– Using video though-out the recruitment process

– Prepping your candidates (and clients) for this medium

April 2020 Captains Table – Lessons From Four Past Downturns

Not many of us have worked through four downturns – The Crash of 87/The Recession of 91-92, Y2K, GFC and now CoronaVirus. Many of you may have joined this esteemed club while others are new to handling a severe economic retraction. You will learn many ideas how to approach a rapidly changing market from a group of recruitment industry greats who continue to thrive through all conditions.

Facilitated by Tony Hall from Navigator Consulting,  our panel of highly experienced recruitment leaders Nikki Beaumont, Geoff Slade and Sue Howse on Zoom at 12 noon, Tuesday 21 April discussed:

– The three most important things they learned from past downturns

– How their business fared during the recovery phases

– What actions are most relevant to this current market situation

– How do they see the future for recruitment agencies given their 20 plus years in the market.

March 2020 Captains Table – Planning For A Downturn – It Pays To Start Early

(For Owners, Managers and Leaders)

After 13 years of prosperity and strong financial markets, economic storm clouds are beginning to gather. Business confidence is waning, retail sales are down and the Corona Virus is increasingly impacting global travel and trade. Wall St just recorded its largest fall since the GFC.

Even if a much overdue correction does not eventuate, there are many prudent strategies for savvy recruitment companies to implement which will provide protective measures and improve performance regardless of the greater economic conditions.

Experienced recruitment Industry management consultant and former recruitment company owner and manager, Tony Hall will facilitate this interactive session and cover many important topics including:

Current state of the Australian and world economy
Recruitment lessons from the 2007 GFC
Likely impacts of a downturn
Staffing and performance management
Client and candidate care
Revenue mix, diversify or specialize

March 2020 Consultant’s Table – The Art and Science of Reverse Marketing

March Consultant’s Table workshop is aimed at maximising consultant performance at all levels and demonstrate both the Art and Science of Reverse Marketing for increased recurring placements. If you and your consultants are looking to further advance your recruitment skills and billings to the next level, you will not want to miss this session.

Reverse Marketing is arguably the most powerful form of highly professional new business development and lead generation, and has often alluded even the most experienced consultants. There is a real art and careful finesse required to ensure significant recurring placements and billings when combined with some intelligent science.

February 2020 Consultant’s Table – Kill Your Old KPI’s And Still Reach Budget

Consultants Table launches for 2020 with a brand NEW operational and practical series of monthly workshops focusing on the key factors great recruiters require to be highly successful in our industry. Consultants Table provides professional development for all recruiters, biller-leaders, managers and owners in an open and consultative format.

Many agencies have stopped using KPI’s, others are using a hybrid and some keep the same old method in lieu of anything more effective. Biller-leaders and consultants at all levels can’t afford to miss this practical workshop on how to kill your old KPI structure and still achieve budgets or targets.

– Learn the metrics that really matter in maximising recruitment performance
– Hear innovative approaches on lead indicators working today
– Understand the real staff motivators that create action and results
– Explore the best activity options in your unique space – for temp, perm, contract or exec

*** External staff training has a very strong return on investment and improves both performance and retention.***

More information click your city below:

February 2020 Captain’s Table – Stop Doubting, Start Leading: And Feel Better For It!

(For Owners, Managers and Leaders)

Guest Speaker is experienced Leadership Coach and Author – Leonie Green

With the difficulty of attracting, retaining and motivating staff in the recruitment industry, leadership is one of the most important elements of business success. Even if you are an experienced leader, this is an opportunity to review your approach and add to your skill set.

This very unique leadership session will help you:

– Challenge and change the way you communicate with yourself

– Use leadership self-comparison for good not evil

– Start adding to your personal best leadership style

– Build your competence as a leader in the areas that matter most

Leonie will also weave through this topic the need for supporting our self-talk and mental health as business owners and leaders and how we can navigate the often complex landscape of managing everyone’s mental health in the workplace.

More information click your city below:

January 2020 – Recruitment Business Planning 2-HR Workshop For 2020 Success

Personally facilitated by Tony Hall, Navigator Consulting – recruitment industry management consultant, researcher, recruiter and owner.

*** Special Combined Captain’s and Consultant’s Table – For Owners, Managers and Consultants ***

This is a fully facilitated workshop to develop a succinct ONE PAGE 2020 Business Plan for BOTH business leaders and individual consultants.

There has been plenty of research to show that a well-thought-out Business Plan can DOUBLE the probability of achieving your business and personal goals.

November 2019 – Consultant’s Table – Creating A World Class Candidate Experience to Attract Top Talent

We often hear negative feedback from candidates who have applied for a role and received poor service or no response at all. These candidates will tell others and often move up to positions where they become hiring managers who are disgruntled by the previous poor treatment from agencies or companies during the hiring process.

Agencies and their clients can often miss out on the best candidates who have had a bad experience in the past or have applied for a role and hear nothing back.

Brett Iredale’s presentation will discuss how to improve the candidate experience for the benefit of agencies, candidates and client companies – creating a World Class Candidate Experience.

November 2019 – Offshore Resourcing Now Critical For Success – Captain’s Table Brisbane

It is time to take another look at offshore resourcing. At a previous Captain’s Table meeting we discussed the Broken 360 Recruitment Model. There was significant interest in utilising offshore resourcing as part of a new approach to better leverage the talents and skills of your existing team to grow your businesses.

Please join us for our final Captain’s Table recruitment owners and leaders meeting for 2019 where we discuss how to maximise the proven benefits of low cost Offshore Resourcing.

November 2019 – Best Practice Accounting and Finance For Maximum Business Performance

This highly valuable final 2019 Captain’s Table session is packed full of valuable advice and will answer questions such as:

– What does Best Practice internal accounting look like?

– What are the Core KPI’s a recruitment business owner should focus on?

– What you should be monitoring Weekly, Monthly & Quarterly numbers

– How much time & money are you spending on administration, is there a better way?

– How can I manage my business more effectively with the data from my CRM & Accounting System?

and more

November 2019 – Best Practice Accounting and Finance For Maximum Business Performance

This highly valuable final 2019 Captain’s Table session is packed full of valuable advice and will answer questions such as:

– What does Best Practice internal accounting look like?

– What are the Core KPI’s a recruitment business owner should focus on?

– What you should be monitoring Weekly, Monthly & Quarterly numbers

– How much time & money are you spending on administration, is there a better way?

– How can I manage my business more effectively with the data from my CRM & Accounting System?

and more

October 2019 – 5 Secrets To Negotiating & Nailing TOB’s and PSA’s

This topic is important for both leaders and consultants, so on this occasion we have combined Captain’s Table and Consultant’s Table into one informative meeting. Last time Martin spoke, feedback was excellent as he knows the recruitment industry well and all the legal pitfalls we face on a daily basis. This important session covered:

1. Knowing how legal terms fit in to the picture

2. Understanding your risks and how you deliver services

3. Getting prepared

4. Find your leverage

5. Working out when you walk away

October 2019 Brisbane Consultants Table – Next level Consultant Performance

This is the second of our popular Consultant’s Table series. Last month’s was sold out and had very positive feedback.

“It was a great session, and my colleague and I have been buzzing about it ever since.”

Next Level Consultant Performance will help consultants to further hone their skills and find the gaps which are preventing them from billing at the next level.

Suitable for rising stars and anyone billing under $350k per year from all industry sectors.

September 2019 – Next Level Consultant Performance – Consultants Table

This is the second of our popular Consultant’s Table series. Last month’s was sold out and had very positive feedback.

“It was a great session, and my colleague and I have been buzzing about it ever since.”

Next Level Consultant Performance will help consultants to further hone their skills and find the gaps which are preventing them from billing at the next level.

Suitable for rising stars and anyone billing under $350k per year from all industry sectors.

September 2019 – Cool Recruitment Tech We Love – Captain’s Table

It is vitally important to stay on top of practical recruitment technology to enable your firm to operate efficiently and effectively while staying one tech-step ahead of your clients and candidates.

This month’s Captain’s Table presenters are senior industry recruiters and owners who have offered to share a wide range of apps and technology tools which have helped them to successfully deliver outstanding results for their clients and candidates.

This meeting is all about sharing unbiased, proven new technology ideas presented by experienced recruitment end-users and not the vendors themselves.

August 2019 Consultants Table – Attributes Of High Performing Consultants – A Blueprint For Success

*** Maximise consultant performance and motivation ***

Now launched – for recruitment consultants, owners and managers, this motivational presentation is designed to inspire recruitment consultants to higher levels of performance. It contains 20 years of research into the attributes of high performing consultants and what it takes for a recruitment consultant to operate at the very top of our industry.

This could be one of the best value consultant performance presentations ever attended.

August 2019 Captains Table – Staff Incentive and Share Ownership Plans That Work

Designing and implementing an effective and self-funding employee incentive plan is one of the key strategic initiatives business owners can employ to better engage employees and improve performance.

Join us for our next Captain’s Table recruitment leader’s forum which offers an overview of Employee Incentive and Share Ownership Plans (ESOPs) and explains how they are used to increase profitability and improve employee engagement and productivity.

July 2019 – Creating A World Class Candidate Experience to Attract Top Talent

Agencies and their clients can often miss out on the best candidates who have had a bad experience in the past or have applied for a role and hear nothing back.vBrett Iredale’s presentation showed how to improve the candidate experience for the benefit of agencies, candidates and client companies – creating a World Class Candidate Experience.

Download the presentation here

June 2019 – Financial Profit Maximisation

In our June Captain’s Table session, you will hear from an industry accounting expert on how to better manage your businesses finances and maximise your profits. Often business owners overlook the finances of the business to their detriment. Learn how to implement sound financial processes to equip you to maximise your cash earnings and the value of your business.

Download the presentation here

Protect your Profit - Top 5 legal pitfalls to avoid for recruitment

May 2019 – The TOP 5 Legal Pitfalls every recruiter should know – and how to handle them

In our May Captain’s Table session, you will hear from an industry legal expert on the potential traps facing recruiters in 2019 and practical tips on how to deal with them. It is a common response to legal issues to think they are separate to your business and exist outside it, only to apply when things go wrong. In fact, laws are simply the rules governing relationships. For recruiters and agencies, these relationships and those with customers, candidates, employees and with governments and their agencies.

Download the presentation here

Damien Roche talks about Artificial Intelligence at Captains Table

April 2019 – Leveraging Artificial Intelligence for a Recruitment Agency Competitive Edge

Its Time To Understand This Important New Technology

This is one meeting you cannot afford to miss.

Artificial Intelligence or AI is at the leading edge of development in technology today. While many of its applications seem immature, there are some that can make a practical benefit to recruitment agencies looking for efficiency, speed and a competitive advantage.

What is AI? How much impact will AI have? Will it benefit me or be a competitor in the future?

View a copy of the presentation “AI as a competitive advantage”.

Glin Bailey talks leadership for recruitment businesses at Captains Table March 2019

March 2019 – Better Leadership for Recruitment Business Success

The impacts of poor leadership are well-known. The recruitment industry suffers from one of the highest staff turnover rates of any industry in Australia. A continually changing roster of staff can impact ongoing client and candidate relationships. We know the number one cause of people leave a company is poor leadership.

So what can we as leaders do about it?

View the presentation from Glin Bailey here

February 2019 – Common Recruitment Marketing Mistakes

Our first Captain’s Table recruitment leaders forum of 2019 will re-visit one of our most popular topics in 2018. Marketing can be one of the most difficult areas for business owners to understand and manage effectively – especially in the current climate of rapid change.

View the presentation here

November 2018 – The new business case for offshoring

It is time to take another look at offshore resourcing. At our last meeting, we discussed the broken 360 recruitment model. There was significant interest in utilising offshore resourcing as part of a new approach to better leverage the talents and skills of your existing team to grow your businesses.

Please join us for our final Captain’s Table recruitment owners and leaders meeting for 2018 where we discuss how to maximise the proven benefits of low cost Offshore Resourcing.

The new business case for offshoring presentation

Navigator Consulting Business Case for Offshoring

October 2018 – 12 Solutions To The Obsolete 360 Recruitment Model

With every agency after the perfect recruiter who is good at selling, admin, resourcing and recruiting – does this legacy model for staffing still work? What alternative staffing and resourcing models are other recruitment firms employing to drive this business forward in a talent-short modern era?

Join our next Captains Table to understand:

– 12 strategies to overcome the shortage of 360 recruitment consultants
– 5 ideas on how to increase sales revenue
– 2 alternative staffing models to increase billings

The 360 Recruitment Model Is Obsolete – presentation from this month’s Captain’s Table

Navigator Consulting – 50 STEP RECRUITMENT PROCESS and Service Promise

September 2018 – 7 tips for managing millenials.

Millennials differ vastly from those in the generations before them and that’s especially true when it comes to sales.

As an industry we can stay stuck in a rut of turning over millennial after millennial and blaming them for being self-absorbed, entitled and lazy or you can adapt your business to thrive with the next generation recruiter working for you.

In this session we will cover the seven essential tips for effectively managing and motivating millennial recruiters.

See the presentation from the event

Jason Elias - Can recruitment companies collaborate for better outcomes

August 2018 – Turning your competitors into profitable partners

Well presented by Jason Elias who talked about collaboration. The clear out take was that a client is looking for a solution and is more than happy for agencies to partner and fee split with another specialist firm to deliver on their requirements.

This is such a better option than promising we will deliver then fail miserably. Great insights and tips for those who attended were also shared.

July 2018 – Threats to the recruitment industry (and what we can do about them)

More than ever, the recruitment industry is under siege not only from internal recruiters but also a mosaic of dubious technologies that threaten to grab a piece of the $3 Billion plus Australian recruitment market.

In 2018, our biggest competitors are not our agency rivals – they are clients recruiting themselves as well as technology companies trying to help them do more without agencies.

This is your chance to come together and share your insights and hear what we are seeing from the hundreds of agencies we work with.

Read the summary

June 2018 – What marketing is actually working for recruitment businesses in 2018?

There is no industry that moves faster than marketing. Always changing and evolving into new ways to help customers part with money. As soon as we think we understand the latest opportunities, the next one seems to have come along. It is no wonder that many business owners scratch their heads and wonder where they should put their next investment.

Join our guest presenters from Eloquent for what will be a lively discussion as they share what is working and where savvy recruitment companies are spending their marketing dollars.

Here is the presentation from the event. Eloquent Presentation

April 2018 Captain’s Table – We farewell an industry legend – Rosemary Scott

Having interviewed thousands of people during her 43 years in the recruitment industry, we are proud to have Rosemary Scott joined us for one last one – her own farewell interview. While you all may not know her personally everyone in recruitment in Australia knows of Rosemary and what she has brought to the industry.

March 2018 Captain’s Table – Staff Engagement and Employee Value Proposition

Understanding the Employee Value Proposition (EVP) can unlock significant benefits for not only your own business – it can also deliver you a competitive advantage to identify, source and place the best talent for your clients.

This interactive session with Mike Beeley will help you understand how firms rely on more than just remuneration to find and keep talent – and – how you can leverage it for future success.

March 2018 Captain’s Table – Ross Clennett – Up Close and Personal

Insightful, honest and pulling no punches – Ross shared his views, experience and insight into the recruitment industry.

– The highlights of his career in the recruitment industry
– Some of the most important things he has learned
– What the best recruitment firms do to stand out in the market
– The attributes of some of the best consultants he has trained
– His take on the future of the industry

Ross also shared his views in many important industry issues – increasing consultant performance, effective hiring, performance management, training that works, staff retention techniques and much more.

February 2018 Captain’s Table – Building sustainable, high-performance teams.

Consistent high consultant performance is critical to the long term profitability, stability and success of recruitment firms in all sectors.

A high-performing team not only contributes to the overall business revenue, it also fosters a feeling of belonging and trust amongst staff – which through numerous studies is shown to increase job satisfaction and improve staff retention.

The session covered:

  • What does high performance mean?
  • How is it measured?
  • How can we further increase performance?
  • What can we do more of to improve consistency?
  • What else besides billings is important?