Developing Business SkillsAntal International Training
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
Welcome to the Antal Training
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONOverview:
Strategic Issues Business Models Define Market Your Business Achieving Clarity
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONOverview:
Operational Issue IT Set up + Infrastructure Resources Documents and Stationery
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONEarly Questions
• Where am I working? (Industry)• What am I selling?• Whom am I selling to?• What are the price/ charge?• How easy/ fast do I make money?• How much market penetration /Go to market
strategy?
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONSelecting the Industry
• Expertise• Knowledge• Passion• Existing Network• Use recruitment services • Viability (Continuous Research)
– Big/Small– Nascent– Growing/Shrinking– Macro Environment
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
Desk Sector & Discipline Speciality
Marketing Strategy:
3 Level Marketing Strategy:
MDDirectors
Senior Managers
Junior Managers / Rising StarsSupervisors
Workers & Admin Staff
Organisational Hierarchy
APC Level Three
APC Level Two
APC Level One + Easy to Reach - Lower Fee + Volume - Policy Driven + Early Cash Flow
+ Decision makers - Less Volume + Good Fees + Easier to Contact
- Hard to Connect - Low Volume + Strategic Need + High fees
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONMarket Size; Decision Maker Contact:
How many “decision makers” do I need?
240 Working days, less weekend & holidays:
4-6 Contact points a year: 60 day sales cycle:
5-6-7 contacts a day: 300 to 480 contacts:
Contacts, 2-3 people at different levels:
100 to 150 Companies / Business Units:
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONMarket Size; What about the Candidate Pool:
How many “candidates” do I need?
Number of people each “DM” manages :3-6
Total number of candidates- 900-1800
Level of Staff Turnover
Only need to place 20 per year?
Find 1000 candidates with 15% turnover:
150 Vacancies per year = >15% market share:
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONDatabase Generation- Companies:
• Directories Trade / Trade Bodies• Chamber of Commerce• Trade exhibition / online Magazine-Trade• Fortune/BT 500/Great Place to Work For• Google /Yahoo Finance/Reuters• Business Website- Listing Similar• Kompass
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONDatabase Generation- People:
• Alumni Networking• Social Networking Sites• Professional Networking Sites• Portals (Job)• Referrals (Professional)• Company Website * www• Name gathering * people names sites)• Reference – Jigsaw/Xing
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIOND/B Generation- Consideration:
• Desk vs Business• Leveraging Synergy• Clustering• Data Gathering w/o Prejudice• Continuous Research• State of Flux
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTION Database Format
Company Name Name of the person Title Contact number Contact number Email id
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONIT Set up
• Low cost: Laptop (for mobility) and Printer• Investment in server: dependant on CRM you use• Wi-Fi enabled environment – increasing choice• Softwares: MS Office, CRM• Phone: Landline (mandatory) and Mobile• Hands free or with ear phones preferable• Blackberry recommended Business phone (BES licence),
android platforms also compatible
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONIT Set up
• Webmail compatible with IE 7, not with Chrome or Firefox
• Use of “Antal” prohibited in any mail ids outside Antal official email id- this is being tracked
• 2 weeks window to start a new hire on IT systems, new franchise employee starter form to [email protected]
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONTemplates and Documents
• Antal Job Qualifier• Antal Candidate Qualifier• Candidate interview Prep• Client Interview Prep• Candidate interview de-brief• Client Interview De-brief• Reference Check• Offer Brokering• Resignation Prep
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONTemplates and Documents
• Stationery• Letterhead• Business Cards• Envelops: standard size and A4 size• Compliment slips• Sales Brochure• Art work in the office• Email Signature and corporate colors• Branding: Core Sans M and Calibri
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONPR- Internal
• Discipline Conference Calls• Weekly News Showcase• Thoughts in Blogs• Antalnet profile updated
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONPR External
• Trade Bulletins• Antal Global Snapshot• Microsite• Social Media- admin control- Sophia
Benzina• Support Constanze Kastner / Ashleigh
Fitzgerald
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTIONPower of Internet
• Boolean Strings• Linkedin- free/paid• Cookies• Intel-sw.com/search• Watchthatpage.com• Mailtester.com • Verify-email.org
Antal International Trainingwww.antal.com | +44 (0) 207 467 2528
PRE INDUCTION• Antal Intranet• Antal.com microsite• Antal.com fx recruiter