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Why The Power Of Process Will Grow Your Agency In 2015
Posted by Nicky Coffin
For any business to truly grow it will require process at its core. Any recruitment business owner can create a reasonable six figure income using the power of BTH #bloodyhardwork, the challenge is it isn’t sustainable and it’s certainly not scalable.
I know for some of you reading this blog your aim might be the ultimate exit plan; in other words a buy out of some description. Ideally then you want to maximise your profit and have a business turning over in excess of 7 figures.
This will give you the freedom to explore pastures new; retire or even start up again, doing something completely different. Process is the key.
Why the focus on process?
In a number of posts this year I have talked about the power of influence and how important it is. Influence is the key to any business based on relationships. Check out my posts on how to use the psychology of influence in recruitment, based on the research of Professor Cialdini.
One of the key principles of influence is consistency. The more consistent we are the more we can influence people and create the results we want. The billing managers reading this probably all tell their new trainee recruiters to; “keep picking up the phone. The more calls you make the sooner you will get off the blocks.”
We all intuitively know that the more consistent we are the more likely we are to achieve the results we want; aren’t we?
Here is the thing; being consistent is near impossible unless you have a process in place. Why? Because it just won’t happen.
One of the experts in this field of process and its power in business is the legendary W.Edwards Deming. He is regarded as having had more impact upon Japanese manufacturing and business than any other individual; not of Japanese heritage. Looking at the Japanese economy, high praise indeed.
He is once quoted as saying that, “if you can’t describe what you are doing as a process, you don’t know what you’re doing.” More importantly however, if you don’t have an understanding of your end-to-end processes, you do not know how you’re doing. This then creates even bigger problems.
Where do you need process in your recruitment organisation?
Respectfully; in every key area of your business. Having a Book keeper or Accountant that sends out invoices and chases payments is a necessity which I suspect most of you implement? However what about your process for:
- Recruiting new consultants?
- What KPI’s to implement that will drive results and what specifically to measure?
- How to make management decisions?…………………..Or any kind of decision?
- How to set billing targets and goals?
- How to develop a career structure and development process?
- How to attract both candidate and client leads and then convert them?
Definition of process – ref Wikipedia
Process – noun
a series of actions or steps taken in order to achieve a particular end. “military operations could jeopardize the peace process” synonyms: procedure, operation, action, activity, exercise, affair, business, job, task, undertaking, proceeding
Interesting how much of this revolves around the ‘people’ aspect of your organisation. As individuals we do like to be lead and know what is expected of us and; “what’s next?”
When you have a process bottomed out people within your organisation know what is happening. It inspires them, builds confidence and improves results.
First go back to basics. What do I want and why do I want it? Then work out what needs to happen. What process and systems are we currently using? Where are we dropping the ball?
Some things will jump out at you; other won’t so unpack what is going on in your business and then take action.
I hope you found this article useful. If you would like some more tips on how to deal with the inner game or help your team to deal with their inner game – Join my FREE Webinar ‘The 6 Step System to Convert Your Under Performers to High Billers in 14 days or Less’
Click on this link to sign up: 6 Steps Convert your Under Performers to High Billers