• Apex/20 Percenter Client Strategy: Framework for targeting high-value clients

  • Based on Pareto principle: 20% of clients bring 80% of revenue
  • Focus on winning and retaining larger clients rather than chasing small deals
  • Requires shift from tactical to strategic business development

• Strategic vs Tactical Business Development:

  • Tactical BD:
    • Focuses on immediate transactions/vacancies
    • Cold calling, ad response, candidate marketing
    • Lower success rate, requires high volume of activity
  • Strategic BD:
    • Focuses on building long-term client relationships
    • Emphasizes unique recruiting solution/methodology
    • More efficient, requires about 1 hour per day

• The Hot 100 Methodology:

  • Maintain active list of 100 target decision-makers
  • Replace contacts as they convert or disqualify
  • Process entire list every 2-3 months with different conversation starters
  • Expect to speak with ~5% per month, 60% over a year

• AIDA Framework for Client Engagement:

  • Attention: Grab initial interest
  • Interest: Build engagement
  • Desire: Create want for the solution
  • Action: Drive next steps
  • Used in conversation starters and pitches

• Three-Tier Cultivation Process:

  • For the “forgotten 45%” who aren’t ready to buy
  • Structured approach to nurture relationships
  • Regular value-add touchpoints
  • Expected to convert ~50% over 12-18 months

• High-Value Client Definition Framework:

  • Steady stream of fillable vacancies
  • Pays market rates
  • Direct hiring manager access
  • Respectful/efficient process
  • Corporate criteria: size, ownership, location, sector

• Solution Selling Approach:

  • Move away from good/better/best pricing tiers
  • Develop unique “flavor of recruitment”
  • Focus on three key differentiators:
    • Finding candidates others don’t
    • Superior qualification process
    • Making hiring process easy
  • Provide immediate proof points/testimonials

• Business Owner Mentality Framework:

  • Shift from recruiter mindset to business owner perspective
  • Focus on long-term investment vs immediate returns
  • Strategic planning vs tactical transactions
  • Building sustainable processes and relationships

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