12 Steps to Conducting Client Meetings Like a Boss

12 Steps to Conducting Client Meetings Like a Boss Winning new business is bread and butter for recruitment consultants. Its competitive out there among agencies; there are hundreds of thousands of talented talent acquisition professionals all vying for  opportunities to work their magic and make their money. In an industry where consultants are forever at the mercy of elements outside of their control, being on a superb winning streak doesnt merit anyone resting on their laurels. Constantly seeking out new clients and arranging face-to-face meetings is the only way to get ahead. People buy people, so getting in front of your new targets is  an absolute must! For recruiters, it is the hiring manager  who is hot property in the overall  client portfolio. Together with HR, they are the gatekeepers to  new business and are the ones who will have major influence over which agencies they will partner with on external recruitment.  So, courtesy of your networking and diligence, youve managed dig out a few decision-maker  gems and lock them  down for a coffee.  Youve told them its a chance to discuss what they do, what you do and whether there is scope to work together. They havent signed their name on the dotted line or handed you all your hopes and dreams on a silver platter just yet, but youre close to having a couple of extra clients on your books. Why? Because something youve said has got them hooked. Simply put, any potential client who agrees to meet,  wants something from you in the same way you want something from them. Whether they are unhappy with their current recruitment partners, or in the midst of renegotiating their PSL and terms, its your job  to work out exactly where  there needs are and  how you can deliver.  Presuming you arent already recruiting for them (if you are, have a read of How to Take a Job Brief Like a Boss), this is your chance to win them over. Even though you might have sold it as a casual catchup, this opportunity is anything but casual and you need to impress! Here are the 12 steps to maintaining control over the  client meeting: 1. Research It goes without saying, but research is absolutely vital. If your clients have operated in the industry for some time as have you, it is likely you have some mutual connections or have unknowingly crossed paths at some stage. Checking their LinkedIn profile will highlight any crossovers within your respective networks. Likewise, even if youre new to recruiting in your industry, they are likely to have had some interaction with your director or other colleagues, so understanding your wider relationship  is important, seeing as familiarity can help your case if youre trying to win them over. Its also worth checking CRM system notes and asking around your company to check if anyone else has tried to work with them in the past they might have a horror story for you!  All information about them is worth knowing. 2. Prepare If you think you know what type of employees theyd love to hire, why not print off a couple of CVs and take them with you, to demonstrate how high-quality your network is? Be careful not to give hard copies away too quickly though as you may be breaking some back door rules. Its worth also taking a  notebook with pointers inside  names and discussion points. Always bring business cards along too! Its embarrassing when they ask you for one and you have to raise your hands. Its also a good idea to check the weather forecast if its going to rain, which in London it probably is, bring an umbrella! The wet dog look does little favours for your professional appearance.  On that note 2. Dress to impress These are almost givens, but dressing to impress is important.  Just like an interview or your first day in a new job, you want to put your best foot forward to create the best first impression possible! Always go over-dressed as opposed to under-dressed. 4. Location, location, location Choose a location that is relaxed but professional. Coffee shops are a great choice, as everyone loves a coffee, tea or hot chocolate, but make sure its not too loud in there! You dont want to be fighting against cutlery and kids cackling just to get a word in. Also make sure its not too dark (you need to be able to read your notes), and  also check that its not starkly bright and difficult to relax in. If theyve invited you to their offices, go with it great. If youve invited them to yours, make sure youve booked a meeting room, as keeping them waiting in your reception area while you sort something out is a massive time waster. Also check the room is clean and tidy before you go in this meeting is all about professionalism and first impressions. Offering them coffee or tea is a no-brainer! 5. Be punctual Whatever you do, do not be late. This is the first unofficial test of what it would be like for your potential client to work with you. Dont screw it up by falling victim to unreliable trains, planes and automobiles. Allow ample time for things to go wrong, and for you to get lost navigating down dodgy side streets. Being at the location first, ordering table water or reading a magazine at reception before watching them walk over to you is far more relaxing than rushing through the building to where they are patiently sat waiting. 6. Set an agenda Explain what you would like to cover in the meeting. This should cover a quick recap of how it came to be that you heard about them / where the introduction came from, as well as what youd like to know from them (in a nutshell) and an elevator pitch on how you think you can help them (not a hard sell here). 7. Lead listen Leading is important. There needs to be a sense of direction throughout the meeting, or one of two things will happen. One, youll both stare at each other and wonder what the hell youre both doing. Two, youll get along like a house on fire and go on off on a chin-wagging tangent that leads to no business.  Keep things on track by ticking boxes, either mentally or on your notepad. Move the conversation along by prompting them with the right questions, and take the lead in instigating the conversation. The key here is to get them talking; when I get nervous, I know I can talk too much, so I have to actively tell myself to pipe down. Dont try to prove your knowledge to them asking the right questions will show you understand the subject matter properly. During the meeting, you want to be personable and build rapport, so keep it friendly and show your personality. Having said that, dont underestimate the importance of speaking clearly, succinctly and confidently. You are showcasing your work ethic and credibility with every word that leaves your mouth. Volume is also important dont mumble! I will never forget the meeting I went on where the person I was meeting  spoke so softly I literally didnt know if he was speaking or breathing heavily. It was almost impossible to find where dead air finished and his words begun not very inspiring at all, and by the end of it my ears felt like they had run a marathon from all that straining. Likewise, dont speak too loudly, especially in public places. What you  are discussing mightnt feel sensitive to you, but your client will no doubt want to be discreet and  professional, without letting strangers in on what is being discussed. 8. Sell solve This is where you can bring to life your company, your services and your approach. Its always nice to contextualise yourself  providing a business overview and then honing into specifically how you  believe you can help. This is where you get to use all the information they have given you so far about their struggles and their gaps, and wow them with your solutions. 9. Adapt react It would be great if everything went to plan all the times, but sometimes your potential will throw an absolute curveball at you and all your planning will go out the window. Youll be forced to answer questions or consider proposals you never saw coming. The key is to be open and flexible, but to not over-promise or dive into something without properly thinking about it first. When youre caught off guard, take your time before promising the moon and stars. Tell them youll look into it in more detail and get back to them if you need to just dont sell false hope. The other common occurrence that can turn your client meeting on its head, is when your client tells you they are actually looking for a new job! Youll have to revert here to your companys policies on placing clients, but use this opportunity to give them a great overview and demonstrate your knowledge within the industry. Be careful not to seem to keen to place them elsewhere and help their job search, as only 2 minutes ago you were unofficially pitching for their business you cant always have your cake and eat it too, so think it through carefully. 10. Take notes Take notes. Just, take notes.  Try not to look like a hyperactive, super-nosy journalist writing  everything you hear, but taking notes of names, leads and important information will not only help you remember and act on what theyre telling you, but it also shows them you are serious about the discussion and what they are saying. 11. Whats next? The next steps really depend on what was discussed and how quickly you need to  progress this business relationship. Make sure at the end of the meeting you discuss what the action points are going to be, and where to now. Putting the next steps in your hands is a great way to maintain control over the relationship, and avoid putting yourself into a situation where you are waiting on them to follow through on something. If its you who is pushing for the business to flourish, keep hold of the reigns and tell them what you will do and when you will do it, come the conclusion of the meeting. 12. Follow up As soon as you get back to the office, type your notes into your CRM system and diary down a follow up. If you said youd follow up with an email, do it! If you said youd be in touch with some extra statistics or examples, set yourself a task to make sure it happens.  A thank you for your time email with a summary of what was discussed is also a great way to show you are thorough and human in your approach to building business. Image: Shutterstock

The Importance of Resume Writing Test Procedures

The Importance of Resume Writing Test ProceduresResume writing test procedures may seem as an almost the same as a real job interview. They may appear to be a simple task that does not demand a lot of time and effort. However, one has to take the initiative to follow up in order to get the job.This is because although an employer may seem interested in your resume, he will still be more interested in whether you have the relevant credentials or whether you can perform the duties and responsibilities assigned in the job. The result will be you getting the job and getting the high paying salary for it.There are things that you need to consider when doing resume writing test procedures and one of them is the writing style. If you have an uneven writing style, this may hinder you from getting hired and the person reviewing your resume may not even notice it. It is important to have a fluent style of writing, but there are other details that need to be taken into consideration too. This m eans that while you can adjust your style on the resume sample, it would be best if you were to take some time and try to implement the most perfect writing style possible.If you are an experienced writer and are familiar with various kinds of resumes, you may use the resume writing test procedures. However, if you do not have such experience, you may use samples only. The main reason for using samples is to give you an idea on how a resume should look like, without having to create it yourself.Make sure that the style of the resume is not simply copied from another resume or sample, especially if it is your first time in writing a resume. You do not want to make the mistake of submitting something that is a copy of another one.Besides that, it is important to remember that you should make sure that the resume is written according to the company requirements and not just the requirements of the company itself. As a matter of fact, it is also advisable to send the resume in a format that would enable the interviewer to instantly identify it as your own.There are several other elements that should be considered when creating the resume. This includes the content and the heading. You should be able to create the headings on your own if you do not have any experience on this part, so if you want to ensure that your resume will look good, be sure to start practicing early.It is best to practice creating different resumes, but even if you do not have the talent, it is still possible to follow a basic outline. Once you know how the letter looks like, try using these things. It is also a good way to practice, so that you will know exactly what is required from the resume sample, thus, ensuring that the resume will be attractive and attention-grabbing.

How CPAs Can Spot a Social Engineering Scam

How CPAs Can Spot a Social Engineering Scam A seasoned corporate accountant will often first detect a problem when a situation fails to pass a “sniff test”.   That is, the CPA might generally sense that something is wrong with the corporation’s books and records before he or she determines the source and nature of the problem. CPAs can use this same intuition to spot social engineering scams that hackers launch to steal data from companies or to freeze up their internal systems and data with ransomware. CPAs and accounting firms have become a prime target for hackers, largely because of the amount of financial information that they hold for several different clients. Also unlike their clients, CPA firms generally have fewer cyber defenses around their internal systems. During the tax season and around other times of the year, cyber thieves rely on moments of inattentiveness to launch social engineering scams that might give them access to a CPA firm’s data trove.  How A Social Engineering Scam Works Many social engineering scams follow common fact patterns and forms. They bypass technical defenses, including firewalls and anti-virus software, and rely on the vulnerability and emotional responses of a CPA firm’s employees. A social engineering scam might initially appear to be legitimate, but an accountant’s finely-honed intuitive sense can help him or her to sniff out the fake from the genuine. “Phishing” scams originate with email requests that appear to come from legitimate sources, and that ask the recipient to click on a link or to transfer data or funds somewhere outside of the business. The typical accountants who developed a more conservative approach will look deeper into the request before taking any action. “Ransomware” attacks follow a similar pattern, in which an employee within an organization will receive an email that includes a “PDF.zip” or some similar attachment and an urgent request to take quick action. When opened, the attachment encrypts the accounting firm’s data and systems and withholds an encryption key pending the firm’s payment of a ransom to a designated account. Cyber thieves often hijack social network accounts to derive information about an individual’s employment, interests, and contacts. That information is then used to launch social engineering scams that are more believable because they include more personalized information. Defenses CPAs can protect themselves and their firms against social engineering scams and other cyberattacks first, with their intuitive sense of what is legitimate and what is fake, and second, with training and education, technical defenses, and post-breach containment strategies. Regular training and education will raise awareness among a CPA firm’s employees about the type of social engineering scams they are likely to face. Regular training can also instill the importance of good cybersecurity practices among employees, including refraining from using free Wi-Fi networks and employing different passwords for different account logins. Because social engineering scams are constantly evolving, training needs to be conducted regularly to maintain awareness of current threats. Every CPA firm should also install robust technical defenses and protective strategies in their information systems networks, including firewalls, ant-virus software, and tracking software that logs both incoming and outgoing data. What If It Happens To You? Lastly, because data breaches are not absolutely preventable, every CPA firm should have a post-breach containment strategy with a broad cyber insurance policy that will provide reimbursements for a firm’s direct losses and third-party liabilities that flow from a data breach. Domestic and international professional accounting associations have universally concluded that cyber insurance for accountants is a necessary addition to every CPA firm’s cyber defense strategies. A CPA firm that loses control over its clients’ data and financial information will face potentially ruinous liabilities as well as losing its reputation as a firm that can be trusted to hold and maintain client confidences. Cyber insurance will provide resources to help a CPA firm to stem these losses and maintain a reputation for quality and reliability. . Image credit.

The Consummate Professional Premium Resume Template for management professionals

The Consummate Professional Premium Resume Template for management professionals The Consummate Professional Resume Pack The Consummate Professional instantly conveys a sense of professional integrity mixed with a creative flair. This is a template suitable for Skilled Management Professionals, those working in Finance and Marketing Management roles as well as IT Managers and other similar professions. This package also includes a stylish coordinated cover letter template.This fully-customizable resume template has a perfectly balanced design with good utilization of space. This allows you to deliver all the relevant information needed by employers in one skim of the page. The colourful side bar nicely separates your About Me information from your skills and qualifications. The square at the top left displaying your initials in capital letters allows your resume to stand out and makes it easy to spot and be retained for interview in print format as well as being very eye-catching and memorable in digital format.The overall design makes it easy to deliver all the key information that your recruiter need s for the job. There is plenty of white space available to list your key skills and the coordinated section headings make it easy for you to customize your resume template to suit your needs.Each premium resume pack includes:A professionally designed and striking resume template in Word format (US letter size)A matching cover letter in Word format to go with your resumeA job interview tracker in print-ready PDF format Buy Now $14 previous article Dont Leave It to Luck â€" Prepare for Interview Assessments Today! next article How to Craft a Generic Cover Letter you might also likeSmart Portfolio Complete Resume Pack

Resume Business Writing - Learn the Basics

Resume Business Writing - Learn the BasicsDo you want to make the most of your resume? Then you should learn the basics of resume business writing. Resume business writing is one of the most important skills you can take to the professional world. To succeed in this field, you must have a firm understanding of what employers are looking for.The core of successful resume business writing is having the ability to sell yourself and your skills. This is important because there is a learning curve with this type of writing. That is why it is important to take a course in resume business writing so that you understand how to write your resume.The first step to succeeding in resume business writing is to create a strong 'mission statement.' It needs to tell the reader about who you are and what you are doing. If you are able to do this, then you are well on your way to building a solid reputation for yourself. As you develop your message, be sure to focus on the skills and attributes that y ou possess. You should only include information that is relevant to the position that you are applying for.Next, you should take the time to write down the key points in your job description. You will want to list these carefully and concisely. If you list them too quickly, your resume will seem hurried and unprofessional. There is no use trying to fit every skill into your resume; it is important to just leave enough room for the employer to see what they are hiring for.Be sure to be as clear as possible in describing your qualifications and accomplishments. Never write 'the position is open,'we are seeking a CPA with experience in the current economic downturn.' Employers will not read that. The key here is to be descriptive so that the employer can see what you can bring to the table.To your potential employer, you need to show them that you are qualified for the position and that you will be an asset to the company. One way that you can accomplish this is to highlight the skills that you bring to the table. If you can demonstrate specific things you have done that are of value to the company, that will go a long way toward showing the potential employer that you are not only qualified but also that you are important.Finally, you need to showcase the skills that you have that are relevant to the position that you are applying for. One example is if you are applying for a human resources position, you may want to focus on your interpersonal skills. Remember, this is a resume business writing, so you need to emphasize your interpersonal skills. Having a strong background in organizational or leadership skills may help the employer see that you have the skills necessary to succeed in this area.By following these tips, you will be able to begin to get started on resume business writing. To ensure that you get this right, take a course in resume business writing. It will give you the tools you need to succeed in this profession.

Feeling Undercompensated Negotiating for a Raise in the Medical Field CareerMetis.com

Feeling Undercompensated Negotiating for a Raise in the Medical Field â€" CareerMetis.com Photo Credit â€" Medcareerguide.comWorking in the healthcare industry can be lucrative, but there will come a time when you feel as if they’re no longer getting what they deserve. In fact, a survey by Medscape shows that more than half of physicians and primary care providers think they’re not properly compensated, which often results in low morale and even career burnouts.Aside from a shift in priorities and a renewed sense of enthusiasm, getting a salary raise is a great way to make healthcare jobs more satisfying.However, negotiating for a greater salary takes more than just a letter of appeal to the higher-ups. Rejection can cause some of these professionals to further lose motivation, but keeping the following tips in mind can help increase the chances of a successful raise.1. Starting With the SelfevalIt’s important to find out why there is a need for the raise in the first place.How long have you been in the job? What are the responsibilities involved? Is the person nego tiating for a raise able to perform to an extent that a raise is warranted?The more they can assess the situation, the better the chances of getting a salary increase.While being confident during self-assessment is good, a medical professional should stay realistic and unbiased when it comes to making a case.There’s no need to exaggerate claims; if they think they did a fine job and a raise is justified, they can have their colleagues to back up their claim. Multiple people Some medical professionals still feel underpaid despite being well above the average salary for their level. For these professionals, the next best thing is to explore different options to help further their careers. These could come in the form of other job-related perks, or even promotions.Take note that getting promoted may require putting in more effort than usual, such as attending seminars and getting certification, to qualify for a higher position.3. The Right ApproachA big part of succeeding in negotiat ions depends on taking the right approach. Making a case isn’t just about presenting the right facts; it also involves a lot of sales pitching and building good rapport. You should also avoid sounding too emotional or imply that they are entitled for a raise. Making a point about your value to the employer in a concise, confident method works much better.Working in the healthcare industry may have its unique set of challenges, but properly negotiating and succeeding in getting a raise helps make these challenges worth the trouble.

Working With Chronic Pain

Working With Chronic Pain Back pain affects about 80 percent of adults at some time in their lives, and about 50 percent of people experience neck pain. Back pain and neck pain are among the most common reasons for doctor visits, and are major causes of disability, lost work days, and high health care costs. Every day, people go to work in pain and try to manage as best they can.I talked with chronic illness career coach Rosalind Joffe to learn more about how people can manage chronic pain at work. According to Joffe, chronic pain is often unpredictable, and managing the condition requires patience, planning, and endurance. Living with chronic illness is a lot like running a marathon you need to live in a place of hope that youll make it to the finish line. Here are some of the strategies Joffe recommends for managing chronic pain at work.Assess your ability to work with chronic pain. Make a list of your job tasks. Which tasks do you need to restrict some of the time because of continuous symptoms? Which tas ks do you need to restrict some of the time because of periodic symptoms? Which tasks are inherently harmful to your health, meaning that they make your condition worse, rather than just making you feel different at the moment you are doing the task?Determine whether you can make changes to your work environment. Research your options and decide what accommodations are necessary for you to get the job done and what accommodations will help you do your job better but are not absolutely necessary. A different office chair, a footrest, a different keyboard, or the opportunity to take frequent breaks from your desk or repetitive motions may help improve your ability to function at work. In other situations, a more flexible schedule or a change in job tasks or functions, when feasible, can help as well.Discuss your situation with your employer. The reality is that the overwhelming majority of people with chronic pain do not disclose their situation at work. Which means that supervisors a nd co-workers are unprepared about what to do when it comes up. This doesnt mean complaining to anyone who will listen that youre sluggish or have some pain. But theres the point when youre having trouble doing the work and your performance is suffering. Its not easy to let people know about your pain or why you cant meet that deadline or make that meeting. But unless you do, they will have no idea what your problem is or what might help and you have no chance for improving your situation.  If you are interviewing for a new position, you are not legally obligated to disclose your diagnosis. But if you wait until you are in the job, you run the risk of damaging the relationship with your new boss because you failed to disclose how your condition might impact your work.Joffe notes, living with illness presents challenges, frustrations, loss and opportunities. The same as healthy people face. But because people who live with chronic illness or pain have lost so much, they have to work harder to make the most of what is available to them.Chronic illness or pain can foster a bad attitude. But these days who can afford to have a bad attitude at work? For more tips on managing chronic illness and pain, check out Joffes site, Working With Chronic Illness.

How to Interview with the CEO

How to Interview with the CEO All stages of the interviewing process are nerve-wracking, but there’s something even scarier about speaking one-on-one with the CEO. They’re the boss of all the other bosses, after all â€"  if you impress them, then you’re in pretty good stead. Of course, that is easier said than done. Take the following five steps to prepare and present yourself in your best light so the person in charge knows just how great you are â€"  and how great you’ll be for their company. 1. Prepare Chances are, you already know how to prepare for an interview. You choose the right outfit, brush up on the company’s mission and stats, and ensure your resume is entirely up to date. Sitting down with the CEO is a completely different beast, though. Keep in mind that you’re meeting with the company’s head, and their time is precious. Therefore, you should be ready to answer the questions that’ll come up. Preparing beforehand means you’ll be able to give succinct but informed answers to questions, which will undoubtedly impress the person on the other side of the table. Of course, you don’t want to rehearse your answers to the point where you come off as robotic. Be your authentic self, but the best version of it â€"  the one that’s prepared. 2. Interact With Grace Your interview doesn’t start when you walk into the office or conference room where it’s scheduled to take place. Instead, you’re likely being observed as soon as you enter the building where your conversation will happen. Kat Cole, president of the fast-food chain Cinnabon, told The Muse that she watches the candidate â€"  and even orchestrates some tests of character. She watches to see if they’re thankful when offered a drink, as well as how they interact with those in reception who necessarily the ones aren’t asking the interview questions. She even wads up a piece of paper on the floor to see if the candidate will pick it up as a small test of character. Cole also said she waits to see if her interviewees express gratitude through a thank you note after their interviews. 3. Ask Questions of Your Own Another thing CEOs hope to hear are questions from you. You already know the floor will be opened for you to inquire about anything you’d like to know, so take advantage of this time to pose any lingering questions to the person in charge. Of course, you should be careful with the questions you choose to ask in front of the CEO. If you’re asking for information clearly available on the company’s website, for example, you’ll either come off as unprepared or overly nervous. Come up with a smart set of interview questions to ask. 4. Think About the Position’s Challenges This to-do falls under the umbrella of interview prep, but it’s a more specific to-do than simply getting dressed and polishing your resume. Most CEOs will ask behavioral-based interview questions to present you with a real-world problem that you have faced or that will come up in your new position. Of course, you won’t know exactly what they’ll ask, but think through the potential ways your new job could challenge you â€"  and how you’d tackle it. And be ready to share examples of qualities they may want to test you on. CEOs use this tool as a way to gauge your interest and capability in the job ahead. If you can’t answer creatively or, at the very least, passionately, then they might not get a great impression of you as a potential candidate. On the other hand, a thoughtful answer with action and an explanation of why you’d take that course is just what they want to hear. 5. Come up With Small Talk Go-Tos Sitting down face-to-face with the CEO is a daunting task, and you might have the misconception that you’re a step beneath the person on the other side of the table. At the end of the day, you’re both people, and you can make a point to interact with the CEO as normally as possible to show you’re confident, social and, ultimately, a good fit for the company. The best way to prep for this portion of your interview is to come up with some go-to small talk starters. Perhaps you can brush up on the company’s latest accomplishments and congratulate the CEO to strike up a conversation. You could also ask about their most recent business trip â€"  where did they go? Did they like the city? Even if you end up not needing to spark small talk yourself, you’ll feel a lot calmer about the potential of having to do so before entering the interview room. That will make all the difference in the way you present yourself to the CEO with whom you’re interviewing. Nail the Interview Most of all, it’s important for you to remember that the interview with a CEO, while seemingly daunting, is just like any other one-on-one. You can prepare more specifically, as above, but remembering that you’ve done this before and you’ve succeeded in the interviewing process already should be more than enough to help you nail it. Need more on-the-job tips once you get your offer letter? Be sure to subscribe to our newsletter so you don’t miss workplace advice and hacks that’ll make this next stage of your career even better. Get everything you need to build a career you love by signing up for the newsletter.