RECRUITMENT GAP November 2017, SOFIA REQUIRES STRATEGY AND SKILLS RECRUITMENT GAP November 2017, SOFIA

Our goal We strengthen businesses to evolve following the human potential beyond any borders To build stronger teams using cultural differences

Dealing with Individuals according with Leadership theories The models Evolution of social and business environment also had an impact on perceiving leadership. There are three classical theories that shaped the current acceptance of leadership: Trait Behavior Contingency Image ID:372110071

Cross-Cultural Leadership Persuasion Scheduling Evaluation Communication People around the world have specific ways in which they relate to others. Most of the gaps can be observed in 4 dimensions: Communication: the way people send their message Evaluation: the preferences in evaluating negative situations Scheduling: the view of time Persuasion: how people prefer to get information from others

The main topics

Market Challenges for Recruitment Processes BPO and IT spread off during last years Regional competition in being attracting for new business Same talents targeted by companies or countries Workforce emigration

SET THE GOAL OR DRAW THE STRATEGY? How can my Recruitment team perform better than the competition in these markets? Which resources are needed (skills, relationships, technical skills) to compete? What external factors can affect the already made plan to compete? In what markets should my recruitment team compete ?

Attrition in recruitment teams?

How Committed is my Recruitment Team?

Basic Recruiters Skills

Needed Skills Profiling Creating rapport Communicating with difficult profiles Identifying general skills and needs Persuasion abilities Handling objections Cross-cultural communication

Profiling Dominance Compliance Influence Steadiness Unfavorable and unfriendly environment Dominance Compliance Active behavior Reactive behavior Influence Steadiness Favorable and friendly environment

Creating Rapport Is building trust !

Communicating with Difficult Profiles

Identifying General Skills and Needs Functional competencies General competencies Motivation

Identifying General Skills Where to start from? From Competency Ex: Balanced Feedback: 4. Clarifying, Positioning Merits, Concern, Asking for a Solution 3. Merits, Concern, Offering a Solution 2. Expressing the Problem and the Solution 1. Order, Judgements, Blame

Persuasion Abilities

Handling Objections Indifference Skepticism Misunderstandings Drawbacks

Cross-Cultural Communication

Building your Employer Brand makes Recruitment easier!

Your next move is Performance Management Image ID:372110071

The second is Learning and Development Training Needs Analysis Annual Development Plan Learning Interventions Contingency Planning Successors Planning Trainees Programs Mobility Programs

iulian.ionita@colorfulcultures.co.uk