1. Ethan Bloomfield, JobTarget VP Business Development
Improve Your Agency Relations
Ethan Bloomfield, JobTarget VP Business Development

2. What does Bloomfield know?
2010 JobTarget OneClick alone has processed:
30,000 Job Postings on behalf of Agency Partners
Posted to more than 2,500 sites.
Relationships with nearly ever RAA

3. Please Stand Up
If you want to learn something right now that will make you money today.
If you are an ad agency or represent one in any way. Introduce your self.

4. Recruitment Advertising Supply Chain
Employers/Clients
RAA
Job Site/ Media
WHERE ARE YOU??
What is an RAA?
How many RAAs are there?
What are RAA’s supposed to do?
How are RAA’s evolving?

5. The Good, The Bad -- The Agency
Access to many clients in one place
Influence over clients/Deep Relationships
Shared interest in serving the client
The Bad
Wants commission
More demanding than direct customers
Some slow pay

6. Help us to help you… 1. Provide Metrics 2. Be a Partner
Straight talk…
Help us to help you… 1. Provide Metrics 2. Be a Partner

7. Ethan’s Summary: GIVE US METRICS!
What we want…
“An agency is constantly being tested for the value that they provide their client. In today's environment, the media buy is focused around analytics. Since many people at an agency make media decisions you need to get your story out to the entire agency. Also share client successes with the agency as those make your story more compelling.”
- Louis Naviasky, Bayard Advertising – New York.
Ethan’s Summary: GIVE US METRICS!

8. Ethan’s Summary: Be a partner and GIVE US METRICS!
What we want…
The most thing important is that job boards should look to agencies as partners.
Deliver on your promises. Too many boards are put up on the web with the hope that companies will stumble upon them. If you target, say electrical engineers, show metrics that backs up your claim ….
Traffic, # of posts, post hits, views, and applies all help in determining the effectiveness and value of a job board. If the numbers are there the clients will follow.
- Mike Tedesco, Alstin Communications - Philadelphia
Ethan’s Summary: Be a partner and GIVE US METRICS!

9. Ethan’s Summary: Be a partner!
What we want…
Work with advertising agencies as partners, not competitors. We have deep relationships with the customer due to the complete range of services we offer. You are the end result, you are the inventory, but we are the means to help you be successful.
-Joe Shaker, Jr., Shaker Advertising – Chicago
Ethan’s Summary: Be a partner!

10. Ethan’s Summary: Be a partner!
What we want…
From a business owner/marketing perspective:
Commission is my number one issue with job boards/publishers.  Those that don't offer a commission are not going to get our promotion.  While we are always looking after our clients' best interest first, our second objective is to make a profit and if given the choice (and there is always a choice) we promote the vendors which offer a commission across their entire product line.  
2010 looks to be back to 2007 (pre-recession) revenue and ad volume.  However, our spending on non-commissionable products is down 27%… In other words, one of the strategies we've used to weather the economic down turn is to promote more profitable job boards (i.e. those with agency commission).
- Michael Ang, JobElephant – San Diego, CA
Ethan’s Summary: Be a partner!

11. Sound Advice in Complex World Fundamentals

12. Stuff My Friend Art Koff Says
Obviously if you can create relationships with agencies you expand your sales force.
Equally obvious: multiple postings from the same agency client increase both the agency's and your bottom line.
Single postings are better than no postings at all but should hopefully be the start of business not the end result. That is why targeting the right posting(s) for your particular niche board is key.
Here are some ways to help you accomplish this goal:

13. Stuff My Friend Art Koff Says: Be a Resource
Create/improve relations with individual AE's at the agencies by providing them with information of value. Have them see you as a resource:
General information on their existing agency clients
Information on the kinds of employees their client is recruiting
Information on the job market (geographic or discipline specific) in which their client is recruiting

14. Stuff My Friend Art Koff Says: RFPs/New Business Ops
Make the appropriate person at the agency aware of RFP's or other opportunities when you hear about them.

15. Stuff My Friend Art Koff Says: Be Proactive
If you see that an agency has not take advantage of a discount you offer make sure to call this to the attention of the proper person(s) within the agency.
If you are processing a credit for any reason don't just put it through but make sure the appropriate people within the agency know you have done so.

16. Stuff My Friend Art Koff Says: Network
Make sure to interact with agency personnel at trade shows, HR gatherings and meetings. Try, if possible, to tell them something of value they may not know as opposed to "selling" them. Over the years relationships developed in this way will result in substantial business.

17. Stuff My Friend Art Koff Says: Niche Expertise
Do not be afraid to provide information on sources of value other than your particular job board. This sharing of information is very much appreciated and builds your credibility.
If your expertise in the area your niche covers fits a particular agency client's needs, offer to let AE use you in direct contact (phone/ or otherwise with their client--making sure to provide expertise and not sales information unless the AE has indicated that this is ok.

18. Stuff My Friend Art Koff Says: Add Value
If your job board offers a resume base search, occasionally do such a search and pass the numbers on to AE's to pass on to their clients. You might even offer to send a few resumes N/C so that the AE can pass them on to a client.

19. Ethan’s thoughts and interesting trends…
Monster – buy and sell.
Dedicated agency rep.
Understand supply chain
Analytics, Analytics, Analytics
Agencies…time to change.
Job Boards…time to change.

20. A few more thoughts – UI/Interface: Make it Easy!
Have a phone contact!  You'd be amazed how many job boards don't have a simple phone number for communication.
Have a agency friendly billing process.  Many sites wrongly assume the person placing the ad is the hiring manager and payee/credit card holder.  With larger institutions this is almost never the case.  Allow for a single bill-to login to multiple employer accounts, etc.
Expand the categories beyond the generic set of oversimplified job categories.  Niche sites should look like experts in the field they serve and by definition not like major jobs when it comes to classifying ads.
Feel free to paraphrase and massage to fit into your existing spiel.  

21. Questions & Answers Ethan Bloomfield VP, Sales Operations JobTarget
WORK ext. 321
Questions & Answers