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

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

3. 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:

4. 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

6. The main topics

7. 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

8. 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 ?

9. Attrition in recruitment teams?

10. How Committed is my Recruitment Team?

11. Basic Recruiters Skills

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

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

14. Creating Rapport
Is building trust !

15. Communicating with Difficult Profiles

16. Identifying General Skills and Needs
Functional competencies
General competencies
Motivation

17. 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

18. Persuasion Abilities

19. Handling Objections Indifference Skepticism Misunderstandings
Drawbacks

20. Cross-Cultural Communication

21. Building your Employer Brand makes Recruitment easier!

22. Your next move is Performance Management
Image ID:

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