Discovery Meeting/Candidate Interview Intro – Truly Remarkable Universal Directory of Information

Discovery Meeting

Manager to AD

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*Your Name* *

*Candidate Name* *

*Your Email* *

“A very quick intro......

To start, we’re not rec2rec were a recruitment talent business, the difference is mainly reach and methodology.

Our business has two sides. The client side— this is where we longlist, shortlist, and place, much like you probably do yourself everyday with over 90% of what we do being retained.

The second area, and the more interesting part of our business for you, is the candidate side. We built this to be closer to a sports agency than a recruitment agency.

Within our retained searches, we often find rock stars who may not be looking to move right now because of the timing, scope or scale of the role. Just because they’re not active doesn’t mean we don’t respect what they do, and so our goal is build relationships with these people, not burn and move on. We stay in touch, catch up every six to twelve weeks, and keep those relationships strong until the right opportunity comes along, this could be right away, equally it could not be.

This approach is high-touch and high-value, almost every candidate we present we place, which led us to having the nice accolade of being number 1 globally placing more experienced recruitment talent last year than anyone else.

But, enough about us—I’m really interested in learning about you and what you do. Tell me everything—I’d love to hear your story.....”

(capture the key points below)

And what do the numbers look like?

What’s your current package and what do your billings look like?

Salary
YTD billings

* is your candidate:

* Active *
* Passive *

Passive Candidate Pre-Screen

Current Working Situation & Ideal Role

Skip to section:

*If you were tempted to leave your current business, what would you see as the ideal next role / step* *

*What are your have to have’s? For each answer make sure you understand what they mean and WHY it is important.....* *

(style / hybrid working hours / equity / comms structure & threshold / their current market)

*Order the criteria with them – 1,2,3,4,5..... and what would make an opportunity stand out? WHY?* *

*Would you be open to cross-training out of any other markets? Whether that’s another vertical in your market or something completely different* *

*What was is that drew you to join your current company? If stayed there for a long period of time, what has kept them?* *

*LEADS – who do you report to? what are they like? Is your current business growing? Hiring now?* *

* Is there any companies you have seen that you like the look of and why? * * Who are your direct competitors? Ever applied to them? * *

*Are there any companies you know of in the market that you wouldn't want to work for? Why?* *

*Qualify reasons/improvements e.g. have you spoken to your current business about your frustrations? What did they say? What has changed since?* *

*Are you in any conversations now? How many? What stage are you at? With who?* *

Billings History

*Can you talk me through your billing history from year 1, 2 and then 3 and this current year....* *

*YTD Billings versus Target Billings* and new business/house accounts split? How many new clients have you brought on this year?* *

*How do you go about winning new business?* *

*Perm only – how much retained? Exclusive? How do you source candidates?*

*Where are you on the billings board? What is the top biller doing?* *

*Last years billings:new business/house accounts split?* *

*Year before billings: new business/house accounts split? *

*Year before that billings: new business/house accounts split?* *

*Reasons for underperformance or decrease in billings?* *

* Is your candidate Contract or Permanent? *

Contract
Permanent

*How many runners currently? And current WGP?*

*What is your average weekly margin per contractor?*

*Average contract length*

*What is the most runners you have had out? And highest weekly WGP*

*How many multi runner accounts do you have?*

*Biggest billing month?*

*How many deals do you normally do per month?*

*Average fee and average % sign at*

*Deal Splits: how do they work*

Salary and Package

*UK only - What is your current base salary? And current OTE? * What did you earn last year?*

*How does your commission/bonus work? Do you have a draw (US only)? Threshold? Capped?*

*What would the base and OTE need to be for you to be tempted/to leave your current company?* *

*Commission/bonus owed and when paid?* *

*What other benefits do you have?* *

*How many days are you working from the office?* *

Personal info

Time to get to know them personally...

*Why did you get into recruitment?* *

*Where do you see yourself in the next 3-5 years? Why?* *

*What is your personal situation? (Kids/ Married – be careful...) * *

*Where do you live?* *

*Where would you be happy commuting to?* *

*Would you ever want to relocate* *

*What type of culture do you enjoy?* *

*Are you social - want to have the work socials etc or not bothered by this?* *

*What management style do you like/dislike?* *

Present the opportunities

Use 3-5 points that relate to what they said they wanted:

Company – sectors, offices, recent growth, why it’s exciting
Top Billers/Earnings
Salary & Bens, WFH/Flex
Manager – their style/ethos & what they are famous for
Other features which link to candidate’s needs – stability, L&D, culture, incentives etc.

After each presentation – how does this sound? Get commitment to represent/answer any further q’s.....

If you are going to represent – continue to exclusivity and then ROE...

If they want to see info/think about it – find out what info they need to see to make a decision and remind them this is just an informal conversation (objection handle)

If they still want to think about it continue to Close

Exclusivity

If not dealing with any R2R’s or only dealing with 1 – tell them to work with just you:

When you work exclusively with ion, youre working with the biggest in the world. You’re gaining access to the biggest network of founders, CEOs, and industry leaders that few others can offer. We operate as your dedicated agents, focusing on long-term career success rather than just closing deals. Our approach ensures you receive the attention you deserve, with complete confidentiality. If we haven’t delivered results within 48 hours, we’re open to you exploring other options and but we can only work with candidates exclusively so we can ensure our full attention, does this work for you?

How does that sound?

Rules of engagement

To make this as effective as possible, we both need to commit to a few key principles. First, keeping flexible diaries so we can accommodate calls and meetings quickly. Second, always being available for conversations to maintain momentum. Third, fully preparing for every interview to ensure we showcase your strengths. And finally, maintaining open and honest communication throughout the process, so if anything changes just let me know — this then allows us to work together effectively and get you the best results.

Does this work for you?

*Availability - So let’s now confirm when you are free - Days / Times / WFH days / Video / F2F Availability*

Close

Confirm next steps, who will do what, by when and get the next conversation booked in!

REFERRALS - Before you go – who else do you know that is looking who would benefit from a conversation with me? (Get their name and mobile address or email)

Confirm all steps in an email and send an outlook meeting request for the next meeting!

*General Notes* *

*How long have you been active for? How is your search going?*

*What businesses are you already talking to? Via R2R or direct?*

*What stage are you at with each? (make sure you get exact timings for any final interviews)*

*What are your initial thoughts about these opportunities?*

STOP! DO YOU WANT TO WORK WITH THIS CANDIDATE NOW YOU KNOW BILLINGS AND NUMBER OF OTHER OPPORTUNITIES?

No - Decline

1.Declining - too many other opportunities:

Thanks for sharing where you are at with other opportunities. You are really advanced in your search and are talking to some good businesses. So much so, I genuinely don’t think I can better what you are currently looking at. I don’t want to be that recruiter who says I will have a look and come back to you, instead I will just say now that I can’t add any further value to your search and I wish you well.

I’ve really enjoyed talking to you and as I said in the beginning we are a talent management business with a values focused approach, based on relationships...so let’s keep in touch and I’m sure there will be at the opportunity to work together at some point?

Get Referrals

Also if you ever want a sounding board or some impartial advice on things in the future you can always get in contact with me... sometimes it is easier with someone who isn’t directly involved or has a vested interest in your search...

Before I go, can I ask something in return – good people always recommend good people - who else do you know who might be open to this type of conversation with me?

2.Declining - billings too low to place (5x their base or less)

Thanks for sharing a bit about where you are at, it has been great getting to know you more. The role that I was approaching you about isn’t going to be a good fit as they are looking for billers who bill more than you are currently. They typically look for 5-7 times the base salary and they really won’t flex on that.

With that in mind, I’m afraid that criteria pretty much goes for all of the companies that we partner with at the moment. I know that sounds harsh but I always want to be upfront and honest rather than that recruiter who says they will see what they can do, that you never hear from again. The market is in a different place right now businesses are being super picky. When you are billing more I will definitely be able to help as I think you would be a great cultural fit for many of our clients.

As I said in the beginning we are a relationships driven business with a values focused approach. So let’s keep in touch and I’m sure there will be at the opportunity to work together at some point.

Get Referrals

I hope you respect the honest approach, even if it can sound a bit brutal hearing it! The relationships I build are based on trust and you will always get that level of honesty from me. If you ever want a sounding board or some impartial advice on things in the future you can always get in contact with me...

Before I go, can I ask something in return - who else do you know who might be open to this type of conversation?

Referrals here:

Ideal Role

Skip to Section:

*What is your ideal next role?*

*What are your have to have’s? For each answer - what does that look like? WHY is that important to you?*

(management style / progression / hybrid working hours / equity / comms structure ( threshold )/ their current market)

*What are your nice to have’s? For each answer make sure you understand what they mean and WHY it is important.....*

*Order the criteria with them – 1,2,3,4,5..... and what would make an opportunity really stand out? WHY?*

*Would you be open to cross-training out of any other markets? Whether that’s another vertical in your market or something completely different*

*What was is that drew you to join your current company? If stayed there for a long period of time, what has kept them?*

*LEADS – who do you report to? what are they like? Is your current business growing? Hiring now?*

*Is there any companies you have seen that you like the look of and why? * * Who are your direct competitors? Ever applied to them?*

*Are there any companies you know of in the market that you wouldn't to work for? Why?*

*Confirm reasons for leaving. If they fixed (those reasons) would you stay?*

*Qualify reasons/improvements e.g. have you spoken to your current business about your frustrations? What did they say? What has changed since?*

*What do you think your current company could do to keep you?*

Billings History

*Can you talk me through your billing history from year 1, 2 and then 3 and this current year....*

*YTD Billings versus Target Billings* and new business/house accounts split? How many new clients have you brought on this year?*

*How do you go about winning new business?*

*Perm only – how much retained? Exclusive? How do you source candidates?*

*Where are you on the billings board? What is the top biller doing?*

*Last years' billings: new business/house accounts split? *

*Year before billings: new business/house accounts split?*

*Year before that billings: new business/house accounts split?*

*Reasons for underperformance or decrease in billings?*

*Is your candidate contract or perm?*

Contract
Permanent

*How many runners currently? And current WGP?*

*What is your average weekly margin per contractor?*

*Average contract length*

*What is the most runners you have had out? And highest weekly WGP*

*How many multi runner accounts do you have?*

Permanent Billings Breakdown

*Biggest billing month?*

*How many deals do you normally do per month?*

*Average fee and average % sign at*

*Deal Splits: how do they work?*

Salary and Package

*UK only - What is your current base salary? And current OTE? * What did you earn last year?*

*How does your commission/bonus work? Do you have a draw (US only)? Threshold? Capped?*

*What would the base and OTE need to be for you to move?*

*IF SALARY IS HIGH – if every other box was ticked, what is the absolute minimum you would consider? (if still too high, you will need to be honest and manage their expectations)*

*Commission/bonus owed and when paid?*

*What other benefits do you have?*

*How many days are you working from the office?*

Personal info

*Why did you get into recruitment?*

*Where do you see yourself in the next 3-5 years? Why?*

*What is your personal situation? (Kids/ Married – be careful...)*

*Where do you live?*

*Where would you be happy commuting to?*

*Would you ever want to relocate*

*What type of culture do you enjoy?*

*Are you social - want to have the work socials etc or not bothered by this?*

* What management style do you like/dislike? *

Present the opportunities

Use 3-5 points that relate to what they said they wanted

Company – sectors, offices, recent growth, why it’s exciting
Top Billers/Earnings
Salary & Bens, WFH/Flex
Manager – their style/ethos & what they are famous for
Other features which link to candidate’s needs – stability, L&D, culture, incentives etc.

After each presentation – how does this sound? Get commitment to represent/answer any further q’s

Exclusivity

If not dealing with any R2R’s or only dealing with 1 – tell them to work with just you:

Rules of engagement

Does this work for you?

*Availability - So let’s now confirm when you are free - Days / Times / WFH days / Video / F2F Availability

Close

Confirm next steps, who will do what, by when and get next conversation booked in e.g your interview prep call!

REFERRALS - Before you go – who else do you know who would benefit from a conversation with me? (Get their name and mobile address or email)

Confirm all steps in an email...

General Notes: