AESC APAC Researcher / Associate Accelerated Professional Development, 3 6 March

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AESC APAC Researcher / Associate Accelerated Professional Development, 3 6 March 2014 saw the introduction of our accelerated certification format.

1 AESC APAC Researcher / Associate Accelerated Professional Development, 3 6 March 2014 saw the introduction of our accelerated certification format. Due to the success we had with this model in 2014 we will continue to run it in this format for The first webinar series for our members in the APAC region will be run at the beginning of March from the 3 rd 6 th. Calls will commence at 9am (Hong Kong, Shanghai, Singapore Time). Each webinar will run for 90 minutes. Time zone equivalents: 10am Seoul and Tokyo Time 12pm Sydney and Melbourne Time 2pm Auckland time When you enroll you will receive access to all of the webinars below as well as 6 online courses and a chance to complete the exam. Tailor made program? If you feel that you don t want to undertake all of the webinars and courses then decide on what you do want and we can tailor the program for you. For enrollment or queries you have please contact Toby Gowan tgowan@aesc.org Tuesday 3 Mar Getting Past the Gatekeeper and Pitching Your Search Effectively Wednesday 4 Mar Sourcing Thursday 5 Mar Qualifying Candidates over the Phone and Talking About Compensation Friday 6 Mar Maintaining Candidate Interest and Overcoming Objections The Seven Expert Forums (Webinars) Course Qualifying Candidates Over the Phone Competencies Getting to the "heart" of qualification quickly Keeping control of the call Using the Litmus Test to get essential information Getting accurate compensation data Bringing forward only qualified candidates Avoiding wasting your consultant's time and your client's money

The first webinar series for our members in the APAC region will be run at the beginning of March from the 3 rd 6 th. Calls will commence at 9am (Hong Kong, Shanghai, Singapore Time).

2 Eliciting Candidate Compensation Information over the Phone Maintaining and Managing Candidate Interest How to discuss your client's compensation without sabotaging your prospect How to provide critical compensation data to sources When and whether to elicit candidate compensation during the first outreach call How to ask about compensation Getting data from reluctant candidates How to handle someone who won't discuss compensation Learning why candidates should be interested in your search How to discover what's motivating your candidates Keeping candidates "warm" throughout the search process Dealing with clients' delays in choosing a candidate Managing the tough scenarios regarding candidate interest Overcoming Candidate Objections Getting Past The Gatekeeper Maximizing Your Source Call Uncovering the nature of the candidate's objection Special case objections and how to handle them Changing the mission of your call in the face of an objection Helping the candidate get past the objection Working with your consultant to turn reluctance into interest How to build a rapport with gatekeepers to ensure that your search can move forward quickly and efficiently Effective ways of introducing yourself, your firm and why you are calling How to leave and voic s effectively to increase your 'callback' rate Presenting your firm and client in a positive light Introducing the mission of your call Personalizing the call

handle someone who won't discuss compensation Learning why candidates should be interested in your search How to discover what's motivating your candidates Keeping candidates "warm" throughout the

3 Pitching Your Search Effectively The Six Online Courses Using the Litmus Test to explain your target candidate Helping your source think of referrals Learning more than just the names Building a long-lasting relationship with the source The elements of the successful pitch How to customize your pitch for prospects and sources Envisioning your search from the prospect s point of view Getting comfortable with selling The OST how to engage your listener Managing questions during the pitch Due Diligence in Executive Search Background & Reference Checking Creating An Effective Search Strategy Understand the difference between background and reference checking and why these checks are critical to the search process performed Create a clear understanding with your client about who will be responsible for which checks and how they will be performed Obtain candidate waivers and comply with current legislation Prepare for and take thorough reference checks Know what questions you can and can't ask legally Deal with the reluctant reference Understanding the project - Your clients needs, the nature of the position and what the successful candidate will look like Creating a search strategy template to help you find the right candidate Building the Litmus Test to use effectively throughout your search Developing a targeted universe of prospects that meet the search criteria Managing time to plan and allocate the right amount of attention to each stage of the search Solving the issues of a troubled search

comfortable with selling The OST how to engage your listener Managing questions during the pitch Due Diligence in Executive Search Background & Reference Checking Creating An Effective Search

4 Telephone Outreach & Qualifying Candidates Candidate Development & Client Management Communicating your pitch effectively to prospects and sources The One Sexy Thing of your search and how to use it for maximum benefit Developing a calling strategy and making it work Managing gatekeepers to get the information you require and the responses you need Identifying key sources critical to your search Building relationships with sources: help them to help you Using the litmus test to qualify prospects and help sources The recruiting call: managing objections, determining motivations and closing out calls with prospects and candidates Analyzing a resume against the litmus test to determine the suitability of a candidate Creating a matrix to compare candidate's strengths and weaknesses Evaluating and presenting concise search results to your consultant Managing active candidates to keep them interested in your search Dealing with the issues of a reluctant candidate Showcasing your firm to maximize opportunities for business development Closing out the unqualified candidate quickly and professionally Working as a team with your consultant to create efficiencies and maximize results

Building relationships with sources: help them to help you Using the litmus test to qualify prospects and help sources The recruiting call: managing objections, determining motivations and closing

5 Name Generation Relationship Building Through Professional Practices The litmus test which helps you define an excellent candidate How to find target companies and look for candidates within Understanding the title and function you re researching Using the internet as a preparatory tool Handling calls to headquarters, regional offices, and high-level executives Overcoming fear during name generation calls Learning something from every call What happens when you're stuck? Supporting your firm s client outreach efforts Building your firm s intellectual capital through Research Professionalism in approaching prospects and sources Enhancing your firm s reputation through source and candidate interaction Building your own professional network

Overcoming fear during name generation calls Learning something from every call What happens when you're stuck?

How to Work With Retained Executive Search Consultants. Executive Career Management from BlueSteps.com

How to Work With Retained Executive Search Consultants Executive Career Management from BlueSteps.com Introduction: Executive Recruitment at a Senior Level Executive search consultants, often referred