strategic catalyst

Recruiting Process and Deliverables

Strategic Catalyst Recruiting, Inc. increases an organization’s revenue by helping clients:

  • Provide Talent (marketing, sales, business development personnel)
  • Increase Opportunities (sourcing, screening, recruiting)
  • Maximize Solutions (consulting, coaching, training)

With our Talent Management Program™, clients receive customized business solutions to help them reach their goals.

How We Create Value Deliverable (Take-Away)

  • I. Prescreening Questionnaire Summary for client review before meeting candidate
  • II. Individual Role Questionnaire Complete questionnaire sent to client before meeting candidate
  • III. Individual Talent Assessment™ Summary of action items for implementation
  • IV. Talent Management Recommendations Submission of top three qualified candidates for open position

Marketing, Sales and Business Development

Marketing is defined as the branding and lead generation activities that generate prospective customer opportunities that may lead to a new customer for the company.

Marketing includes:

  • Developing or redefining your strategy
  • Creating your brand identity and story
  • Defining your company’s product or service mix and pricing
  • Identifying your ideal target customers
  • Executing your brand and lead generation activities
  • Driving prospects into your sales pipeline

More specifically, the marketing person’s responsibilities include:

  • Setting the company’s marketing strategy and positioning and aligning it with your company’s growth goals and vision for the future
  • Ensuring that everyone is committed to the company’s marketing plans and keeping everyone informed related to marketing
  • Establishing the company’s marketing processes and ensuring that all members are clear on what their roles entail within these processes
  • Establishing accountability mechanisms for the activities in the marketing process
  • Ensuring that internal marketing education is in place and ongoing
  • Managing the appropriate marketing resources
  • Developing and executing the company-wide marketing plan
  • Hiring planned marketing resources
  • Sending out monthly marketing communications
  • Coordinating outside marketing activities including:
    • Direct mail campaigns
    • Social Media
    • Seminars
    • Speaking Engagements
    • Public Relations
    • Sponsorships
    • Advertising
  • Maintaining inventory of promotional materials (i.e. brochures, flyers, giveaways, etc.)
  • Coordinating the mailing and disbursement of promotional materials
  • Managing the company’s marketing calendar, tracking the progress of each marketing campaign, budget, current status and results
  • Maintaining the company’s website to ensure information is current and accessible
  • Writing collateral materials such as bios, flyers, and other materials as necessary, withthe assistance of outside vendors when appropriate

Sales is defined as the one-to-one activities that occur after the marketing function with the goal of having them engage your company to fulfill their need.

Selling includes:

  • Qualifying prospects
  • Identifying and presenting the best solution and how your company would deliver it
  • Handling objections
  • Closing the “right” engagements

More specifically, the sales person’s responsibilities include:

  • Developing and maintaining a CRM or contact management database
  • Maintaining a detailed pipeline of prospects and conducting follow up calls and activities as required
  • Preparing and presenting a synopsis of prospect activity bi-monthly
  • Screening and qualifying new prospects
  • Coordinating and scheduling sales/prospect meetings as needed
  • Maintaining a calendar of calls and meetings
  • Preparing and mailing collateral and proposals
  • Maintaining the pipeline to track all proposals delivered and the status of each activity
  • Following up on proposals that have been delivered
  • Tracking and reporting on reasons for lost proposals
  • Coordinating and managing the fulfillment of an engagement after a sale is closed, including setting up the client in the company’s billing system and other company databases
  • Preparing and coordinating correspondence and mailings
  • Placing follow up calls on marketing and sales literature mailed out

Business Development is defined as developing new business by building relationships with current customers, new customers, centers of influence, vendors, partners and organizations.

Business Development includes:

  • Networking
  • Public speaking
  • Advisory boards
  • Targeting specific businesses
  • Targeting specific industries
  • Cold calling
  • Social networking

More specifically, the business development person’s responsibilities include:

  • Meeting assigned sales goals for bringing in new business to the company
  • Conducting personal lead generation activities as required to fill the pipeline with new nameopportunities and attain sales quotas, including cold calling, seminar or trade showparticipation and networking in the local community
  • Developing and maintaining required expertise in assigned services and products toindependently qualify prospects for appropriateness of fit
  • Managing the sales process including developing, qualifying and managing the prospectthrough the sales cycle
  • Generating and qualifying sales leads and then meeting with prospects
  • Bringing appropriate colleagues with more expertise and specialized knowledge into the sales process at the appropriate points
  • Providing specific information for proposals to be generated by the sales person, includingcomplete prospect information, engagement and service details and any special terms andconditions
  • Maintaining pipeline and forecast information as well as prospect contact information andstatus in the company’s CRM or contact management database
  • Responding to requests for information from prospects with appropriate documentation, using the sales person when available and appropriate
  • Transitioning closed engagements to the appropriate sales person

Talent Management Program™

How We Create Value Description How It Creates Value Proof of Client Commitment Deliverable (Take Away)
I. Pre-Screening Questionnaire Email marketing, sales or business development questionnaire to qualify candidate Compare to Client’s needs and wants of the candidate from talent to culture fit Job Description, Personality Fit, Company Fit Summary for Client Review prior to meeting Candidate
II. Individual Role Questionnaire Face-to-Face Qualifying Meeting with Candidate Unique Questionnaire specific for Candidate Role and Expertise Job Description, Personality Fit, Company Fit Completed Questionnaire sent to Client prior to meeting Candidate
III. Individual Talent Assessment™ 25 Question interview with each person responsible for marketing, sales or business development Benchmark for the individual and organization about what is taking place currently and uncovers areas of opportunity for new business Recommend Interview with Client if Candidate scores 95% or Higher Results sent to Client prior to meeting Candidate
IV. Talent Management Recommendations Detailed Email sent to Client with candidate qualifications, salary expectations and interests in the position Provides Client with comprehensive data and saves Client time in the interview data collecting and interview process Agreement to review Top Three Candidates qualified for the position Submission of top three qualified candidates for open position