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Bill Radin - Sales Training for Recruiters

Dear Recruiter:
It's a fact: Recruiting is SALES.
And yet, few recruiters have any basic sales training, especially when it comes to recruiting.
The Limits of Information Technology
Face it, everyone has access—or will soon have access—to the same information.
As the value of information goes down, it only elevates the need for sales skills in the placement equation. Think about it. If you can't effectively:
Pitch a jobQualify a candidateHandle objections
Sell your servicesNegotiate 
an offer
Close the sale

What's your value to candidates or employers?
A Special Two-Part Webinar
If you'd like to improve your ability to communicate ideas and understand and fill the needs of your candidates and hiring managers, I hope you'll join me for this exciting, two-part program. 
Here's what you'll learn from this fast-moving, two-part Webinar:
 Part 1: Selling to Companies & Hiring Managers
Thursday, December 16 - 12:00 Noon ET - 60 minutes
Expand your selling vocabulary;
Establish a unique value proposition;
Prospect, qualify, close and handle concerns;
Sell your ability to fill the job;
Create a partnership with prospective clients;
Set expectations and deliverables;
Influence the terms of the offer; and
Close the deal and get repeat business.
 Part 2: Selling to Active & Passive Candidates
Friday, December 17 - 12:00 Noon ET - 60 minutes
Design a powerful recruiting script;
Use sound bites to sell a hot job opportunity;
Get referrals to other candidates;
Gather market information;
Handle concerns and overcome obstacles;
Qualify to ensure a high level of interest;
Pre-close to verify commitment; and
Close—and protect—the placement.
If you'd like to expand your influence, improve your business relationships, assume more authority, work more efficiently and make more money, this Webinar is for you! For information or to register, please visit my Web site at http://www.billradin.com/webinars.htm

Bill Radin, President
Winning Strategies for Recruiters
P.S. All attendees will receive a whopping 50% discount on all my best-selling books, CDs and audio programs.


News from AIMS International: CEO’s and Headhunters to converge in Copenhagen

Soon, Headhunters from the EMEA region will come to Copenhagen, when Flensby & Partners A/S hosts AIMS International’s EMEA meeting in Copenhagen on 2–4 December 2010. Joining them are CEO’s from regional corporations who are concerned with the challenges of competing globally. Keynote speakers include His Excellency Mr. Hangscheng, Chinese Ambassador to Denmark and Secretary General Tom Jensen, from the Danish Chinese Business Forum,
Growing demand for international recruitment
The overall focus at the EMEA meeting is to improve the possibilities for recruting across borders. Companies have a growing demand for executives with international perspectives and are challenged to increase geographic diversity amongst their respective Boards of Directors. In that connection, a wide range of leaders from he largest companies will participate in workshops with the Headhunters from AIMS International.

Flensby & Partners A/S will furthermore host a client event on Thursday, 2 December 4pm to 6.30pm, where the theme is “Is your company facing the Chinese competitive pressure?” At this event, the Chinese ambassador in Denmark, His Excellency Mr. Hangscheng, will present China in a 10-year perspective and describe which implications this will have on the rest of the world. Furthermore, Secretary General Tom Jensen, from Danish Chinese Business Forum, will present the Chinese economy in an international perspective and describe the business possibilities in China.

AIMS International is one of the world’s leading executive search organisations with over 90 offices in 50 countries on 6 continents. The organisation consists of owner-managed, top-tier executive search companies that all follow the same, proven methodologies and processes.

The Danish partner, AIMS International – Denmark, is comprised of Flensby & Partners A/S, located in both Aarhus and Copenhagen. This organisation is led by Per Kaalby, Senior Partner in Flensby & Partners A/S, and Member of the AIMS
International Executive Board.  Regarding meeting cross-border recruitment challenges Kaalby says:”Since we became a member of AIMS International, we have had an incredibly positive response from our clients, who operate internationally.  We have already provided multiple solutions for our clients abroad, and, we have managed recruitment in Denmark for our international AIMS partners. It is a huge advantage for us to be able to follow our clients all over the world, through a highly competent and efficient organisation.”

Rasmus Grønning Hansen, Partner in Flensby & Partners Strategy Consulting, will then account for his perspective on how Chinese growth can be used to develop differentiated business strategies. Finally, AIMS International’s President, Rolf Heeb, will sum up specific opportunities that Chinese growth offers European companies.



"    Acquisition creates platform for the world's leading specialist cleantech and renewable energy executive search practice

Kinsey Allen International, the global executive search firm has acquired RUSTON wheb, the specialist cleantech and renewable energy search firm.

RUSTON wheb was part of the Wheb group of companies founded by Ben Goldsmith, a prominent investor in the cleantech sector. Established in 2000, Ruston Wheb is one of the most successful search businesses in the high-growth cleantech market having completed over 300 board level appointments since inception. It specialises in providing executive and non-executive search services to early stage cleantech businesses, the investment funds by which they are backed, and large blue-chips across Europe and North America.

Kinsey Allen International specialises in executive search and senior interim assignments in the financial and professional services markets across Europe, the Middle East, Asia, and the United States.

RUSTON wheb will incorporate Kinsey Allen International's cleantech division, Kinsey Allen Cleantech, to create one specialist cleantech executive search firm. The cleantech practice will be led by RUSTON wheb's Ian Jenkins and will continue to operate under the RUSTON wheb banner.

Ben Goldsmith, who founded RUSTON wheb along with Rob Wylie and Kim Heyworth, said: "We've always thought that at some stage RUSTON wheb needed to be part of a larger executive search organisation. Kinsey Allen International was always the natural choice for us. They offer our clients a global platform coupled with local expertise and their model of industry specialisation fits perfectly with our business. The cleantech sector is vital in the development of the UK and global economy and Kinsey Allen International are superbly placed to help service our existing clients and drive the business forward.  We are looking forward to continuing to work with RUSTON wheb under new ownership."

Ken Brotherston, CEO of Kinsey Allen International, added: "RUSTON wheb has an outstanding track record within the cleantech sector and we share many of the same values and principles in servicing our respective clients and candidates. We identified the cleantech market as an area in which we want to develop and so launched Kinsey Allen Cleantech this year. Clients continue to demand increased levels of specialisation and this deal confirms our commitment to the sector and our dedication to our clients."

Kinsey Allen International is one of the world's largest financial and professional services executive search firms.  It comprises approximately 80 consultants across three continents in its offices in New York, Boston, Hong Kong, Munich, Paris, London, Brighton, Zurich and Doha.   
It provides executive search and interim solutions across the Risk, Compliance, Legal, Insurance, Pensions, Corporate Finance, Infrastructure & Structured Finance, Asset Management, Alternative Investments, Equities, Fixed Income, Energy & Commodities, Environmental, and Cleantech and Renewables markets.

For further information, please contact:
James Craig, Senior Account Executive; The Wriglesworth Consultancy: 020 7427 1405
Debbie Bennett, Marketing Director; Kinsey Allen International: 020 7847 3600

InterSearch Worldwide is pleased to announce the opening of a new office in Los Angeles, California by its US member Cook Associates Inc

InterSearch Worldwide is pleased to announce the opening of a new office in Los Angeles, California by its US member Cook Associates Inc.

"It's a great advantage for the InterSearch organization and its multinational clients to have such a widespread and outstanding presence in the US from the East to the West Coast thanks to Cook's offices in Chicago, New York City, Boston, Stamford and Los Angeles" said Patricia Epperlein, Chairwoman of InterSearch Worldwide Ltd.

"We are aggressively expanding our business on the West coast and we plan to be firmly entrenched in this dynamic search market by the start of our 50th anniversary, in January 2011," states John Kins, Chairman of Cook Associates Executive Search, "And we are thrilled that Colleen Hulce has joined our firm. Colleen has the same executive search DNA that has always been a standard for Cook - to give our clients outstanding service and to be the ultimate ambassador for them."

With over 25 years of executive search experience, Colleen has developed numerous long-term relationships due to her client centric approach and consistent diligence with candidate assessment. She has successfully completed over 300 senior level searches for large multi-national corporations as well as small cap companies across a broad range of industries and on a global basis. Before joining Cook Associates, Colleen was the Global Practice Leader of DHR's Chief Financial Officer Practice for five years. Prior to her role with DHR, she was with the headquarters office of Korn/Ferry International in Los Angeles as a Managing Director. Colleen has a BBA degree in Accounting and spent the early part of her career as an auditor with a major public accounting firm in Chicago. She began her search career with a small boutique firm prior to being recruited to the Chicago office of Russell Reynolds Associates by a former client who had joined RRA.
Outside of work, Colleen is very active in her two children's lives, is a member of the Pali Charter High School Booster Club and PTSA and is an outdoor enthusiast. She is also a member of the Los Angeles Optimist club that aids needy children and their families in the greater LA area and is a key contributor to the ALS Association of Greater Los Angeles.

InterSearch Worldwide is a global network of Executive Search firms consistently ranked amongst the largest retained executive search practices in the world. InterSearch is currently represented in more than 40 countries, staffed by local professionals selected for their experience and reputation in their own markets and their ability to operate internationally. 

For additional information, please contact: Harris Karaolides +30 210 7294720



Kinsey Allen International has appointed Marc Karim Baloch as head of Fixed Income, Asia. Baloch will focus on the Asian Fixed Income market and joins the firm with over ten years experience gained in boutique executive search firms across Asia and continental Europe.

His area of coverage includes senior mandates in Credit, FX and Rates (Trading, Sales and Structuring) across Hong Kong and Singapore. In 2007 & 08 Marc was named one of the top 10 headhunters for Fixed Income, Treasuries and DCM (Japan), by Asia Money.

Baloch said: “I am excited to be joining Kinsey Allen International at a time when the prospect of growth in the Asian financial services sector is so strong. Hong Kong and Singapore are in a unique position to take advantage of China’s continuing importance in the global economy and we want to ensure our clients have the right teams in place to be at the forefront of this evolution. I look forward to help driving Kinsey Allen International’s ongoing success in the region. ”

Zak Allom, Managing Director of Kinsey Allen’s Asian operations says: “The banking and asset management job market in Hong Kong has had a resurgence over the last year and it is showing little sign of slowing down. China’s influence on the market strengthens every day as new enterprises look for new and more complex products to trade. Karim’s expertise in the fixed income sector and contact base across Asia will enable us to capitalise on this growing market.”

James Craig,  
The Wriglesworth Consultancy     
( 020 7427 1400 (Switchboard)  
 (020 7427 1405 (Direct Line)  
1 Pemberton Row, West Harding Street, LONDON, EC4A 3BG

Leading global recruiter, FiveTen Group, announces new EMEA Chief Executive, Aidan Anglin

Leading global recruiter, FiveTen Group, announces new EMEA Chief Executive, Aidan Anglin

The FiveTen Group is pleased to appoint Aidan Anglin to be the new Chief Executive for its EMEA operations from November 1st 2010.

Aidan Anglin moves from Adecco, where he was the Managing Director of its technology staffing brands which included Spring, Glotel, and Computer People.  Prior to the Adecco takeover, Aidan was Managing Director of Spring's largest division, Professional Staffing.

FiveTen Group Chief Executive, John Rose, commented, "This is such a positive development for us as we continue to grow substantially.  Aidan is clearly a charismatic leader and one of stature within our industry.  He will bring to bear many years of general management experience and formidable commercial expertise to our businesses across Europe and the Middle East.  I am really looking forward to working with him.  His appointment will also allow me to focus more on the strategic building of our other high-growth markets and emerging territories, notably across Asia-Pacific."

Aidan Anglin commented, "I am delighted to be joining FiveTen as I believe it has all the attributes necessary to become a truly world class business: quality brands synonymous with excellence, a dynamic and committed management team, powerful backing, excellent infrastructure, and a sales capability of unlimited potential.  We intend to be the partner and employer of choice in every market in which we operate."

Backed by the private equity firm Bregal Capital, the FiveTen Group has developed into a leading specialist recruitment business with significant operations in the UK, Europe and the Middle East, USA, Russia and Asia - Pacific.  It now has a powerful portfolio of recruitment brands, including Marks Sattin in finance and accountancy, Greythorn in IT and Telecoms, Laurence Simons in legal, EMR in marketing and communications and Ortus in human resources.  Its most recent acquisition was Antal, the acknowledged market leader in professional recruitment in Russia.


The FiveTen Group is one of the world's fastest-growing specialist recruitment consultancies.  With over 500 recruitment consultants operating across 20 cities in 14 countries, the group focuses on permanent, contract, temporary and interim positions across all industry sectors.


Adam Nicoll, Head of Marketing, EMEA - FiveTen Group
020 7858 2030

James Staunton, Head of Recruitment PR - The Wriglesworth Consultancy
020 7427 1404

The Wriglesworth Consultancy
1 Pemberton Row, West Harding Street, LONDON, EC4A 3BG

AIMS International ratifies Executive Board

AIMS International ratifies Executive Board.

October 22, 2010 – Shanghai, China/ Vienna, Austria - Following 2 days of intensive meetings, AIMS International, the predominant Executive Search  and Talent Management firm held Executive Board elections at their Global Partners meeting in Shanghai, China.

The partners, representing 90 offices and 50 countries, re-elected Rolf Heeb of Germany as President and John Poracky of the United States as Vice President.  In addition, Jean Frey of Switzerland was re-elected as Vice President, Western EMEA and Per Kaalby of Denmark was elected as Vice President, Northern EMEA.

The re-election of Messrs. Heeb, Poracky and Frey indicate partner satisfaction with their respective abilities to fulfil Board mandates and assure seamless, high quality, cross-border business process integration.  On consideration of a second, 3-year term, Heeb said “This will further improve our position within the top 5 Executive Search Firms in the world, quality-wise.”

About AIMS International
Incorporated in Vienna, Austria in 1992, AIMS International is an international executive search organization of independently owned and managed executive search firms who work collaboratively to execute executive search assignment for global clients around the world. AIMS International is represented by over 350 consultants in 90 offices in over 50 countries throughout all continents. It has been ranked the largest executive search partnership in the world by Search-Consult Magazine.

For more information, please contact:
Corporate Communications
Christian Schulte        +49 178 2854744

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