Presenting the Keynote Speaker for the Convention: Rob Mosley

When it comes to our National Convention and Fall Conference, one of things we always try to do is book the very best speakers and trainers in the recruiting industry.  That’s why we’re excited about our keynote speaker for the upcoming 2012 National Convention—Rob Mosley.

Mosley is a Partner and Senior Director of Training and Development for Next Level Exchange.  He has an impressive list of credentials.  His knowledge of the search industry comes from 10 years with Merritt Hawkins and Associates, part of AMN Healthcare, the nation’s leading provider of clinical healthcare staffing, and consulting services.  Mosley was MHA’s “Marketer of the Year” for three consecutive years and served as Vice President of Corporate Business Development.

Mosley will present the following three sessions at the National Convention.  The abridged descriptions of these sessions are listed in the preliminary agenda.  However, the complete descriptions are contained within this blog post (for your edification, of course).

‘Best Practices that Drive Revenue’

This session involves five cornerstone strategies that have a direct impact on how you differentiate your services and ultimately, on your ability to generate revenue.

Participants will engage in group discussion, small group role play, and coaching feedback around these client best practices—Presenting Your Capabilities, Gaining Initial Commitment, Developing Executive Insight, Responding to “Red Flags,” and Negotiating Client Demands.  This session will provide you with the tactical skills to be better in the following areas:

• Presenting your capabilities to clients and candidates with greater impact
• Gaining initial commitment for next steps with prospective clients
• Leveraging insight to see a situation from the hiring authority’s perspective
• Responding better to different types of client and candidate resistance
• Negotiating to keep the client relationship in a healthy balance

‘Great Communication = Great Compensation’

Great dialogue in our business is the cornerstone of our craft, and great dialogue has four distinct elements—Probing, Listening, Responding, and Seeking Agreement.  These four elements are like the chambers of the heart; each section or chamber is a unique and critical part of the communication process with both clients and candidates.

This interactive workshop session will dissect each of the four cornerstones of conversation to better understand what is really behind the heart of great dialogue.  These four skills come together when managing certain types of potential client and candidate “red flags.”  This session will provide you with the tactical skills to be better in the following areas:

• Managing resistance (client and candidate “red flags)
• Listening (for what is being said and what is not being said)
• Acknowledging (indicates your attentiveness/seek to understand)
• Clarifying (the power of asking great clarifying questions)
• Expanding (suggest alternatives with strong rationales)
• Seek agreement (common ground)

‘Four Great Truths’

At the core of our business lies the ability to instill trust in both our clients and candidates.  This session is about your ability to develop strong, trusted, profitable, healthy relationships with these groups, even during challenging economic times.

It’s also about your ability to execute skills, techniques, and approaches to differentiate yourself from your competitors.  This session will provide you with recruiting principles and specific skill sets to accomplish the following:

• Open the conversation with new clients in a way that immediately differentiates us from our competitors
• Better understand the client and candidate thought process and align your value proposition at every step
• Build real value and trust in an industry that tends to see us as “vendors” or a “necessary evil”
• Better manage initial client and candidate resistance to secure next steps

The National Convention is scheduled for Thursday, March 22, through Saturday, March 24, at the Gaylord Opryland Resort & Convention Center in Nashville, Tenn.  Remember, you can sign up for the National Convention at the low Early Bird Registration rate of just $399 per person.  Register now, take advantage of this attractive price, and get ready for what’s sure to be a great event this March!

View the preliminary agenda.
See who’s already signed up.
Register for the convention.

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MDeutsch@TopEchelon.com
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