The Challenge
Larry Holmes, founder and President of the Columbia Consulting Group had built a very successful retainer-based recruiting firm. His team of recruiters was seasoned, successful, and highly motivated.
The onset of a recession, however, tightened up the recruiting market. Larry’s strategic response was to build sales by building the skills of his recruiting team, to give them a an edge in an increasingly competitive arena.
The Solution
Interpersonal Development conducted an assessment of the team’s skills, and working closely with Larry, identified prospecting skills as an area for improvement that would pay immediate dividends. We designed and conducted a seminar on prospecting, with a special emphasis on asking for those all important referrals. The seminar was a success, and anecdotal evidence suggests that the subsequent increase in sales could be attributed in part to more effective prospecting for new accounts.