When What You Do Costs A Fortune - Stop Doing It!


A few weeks ago I spent a couple of hours with a client. He recruits about 100 people a year for his Insurance business. He goes through a laborious one month process to recruit people, puts them through a 12 week training process (during which time he pays them a small retainer) and then over the following 12 months, watches to see who will make the grade (or not).

I suggested that he do the exact opposite.

I suggested that he STOP recruiting; that he advertise the 12 week training course and charge a fee for attending. The training process would sort the wheat from the chaff and he was being paid while the self-selection process took place.

I further suggested that as an incentive, those people who completed the 12 weeks should get a 50% refund of their investment.

I have never believed that people value what they haven't paid for.

We did a few calculations as to what his current recruiting process was costing him. We came up with a fairly conservative $600,000 when we factored in the time required of two or three people to do the recruitment; the time to train people, and the retainers for 100 people.

Mostly in any business we do what we have always done because that is the way we have always done it, or that is the way our industry does it.

Sometimes asking the question ‘What is the opposite way of doing this?' can turn a costly exercise into a way of achieving the end result whilst earning revenue.

Just a thought.

Ann Andrews CSP



Ann Andrews CSP specialises in working with high performing teams and showing managers how to deal with poor performance.

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