BUSINESS DEPT.

Guideline

EKRUT
2018
Business Dept.
OBJECTIVE 2018

INCREASE EKRUT CLIENT LIST TO 6000 in QUANTITY

Subscription: FREE
Marketplace Hiring Fee: 10Mio IDR
Quota: 100 Hiring/Company
EKRUT marketplace placement within salary budget < 20Mio IDR
Market Share – Digital Startups and Finance Tech from Bootstrap to BIG Corporate

STANDARD OPS PROCEDURE

CALL CENTER

1. Lead Generation
a. Job Portals
b. Personal Referral
c. Data Connection
2. Doing cold calls after make list of clients to be called
3. Follow up clients’ by email after calls/or send introduction email if client can’t be reach

BUSINESS DEVELOPMENT SPECIALIST

1. Follow up clients’ need from Call Center

2. Do meetings and/or calls to explain EKRUT Marketplace
3. Ask Detailed Job Description and Budget-Wise Salary Range for the Open Position
4. Permission Marketing through LinkedIn
a. Send Invitation to Connect to several influential people
i. C-Level Executive
ii. HR Manager
iii. Talent Acquisition
b. Send LinkedIn Message AFTER Invitation accepted to Connect
5. Work with Talent Advocate (TA) suggest the right talent that suit clients’ need
6. Email Clients in terms of Talent Candidate
ACCOUNT MANAGER

1. Clients’ retention: research clients’ pain point with meetings/calls/anything necessary

a. Such pain point might be:
i. Pricing,
ii. Time,
iii. Terms,
iv. Product
2. Upsell – Increase clients’ need towards EKRUT; Increase numbers of hire from each
company. e.g.: from 1 to 10 hires per months, focusing on serious clients such as GO-
JEK, TRAVELOKA, TOKOPEDIA, etc.
3. Create and plan EKRUT’s event

TALENT ADVOCATES

1. Follow up and guide talent that signed up to EKRUT

2. Decide talent is qualified enough to be featured in the marketplace
a. NOT just putting CV but it’s really looking for a JOB
b. FILTER the QUALITY Candidate
3. Work with Business Development Specialist choosing right talent for employer
EMAIL TEMPLATES
THE INTRO EMAIL
SUBJ: EKRUT + <CLIENT 'S COMPANY>

Hi <Client's Name>,

I'll keep this short and sweet to make the 26 seconds it takes to read it well worth your time...
Yes, I timed it.

I work at EKRUT - we help companies like <Client's Company> with <Vacant Position>
Recruitment. I wanted to learn how you handle that at <Client's Company> and show you what
we’re working on.

Do you have 10 minutes to see if I can help?

Cheers,
<Staff’s Name>

THE REFERRAL EMAIL

SUBJ: <REFERRER'S NAME> SUGGESTED THAT I REACH OUT

Hi <Client's Name>, our mutual friend <Referrer's Name> mentioned today that you were
looking for some help with <Vacant Position> Recruitment. I did a little research on <Client's
Company> and I think I can help. When would be a good time to chat?

Cheers,
<Staff’s Name>

THE WEBVISIT EMAIL

SUBJ: ENJOYING OUR CONTENT?

Hey <Client's Name> - Hope all is well.

I saw that you were recently on our site and sign up. I hope you're enjoying it and finding it
useful for your work. I did a little research on <Client's Company> and discovered a few areas
where I might be able to be of even greater use to you and your company. When would you like
to take a few minutes to discuss? Please let me know what times work for you.

Cheers,
<Staff’s Name>
THE FOLLOW UP - NO RESPOND EMAIL
SUBJ: EMAIL BURIED?

<Client's Name>, I just wanted to circle back on my email below. I'm assuming that since I
haven't heard back, you are either busy and haven't had a chance to respond, or my last email
got buried in your inbox. Please feel free to respond to this email and we can schedule some
time to discuss how we can help <Client's Company>...

Cheers,
<Staff’s Name>

LINKEDIN TEMPLATE
THE PERMISSION MARKETING
(Hi <Client’s Name>, noticed <Client's Company> is looking to hire PHP developers in Jakarta?)

Hi <Client’s Name>, noticed you were looking to hire PHP developers for <Client's Company> in
Jakarta?

I represent EKRUT a curated marketplace for employer in Jakarta, every week, we select the top
20 programmers looking to get hired full-time.

Do check out these PHP developers featured last week:

1. Budi, Senior Experience in PHP: http://www.ekrut.co/00000000000000

2. Tinny, Junior Experience in PHP: http://www.ekrut.co/00000000000000

Let me know if interested to interview them?

Cheers,
<Staff’s Name>
EKRUT
<Staff’s Business Number>
COLD CALL SCRIPT
THE WOLF OF WALLSTREET STYLE
INTRO:
This is <Staff’s Name>. I'm calling from a company called EKRUT.
I saw your company posted a lot of job opening in Job Portals.

ASK for PAIN POINT:

How you guys source for these talents?

Or,

Is there any challenge sourcing these talents through job portals?

GIVE OPINION:
Don't get me wrong but, Job Portals are redundant nowadays it made job application and talent
search process a rather time consuming and long process. (Also payment in advance).

This what EKRUT do. Within 5 minutes you can fit and find the perfect talent for your company.

ASK for MEETINGS if CLIENTS BUSY:

Now, you may be wondering how we do this. Well, depending on what you currently doing, I'd
can come over and show it to you.

Or,

We're curated talent marketplace for employers. It’s SUPERFAST hiring with Quality candidate
matches with EKRUT algorithm especially made for you. Maybe you don’t believe right now, I'd
rather go meeting you and show it to you directly how we find talents within 5 minutes.
EXPLAIN STRENGTH in EKRUT (FASTER RECRUITMENT PROCESS) and ASK TO MEET PROSPECTS:
Let me explain to you.
1. You don’t have to post a job and look for any CV’s because in our platform you can
simply log in see CV of peoples that matches the Vacant Position in your company.
Automatically arranged by EKRUT Algorithm.
2. You'd be able to see the test we passed to them.
3. You can check how much salary they want.
4. Whoever you like you can click on them and we'll set everything's for you.
5. You don’t have to pay for anything until this month. It’s TOTALLY free.

Not only selling you time, we're helping you in each and every step from A-Z. Until the person
come into your doorstep. I can come over and show it to you. How's that sound?

IF THERE’S REJECTION:
My schedule is also packed. Because many companies also want to use our service as well. I
thought it was important enough to let you know, that your company is the company we want
to partner with. I look into your website, it's fantastic. How your company giving impact to the
society. That's why we approach you.

It's absolutely your call. For now I can do is to email you more information. But if you don’t get
back to me by next 48 hours. I think it won't be possible for me to meet you until the end of the
month.
WORKFLOW
DAILY OPERATIONS

CALL CENTER
1. Search for lead via job portal/referral/etc.
2. Cold calls (Do 50 calls/day)*assume 20 QUALITY calls/day
3. CLIENT RESPOND
a. If accepted ask for email > send email
b. If accepted BUT prospect busy ask for meeting > delegate to BUSINESS
DEVELOPMENT
c. If rejected ask for meeting > delegate to BUSINESS DEVELOPMENT
4. Fill Sales Funnel

BUSINESS DEVELOPMENT
1. Follow up leads generated by CALL CENTER
2. Send contract via email > Convert to EKRUT Client
3. Permission marketing through LinkedIn
4. If prospect responded, send contract via email > Convert to EKRUT Client
5. Guide Client thoroughly using EKRUT Marketplace if needed
6. Ask Clients’ need (Job Description, Salary budget, & Interview Schedule)
7. Assist client choosing the right talent that suit them
8. Fill Sales Metrics

ACCOUNT MANAGER
1. Ask clients to increase hiring
2. Research clients’ pain points and how to solve it
3. Plan and Execute EKRUT’s Event (1 Event/Month)
4. Communicate with vendor
5. Fill Sales Cohort and Data Input per Event

TALENT ACQUISITION
1. Search and find candidate to sign up to EKRUT with LinkedIn, Job Portals, & any tools
necessary
2. Filter candidate that sign up to EKRUT
3. Find QUALITY TALENT that can be hired immediately with good skills
4. Collaborate with BUSINESS DEVELOPMENT recommend talent to clients’
5. Fill Acquisition Metrics
KEY PERFORMANCES INDICATOR
EKRUT DNA IMPRINT

CALL CENTER
Sales Funnel
No. Approach Date Company Contact Person Phone Number Update Date Status Notes Task Channel
1 Wisanka Piguno 271623231
2 Arranet Ayu 89681383786
3 Yoexlplore Sri 62215806088

BUSINESS DEVELOPMENT
Sales Metric
Approach Date Connections sent Connections made to date New conn calculation Connections conversion Linkedin Pitches Interest Sent contract Upgraded

ACCOUNT MANAGER
Sales Cohort
Acquisition Date Company Hiring 1st Month Company Hiring 2nd Month Company Hiring 3rd Month Pain Point Notes

Event Data
Company Name Contact Name Contact Position Contact Number Interest Notes

TALENT ADVOCATES
Acquisition Metric
Talent Name Talent Contact Number Talent Range of Area Talent Expected Salary Quality Talent Skills Recommendation to Hired
BUSINESS DEVELOPMENT MANAGER
Department Performance

KPI(%)
MONTHLY QUALITY INTEREST CONTRACT RELIABILITY
CONVERSION RATE 90 80 80 70 90
FIRST CALL CLOSE 80 80 80 80 90
APPROACH PER RECORD 80 80 80 80 80
HIT RATE 80 80 80 80 80
LIST PENETRATION RATE 80 80 80 80 80
TOTAL CONNECTS 80 80 80 90 80
OCCUPANCY RATE 80 80 90 80 80

KEY GREEN Acceptable Performance

AMBER Investigate Performance
RED Unacceptable Performance