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#RIWIR
How I succeeded in Recruitment
Carmen WatsonManaging DirectorPertemps Recruitment
Partnership
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Background
• Born in 1956
• Mixed heritage
• Educated in secondary school
• 1st career decision at 16!
• 1st experience of recruitment
ON THE FIRST RUN OF CAREER LADDER!
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First Phase
• Secretarial job – Drop Forging Company• 72 yr old – Managing Director• Traditional values and traditional working practices• “Old School” values• Best grounding one could have
Lessons learned:• Take lead from good role models/mentors• Quality, Quality, Quality!• Customers have a choice who they buy from
STATING THE OBVIOUS BUT......................
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Second Phase
Pertemps Specialist Division:
• Secretary to the Head of Technical Division
• Barriers
– Age
– Gender
– Ethnicity
Lessons learned:
• Tenacity, honesty and customer focus DO pay off in the end
READY FOR THE NEXT STEP.........................
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Third PhasePertemps:• Consultant - Permanent
- Temporary- Contract
• Branch Manager - £5m turnover• Commercial Director - 1980
- Mergers/acquisitions- New branches
Lessons learned:• Love what you do• Do what you do do well• Exceed your customers expectations• Look after your team
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Fourth Phase• Corporate Business Director – Pertemps• World was changing• Volume business users became “contract” customers
– Tenders– Price negotiations– Single points of contact– MI
• Babes in the wood £250m contract spend
Lessons learned:• Don’t assume anything• Manage change • Take your team with you
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Penultimate Phase• Managing Director – 2000• Role & responsibilities
– “Whole” company issues– Local agency– National coverage– Separate autonomous divisions
• Key Challenges– Structure– Identity– Development opportunities for key staff– EBT shares for all– Growth plan
Lessons learned:• Understanding the business!• Staying focussed• Sharing the journey you’re on!
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Factors Influencing JourneyPersonal ones:
• Having to go to work early
• Understanding business
• Desire to succeed
• Not afraid to challenge
• Acting in the interests of customers and staff
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Factors Influencing Journey
Organisational ones:
• Board recognised
– Someone who got on and did the job
– Understanding the industry
– Commitment and hard work
– ‘Can do’ attitude
– Core values
– Desire to be successful
The Company backed me!
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“How well are you demonstrating your commitment to your
organisation?”
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“How much of the bigger picture do you see?”
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“Are there people in your company that can offer you
what my company saw in me?”
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“How clearly defined is the route to success?”
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“Formula for Success?”
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Formula for Success
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ABILITY
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Formula for Success
x
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ABILITY APPLICATION
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Formula for Success
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+ ARTICULATIONxABILITY APPLICATION
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Formula for Success
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+
+ ARTICULATIONxABILITY APPLICATION
ATTRACTIVENESS
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Formula for Success
Something Missing?
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+
+ ARTICULATIONxABILITY APPLICATION
ATTRACTIVENESS = SUCCESS
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Formula for Success
= Attitude
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Formula for Success
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ABILITY
APPLICATION
ARTICULATION
ATTRACTIVENESS
ATTITUDE
= ACHIEVEMENT!
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Final part of the journey for me
November 2012 Chairman of Pertemps
• Turnover £292.2 million• Employees 550• Branches 103• Positioning Top 10
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Additional Board Posts:
• Network Group [Specialist Recruitment Organisation]
• Race for Opportunity [BITC]
• Real Deal
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“Best wishes to you all”
Carmen
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