The primary reason for hiring a research assistant is to increase your revenues and profits.
I believe that an excellent research assistant will increase your billings by 20% to 30%.
An exceptional research person can serve two placement professionals, thus increasing billings by 40% to 60%.
A researcher liberates your placement professional from repetitive, low-level tasks and makes more placements a reality. The freed placement person now has the time to make company sales calls, fine-tune networking skills, and do more actual revenue-producing work. If your leading placement producers are already very good at doing their own research, imagine how much more significant their research and sourcing activities would be if they were directing the work of a topnotch researcher and think how much more your placement professionals could accomplish if they had a research assistant doing their research, sourcing, initial recruiting, liaison with client companies, follow-up on interviews, screening of candidates, and updating of resumes.
Research assistants also enable your recruiters to handle more projects. For example, they make it possible for placement people to specialize in a specific industry by gathering information about the industry, including profiles of key players, trends, etc.
The competent research assistant facilitates the placement process and helps you maintain control in a hectic environment. Fewer details fall between the cracks; surprises are minimized. A seasoned placement person in Boston stated that “having a researcher is like having another 50% of myself”.
Finally, when your placement people are involved in other activities, your researcher can get back quickly to candidates and clients, helping you to cut your response time and improve your service, which is vital in today s competitive placement arena. A skilled research assistant helps you keep promises made to clients and enables you to present candidates speedily and more effectively. Providing first-rate service is important in every business but it is critical in ours. As Ned Johnson, president of Fidelity Management, puts it “Today’s service is tomorrow’s revenue.”
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“Why hire a research assistant?” The placement business is an information-gathering business. The more information we have – about client companies, candidates, business trends, the marketplace, hiring practices, the projected growth in an area, and the competition – the better we will be able to make placements and serve our client companies.
Some of the functions of a well-trained researcher are:
– Research Projects
– Identifying employment trends
– Identifying company trends
– Interviewing candidates
– Presenting candidates
– Preparing candidates
– Providing interview kit
– Building industry superstars
– Making service calls – quality database assurance
– Making sales calls
– Returning calls
– Client development
– Monitoring marketing activities
– Building databases
– Building networks
– Building resumes from interviews
– Creating alumni lists
– Generating referrals
– Checking references
– Following up on placement
– Attending conferences
– Joining trade associations
– Monitoring contracts
– Monitoring billings
– Making placements
Frank X. McCarthy is the President of Diverse Workplace Inc. (www.diverseworkplace.com), a Massachusetts-based diversity recruiting firm. He was a Catholic priest from 1956-70, working in parish and school assignments, serving as a paratrooper chaplain with the 101st Airborne, and as pastor and director of an African American community project in Paterson, NJ. In 1973, he founded Xavier Associates and conducted diversity searches for over 25 years. Frank is a well-known and widely respected author and speaker on workplace diversity, recruiting, and candidate research. He can be reached: firstname.lastname@example.org