Increase Your Client Base and Save Time With Business Development Efforts! | Alex Dovganetskiy

Increase Your Client Base and Save Time With Business Development Efforts! | Alex Dovganetskiy

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welcome back to another live episode of the  relevant recruiter show today i get to speak   with a good friend of mine former client of mine  Alex Dovganetskiy from allies search i've been   practicing saying that all morning alex thank you  for joining me today we're going to be talking   about alex's journey as a recruiter and talking  specifically about how he's been able to leverage   the relevant recruiter program and helping  him and his team change the way they're doing   business development and become more efficient  but alex thank you for joining me today on the   show it's my pleasure dying thanks for the invite  i appreciate it awesome uh i know where you're   at in the world but why don't you share everybody  else uh you know a little bit of details where are   you located what's the family life like what do  you got going on with the personal life right now   sure we're located in harrisonburg virginia about  a couple hours away from dc uh came here back in   1997. we immigrated to california in 92 but lived  in sacramento for a while then came to virginia   97 i've been living here ever since uh family  is great um a 21 year old daughter finishing   up she's a senior in college i just got a you  know son's first year freshman in high school so   uh wife's doing great so doing pretty good awesome  awesome cool and just to give everyone a little   bit more backstory your wife does work with you  correct right correct okay all right cool we'll   definitely be we'll definitely dive into a  couple of those questions and see how the   husband and wife team are doing alex give us uh  your little story personally i mean how did you   get started off in in the recruiting industry  absolutely well i've always wanted to have a   business uh my uncles uh we were probably the only  family that didn't own a business uh my uncles   so growing up um living in california leaving in  russia california they always had some kind of a   business they were doing so i was just watching  them uh watching them and you know i that's   something i always wanted to do now i didn't start  my journey until i was about 37 which is 2017.   uh well i was a focus factory manager working for  a huge manufacturing plant and i was interacting   with a lot of staffing and recruiting agencies  and because of my position i was mainly talking   to the executives the vp's directors and just  kind of picking their brains about what the   industry is about um you know what what are they  doing you know why are they in this business so   uh it really picked my interest so i i guess  i can say it's kind of by accident it was just   it happened uh but i felt i just you just kind  of have that feeling that you know this is it   and uh you know at age 37 you're like it's now or  never uh i know it could be wrong but some people   start their businesses in 40s so in 50s it doesn't  matter but for me it was uh that was it i really   felt that it was time so i actually started it  in uh 2017 august 21st and i did it on the site   for about two years okay so i mean i had an hour  lunch uh go out and eat real quick then i'll do my   cold calls you know reach out uh get uh get some  traction and then i would come home and work till   about 9 p.m go to bed start all over again so i  did that for about two years before i actually   started on my own so nice nice so you never you  never worked for another agency you were never   an internal recruiter this is just something  you saw as an opportunity and just went for it   great question yeah yeah because we did a little  research and we saw that a lot of recruiting and   staffing uh owners or founders they were either  on the sales side and they went into recruiting   or they uh quit some kind of a recruiting agency  and started on their own so with us being in uh up   manufacturing supply chain you know for our whole  uh career we saw an opportunity that we could do   uh not not something different everybody does the  same way of getting candidates but you just saw us   opportunity of having that language to our  clients and able to speak to them at uh at   their level because we understand what the hr the  operation managers the plant managers directors   what they're going through what they have open  positions so i felt like we have had had the   advantage there and uh be able to you know really  speak their language and uh connect with them at   the next level yeah yeah be curious i mean what  kind of i would imagine it was probably hard to   come into an industry that you know you had done  the research on but you'd never actually formally   done done the job so to speak what kind of stories  did you have anything going in turn on internally   kind of telling you that you weren't going to  be able to succeed like how did you get over   those types of things because i think that's  kind of a normal part of being an entrepreneur   oh yeah absolutely i mean absolutely i'm a man of  faith so i believe things happen for us not to us   all right we start there and you know there's a  lot of prayers went into starting the business   yeah yeah yeah you know uh i it's not something i  just decided and i said okay here's i'm gonna do   it you know there's a lot of women in preparation  also uh my wife i mean she's been a great support   you know without her i wouldn't have been where  i'm at now not in just business but in general   right i also had uh um i consulted a lot with uh  jessica shadow worth as you know her shout out   to her yeah she's uh have phenomenal recruiter  and a business owner now and also kaylee bloom   i work with uh both of those young ladies and  they really helped me understand recruiting   uh they really helped me kind of boom any  questions i had i would reach out to them   and they really uh explained to me the details  of you know the the the rejections uh the no's   the yeses what to do when so they really guided  me in the right direction so it was a lot of help   got it cool as you kind of started out outside  of you know just the time obviously when you're   starting out and you're working your day job  and then doing this in between you know that was   probably your biggest challenge but outside  of that like what were some of the biggest   challenges you were facing you know as a business  owner um especially a first-time business owner   well i mean it's a business on paper right uh  it's more like a high-paying job right i believe   until it gets to that point right right a  business is where you kind of kind of uh   have a team of people working and you don't have  to get involved with the day-to-day operations   but um but to answer your question um i mean it  was just not understanding the business side you   know i've i believe i've wasted a lot of money  on promotional stuff stuff that i didn't know   i thought i needed but i didn't uh there was  a lot of time and money went into that um you   know some of the people i see their business takes  off and it just runs uh quick i mean um i believe   just some of those folks have a good knowledge of  just quitting other firms they understand a lot so   i was just uh going in for something i had  no clue about the industry as much and also   as running the business itself so um just knowing  that you need that you need the llc you need the   emails you need uh the the uh the license you need  an account and so there's a lot of little details   that went into the process that i didn't know  about that i just had to figure out so but i also   see a lot of courses on that now some folks offer  so i mean if you're starting out i would it's   worth to take the course right uh you would save  a lot of money in time yep bridge that gap get   there faster absolutely 100 what do you think you  know like when you kind of come to this industry   you've been in it for a couple of couple you know  years now i mean what what kind of problems are   you trying to solve you know um so to speak like  what are you trying to do to make make an impact   and change the industry from where you sit as far  as the industry or problems with that for clients   more just kind of the industry like what you what  are you trying to do differently than the rest   of recruiters out there you mentioned that you  kind of saw it working in in you know in-house   and that's what kind of inspired you to think  that you could do something a little bit better   i mean what are you thinking specifically  that you know could be improved great question   um being as a candidate i've worked with  a number of recruiters that i was placed   by and then i have a lot of friends and colleagues  that were working with other headhunters   is one is giving feedback no matter what  to the candidate that is crucial i mean uh   i know sometimes candidates get kind of fired  up they start asking all these questions why   you know start beating their child saying i i  was a good candidate just look past that simply   say tell them give them some feedback and say  you didn't work out you know they're looking at   somebody else there's a better candidate you know  find out come up with some kind of a reasoning and   give them some feedback i would say one two is  that you know don't work in positions you cannot   feel i mean uh there's there's some positions that  um you just won't be able to feel and we have to   be upfront with the clients i mean when we accept  a new uh new customer now we actually do the   research on the industry the position to pay  the area uh the company to really understand the   position that's one of the non-negotiables is that  we will not work on positions we cannot understand   right so i would say that's another one and then  um really um i'm not saying you have to be in   working like we did in manufacturing supply chain  to be successful i mean there's a lot of people   are really successful uh if they didn't have the  background of the companies they're working with   but that helps uh just because you can really get  at their level and understand them so right right   now going kind of the next question is like what  are you trying to solve you guys are focused on   manufacturing supply chain correct correct what  types of problems are you trying to solve for for   them specifically well i would say though one of  the number one is turnover right i mean you have   to find the right candidates for the fit i mean  uh a lot of times especially when you're uh in a   in a desperate mode to make a placement and people  know what i'm talking when they're starting out   you just want to make that placement because you  have to get that revenue going because you got   a chance of running out of business so really  looking and making sure that that candidate is   for the company and uh you know not force it do  not report it uh you know really let be the guy   between a candidate and a client and if something  this red flags you know it's it's better to walk   away because it will hurt in the long term because  right turnover is one of the things that uh one of   the costs one of the other than uh the materials  labor is one of the most costly things for the   companies and turnover is a big part of that 100  yeah 100 what are you seeing right now like with   your market just out of curiosity i know speaking  with a lot of people you know things have really   picked up are you kind of seeing the same thing  with what the market you're targeting right now   when i see uh us picking up or yeah yeah  starting to get really busy in in lots of open   positions and yep yep we definitely see that  going on right now at uh i would say at the   mid-level on leadership positions uh of course  the executive positions have been put on hold   last year we haven't seen those come back yet but  there's a lot of engineering positions um for the   actual engineers in engineering and leadership  uh we see uh of course the frontline supervision   those are always reoccurring right uh we see a  lot of analysts right now because and we started   asking questions you know it's like you see one  client second client or client they're all looking   for analysts you start asking questions why well  they're part of these uh zoo meetings that they   get on like with uh some of the group staring and  they're saying that you know they want an analyst   to and you know to have the analytic analytics  and predict what's going to happen because with   this whole pandemic thing that you know a lot of  people got caught uh not being ready so uh there's   analysts they've been hired so and we see those  jobs posted as well by other companies so right   right yeah that's that's interesting so they're  basically trying to get ahead of the next storm so   to speak yep yep i wonder if there's any numbers  that are going to predict the next pandemic out   there i would say i'll tell you this for the  past 50 years we've had a recession depression   we had something so you look at the trend it's  about every decade so there we go you were   taking always gonna be something there's gonna be  some yeah absolutely absolutely yeah it's always   funny because every time it comes up it's always  you're always feeling like it's an interesting   time of life and it's just a part of life right  there's always it is it helps yep very cool so   you know what were some of the outside of you  know we talked about a little bit of the mindset   work what were some of the challenges that you  were facing you know from client development and   things like that as you were going out and trying  to grow this business well i mean uh i did a lot   of call calls i mean that's that's what you you  look to do i mean that's what you were taught for   the past you know couple decades is uh if more you  call call you reach out and you uh try to get the   business so i've done that for four years and uh i  mean especially now i think coco it's it's really   hard to do i'm not saying you always had to get  on the phone to to close a deal that's just right   although i had some that were closed by email  never even spoke to the person i mean it just   depends on the client right you know and we've  made those kind of placements so it's pretty crazy   it's crazy as it sounds but i mean cold calling  is one that was really uh ineffective for us   um we also that did an email reach out as well it  was better because uh with an email this goes into   inbox that they can respond to mark unread you  know the girls reply i mean cold call requires   more more calories to return your call i sort  of call them that right the less calories the   client has to burn to get back to you or to close  the deal the better that's kind of how it works   what i've learned got it you gotta speak your  calories right it's so different but that's just   how it works i love the analogy i think it's  great never heard of explained that way but i   think it makes a lot of sense you know um what you  know what how did we get connected like where's   i think it was jessica shuttleworth but like was  there something else that kind of attracted you   towards you know me before even knowing really  what i did well i'm really careful who i work   with and i do a lot of research and uh you reached  out to me i've kind of put it on the back burner i   believe you should talk to me by linkedin and then  we connected and then i uh i was kind of watching   your content and seeing what you post i've seen  a couple of success stories um so one of them was   jessica so i reached out to jess i said hey jess  i mean uh what do you think about this guy is he   worth working with he's like yeah i mean uh it  really worked for us there's something different   that he does uh from the marketing standpoint  that we haven't seen before we haven't done it's   actually working for us so i've done a little bit  more uh research did a little bit of digging and   i was like you reached out again and again i was  like there's got to be a reason for that so that's   kind of how we connected is uh that referral and i  saw your content that you posted really uh really   shift my mind towards working with you got it got  it that's awesome to hear that's awesome to hear   i mean what about our work together do you feel  like you know has impacted your business the most   absolutely i mean just the way you um you show  us the market i mean we did actually when we were   for the past three years we've done very little  marketing right most of what we did was uh was   trying to do sales right uh but marketing is  really important because that's what breeds brings   in the leads in into sales and turns them into  sales so i mean you really showed us how to um   understand your client as one understanding  their their pains like uh what what are their   pains what do they need actually from you i mean  you're not going to work with all the clients and   there's some that they're just and one thing  about recruiting that i've learned is that   if they need you it's not hard to close that deal  and when they need you but they don't need you   no matter what you do no matter what strategy  you use you're just wasting your time right so   that that was a big big factor that we learned  from the program is um that understanding   what your client needs you know understand our  painting points what are they looking for where   they add so you can reach out to them what social  media platform they're on and uh to kind of really   uh understand your business of what kind of value  you can bring you know what is your message you   know uh what do you stand for what might and be  really uh specific about the kind of niche that   you're going after and you have to be able to  speak to your audience to your content as well   and content is another one i i don't  like making videos i don't i really don't   uh i i don't like create content i'm gonna be  honest with you yeah let's give you time when   i'm gonna dedicate delegate to somebody else  but you know you have to do it right now you're   wearing multiple hats and uh what i've learned is  that making content kind of takes you out of your   comfort zone yeah you know i you speak a little  bit different you uh you become more confident   you have different kind of hand movement now so  and you need that as a business person i believe   you need to be able to engage you know able to  and because this is what it's uh trending that's   what's going on right now and it's going to be  going forward i mean it's the video making uh   folks who want to watch videos instead  of reading some of the content right   but yeah that's kind of um it was a really  good guide to understand us where we are   we need to go and understand our clients and pick  our niche right i think you bring up something   interesting that i think it's it really is where  a lot of people feel is this the whole content   right like in really not loving the content but  also kind of knowing that it's a necessary evil   like how did the program help you work through  that to like go okay i don't want to do this but   i have to do this and you know how did we make  it kind of easier and pointed to you know get you   clarity on what you should be creating well you're  really good at holding people accountable that's   one uh that the result is really good i mean uh  i mean when you're in the program you're actually   stick with us and making sure that uh you gotta do  the work i mean it doesn't matter no matter what   right uh you you can pay thousands of dollars for  a program if you don't know the work it's uh it's   irrelevant yeah so you have to do the work but you  really guided us through and if there was any kind   of hesitance from us you always point us the right  directions like well start just start making a   video just just make one video right then practice  making a video then you know just keep going you   have to start you can't take step five without  taking the step one right it's kind of steps   incremental changes that you will notice going  through the program that um i'll look at my videos   now from last year and i scratched my head like  wow it's a big change yeah it is a big change so   yeah there was a really good guy guiding us  through uh the content and actually what what   kind of content to create i mean you really laid  out the steps uh what we need to follow because   it's good to create content but the content needs  to be value ad right i mean there's a lot of   content out there with cats and dogs you know and  you just watch stuff that you'll be entertained   that's not what we're here for right here to you  know to understand and uh and to get more clients   and have more business that's what we're here  for so content the first couple videos probably   until you get to uh stage when you're comfortable  you uh you might make few videos that we're just   just talking but you have to switch and make sure  the content is valued at to the clients that's   the main thing because you'll be just wasting  your time yep yep now that's great feedback and   and i know you've been on that journey i know  you embraced the content you know fully and i   remember we talked early on about your dislike for  the videos and uh i applaud you for sticking with   it getting better at it and you know making it you  know help make an impact on your business you know   um and the consistency i'm sure is starting to  pay off for you um you know with people seeing   your brand and seeing your message and probably  reaching out to you you know about business just   as a direct result of your content but yeah  i think it's content's a challenge right and   it's certainly a grind and you know kudos to you  for sticking with it and making it work for you   what do you think you know like what are some  of the results that you've had just you know   from as a result of going through the program well  uh we went through the program successfully we   completed it on time i was sticked around just a  little bit longer just a little bit longer just to   uh i mean i love the group interactions because  you just learn so much from different people   we're all there for the same purpose but we have  our different point of views different ways of   understanding things it's a lot of support in  a group too yeah i know eventually i had to get   out of the group because i've completed  a course but i miss it it was a really   good collaboration with the folks and we had a  great group of people um but it's um i mean it's   going through there just to understand of uh what  was needed from us so we've actually gained about   four clients since working uh working with you  now it would have been a lot more uh but you're   not going to work with everybody i mean there's  uh i would say we at least have a conversation   a couple times a week right now and if if we have  three non-negotiables that some clients don't meet   i mean it could have been 15 clients but we  have to stick with the non-negotiables because   uh you're just not going to work with everybody  yep yep that's awesome so four new clients plus   you're getting several calls a week that's yep  that's amazing that's amazing now i know that   you've got a team underneath you you know working  right now has that allowed you you know to expand   expand the efforts absolutely i mean going through  the program the tools you provided it free up at   least 50 percent of my time during the day i mean  honestly that's really great that is huge yep   yep and we use those tools to uh for the business  development for marketing and also working the   recruiters as well yep yep it beat up a lot of  my time i i i mean it's like uh a big change   huge right right that's awesome to hear man  um i love i love doing these interviews and   hearing the success and you know i mean like  you said you have to put in the work signing up   for the program doesn't do anything unless you're  willing to roll up your sleeves and do it so yeah   and not only we got those four clients um donnie  we also made placements with those clients as well   i mean i don't want to say we've got clients we  actually brought in revenue right i mean would   i have had those clients if we went through your  course i don't know right but i know that i did   and we do have we do see a huge impact and we have  more job orders with those clients right it was a   big change that's awesome i'd love to hear that  what do you think you know when you're looking   at i mean you mentioned earlier that you're  kind of very picky about the people you work   with i'm sure you did other you know research  i mean what do you think makes me different   than what else your what else you've kind of  seen in the marketplace or even experienced   well how do i say this i can't i've been i've been  declining a lot of folks to work with for some   reason i've accepted to work with you so i can't  really say what kind of material they provide or   uh what services they provide if they work  or don't work right i'll tell you one thing   you have to like somebody to trust somebody okay  i would start there because if you don't like   somebody there's no trust right it's just like  a date right when you go out we all you know   when you ask how your girlfriend your wife uh she  has to like you or a man he has to like you right   now before she gets in your car there's some kind  of a connection or like right before she has the   trust say okay we're going on a date right right  so that like has to come there's something about   what you've done uh you know through your content  through just uh some of the other testimonials   that um we just liked you and we said okay let's  trust him let's work with him and see what happens   got it any uh any surprises uh as you went  through the program um that kind of came   up anything that kind of caught you off guard or  anything's positively surprising or good question   good question surprised that some of the folks  still stand in program that longer than the   program was actually uh allowed that was  surprising because it's a fairly easy program   right but it was it was a surprise but it wasn't  like wow why i understand some people takes longer   right now that was one of the things that  was kind of just like oh because i always   it was it was a certain date that we had to  get down by so we busted our butt working extra   right but it's good to know that something can  go over or not but uh it's it's good to stay   within the guidelines because then you can faster  and implement those tools and to take them to the   market yeah but uh you know it's it's one of those  things but we completed it on time a little bit   earlier and we're able to stick around a little  bit and work with other folks it was great   yeah that's awesome that's awesome so and you  know give that opportunity and that flexibility so   and another one it's a big one that was  really surprising and uh i can say this   one that not everybody offers that you release an  updated course because stuff updates right right   their stuff changes there's things that happen in  background right so you released an updated course   and you gave access to everybody that went to the  course that was huge that was huge i love that   almost like you're out there to add value to us  versus just uh going after the the the revenue   right and it means a lot and uh and that's how  you build trust and that's how people come back   is that because my wife and i went through your  course number of times right look at the first one   look at the second when you compare because you  know you go to the course but you want to go back   and kind of review a couple of things right your  messaging changes uh a lot of things change so   we will go back and say oh we need to make  an adjustment here oh danny's got the new   course out let's see what's different oh man  this is a new tool that we didn't know about   that was huge that was huge for us that's  good i appreciate that feedback that's that's   definitely certainly what i was trying to  do and it's something i really drive home   um with you know people that are considering  the program is that you're always going to get   updated content you know the market's always  shifting there's always changes linkedin's   always making changes email's always making  changes so i'm glad that's been helpful for   you i mean if somebody was considering  working with me what would you say alex i would say go for it i mean it's uh honestly  i mean it's not one of these where um we've   experienced it and like i said we didn't just get  four clients right well actually there's there was   a revenue brought in from these four clients uh  not all four at once but there were some that we   actually made placements some we're still working  with right now that that uh candidates are going   through the interview process and uh you know if  you're like for example one of our non-negotiables   and i'll say one of them i could see all three  it doesn't matter but we don't work below 20   so if you're out there working below 20 you know  there's a lot of candidates i mean there's a lot   of clients out there that will work with you if  you're starting out you know you're like okay i   work for uh 17 15 i'm just trying to get up you  know i make some placements get some clientele   going until i can build myself there's a lot of  clients out there that will work 15 and below it   kind of depends but our one of our non-negotiables  is nothing below 20 right so right love it love it   what are you most excited about next i mean you've  got your business is thriving you guys have added   on some new people i mean what's next for you and  the team growth i mean it's uh growth we're really   looking forward to it we've uh you know we've been  up in revenue every year since we've started well   the first two were kind of slow but we still uh  made placements but it's it's all about growth and   uh and actually creating a star team we want  to create a star team i mean i it depends uh   there's a lot of the recruiting is one of the  one of the best businesses to be in honestly   because one you could you could work from  anywhere you know you could be somewhere in uh   out of state or even other country in able  to work two is that you have the flexibility   right do i want to be like a solopreneur don't  want to run this with with just my wife and i   don't want to have this group of people  right what are you looking to do a year   right it all depends i make what i make i can  travel the world i don't want the stress i don't   want to have the problems i have enough and here's  what i got we're looking to build a star team and   grow this thing into our enterprise that's what  we're looking to do we're excited about that   that's awesome that's a fun little fun little  vision to have right there and i think you brought   it up before is you know right now you've got the  high paying job and now you're transitioning into   making it a a profitable business so i think  that's i think that's what everybody's after   correct and there's nothing wrong with having a  high-paying job right right i mean when i look   at the business um a business is where you build  it up you have your team and you don't have to be   in a day-to-day operations right you're not then  doing the sales calls you're not creating content   you have a team of people doing that you still  always see it but you're not in the day-to-day   operations right and like i said there's nothing  wrong with that i have a friend that owns a   multi-multi-million dollar trucking  company he still drives a truck   yeah he does just how he likes there's nothing  wrong with that but that's just what we want to   do in our organization right right that's awesome  that's awesome well thank you for hanging with   me today alex and sharon you know your journey  sharing your experience you know with our work   together um for those that are listening  i mean where can they connect with you at   i like find me on linkedin i'm really active on  linkedin um facebook i'm not much on twitter um um   not much on uh yeah i say probably if uh linkedin  and facebook big top ones all right cool go check   alex out on uh linkedin and i know he's got a  good uh good presence there and creating some good   content that you can check out you know alex a lot  of people are looking to you know have the same   success you're having i mean what is one piece of  advice uh you can leave with the listeners today   oh great question great question i would say focus  i would say is number one you have to stay focused   love it love it that's that was the best advice  i can i see a lot of folks even some of uh some   i know really close they're trying to do different  things they're trying to uh you know uh different   industries different kind of businesses this works  stocks you know everything just pick one thing and   focus on it if it doesn't work um you know get  rid of it but you have to be like we spoke about   before the meeting i mean you always have to be  thinking about doing uh things different ways you   know you're in the shower you're thinking about  you know the market the sales you know what are   the different strategies you study the market  you started the trends but you have to stay   focused that's one of the most important things  yeah because you have to understand that uh your   energy flows where your attention goes so what is  your focus yep love it man love that last piece   of advice thank you again for coming and hanging  out with me today on the relevant recruiter show   relevant recruiter audience listeners we will be  back here soon with another live episode you can   catch all of the what are they called recorded  episodes on the podcast on all major chapel uh   channels including apple spotify uh you can go to  donniegupton.com podcast and see and listen to all  

episodes alex again thank you again for hanging  with me we will see you all really really soon

2021-09-28 23:50

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