The Monitoring Star
↑
Yearly Goals
↖
↗
Quarterly Goals
The Daily Planner
↙
↘
Modularization & Blitzing
100 Point Sheet
Bob Marshall © All Rights Reserved
http://www.TheMarshallPlan.org
TBMG, International Planning Worksheet, 2010
A
Minimum
Acceptable
Commitment
Target
Expected
Maximum
F
Placements
(from “E”
above)
G
Send Outs
(“F” x SO1
to placement
ratio of 10:1)
H
Job Orders
(“F” x JO
to placement
ratio of 10:1)
I
Marketing
Presentations
(“G” x 10)
20% ROI
J
Recruit PCs
(“F” x Rec.
to plmt. ratio
of 10:1 x 10)
B
C
D
E
Net Take
Home (from
Recruiter’s
worksheet)
Net Cash-In
(“A” +
50,000 office
expense)
Net Billing
(“B” ÷ .90 for
fall-off
factor)
Gross Billing
(“C” ÷ .98 for
bad debt
factor)
Placements
(“D” ÷
average fee of
$20,000)
391,000
441,000
490,000
500,000
25
Year
Quarter (÷4)
Month (÷12)
Week (÷52)
Day (÷260)
25
6.25
2.1
.48
.10
250
62.5
21
4.8
1
250
62.5
21
4.8
1
2500
625
208
48
9.6
2500
625
208
48
9.6
Recruiter: __________________________
Office: ____________________________
Manager: _____________________________ Date: __________________________
Bob Marshall © All Rights Reserved
http://www.TheMarshallPlan.org
The Marshall Plan “Quarterly Modularized Goal Sheets” ©2010
Months of _October_, _November_ & _December_, 2010
To Achieve $ ___125,000___ in Production
Dollars
124,995
115,380
105,765
96,150
86,535
76,920
67,305
57,690
48,075
38,460
28,845
19,230
9,615
0
1
2
3
4
5
6
7
Weeks
8
9
10
11
12
13
10
11
12
13
To Make _____6.25_____ Placements
Plmts
6.24
5.76
5.28
4.80
4.32
3.84
3.36
2.88
2.40
1.92
1.44
.96
.48
0
1
2
3
4
5
6
7
Weeks
8
__________________________________
Account Executive
Bob Marshall © All Rights Reserved
http://www.TheMarshallPlan.org
9
The Marshall Plan DAILY PLANNER – Professional Edition
1
M
A
M
P
M
H
M
C
R
F
S
A
S
P
COMPANY
PHONE
CONTACT
RESULTS
J
O
S
1
S
2
R
C
M
A
M
P
M
H
M
C
R
F
S
A
S
P
COMPANY
PHONE
CONTACT
RESULTS
J
O
S
1
S
2
R
C
2
3
4
5
6
7
8
9
10
11
12
1
2
3
4
5
6
7
8
9
10
11
12
Days worked since last placement: _____ Date: _______________
Bob Marshall © All Rights Reserved
http://www.TheMarshallPlan.org
Day: ____________________
The 13 Module Day
Sample Modularized Day with Seven “Action” Modules
Time
Module
7:00 – 8:00
Activity
Drive to work, arrive, pour coffee, etc.
8:00 – 8:30
8:30 – 9:00
9:00 – 10:00
10:00 – 11:00
11:00 – 11:30
11:30 – Noon
I
II
III
IV
V
VI
Morning Meeting
2-3 Friendly Phone Calls that lead to money
12 Calls = 2 Presentations
12 Calls = 2 Presentations
10 Calls = 1 Presentation
Morning Paperwork/Computer work
Noon – 1:00
VII
Lunch – Out Of The Office
1:00 – 2:00
2:00 – 3:00
3:00 – 3:30
3:30 – 4:00
4:00 – 5:00
VIII
IX
X
XI
XII
12 Calls = 2 Presentations
12 Calls = 2 Presentations
10 Calls = 1 Presentation
Afternoon Paperwork/Computer work
Plan for tomorrow
Night Home Calls
XIII
2-3 Planned Calls
Special Notes:
1. Rhythm and Production will increase during the four morning (bold) and three
afternoon (bold) “Action” Modules.
2. All “Presentation Calls” should include Multi-tasking (when possible) to increase the
success of each Action Call.
3. Don’t plan too tightly within each module. Allow for reactive “slush” time (call
backs, last minute preps, handling emergencies, etc.).
4. Once the individual module time has expired, promptly move on to the next module.
Bob Marshall © All Rights Reserved
http://www.TheMarshallPlan.org
The Marshall Plan “WEEKLY 100 POINT SHEET” ©2009
Daily
Activity
Marketing
Attempt
Marketing
Presentation
Marketing
Send Out 1
Matching
Send Out 1
Subsequent
Send Out
Job
Order
Matching
Company
Matching
Candidate
Reference
Check
Search
Attempt
Search
Presentation
Recruited
Individual
Client
Visit
Hiring Mgr
Prep
Candidate
Prep
Hiring Mgr
Debrief
Candidate
Debrief
Weighted
Points
Placement
100
TOTALS
Work Days
Since lt. Pl.
Hot
Sheet
Action
Calls
Hours
Worked
1
1
15
15
15
10
3
3
2
1
1
3
10
5
5
5
5
Monday
(7/26)
81
Tuesday
(7/27)
76
Wednesday
(7/28)
88
Thursday
(7/29)
87
93
12
25
16
18
14
2/30
3/45
2/30
2/30
0
0
0
0
0
0
0
0
1/15
0
0
2/20
3/30
2/20
4/40
0
1/3
0
0
0
0
1/3
0
0
1/3
0
0
0
0
0
0
0
47
2
0
0
0
47
2
0
0
0
0
2/6
0
0
0
1/10
0
0
0
0
1/5
0
0
1/5
0
1/5
0
0
1/5
0
0
1/5
1/5
0
0
0
1/5
1/5
0
0
0
0
50!
0
149
290
189
238
117
1
2
3
0
1
4
3
3
3
3
14
72
18
18
14
4
4
8
8
6
Name ________________________________________
Friday
(7/30)
Company _____________________________
Bob Marshall © All Rights Reserved
http://www.TheMarshallPlan.org
KEY – The Marshall Plan “WEEKLY 100 POINT SHEET” ©2009
Marketing Attempt
Picking up the telephone and dialing it
Marketing Presentation
Marketing presentation—regardless of the result
Marketing Send Out 1
First-time send out arranged through marketing
Matching Send Out 1
First-time send out arranged through matching on an existing job order
Subsequent Send Out
Subsequent interview—2nd, 3rd, 4th, etc.
Job Order
Job order (position description)
Matching Company
Presentation of a candidate to a hiring manager with an existing job
order
Matching Candidate
Presentation of an existing job order to a candidate
Reference Check
Reference check
Search Attempt
Picking up the telephone and dialing it
Search Presentation
Search presentation—regardless of the result
Recruited Individual
Recruit hit
Interview in Office
Non-recruit interviewed in your office
Recruit in Office
Recruit interviewed in your office
Client Visit
Visit client at their location
Hiring Mgr Prep
Hiring manager prep for face-to-face/telephone interview
Candidate Prep
Candidate prep for face-to-face/telephone interview
Hiring Mgr Debrief
First time the hiring manager is debriefed after the interview
Candidate Debrief
First time the candidate is debriefed after the interview
Placement
Offer and acceptance
Work Days Since Last Placement Only days you work count—not holidays or weekends
Hot Sheet
Ongoing interviews—½ credit for each side (company or candidate)
Action Calls
Marketing presentations, search presentations, matching company and
matching candidate
Hours Worked
Hours worked on that particular day
SPECIAL NOTE
The minimum GOAL is to achieve either 100 points or 25 action calls on a daily basis!
Bob Marshall © All Rights Reserved
http://www.TheMarshallPlan.org