BUSINESS

PARTNER
HANDBOOK

#GetTheBestOutofUs
ABOUT CIEL
02
History + Geo

OUR FOUNDERS 05
KNOW THE GROUP OFFERINGS 06
CIEL offers you
CIEL Rapid
CIEL Skills & Development
MaFoi Integrum Jombay

KEY PEOPLE IN CIEL FOR A BP 14

Function Wise Support

PROUD TO BE A CIEL EMPLOYEE 17

Values + Mission + Vision
ISO
GPTW + Different aspects that are considered

#GET THE BEST OF CIEL 20

Who is the ideal Client?
Market Research Prospecting Tool
Inside Sales
Who is an ideal sign-up?
Research Points before calling a Prospect
Sales
Negotiation of Commercial Terms to maximise returns for CIEL
Sales/Business Development Pipeline
Recruitment Delivery How to build a Recruitment Pipeline
Account Management
What are the Responsibilities of a Key Account Manager?

HOW TO BE THE MOST PROFITABLE BUSINESS3 6

PARTNER?
Power of annuity businesses NAPS Professional Staffing General Staffing
Bid for the Right Tender
Who is the right hire for me?
How do i course correct PMS
CIEL Brand Marketing Tools
Planet CIEL - CIEL's Learing Project
Build a Strong Pipeline
Register your office on Google My Business (GMB)

POLICIES 46

REFERRAL GP SHARING MATRIX FOR 47

GROUP COMPANIES
 02

ABOUT CIEL
CIEL is a French word meaning ‘sky.’ For us, CIEL HR is India’s fastest growing HR
it is the peak of excellence that they strive services company
to achieve while fulfilling your talent needs
and meeting the career aspirations of CAGR of 121% over
candidates. the last 7 years)
CIEL Group is a holistic talent solutions
provider, one destination for all your HR servicing ~400 companies across
needs. We have been a reliable partner to industry sectors for their Temporary
clients of all sectors and sizes, in their staffing needs and 2500+ companies
growth journey. CIEL is led by the most to find the right talent for their
experienced and talented workforce Permanent positions. It finds talent for
spread across companies in the industry sectors of
Manufacturing, Energy, Infrastructure,
78 Offices
50 Locations
in India IT & Outsourcing, Pharma, Financial
Services, Consumer Products and
CIEL Group includes brands like: Services. Over the last 7 years, CIEL has
recruited 1,20,000+ people across
- India's largest recruitment and levels and functions.
staffing company in terms of geo-spread
CIEL was founded by the founders of
- India’s largest Talent Assessment Ma Foi which started in 1992 . With a
and Development platform presence in 14 countries and a
placement record of over 2.5 lac
- Offering HfactoR, a unified HR candidates it became India’s Largest
Tech platform to manage end-to-end HR services Company and was the first
employee lifecycle in organisations to break into the 1000 Cr category in
the Indian HR Services Industry, with a
- It offers Managed Services to growth rate of 66% over the first 16
optimise IT programmes years.

- It engages with various By 2024-25 we aspire to be in a

leadership position (Top 5 by
Government agencies as well as the CSR wings
Revenues) in the markets that we
of corporates to mobilise students, train them
operate in and be one of the most
‘Job Ready’ and place them in meaningful jobs. respected HR services companies.
 03

GEO
With 78 offices in 50 locations in India, we are closest to the clients and the
candidates. This helps us recruit the best talent from the local talent pool Further,
our extensive geographic presence provides a local-level connect with the
employees at client sites. Thus, our clients experience greater engagement and
retention of the employees. Our footprint is the largest in India. We will keep
investing on this strategy to service our Staffing clients effectively.

To know more about our presence across India please visit the link provided below :

OUR PRESENCE IN INDIA

North
Chandigarh Zonal Hubs
Haldwani
East
Jaipur Bhubaneswar Kolkata
Kanpur Cuttack Patna
Kota Guwahati
New Delhi Jamshedpur
Noida
Varanasi

Central
Bhopal
Indore

West Mandsaur

Ahmedabad Panna

Aurangabad
Bharuch
South
Avadi
Gandhinagar Pondicherry
Bengaluru
Goa Tirupathi
Chennai
Jamnagar Thoothukudi
Coimbatore
Kutch Tiruchengode
Chengalpattu
Mumbai Trichy
Hyderabad
Nagpur Salem
Hubli
Pune Vellore
Kanyakumari
Surat Vijayawada
Kochi
Valsad Vadodara Virudhunagar
Madurai

03
 04

ADITYA NARAYAN
MISHRA
K. PANDIARAJAN MD & CEO
Executive Chairperson &
Director
OUR FOUNDERS

SANTHOSH NAIR
Director & COO

HEMA LATHA
RAJAN
Director
 05

KNOW THE
GROUP
OFFERINGS

#GetTheBestOutofUs
 06

KNOW THE GROUP

OFFERINGS
CIEL offers you:

Recruiting
Recruiting top executives can be tricky. You need leaders who are as much at
ease with quality management as they are with diversity and inclusion. You
Executive need a CFO who is not only a seasoned professional but also a great fit for
your culture; this is essential to drive the Board agenda for the future. CIEL
Search understands your context, uses its experienced team to assess the fitment,
and engages the candidate meaningfully till onboarding and beyond with its
30-60-90-day contact plan.

You need talent at different levels in your organisation to execute the

strategy and translate the plans into reality. You need candidates whose
resumes not only match the job description (JD), but go deeper than that.
Permanent CIEL's team is trained to understand the unique context that defines each
Recruitment JD; we go beyond the resume of a candidate to understand his or her CCA
(context, competencies and aspirations). CIEL brings you candidates whose
CCA match your JD and context in the best possible manner.

When you recruit in large volumes to ramp up a routine or greenfield project,

Recruitment you need a smart strategy and rigorous execution. You need a large team;
Process building that in-house is expensive and not in strategic alignment with your
long-term business priorities. CIEL sets up a team and the processes to make
Outsourcing sure that your needs are delivered reliably - from end-to-end recruiting to an
(RPO) à la carte of processes. KPI-based outcomes are tracked and managed to
meet the requirements.
 07

Staffing
As companies grow, they need to expand their workforce in sales, production,
service and business support. At the same time, they need flexibility in their
headcount so that they are able to match the peaks and troughs of their
demand cycle. They cannot always tap into the talent pool in tier 2 and 3 cities.
If they can, they do not have the on-ground presence to engage candidates
and scale up the process. Our spread and technology ensure our staffing
solutions help your business gain momentum.

CIEL provides Flex staff with varied skill-sets on its payroll across multiple
locations for Engineering, Sales, Customer Service, Admin, Secretarial, Office
Support etc. We call them our Deputees. They work at our client
General organizations for a specified period of time across functions and levels. We
manage their end-to-end employee life cycle with an option to be hired on
Staffing the client payroll, offering complete flexibility. Our tech-enabled transparent
processes create competitive efficiencies in deputee engagement and
significantly reduce employee Query Resolution Time.

Companies look for specialists for a fixed period to address specific project
needs. Sometimes, they need highly skilled professionals to work on fixed
Professional term contracts with the option of hiring them on their permanent payroll at
Staffing / IT a later date. CIEL’s recruiting power, backed by reliable systems and
processes, attracts highly skilled people on our payrolls and deploy them for
Contracting fixed periods to client locations.

NAPS:
National Apprenticeship Promotion Scheme (NAPS) is a scheme launched by
the Government of India to provide financial support to establishments
undertaking Apprenticeship training. CIEL takes care of the client's end-to-end
arrangements for the NAPS program, from the mobilisation of apprentices to
final assessment and certification.
 08

Compliances
We provide high-quality compliance services both internally and to our clients
wherever we extended staffing services, where we delegate our responsibilities
with the assistance of a dedicated, knowledgeable team, as detailed below.

PF & ESIC end to end activities ( Eg: UAN Creation, IP

Payroll
01
Creations Rementance & all type of claims)

Compliances 02 State wise PT Rementance

01 End to End Audits

02 CLRA License
Statutory
Monthly Returns, Quarterly Returns, Half Yearly Returns &
Compliances 03
Yearly Returns

04 Notice Closure

PF, ESIC & PT Registrations

 09

Generally, when a company goes about new hiring or urgent hiring, it ends up
paying for the whole process of the recruitment cycle. Various steps are
involved in the process, from getting access to the best profiles to conducting
interviews and following up on the candidate until the hired candidate joins
the company. But paying for the whole process can prove to be expensive
especially if the startup is bootstrapped or at an early stage of startup
recruitment. CIEL RAPID finds a solution to this issue by segregating the entire
process.

What are the benefits of CIEL RAPID? Introducing

A completely transparent recruitment process

01
designed especially keeping the SMEs and
Startups in mind.

02 A cost-saving yet effective method of recruitment

for all sectors

03 Relevant and Validated profiles

04 Solutions work extremely well for the urgent

hiring of new talent.

05 Top-up plans are available to supplement current

plans at attractive pricing.

06 Get access to professional staff, experienced

service matter experts, and proven solutions.

Please click on the link provided below to know more

about Ma Foi Offerings:

CIEL RAPID BROCHURE

 10

Skill Development:
Started in 2015 by the Founders of Ma
Foi, CIEL has grown to be one of
India’s leading companies integrating
the domains of skilling and
employment. CIEL Skills and Careers
has a deep understanding of
individual and collective gaps in
employability and is on a mission to
connect employers and the talent
Introducing
pool of skilled folks in different parts of
the country through its app, CielJobs
as well as the physical infrastructure of
78+ offices. CIEL Skills and Careers
engages with various Government
agencies as well as the CSR wings of
corporates to mobilise students, train
them ‘Job Ready’ and place them in
meaningful jobs

Skill Tech Platform:

CIELJobs, India’s first SkillTech platform, strives to guide the candidates to the
right job where their aspirations meet the employers’ expectations. CIEL’s
extensive geo presence via 78 offices spread across 50 locations opens up
numerous job opportunities across India. It has multiple skill cohorts to help
tens of thousands of fresh talents across every nook and corner of the country.
It is a platform for candidates from all over the country to connect, learn, get
opportunities to upskill and find the right job in their preferred cities.
 11

OFFERS YOU

1 Growth
Consulting 3 HR Process
Outsourcing 4 Compliance and
Payroll Consulting
Growth consulting An arrangement in Compliance is the
helps businesses which a third-party process of bringing an
identify and cover the administers HR on organization’s HR
challenges they are behalf of another policies in sync with the
facing while growing. business, allowing it to labor laws prevalent at
focus more attention the city, state, country,
on growth-related and global level and in
objectives. accordance with
industry-specific laws.
Payroll is the process of
paying salary to a
company's employees.
Rajaram
Surianarayanan
rajaram@mafo
igroup.com
Banu
+91 9811 876 716
Selvarengaraju
banu@mafoig
roup.com

+91 9940 412 605

2 Strategic Advisory
Services
Vasu Rao
vasu@mafoigro
up.com
Growth consulting helps businesses
+91 9884 916 363
identify and cover the challenges
they are facing while growing.

Please click on the link provided below to know more

about Ma Foi Offerings:
5 Risk Management
identifying potential employee-
related risks to your business so you
MA FOI CAPABILITY DECK
can minimize any problems before
they arise.
 12

Building great Managers & Leaders

ASSESSMENT
Cognitive Assessment
Cognitive assessments evaluate
a candidate’s use a series of

questions to assess cognitive abilities,

HFACTOR
Mobile App
comprising quantitative aptitude
questions, language proficiency tests,
learning agility assessments, critical
thinking questions and attention-to-

INTEGRUM OFFERS YOU: detail questions.

HfactoR
HFactoR offers enterprise software to Assessment Centers
automate and simplify HR processes, An assessment centre is a

and comes with decades of hands- on method used to identify

experience. Integrum provides a management potential and

unified HR platform that transforms determine candidate's suitability for

organisations and make them future- higher functional positions.

proof
Personality Assessment
A selection procedure measures
the personality characteristics

of applicants that are related to future

job performance.

Tejas Juthani
DEVELOPMENT
tejas.juthani@inte
grumsolutions.in Digital Learning Platform : A digital learning
+91 7219 118 001 platform allows access to a complete library
of online resources
 13

AUTOMATION PLATFORM
A platform is an online portal that
01
lets you deliver more than just one
assessment tool and triggers
multiple tools from one source.

A platform gives you the capability

02
to deal with volumes. It also makes
reporting easy by automatically
aggregating scores from different
assessment tools into one single
report.

You can access Jombay’s Sales Deck with

the link provided below

JOMBAY SALES DECK

for more details please contact

Tanvi
Chaturvedi

tanvi@jombay.com

+91 9168 684 760

 14

KEY PEOPLE IN
CIEL HR FOR
PARTNERS

#GetTheBestOutofUs
 15

KEY PEOPLE IN CIEL

HR FOR BPS

Sheetal Rathore Prasun Sharma Bharath M S

Reporting Manager HR - BP Assistant Manager Partner Success
West Region & Maharashtra

sheetal@cielhr.com
prasun.sharma@cielhr
.com bharath@cielhr.com

+91 8758 383 717 +91 7227 020 066 +91 7348 911 118

Shabeer Ahmed J Saikat Chakraborty

Reporting Manager Tamil Nadu Marketing Head

shabeer.ahmed@cielhr
saikat@cielhr.com
.com
+91 7358 011 124 +91 7086 011 830
 16

KEY PEOPLE IN CIEL

HR FOR BPS

Gowtham J Parinita Puri Arnab Ganguly

Reporting Manager - Karnataka Reporting Manager - Deccan Reporting Manager - East
Karun Kumar
Region Region Reporting Manager - Mumbai
Region Region
gowtham@cielhr.com arnab.ganguly@cielhr.
parinita.puri@cielhr. karun@cielhr.com
com
com
+91 9900 155 422 +91 9163 325 843
+91 8008 883 429 +91 9611 028 128

Piyush Jain Bhagyarathi Abbhiinav Singh

Reporting Manager - North Region Premkumar Branch Manager - Pune
Head Staffing - TN KL Region
abbhiinav@cielhr.com
piyush@cielhr.com bhagyarathi@cielhr.c
om +91 917 525 4004
+91 9818 277 674 +91 9940 493 698
 17

PROUD TO BE A
CIEL EMPLOYEE

#GetTheBestOutofUs
 18

GROWTH DIGNITY

VALUES PROFESSIONALISM DIVERSITY

CIEL began its journey in Aug The vision is to emerge as one

2015 with the passion of of the most respected HR
rebuilding an HR services services companies in the
business anchored on the world anchored on the values
MISSION values that the founders VISION of growth, professionalism,
deeply believe in, right from dignity, and diversity.
the time they started Ma Foi in
1992.
CIEL promotes learning with humility, serving with dignity and growing with integrity. Members of CIEL care about customers deeply and
deliver best-in-class solutions keeping the interest of all other stakeholders in mind. CIEL will combine the power of technology with the
capability of its members to deliver value to its stakeholders through rigorous execution

ISO 9001:2015 CERTIFICATION

Our Commitment to quality is strengthened by our ISO 9001:2015 certification.
Here is the link to our ISO Certification

ISO CERTIFICATION
0.6%

GREAT PLACE TO WORK

In India, there are a total of 1.26 million** registered
active companies, and CIEL is proud to be among the
CIEL is listed among the 0.7%
top 200 GPTW certified companies in the mid-sized elite list of companies in India who are
a Great Place to work
category and one among the 850+ companies who
are certified. Thus, putting CIEL among the elite
0.07% of the registered active companies who have
been certified by Great Place to Work® Institute.
 19

DIMENSIONS OF A GREAT PLACE TO WORK

Competence in coordinating human and
Competence
material resources

Credibility Communication Communications are open accessible

Integrity in carrying out vision with

Integrity
consistency

Supporting professional development and

Support
showing appreciation

Collaboration with employees in relevant

Respect Collaborating
decisions

Caring for employees as individuals with

Caring
personal lives

Balanced treatment for all in terms of

Equity
rewards

Absence of favoritism in hiring and

Fairness Impartiality
promotions

Lack of discrimination and process for

Justice
appeals

Personal Job In personal job, individual contributions

In work produced by one's team or work

Pride Team
group

In the organization's products and

Company
standing in the community

Intimacy Ability to be oneself

Camaraderie Socially friendly and welcoming

Hospitality
atmosphere

Community Sense of "family" or "team"

 20

#GET THE BEST

OUT OF CIEL

#GetTheBestOutofUs
 21

#GET THE BEST OUT OF CIEL

WHO IS THE IDEAL CLIENT? How to do the Market
Research?
Prospect with atleast 3 to 5 Openings Identifying Potential Leaders from the
01
targeted company from Prospecting
tools like

Companies with a minimum

02
turnover of INR 200+ Cr

INR 200+ Cr

An Ideal prospect would have raised

VARIOUS TOOLS TO DO MARKET
03
a funding of atleast 14 Cr ($2 Million
RESEARCH :
Dollars) is a powerful data
enrichment tool that allows you to find
contact details, such as email addresses
and phone numbers.

To know more about LUSHA and how to

14 Cr use it effectively please click on the link
provided below :
HOW TO DO MARKET
RESEARCH ? LUSHA Training LUSHA Prospecting Tool

Why Market Research

We have to research about the industry
sector we are prospecting and the
competitors of the prospect. This will help us
identify the ideal client.
 22

INSIDE-SALES
Why Inside-Sales?
To Understand the prospect better, their organization, Recent News about them, any
Industry Trends, the Market Size, their Competitors, Key Stake-Holders, Executive
Compensation etc.

How to do Inside-Sales?

01 Update your LinkedIn id with CIEL profile.

02 Identify the sector(s)/Cohort(s) that you are focusing on

03 Then identify companies in those sector(s) which are expanding,

diversifying or there is a new Senior level movement.

04
After creating the list, identify whether the company is already a CIEL
Client by logging on to our Zoho BIGIN CRM and Icon search by the
client’s name to know whether it is an already existing account or is
being pursued by some other CIEL member.
NOTE: If you do not have BIGIN CRM access please discuss with your Regional Head or Bharath
M S. Please find their contact details in page “x.”

05 If the client is not listed on BIGIN you can start prospecting them.

If you are not able to tap into the Main companies, find an alternative to
06
the companies who are growing at a good rate in the market. (Eg: If you
are aiming to approach Swiggy and not able to tap them, approach
similar companies like Zomato or EatSure Etc.)

HOW TO APPROACH A
PROSPECT?
Cold Calling:
Cold calling is the solicitation of business from
potential customers who have had no prior
contact with the salesperson conducting the
call.
 23

Cold-Email Approach: LinkedIn:

The solicitation of business The solicitation of business
from potential customers who from potential customers
have had no prior contact with who have had no prior
the salesperson writing an contact with the
email. or reaching out to them salesperson reaching out to
through LinkedIn. them via LinkedIn

You can get to know more about Cold-Email & LinkedIn Approach from an
example script from the link provided Below :

COLD EMAIL & LINKEDIN CONTENT

14

WHO IS THE IDEAL SIGNUP?

Analysing the type of
01
requirements, a potential client has
based on the below parameters:

If the positions are available in the

02
market

If we have the internal team

03
strength / bandwidth to deliver on
the mandate

If the client wants us to close the

04
positions for an unrealistic Signup
fee, then it does not qualify as an
ideal signup
 24

RESEARCH POINTS BEFORE

CALLING A PROSPECT:
The client company [company, country of origin, number of employees,
01
their financials, their markets, any news about their plans]

company SPOC being prospected [his/her LinkedIn profile, connections,

02
and activities; does he/she have the money, authority, and need]

03 Which sector/cohort from?

04 What is our reference there?

05 Who is our contact person there?

How many employees we have hired / deputees hired, how long have
06
we been associated with them?

07 CIEL group services in the order of relevance for the particular

prospective client

08 Company context and competitors

 25

DURING THE CONVERSATION WITH THE PROSPECT,

WE NEED TO COLLECT THE FOLLOWING INFORMATION:
01 What is the current employee size?

How do you currently manage your hiring

02
process?

03 Do you have an internal hiring team or do

you use external consultants?

04
Are you facing any challenges in the hiring
process?

05
What is the current attrition rate in your
organization?

06 What is your hiring plan for the next 6 months?

07
What is your company or team hoping to
accomplish in the next year ?

08 What type of hiring process are you looking for to

grow your business ?

09
May I know the experience with the current
vendor about the process of hiring or quality of
the profiles? Company context and competitors
[Who is currently fulfilling their Needs, what kinds
of solutions do they avail, what is the extent to
which the company is dependent on its current
Service Provider? How long have they been
associated with the Service Provider (SP)? What
issues/gaps do they experience in the SP’s
service? Given the market condition, do you think
the current SP is fulfilling the needs of the
customer? What is our past experience, if any,
with the company or the SPOC?]
You can get to know more about Cold-
Calling from an example script from the
link provided Below : 10 Knows enough about CIEL, Ma Foi, Jombay,
Integrum; their Service offerings and the delivery
COLD-CALLING EXAMPLE SCRIPT
methods
 26

SALES 01
Develop a solution matching the
client's requirement and our
capability.

Have an agenda for the meeting,

02
Position yourself and clearly
articulate ‘Why CIEL’

Build a professional relationship

03
with them.

Share facts & proven records of

04
similar work done by CIEL with
Similar companies and positions
after listening to the kind of
requirement they have.

Knows the relevant references so that one can articulate the reasons for a
05
client to buy CIEL’s services [has CIEL’s BD Toolbox, knows about the current
contracts CIEL is delivering upon and the assignments CIEL is failing to deliver]

06 Has clear idea about the talent pool such as availability of talent, target
companies, sourcing methods, current trends, and best practices

07 Being on time and groomed for the meeting

 27

Delivering the Pitch

01 Introduces and Builds rapport

02 Refers to the details sent earlier and asks if

a quick walk-through is needed

03 Presents the Solution and Articulates ‘Why

CIEL’ quoting References and our
approach to handling new projects

Handle Objections:
Confidently and meaningfully [listens, sets
expectations right, demonstrates a solution
mindset]

CHECKING THE HYGIENE

FACTORS:
For Staffing Opportunities:
Statutory compliances, performance
guarantee, liability, health and safety related
aspects
 28

For Recruitment /
HVS Opportunities:

Place in the org and its significance (who reports

01
to this role, who this role reports to, who the
peers of this role are and why this role is
important) is not mentioned

Key challenges before the role-holder is not

02
mentioned,

The future for the role, company, and the

03
industry sector (where will this person reach
after 2 years or 5 years, where this company will
reach in 5 years, how this industry sector will
grow in future) is missing

Culture fit elements or critical attributes (critical

04
attributes/competencies at a high level) are not
mentioned

Total compensation (indicative fixed CTC,

05
variable CTC, and benefits), years of experience,
educational qualification or any such special
requirement is not mentioned
 29

Negotiation of Commercial Terms to

maximise returns for CIEL

Refers to Scope of Work, Number of players are

01
working on the assignment, The time for which the
role has remained vacant and the efforts already put
to fill it

Pricing based on Level of role to be recruited or staffed,

02
Number of stages involved in Selection and the market
news about the level of difficulty to clear the rounds of
screening, exclusivity, replacement guarantee period,
off-limits if any for sourcing

Discussed the timelines to fulfil the requirements, the

03
reasons for the timelines, the replacement guarantee
period

Brings out the talent market trends (availability,

04
competition, attrition) for the company, attractiveness
for the industry sector and the role itself,

Assesses the Volume or Size of the assignment, 05

Commercial Terms: Credit period, GST and TDS 06

Preference should be given for a Collect & Pay model in

contract staffing. In the case of Pay & Collect model, 07
look for the least payment timeline, to minimize
interest cost.

To know more you can Refer to CIEL BD Toolbox which contains Edge Tutorials to
give you a clear Idea. The link given below will redirect you to the BD Toolbox :

BD TOOLBOX
 30

HOW TO BUILD A STRONG SALES/BUSINESS

DEVELOPMENT PIPELINE

What is a Pipeline?
A sales pipeline is an organized, visual way of
tracking potential buyers as they progress
through different stages in the purchasing
process and buyer’s journey

A pipeline is an organized, visual way of tracking

potential prospect as they progress through
LEADS
different stages in the purchasing process and
prospect’s journey pipeline is a thoughtful plan
that guides prospects through each stage of
COLD CALLS & EMAILS your pipeline. In order to build a strategy that fills
the pipeline make sure you clearly understand
your sales pipeline stages, Recruitment Pipeline
FOLLOW-UP Stages and your ideal target customer.

What does a BD Pipeline mean?

PROPOSAL
A Business Development pipeline is a way of
moving prospects through stages, from
NEGOTIATION discovering the clients to closing the deal.
Managing the sales pipeline requires consistent
data inputs, monitoring and review of pipeline
SIGN
UP processes and sales key performance indicators.
Pipelines also provides an overview of a sales
Sales/Business Development Pipeline representative account forecast and how close
the representative is to making quota, as well as
how close a sales team as a whole is to reaching
quota.

Our CRM tool ZOHO Bigin assists you to build a

proper Pipeline and keep a track of it throughout
the process.
 31

WHAT DOES A SALES/BUSINESS DEVELOPMENT

PIPELINE CONSIST OF?
Identify / map the potential clients for cold call / email
campaigns to build a pipeline for the week and the next
LEADS week as well. Maintain a proper record of all the potential
incoming and identified leads on the CRM. Refer Ideal Client
section.

Keeping a record of all the Cold calls made and cold Emails
sent to the prospect list is important for a proper follow-up
COLD CALLS / and maintaining a conversation record of the same. Our CRM
EMAIL tool ZOHO assists you to build a proper Pipeline and keep a
track of it throughout the process.

Involves follow-up on leads by maintaining a channel of

communication between you and the lead. It is important to
follow-up at the right or indicated time by the prospect to
FOLLOW UP increase the chances of winning the account. The process
involves keeping the prospect warm with relevant
information like Client References, CIEL Case Studies, CIEL
Works Research Reports etc.

After the discussion with the prospect, it is important to

customize the Proposal according to the prospect’s needs.
PROPOSAL Access CIEL’s Standard Proposals here.

The lead has expressed interest in our services and now

arrives at the negotiation stage. You negotiate on price,
NEGOTIATION services, conditions, etc. to make a profitable sale, and
submit your final proposal.

The final stage in your sales process where you record the
outcome of your deal after both parties have signed the
SALES agreement, you mark the deal as Closed Won, else it is
marked as Closed Lost.

You can access the Different Case Studies from the link provided below :

Case Studies
 32

RECRUITMENT DELIVERY
For Permanent Hiring Requirements, please post the job using
CEIPAL for it to be published on CIEL’s website and be available
for other members in CIEL to see.

For Temp Staffing Hiring requirements, please post the job

using HYRE, CIEL’s own ATS built by Integrum Solutions.

Business Partners can deliver on the mandates matching

CIEL’s delivery standards if they have the expertise and
bandwidth of handling such mandates

Recruitment Delivery support can be sought or extended to

other BPs.

CIEL Core Recruiters can also assist the BPs in closing the
positions if they have available bandwidth and capability.

Additionally, Business Partners can work on Mandates passed of CIEL.

HOW TO BUILD A STRONG

RECRUITMENT PIPELINE
What does a Recruitment
Pipeline Mean?
Recruiting pipelines are a way to
visualize your hiring process across
time. Each pipeline corresponds to
one job. Candidates enter your hiring
process from one end and, stage by
stage, the more qualified candidates
progress through the pipeline until
one person is hired.
 33

HOW TO BUILD A RECRUITMENT PIPELINE?

Keep a record of Candidates sourced based on the

Sourcing Clients Requirement

Record of the sourced candidate if He/she meets the

Screening requirements for a particular job Opening

Pre-hiring assessments are tests or evaluations that are

used to assess the skills, knowledge, or qualities of job
Assessing candidates before making a hiring decision should be
recorded of the candidate sourced.

Record of the interviews conducted for the candidates

and the number of candidates who got selected and
Interviewing rejected. Meet the line managers to understand the
feedback and analyze if we should rework on it to find
the right person.

Recording the Employee history, verification involves

contacting each workplace listed in a candidate's resume
to confirm that the applicant was in fact employed there,
Verifying to check what the applicant's job title(s) were during
their work tenure, and the dates of the applicant's
employment there.

Record of how many selected candidates received offer

letters, How many Candidates have accepted the offer
Offering letter and The documents collected and How many
Appointment Letters are released.

Creating predictable revenues every month and

Building On New planning the next pipeline to build. Adding New
Pipeline Requirements weekly to create more opportunities and
revenue generation.

To know more about Recruitment Process and how to use Naukri to source the most suitable
CVs please refer to the link given Below:

Recruiter Handbook Receive a Requirement Sourcing CV's

Assess the Candidate's Right Presenting CV's to the Client

Interview Prepping and Scheduling Giving Candidate Feedback

 34

Here are 2 more Tools that can benefit you:

1. 2.
PORT (ONBOARDING TOOL): APPI (PAYROLL TOOL):
A workflow driven solution to Integrum offers for the first time in
conveniently onboard new hires and India, a payroll software that lets you
to never miss out on any required complete your payroll and salary pay-
candidate information and outs in 2 simple steps.
documents
To know more about PORT please visit the link below : To know more about APPI please visit the link below :

PORT APPI

ACCOUNT MANAGEMENT
What is Account Management?
Account management is a continuous process
of managing & nurturing key customer
relationships, through the business journey.
The account manager's role involves overseeing
the sales process, planning business continuity,
and discovering growth opportunities
coherently.
What does an Account Manager Do?
The ideal candidate will be apt in building
strong relationships with strategic customers.
You will be able to identify needs and
requirements to promote our company’s
solutions and achieve mutual satisfaction. The
goal is to contribute in sustaining and growing
our business to achieve long-term success. It
helps us to present the situation in facts &
figures which enables a clear understanding &
decision making. When there is a healthy
relationship with the clients the chances of
getting new business opportunities through
them is high and leads to more Mandates &
Higher productivity. It will help build trust and
make CIEL a preferred vendor.
 35

What are the Responsibilities of a Key

Account Manager?
Develop trust relationships with a portfolio of major clients to ensure they
01
do not turn to competition

Acquire a thorough understanding of key customer needs and

02
requirements

Expand the relationships with existing customers by continuously

03
proposing solutions that meet their objectives

Ensure the correct products and services are delivered to customers in a

04
timely manner

05 Serve as the link of communication between key customers and internal

teams

Resolve any issues and problems faced by customers and deal with
06
complaints to maintain trust

07 Play an integral part in generating new sales that will turn into long-lasting
relationships

08 Prepare regular reports of progress and forecasts to internal and external

stakeholders using key account metrics

To know more about Account Management you can refer our CIEL Edge
Course :

Customer Relationship Management & Account Management

iCON
iCON is CIEL’s own Financing software built by
Integrum which is used to raise an invoice. It is
also used to download the Invoices and get the
invoice ledger.
You can learn more about iCON and how to use
it with the link Provided Below: iCON
 36

HOW TO BE THE MOST

PROFITABLE BUSINESS
PARTNER?

#GetTheBestOutofUs
 37

HOW TO BE THE MOST PROFITABLE

BUSINESS PARTNER?
POWER OF ANNUITY BUSINESSES

NAPS (National
Apprenticeship Promotion
Scheme)
National Apprenticeship Promotion Scheme
(NAPS) was Launched by Govt. of India in 2016 to
promote Apprenticeship adoption by industries.
As a law, all industries are now mandated to
have minimum 2.5 to max 15% as Apprentice of
their overall employee headcount. It promotes
apprenticeship training in the country. NAPS
provides financial support to establishments to
undertake apprenticeship programs. Since,
Training imparted in institutions are not
sufficient for acquisition of employable skills and
needs to be supplemented by training at the
workplace. To fully utilize the facilities available
in industries for imparting practical training and
thus developing skilled manpower for industries.

EARNING POTENTIAL FOR ME:

Typically, NAPS assignments run for atleast an year. In NAPS the average revenue
per candidate per month is around ₹850/-
So, if you have 10 candidates and assuming there is no attrition, your revenue
earning for the year will be ₹(850 x 10 x 12)= ₹1,02,000

₹850/- ₹1,02,000
average revenue per your revenue earning
candidate per month for the year will be
 38

Benefits of NAPS

Compliance Implementation of the Apprentices Act will do mandatory

fulfilment compliance.

Financial support from MSDE under NAPS with 25% stipend

Financial Support amount, maximum up to ₹1500 per apprentices per month to
employer.

ESI / PF Exemption
Statutory Benefits

Expenses incurred on stipend over & above 2.5% can be totally

CSR Benefit
claimed under CSR.

No Labour Laws No labour laws applicable to Apprentices

Stipend by TPA : TPA can process the stipend of apprentices & industry will get
NAPS benefits.

To know more about NAPS please refer to the link attached below :

NAPS
 39

BENEFITS OF
PROFESSIONAL STAFFING
Earning potential for me:

01 Typically, in IT Staffing the average revenue per candidate per month will be ₹23,000

So, if you have 10 candidates and assuming there is no attrition, your revenue earning for
02
the year will be ₹(23,000 x 10 x 12)= ₹ 27,60,000

₹ 2,760,000 ₹23,000
average revenue potential average revenue potential per

for the year candidate per month

 40

GENERAL STAFFING
Earning potential for me:
Typically, in General Staffing the average
01
revenue per candidate per month will be ₹ 600/-

So, if you have 10 candidates and assuming there is

02
no attrition, your revenue earning for the year will
be ₹(6,000 x 10 x 12)= ₹ 72,000

₹72,000 ₹ 600
average revenue potential average revenue potential per
for the year candidate per month
 41

BID FOR THE RIGHT TENDER

Points to Note for Applying for a Tender
Basic market research about the organization or company like Size of the
company, Previous History of such Tenders, Their record as a company,
Financial due diligence.

Risk Assessment Contract Conditions

01
As a first step, check if CIEL clears the eligibility criteria to bid for the Tender.
The process for bidding for the tender should start star Min 7 Days before
submission of the Tender

02 Evaluate if the EMD (Earnest Money Deposit), Security Deposit & Tender Fee is
feasible, with approval from the Regional Manager.

03
Do a cost analysis (Number of deputees, salary range, service fee, direct &
indirect expenses) to evaluate commercial feasibility of the project, as it is a
long-term commitment.

WHO IS THE RIGHT HIRE FOR ME?

Hiring should be done depending upon the
01
Sector or industry I will be focusing on.

Ideal candidates should have the necessary skills

02
& Knowledge if required experience from the
similar sector.

Candidates should be broad minded & should be

03
a cultural fit for my organization.

Important to keep the candidate warm until he

04
joins the Organization.

It is important to have a proper onboarding

05
planned for a new joinee and constantly engage
with him / her with post joining engagement.
 42

Payments to be collected from the clients within the Credit

TIMELY COLLECTION Period.
FROM CLIENTS Collect the payment before the Pay Out (Only applicable In
Collect & Pay Contractual Agreement)

Bills to be submitted periodically so the claims can be

cleared on time.
TIMELY SUBMISSION
Monthly Bills submission is preferable for smooth
OF BILLS
functioning.

Keep a record on how the client was approached. Use Zoho

Bigin CRM to record all details to remove any conflict of
effort.
KEEPING A TRACK Maintain the record of requirements from the Clients
OF YOUR OWN Keep a track of the Delivery process. Use Ceipal / Hyre to
EFFORTS post a job and maintain the delivery cycle.
Keep a track of all the Financials including the Amount
Billed, Billing Date, Collection Date, Your GP Share

Entry of new industry players

High costs for music licensing
THREATS
Lack of fast and stable wireless internet
 43

HOW DO I COURSE CORRECT?

PMS
(Performance Management System):

A performance management system is a mechanism

for tracking the performance of employees
consistently and measurably. It allows the company to
ensure that employees and departments across the
organization are working effectively towards achieving
the business' strategic goals.

PMS GIVES YOU INSIGHTS ON :

01 Ensuring proper alignment of objectives and helping in communication

throughout the organization.

02 To understand the importance of their contribution towards organizational

goals and objectives.

03 Each employee understands what is expected from them and ascertaining

whether the employees possess the skills required to perform a job.

Ensuring proper alignment of objectives and helping in communication

04
throughout the organization.

05 Based on the output of the employee’s performance management system

helps to discover the training and development needs for the employees.

06 Performance management system provides the platform to discuss, develop

and design the individual and department goals through discussion among
manager and their subordinates.

07 Helps to identify and find solutions to the gaps between the process and the
Final output.

To know more about PMS and how to use our PMS tool please refer to the link given Below :

PMS TRAINING SESSION

 44

LEVERAGE THE POWER OF CIEL

BRAND MARKETING TOOLS

Social Media :
Social media advertising is a type of
digital marketing that utilizes social
networks such as Facebook, Twitter,
Instagram, YouTube, and LinkedIn to
deliver paid ads to your target Prospect
/ Customer. Social media ads are a
quick and effective way to connect
with your Prospects and boost your
marketing campaigns.

E-mail Print Ads

Email marketing is a form of direct Print advertising is a form of marketing
marketing that uses email to that uses physically printed media to
promote your business's products or reach Prospects/Customers on a broad
services. It can help make your scale. Ads are printed in hard copy across
Prospects/Customers keep informed different types of publications such as
of CIEL Groups’ services. newspapers, magazines, brochures, or
direct mail.
Note: The costs for running a print ad has to be
borne by the Partner
WhatsApp
WhatsApp marketing is a type of Click on social media icon to go to our Account:

messenger marketing, which implies

promoting CIEL Group’s services
through WhatsApp. This channel
LinkedIn Facebook Twitter
helps CIEL Group services reach an
enormous audience, build strong
relationships with
Prospects/Customers, and increase
YouTube Instagram
sales.
 45

Planet CIEL - CIEL’s Learning Project

CIEL Masterclass :
Masterclass is a seminar conducted by an Expert. With
a focus on continuous Learning & Development of
members, Planet CIEL launched Live Master Class
where we invite Industry Experts to share their rich
knowledge and experience with our audience.

You can access CIEL’s previous Masterclasses here:

CIEL MASTERCLASS

CIEL Insider :
CIEL Insider is a session conducted by leaders of CIEL
with a focus to educate the members on the new
advancements in the company. This is a knowledge-
sharing session, beneficial for all members of the CIEL
to understand the key developments in the company,
industry and be fully aware and prepared when
endorsing CIEL to external stakeholders.
You can access CIEL’s previous Insider Sessions here:

CIEL INSIDER

CIEL Edge :
We operate from a body of knowledge and improve our
services on an ongoing basis. This is our credo: learning
with humility. Apart from what we can potentially learn
on the job, we run a program called CIEL EDGE
designed to continually improve the capability of our
consultants.
Here is the link to the CIEL Edge 2.0 Learning Modules :

CIEL EDGE 2.0 CIEL EDGE STUDY MATERIAL

 46

REGISTER YOUR OFFICE

ON GOOGLE MY BUSINESS

Google Business Profile is an easy-to-use

tool for businesses and organizations to
manage their online presence across
Google. To help customers find your
business, you can verify your business and
edit your business information.

How do I do it?
Reach out to CIEL’s Marketing Team for support with information like your full
office address and Google pin for the same address.

Policy
A Company Policy is a set of guidelines for employers
and employees to follow the defined procedures. It is a
set of rules established for the business interest of the
employer and the rights of employees. A Company
Policy is constructed based on the structure of the
business.

Clink on the link to access CIEL’s Policy Documents:

CIEL Policy Documents

 47

REFERRAL GP SHARING
MATRIX FOR GROUP
COMPANIES

#GetTheBestOutofUs
 48

REFERRAL GP SHARING MATRIX FOR GROUP

COMPANIES
Ma Foi Referral Bonus

Type of When the service

When only lead is
assignment/Mode of provider extends Frequency of
Division passed on by the
engagement with the support in sign up payment
Service Provider
prospect of agreement

One time upon

Human Capital 7.5 % of the 10.0 % of the receipt of
One time
Management Assignment value Assignment value payment from
client

One time upon

Business Growth & 7.5 % of the 10.0 % of the receipt of
One time
Transformation Assignment value Assignment value payment from
client

One time upon

CSR- Skill 7.5 % of the 10.0 % of the receipt of
One time
Development Assignment value Assignment value payment from
client

One time upon

7.5 % of the 10.0 % of the receipt of
One time
Assignment value Assignment value payment from
Payroll, HRMS, client
Compliance and
Regulatory
Consulting Monthly for 24
months upon
Monthly 10.0 % of the 12.5% of the
receipt of
Service/Retainer fee monthly fee monthly fee
payment from the
client

Referral Bonus will be 10%

Referral Bonus:
Only BD Share: 50%
Only Recruitment
Support: 50%
Referral Bonus will be 10%
Full-service: 90%
#GetTheBestOutofUs