Assignment # 4

Selling & Sales Management

Executive Search

SUBMITTED TO:

Mr. Mansoor Mehmood Ashiq

SUBMITTED BY:

“GROUP D”

Anum Afzal F06B0

07
Sahar Mubeen Ashraf F06B0
12
Kamran Ali Awan F06B0
26
Bushra Riaz Tarar F06B0
46
Syed Shabeeb Raza F06B0
50
Muhammed Junaid F06B1
24
Fahad Masood F06B1
37
Fatima Zai-Ud-Din F06B1
55
 Marium Javed F06B1
58

“Choose a job you love,

and you will never have to work a day in
your life."
- Confucius –
 NEXUS - Hospitality HR Solutions
MISSION STATEMENT

“We believe in providing finest HR solutions in

hospitality by creating long term relationships-
with an approach that is simply, associational
rather than transactional”.

Industry Introduction:
Hospitality operations are found in about every community in every country of the
world, ranging from the simplest to the most elegant. This industry is now
considered one of the largest and fastest growing industries of the world due to
greater trends of world-travel and tourism. Hospitality jobs are usually creative,
interesting and complex- in a sense that these jobs require personnel to be highly
adaptive in order to delight customers truly.

From broader view hospitality industry includes Hotels, Restaurants, Cruise ships,
Caterers, Motels, Resorts, Parks and Tourist camps etc.

Nexus’s Focus:
Our services mainly deal in providing highly skilled and energetic personnel, in
accordance with job descriptions, to hotels, restaurants and caterers specifically
and other areas of hospitality in case.

Job Categories:
In beginning, we offer our services in main categories of

 Hospitality Management
 Human Resource Management
  Front Office
 House Keeping
 Food & Beverages Management & Services Kitchen Management
 Safety & Security
 Hotel Accounting
 Public Relations (Marketing Communication)
 Hotel Purchasing
 Hotel Sales
 IT & IS Management
 Hotel Intern’s
 Hotel Engineering & Maintenance

This is, however, is not the whole thing. Other job categories and new
responsibilities may be added in this list depending upon the requirement of
client and candidates.

Opportunities for Nexus:

Nexus views a great deal of opportunities in the field of executive search
consultancy for hospitality. As no firm is dealing considerably in this industry only.
Hospitality industry is growing fast and there is a crucial need for technically trained
and educated people in this field. Nexus deals in hospitality exclusively, or more
specifically in Hotels, Restaurants and caterers.

Threats for Nexus:

Main threats to Nexus are:

1. Executive search consultants with a developed brand name, though they

don’t deal in hospitality exclusively. To cop with this Nexus has a great to do
with credibility development and to prove excellence of services.

2. Private advertisement, in print or electronic media by organizations, is the

trend followed by the industry. It’s very important for Nexus to differentiate
the results of its services from that achieved by other means, i.e. surety of
providing a superior, capable and more committed human resource.

Target Market:
As beginners Nexus’s main focus is Lahore’s hotels, restaurants and caterers. But
as a matter of fact we don’t believe in some rigid procedures. Thus, depending upon
the cases consultancy may be provided in other fields of hospitality and even in
other regions of Pakistan.

Executive Search
We are interested in collecting the information regarding employees with excellent
potential to fit into the hospitality industry rather than forming piles of useless CVs.
For this our considerations is to associate the outstanding talent with the name of
Nexus. For this, two cases may arise:
Case#1:
Client may ask us to accomplish the complete process for respective
job offering, mainly for levels that requires less experience and authority.
Case#2:
Client may strictly specify the restricted criteria for job in terms of
experience and expertise, mainly for levels that requires outstanding skills,
greater authority and experience, i.e. very specialized personnel are essential
for that responsibility. Or in a more crucial case, a client may specify the
name of the person required from some other firm.

In both cases the criteria used to complete the task requires is completely
different. We consider the both requirements from our valuable clients with
equal interest. Practices to accomplish both tasks are discussed in following
sections.

Case#1
Nexus mainly deals in this kind of situation. The process followed regular job
opening is discussed in this section:

Approaching the Outstanding Talent

Steps accomplished in this case to find out the outstanding personnel include:

1. Communication with Business & Hospitality

Management Schools:
We are very much interested in carrying out communication with vibrant youth at
business institutions, i.e. prospective candidates, to enhance their interest in
hospitality industry and to provide them with opportunities. Secondly, our focus is
Hospitality Management School e.g. TDCP- Institute of tourism & hotel Management
and College of tourism & Hotel Management Lahore. We encourage institutes to
provide us with CVs of students being graduated or certified from there.
 2. Facilitating Internees:
Internees will be encouraged and referred to hotels and restaurants. As
internees are prospective candidates, their CVs will be maintained at Nexus. During
internship these candidates will also get good training of the organization that will
help in future coordination.

3. Talent Encouragement:
For the fields of hospitality where creativity is needed, e.g. promotional activities,
interior designing & displays, cooking and other services related to edibles etc,
persons will be encouraged and in fact asked to show us their talent. Original talent
will be than communicated to top clients, in this way it will be a distinctive
advantage provided by Nexus to support talent and promote innovation.

4. Requirement and Interest:

We are here not only to refer you, instead we believe in creating a strong
attachment with candidates. So, we not only analyze your professional
requirements but also seek a great interest in your personal interests. For any
candidate will not be able to perform to his/her maximum unless there is no
interest. On the basis of this you will be able to get your favorite job.

5. Career Counseling:
Candidates are welcomed to have advice from our experts in career
opportunities related to hospitality industry. We will try to delight them by
suggesting a job that satisfies their personal, professional and psychological needs.

Framework of Activity; Procedure

Hospitality is a dynamic and somehow creative field where one has to be very
adaptive and innovative in order to face ever increasing competition. In this
context, it’s very crucial to develop a procedure that can fulfill the complete
requirements of clients. As a matter of fact, at Nexus we don’t believe in following
rigid and inflexible process as this will provide with no excellent results. Instead, we
believe in providing individual solutions to our associate in harmony with their
requirements. Following framework is basically developed and it is modified
accordingly.

1. Internal Environment Study:

As soon as some client got associated with us we are interested in doing a detailed
study of corporate culture, their long term objectives and ultimate goal,
organizational values, financial resources, operations and functions followed by the
organization. This understanding of organization’s internal environment provides us
with establishing the company’s long term requirement. It’s important
because we trust in referring persons that will not only work dedicatedly but also
participate in achieving the vision of company.

2. Problem Definition:
Second step is about recognizing the specific needs associated with the required
employee. For this Nexus team meets the General Management, HR Department
and Supervisor of respective department. Purpose is to identify key functions of the
job as well as education and skills required to perform job. Job description is
simply revised if already exists or, in case of some new responsibility, it is
created.

3. Executive Search:
Search is than carried out according to the criterion developed for the job.
Specifications of applicants and jobs are matched and top 30 candidates’ are
selected that best fits organizational and job’s requirements and characteristics. In
this way a reference list is developed that contains ideally suitable persons.

4. Screening:
According to the requirement and considering the convenience of clients, it is asked
to them that how many persons they would like to interview from reference list.
Detailed discussions and preliminary interviews are then held with interested
candidates and a more suitable cream is separated. We also check and conduct
confirmation of references along with medical tests in this phase of activity.
These applicants are then referred for interview and their number, as already
discussed, is set by organization.

5. Tutorials:
Tutorials are developed specifically according to the organizational culture and
values with a brief discussion about nature of job. Tutorial may be of one to seven
days. These tutorials are arranged for interested candidates, if required from them
before or after interview, for nominal fee. A client may ask us to conduct tutorial
any time, during or after hiring process (i.e. during training of new employee),
depending upon the type of agreement followed. These tutorials are continuously
revised.

6. Hiring Assistance:
Assistance is provided in interviews and hiring process as and when required by
clients. If clients are not satisfied with provided list more exclusive search may be
carried out. Also we assist the two parties in negotiation of compensation. We
consider it as our responsibility to delight both client and applicant by creating an
ally between them not just charging for references.

7. Follow-up
Follow-up is provided to both client and applicant in proper intervals, until employee
is suitably fits into the organization. The clients are asked if any conflict or
difference exists and we try to provide solutions to these problems. Applicant is
asked if he/she wants us to maintain his/her Curriculum Vitae, a small fee is
charged for this purpose and CV is continuously updated according to the
achievements and promotions of candidate.

WHY NEXUS?
It may be asked now that why Nexus? In this section the benefits of being
associated with Nexus- in context of the procedures followed, are pin pointed from
both prospects, i.e. clients and candidates, one by one.

1. Clients:
The main benefits a client will achieve with us include:

• At Nexus, hospitality is all we deal in. So we are more focused in our

service. We believe that no company can fulfill the requirements of hotels &
restaurants if it carries out executive search function for many other
industries, as hotel & restaurant industry is very diverse in itself. We are
developing expertise in only one industry that’s why we understand the
requirements of industry better than any one.

• Cost of being associated with Nexus will proved to be considerably

lower than other means of executive search. Once you get associated with
us, you don’t need to spend large expenditure on advertisement and
interview arrangement for hundreds of applicants, when only a few are real
candidates.

• Effective and efficient search is carried out by Nexus. Once you get
associated with us your HR problems will be no more headaches, it’s now our
responsibility to provide you with best of best personnel in time. You also
 don’t need to waste time in search for suitable candidates from some online
consultants where you can only find CVs in junk.

• We guarantee the credibility of candidates by following a strict

reference confirmation before suggesting them.

• Long term relationship is preferred that will be very beneficial for clients.
As they will be provided by a great assistance in whole hiring process.

2. Candidates:

• As candidate will feel, we know the hospitality industry very well. Also that
with a great deal of interest we analyze candidate’s professional and personal
capabilities. So, we will not only provide a very good job but also assure that
a candidate is comfortable at that workplace. If you are a committed
person Nexus is the right name you should be associated with.

• Solving any type of conflicts even after the hiring process is considered
responsibility of Nexus team.

• Nexus is where we do more than transactions against services. We provide

you with golden opportunities to show your talent. Talent promotion is very
important function of Nexus and we try our best to assure that talented
people be directed to their right places.

• Long term associations are also established with applicants. As we

offer them to be connected with Nexus, right from their course of
education/training, as internees. We may retain and update their CVs on
demand and make golden opportunities available for them. Thus, it’s not a
one time reference but an ever strengthening bond.

• For interested candidates selected to be interviewed by the organization we

provide tutorials lasting from one day to seven days- depending on
 situation. These tutorials cover the basic knowledge of organization’s culture,
values and internal environment along with key job functions. Complete
discussions by our experts may be provided with these tutorials for complete
facilitation.

• We help you negotiating the compensation and assure that the minimum
wage rate for unskilled employees be followed.

• If you someone is interested in hospitality industry but don’t know how,

he/she must contact Nexus. We provide career counseling in hospitality
industry free of cost.

Case#2
Situation faced in second case requires a very different perspective than the regular
job openings. For this complete prospecting and efficient approach is required. As
mentioned earlier we, as exclusive consultants of hospitality, try to maintain and
track the major players in the industry completely. Here are briefly discussed the
procedure adapted in this situation:

1. Understanding prospect’s desires and dreams is the basic step in this

case. For this we may conduct some observational study to totally
understand his/her professional, social and psychological needs. The purpose
id to identify the weak point where the previous company is not fulfilling the
needs.

2. On the base of this identification, a job offering will be prepared by

consulting with the client, with the compensation package and
opportunities provided with this job offering will be in accordance with
prospect’s desires and dreams (e.g. we may offer some benefits to his/her
family).

3. This compensation package will be then offered to the priority prospect.

If willing to switch the job the agreement will be done with clauses that
ensure the secrecy, i.e. both client and prospect will be restricted to disclose
any information of each other.
 4. As an agreed policy we will not try to persuade any employee of a firm, who
is not willing to switch the job, even after an attractive offer. Because we
believe that personal commitment is much more important then businesses.
In this case we will go for the other priorities.

Service Charges
1. Basically, services are charged to the clients. For this we have developed
three packages described below:

Package Offering Charges Target

Market
Providing first reference 25% of salary Small sized hotels &
1. list that includes top 30 offered for the restaurants with low
eligible candidates. respective job. budgets for
recruitment.
Providing screened list, 35% of salary Middle & large sized
2. as demanded by clients, offered for the organization with
after preliminary respective job. focus of internal
interviews and training.
discussions.
Providing screened 50% of salary Middle & Large sized
3. candidates with further offered for the organization with
assistance through respective job. sheer focus on
tutorials and training achievement of
helps. organizational goals
and values.
NOTE:
i. Confirmation for references, assistance in hiring process & follow-up is provided with all three
packages.
ii. All charges discussed above are one time.

2. Tutorials are conducted on demand may be from client or candidates

themselves. In both cases charges are described below, with special
allowance for candidates:

Tutorial Charges
Clients 500 Rs. per day per person
 Candidates 300 Rs. Per day per person

3. If candidate is suggested a job and he/she wants us to retain and maintain

his/her CV. Candidate will be charged one time 50% of his/her new salary, in
case job change is facilitated by Nexus. These charges are not applied to the
candidates terminated by the organization’s management.

4. In a situation where case#2 is applied, we will charge the client the 75% of
the salary offered to respective job.