5 new insights to help you be a more persuasive recruiter | webcast
TRANSCRIPT
+ Lou Adler Present:
#hiretowin
Lou Adler Founder & CEO The Adler Group
Stump Lou!
Introducing
#hiretowin
Recruit smarter with 5 insights from one of the largest studies of job changers in the world
#PitchitToLou
7M Behavioral
Job Changers
Survey Takers
#hiretowin
Convince candidates using 5 new job changing insights
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#PitchitToLou
5 New Insights Takeaways
The #1 reason people change jobs? Career opportunity
ü Discover their career goals ü Confirm your role is a career move
The #1 job changing challenge? Not knowing what it’s really like to work somewhere
ü Write a performance-based job description ü Highlight your employer value proposition
The #1 way people discover their new job? Referrals
ü Ask, “who knows my candidate?” ü Craft your referral outreach carefully
Small is the new big: North Americans are flocking to smaller organizations
ü Sell the job brand (the work as it relates to the organization vision) – it matters more than the employer brand
1 in 3 North Americans changed their function / role / career
ü Evaluate candidates based on what they’ve done, not on background or experience
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#hiretowin
The talent sweet spot is where you pitch opportunities
#PitchitToLou
Find-‐Apply-‐Weed Out Vs. Reach Out & Nurture
Transac;onal Vs. Consulta;ve Recrui;ng
Ill-‐defined Lateral Jobs Vs. Career Moves
ROI & Quality of Hire Vs. Cost & Efficiency
Skills & Experiences
Qualified
10X
X
20-30X
50-100X
#hiretowin
Converting jobs into careers & job branding
#PitchitToLou
DOING vs. HAVING
Who would you
rather hire, someone with the skills, or someone who can deliver
the results?
Performance Qualified
vs. Skills Qualified
EVP
Culture?
Hiring Manager?
Environ-ment?
#hiretowin
First contact: Sell the discussion & opportunity, not the job
#PitchitToLou
Criteria to Engage Title – Company Compensation Location – Job
Criteria to Accept Career Opportunity
Job & Impact Hiring Manager – Team
Comp – Work/Life Company/Culture/Mission
Day 1 vs. Year 1 & Beyond!
#hiretowin
Find the intrinsic motivators: Career opportunity
#PitchitToLou
Job Seeker’s Career Grid
Getting – Day 1 Compensation Max Short-term Rewards
Convenience Big Title - Big Brand
Lateral Transfers
Doing – Year 1 Career Maximization
Learn – Do – Become Stability – Balance
Team – Hiring Manager Company or Mission
Going Nowhere Slow Career Growth
Work Mix Unsatisfying Team/Boss Challenges Mission not Important
Cultural Misfit
The Daily Grind Low Salary, Benefits
Issues with Boss Inconvenient
Economic Need Overworked
© 2014. All Rights Reserved. The Adler Group, Inc.
#hiretowin
Find the intrinsic motivators: Career opportunity
#PitchitToLou
Positive Motivators: Going-Toward Strategy
Negative Motivators: Going-Away Strategy
Intrinsic Long-term Strategic
Core
Extrinsic Short-term
Tactical Surface
Job Seeker’s Career Grid
Getting – Day 1 Compensation Max Short-term Rewards
Convenience Big Title - Big Brand
Lateral Transfers
Doing – Year 1 Career Maximization
Learn – Do – Become Stability – Balance
Team – Hiring Manager Company or Mission
Going Nowhere Slow Career Growth
Work Mix Unsatisfying Team/Boss Challenges Mission not Important
Cultural Misfit
The Daily Grind Low Salary, Benefits
Issues with Boss Inconvenient
Economic Need Overworked
© 2014. All Rights Reserved. The Adler Group, Inc.
#hiretowin
Find the intrinsic motivators: Career opportunity
#PitchitToLou
Positive Motivators: Going-Toward Strategy
Negative Motivators: Going-Away Strategy
Intrinsic Long-term Strategic
Core
Extrinsic Short-term
Tactical Surface
Job Seeker’s Career Grid
Getting – Day 1 Compensation Max Short-term Rewards
Convenience Big Title - Big Brand
Lateral Transfers
Doing – Year 1 Career Maximization
Learn – Do – Become Stability – Balance
Team – Hiring Manager Company or Mission
Going Nowhere Slow Career Growth
Work Mix Unsatisfying Team/Boss Challenges Mission not Important
Cultural Misfit
The Daily Grind Low Salary, Benefits
Issues with Boss Inconvenient
Economic Need Overworked
© 2014. All Rights Reserved. The Adler Group, Inc.
#hiretowin
Create the desire for a career move
#PitchitToLou
#hiretowin
Network for referrals, the #1 way people discover their new job
#PitchitToLou
Think In-Out Referrals & Careers vs. Out-In Strangers & Jobs
Ask your hiring manager: 1. Who is the best person you’ve
worked with in the past few years?
2. Why is the person top-notch? 3. Would the person return my
call if I mentioned your name?
Why this is important: 1. They call you back – Acquaintances 2. They’re qualified 3. Ask the “Yes” question 4. Recruit 1st – Network 2nd
Strangers
3rd Degree+
2nd Degree
Connections
1st Degree ERP/HM
Groups Nodes
You
SurplusStrategy!
ScarcityStrategy!
#hiretowin
5 New Insights Takeaways
The #1 reason people change jobs? Career opportunity
ü Discover their career goals ü Confirm your role is a career move
The #1 job changing challenge? Not knowing what it’s really like to work somewhere
ü Write a performance-based job description ü Highlight your employer value proposition
The #1 way people discover their new job? Referrals
ü Ask, “who knows my candidate?” ü Craft your referral outreach carefully
Small is the new big: North Americans are flocking to smaller organizations
ü Sell the job brand (the work as it relates to the organization vision) – it matters more than the employer brand
1 in 3 North Americans changed their function / role / career
ü Evaluate candidates based on what they’ve done, not on background or experience
Convince candidates using these 5 job changing insights
1
2
3
4
5
#PitchitToLou
#hiretowin
Learn more in Lou’s Performance-based Hiring workshop
#PitchitToLou
Monthly online Performance-based Hiring workshops for recruiters and hiring managers. Discount code: LIMC915
• Full-year training and coaching • 24/7 eLearning Center • Performance-based Hiring certification
Directions to the Talent Sweet Spot
• [email protected] • louadlergroup.com/training/ • louadlergroup.com/resources/
Max QoH Metrics Candidates/Hire (<4) Sourcing Mix (2:1)
1st Contact Yield (>80%)
#hiretowin
Get more job changer insights in our 2015 report:
lnkd.in/jobchangingtrends
Stump Lou: [email protected]