long-term courting in the recruiting world | talent connect vegas 2013
TRANSCRIPT
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Luci Gomes-Bickunas Talent Acquisition Specialist at ADP www.linkedin.com/in/lucigomesbickunas @Lucigb
Matt LeBlanc Senior Sourcer at ADP www.linkedin.com/in/mattleblanc @MatthewJLeBlanc
Becky Mohr, Manager, Global Sourcing at SapientNitro http://www.linkedin.com/in/rebeccamohr @mohrbecky
Long Term Courting in the Recruiting World
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#intalent
Agenda
Introduction of Speakers
Long Term Courting Philosophy: Wooing
Long Term Courting Application: Tools, Messaging, and Examples
Closing
Q&A
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Introduction of Speakers
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#intalent
SapientNitro = A new breed of agency for an always on world
Clients include: Jeep, Fiat, Dunkin Donuts, Hyatt, LeBron James, Maybelline
11,000 employees globally
Hires: Creative, Technology, Account Management, PM, Strategy, and Support
Hiring Model (non-India)
1,300 annually
Just-in-time recruitment model
Hiring team of 95, globally
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Becky Mohr: SapientNitro
With Sapient for 3.5 years Manages “Onshore Sourcing,” 10 people in North America and the UK. Co-manages “Global Sourcing,” 25 people
Sourcing = Two equal areas of focus Candidate generation Candidate engagement
Email address: [email protected]
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#intalent
More than just a payroll company
58,000+ employees globally
Serve about 600k organizations in 125+ countries
Over 80% of FORTUNE 500 companies and more than 90 FORTUNE 100 companies use at least one of our services
FORTUNE 500: Ranked 269 (2012)
US hiring model
Hires: Everything and then some
10,000+ hires annually
Staffing team of 130+
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Luci Gomes-Bickunas: ADP
2 ½ years at ADP; 10 years of recruiting/sourcing experience
Team Lead with ADP managing 2 virtual teams in US and India
Experience with sourcing for SAP Professionals in Canada, US, Mexico, Brazil and Argentina
PHR Certified, Completed 6 AIRS Certifications and LinkedIn Recruiter Certified Coach
Speak 5 different languages
Proficient at hiring candidates that require wooing for 24-36 months
Email address: [email protected]
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Matt LeBlanc: ADP
The three rules to recruit by:
The difficult takes time, the impossible just takes a little longer.
Impossible is just another word for inconvenient.
Wooing candidates who are not UNDER qualified for their qualifications.
Email address: [email protected]
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Long Term Courting: Philosophy
Wooing
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#intalent
1.) try to gain the love of, especially with a view to
marriage
2.) seek the favor, support, or custom of– Oxford Dictionary
Woo
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Passive Candidates Require Woo’ing
Passive candidates = essential 40% of our hires are Sapient-sourced Up to 50% of sourced candidates are passive
Passive Candidates = difficult to engage
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#intalent
Passive Candidates are like a recently single attractive lady
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#intalent
Passive Candidates Require Woo’ing
Passive candidates are essential 40% of our hires are Sapient-sourced, vs. just 10% are applicants Up to 50% of Sapient-sourced candidates are passive
Passive Candidates = difficult to engage
Long term woo’ing Creates a stream of touch points Successfully sets up an eventual close Creates more passive candidates Creates more active candidates
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How to achieve success in woo’ing The Qualities of a Successful Suitor
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The Qualities of a Successful Suitor
Consistency
Memory
Desirability
Trustworthiness
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Consistency The Qualities of a Successful Suitor
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Consistency
Consistent messaging
Personalized messaging
Varied channels
Time and effort dedicated to relationship building
The Qualities of a Successful Suitor
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Memory The Qualities of a Successful Suitor
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Memory
Perfect memory of general and personal candidate information
Proper treatment of candidates ‘in-cycle’ at any stage (Exclusion in email blasts)
Recruiter ownership over candidates
The Qualities of a Successful Suitor
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Desirability The Qualities of a Successful Suitor
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Desirability
Targeted employment branding
Defined company culture
Visible thought-leadership
Relating the candidate to the brand
The Qualities of a Successful Suitor
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Trustworthiness The Qualities of a Successful Suitor
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#intalent
Trustworthiness
Listen, take notes, and remembering
Follow/network with them on social media
Provide consultative value to candidates
Prove consistent honesty, patience, and care for the candidate, and be rewarded with a easy close.
The Qualities of a Successful Suitor
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Long Term Courting Applications:
Tools, Messaging, Examples
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Tools Of The (Wooing) Trade
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Why Tools Are Needed in Wooing
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Uncovering Candidate Information
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Finding Out More About The Candidate
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#intalent
Finding Out More About The Candidate
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#intalent
Finding Out More About The Candidate
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Uncovering Stories To Share
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Goals Of Your Research
What content (surveyed) people want:
92% interesting content
84% humor
66% personal connection
to be the most interesting recruiter in the world….
..
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Google Alerts
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Subscriptions
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SocialMention
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Topsy
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Easy Sharing On LinkedIn
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LinkedIn Recruiter Tools - A Recruiter’s Best Friend
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LinkedIn Recruiter Tools
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Messaging Guidelines
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Messaging – What To Say
“Passive candidates are not really as passive as they say they are, like active candidates, they are more than willing to listen. The big difference being, they are more selective” - Steve Guine, National Director of Staffing at IIT.
Successful Sourcer =
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#intalent
Constant Communication & Hand Holding
Relationships based on trust lead to hires even if it is 24-36 months down the road!
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Messaging: Real World Examples
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Messaging: The Act of Woo’ingDear ___,
I am a Recruiter with Automatic Data Processing, Inc. (Nasdaq: ADP), a $10 billion business process outsourcing company. I would like to introduce myself to you in hopes of networking and getting some guidance from you.
I saw your profile and was very impressed with your background! Your multiple years of SAP PY experience are the type of expertise we search for. I was hoping that with your vast knowledge of SAP PY you would be able to help me in my search.
We are currently recruiting for full time SAP Payroll Lead Consultants with US and Canadian payroll experience. THIS IS A REMOTE/VIRTUAL WORK FROM HOME OPPORTUNITY WITH MINIMUM TRAVEL. I was hoping you knew of someone in the industry who could be interested and meets these qualifications, please contact me to discuss further.
You could find more information about ADP GlobalView at http://globalview.adp.com.
Thank you for your time and I look forward to your reply!
Luci
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Messaging: The Act of Woo’ing
Dear ___,
Just wanted to send a quick note to say hello and see how everything is going with the new baby, he should be almost 4 months old soon, I remember how hard it was for the first year of being a parent, so wanted to let you know I am thinking of you. I can only imagine how hard it must be on you and your whole family to be travelling all the time and missing so much of baby Jake’s life.
Hope all is well and best regards to the family.
Luci
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Messaging: The Act of Woo’ing
Hey ___,
Just saw that SAP is hosting a great webinar next week on Configuring the PY module; I remember you mentioning how you wanted to grow your skillset on that module and thought you may be interested.
Here is the info:
Let me know if the webinar was helpful!
Luci
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Messaging: The Act of Woo’ing
Dear ___,
Have a great position that will be opening soon for an SAP Team Lead with 10% travel (3-4 trips a year); which differs greatly from your current travel schedule of every week. I thought of you right away since I know how much easier this would be on your family. I believe your current project will be ending within the next couple of months…so just wanted to run this by you first and see if you would be interested in discussing before we go live with advertising it.
Let me know your thoughts!
Thanks,
Luci
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Closing
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#intalent
Time and Commitment
Be the bridge
Engage them in conversation
Take excellent notes
Provide them with articles or information
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