AGENDA/OBJECTIVES

One

Networking is a sourcing

process, not a hiring system

Two

Networking is essential in

a talent scarcity situation

Three

Convert jobs into careers

to attract & hire passive

candidates

Four

PERP your ERP and create

a VTC to target 83% of the

talent market

Proactive Employee Referral Programs

SCARCITY VS. SURPLUS

A Business Process for Hiring Top Talent

Performance Profiles Careers, not Lateral Transfers

Talent-centric Sourcing Target the Best People

Evidence-based Interview Two Core Questions

Integrated Recruiting Careers vs. Compensation

THE EARLY-BIRD SOURCING

STRATEGY Change in Growth, Impact, and Satisfaction Over Time

83% 17%

Explorers Tiptoers Searchers Networkers Hunters

40% 15% 8%

2011 LinkedIn Survey –

4,550 fully-employed

professionals

Career Move Better Job Good Job Lateral Any Job

Super Passive 28%

9%

Compelling

Exceptional

Recruiters

VTC Email

Cherry Pick Network

PERP2

PERP Networking

Nodes

SEO/SEM Hubs

Compelling Niche Boards

ERP & Boring Job

Descriptions Generic

Boards & Boring Ads

Inbound Outbound

20% Postings Visible & Compelling

20% Targeted Email

Targeted/Mail Merge

60% Networking

VTC – PERP

PERFORMANCE-BASED JOB

DESCRIPTIONS

Basic Performance Objectives

• Collaborate with sales rep to develop customer solutions at C-level in F500 companies

• Lead intense detailed product spec presentations to sophisticated buying groups

• Provide technical liaison to engineering design groups

• Work with contracts on developing cost/price/margin analysis for $5mm+ programs

• Handle 3-6 major programs concurrently

• Assess impact of spec changes on design, project & cost projections

Performance &

Potential

Skills &

Experience

Hidden Talent Market Public

Talent Market

Everyone Else

3rd Degree+

2nd Degree

Connections

1st Degree ERP/HM

Groups Nodes

You

THE VALUE OF YOUR CONNECTEDNESS

Think In-Out vs. Out-In

• Who is the best person you’ve worked with in the past few years?

• Why is the person top notch?

• Would the person return my call if I mentioned your name?

Why this is important:

• They call you back

• They’re qualified

• Ask the “Yes” question

• Recruit 1st – Network 2nd

• Follow the 80/20 Rule

Everyone Else

3rd Degree+

2nd Degree

Connections

1st Degree ERP/HM

Groups Nodes

You

THE VALUE OF YOUR CONNECTEDNESS

Think In-Out vs. Out-In

Why this is important:

• They call you back

• They’re qualified

• Ask the “Yes” question

• Recruit 1st – Network 2nd

• Follow the 80/20 Rule

The Golden Rule of Passive Candidate

Recruiting

Present a slate of 3-4 top prospects to the hiring manager in 72 hours!

Navigating the Network PERP, Hopscotch, and

Cherry-picking

Who in Your Company are Worth PERPing for Your

Toughest Jobs?

BUILD A 360° NETWORK MAP

Position

• National Sales Manager

• Software developer

• Manufacturing engineer

• Financial analyst

• Supply chain

• Plastics tool designer

• Banker

• ____________________

Referred

Referred

and many more…