microsoft powerpoint - zoominfo sourcing strategy.ppt

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Sourcing Rules! - How to Develop a Wining Strategy

©2007. All Rights Reserved. The Adler Group, Inc., www.adlerconcepts.com

Have You Won the War?

Is hiring top talent getting

harder or easier?

Why?

Why We’re Losing1. Demographics are real2. Increase in workforce mobility3. Barriers to entry/exit are down4. Competition & finite supply of talent5. Passive vs. active differences are

blurring6. New types of jobs being created7. More recruiters cause turnover8. Technology has not kept pace

9. Lack of strategy and planning!

When business conditions change, a new strategy/plan is required.

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Supply of Talent Declining

Source: Executive Roundtable, “Employment Trends 2004 and Beyond”

160

150

140

2002 2006 2010

Mill

ions

of

Peop

le

Labor Needed Labor Available

Crossover point expected to occur by 2006

People Looking in Different Ways

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Keywords Yahoo Searches Google Estimated Total

Jobs 1,944,571 2,430,714 4,375,285

Job Search 816,041 1,020,051 1,836,092

Career 588,230 735,288 1,323,518

Part Time Jobs 324,139 405,174 729,313

Nursing Jobs 132,640 165,800 298,440

Job Listing 120,093 150,116 270,209

Government Jobs 87,172 108,965 196,137

Job Opportunity 75,323 94,154 169,477

Job Opening 72,780 90,975 163,755

Health Care Jobs 47,059 58,824 105,883

California Jobs 46,758 58,448 105,206

IT Jobs 38,414 48,018 86,432

Retail Jobs 37,674 47,093 84,767

Nurse Jobs 37,173 46,466 83,639

Teaching Jobs 34,004 42,505 76,509

Truck Driver Jobs 32,981 41,226 74,207

Accounting Jobs 30,977 38,721 69,698

Computer Jobs 29,915 37,394 67,309

Estimated Total 4,495,944 5,619,930 10,115,874

Source: March 2006 Statistics – Yahoo/Overture Networks

There Are Over10 Million

Job SearchesEach Month On The Major

Search Engines

Many EmployersAre Not Aware

Of This RecruitingOpportunity

Job Searches Online

What’s Your Business Strategy?

Business Strategy

Financial Strategy

Channel Strategy

Sales Strategy

Hiring Strategy

Product Strategy

Operational Strategy

Marketing Strategy

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What’s Your Hiring Strategy?

Hiring Strategy

Quality Strategy

Comp ($$) Strategy

Sourcing Strategy

Interview & Selection Strategy

Recruiting Strategy

Career Strategy

Retention Strategy

What’s Your Sourcing Strategy?

Hiring Strategy

Quality Strategy

Comp ($$) Strategy

Sourcing Strategy

Interview &

Selection Strategy

Recruiting Strategy

Career Strategy

Retention Strategy

Recruiter Org/Role

Active vs. Passive

Internal vs. External

Workforce Planning

Channel Strategy

Technology Planning

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Various Sourcing Strategies

Hiring Strategy

Quality Strategy

Comp ($$) Strategy

Sourcing Strategy

Interview &

Selection Strategy

Recruiting Strategy

Career Strategy

Retention Strategy

Random, Shotgun

Follow-the-herd

Early Adopter

Employer-of-Choice

Consumer Marketing

Multi-channel

Target Audience Strategy

The Best People The Best Candidates

PRESENTATIONPrepared

Good skillsEnthusiastic

+1st Impression

PERFORMANCEInitiative/DriveCompetentHard WorkingTeamwork (EQ)

LOOK/DECIDEVery Active

Less SelectiveShort Term

End of SearchSecurity

LOOK/DECIDELess Active/PassiveMore SelectiveLong TermMajor StepJob Match

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Why/How They Look1. Marginal job - weak boss2. Long term questionable3. Network, Google, Boards

What They Look For 1st

1. Class of job2. Company culture/strength3. Career opportunities

Why They Accept Offers1. Better job/career match2. Hiring manager3. Team4. Company5. Compensation

Understand How Best Look/Decide

Best EmployeesPERFORMANCEInitiativeCompetentHard WorkingTeamwork (EQ)

LOOK/DECIDELess Active/PassiveMore SelectiveLong TermMajor StepJob Match

Sourcing Strategy Basics

What is your sourcing strategy?

Common: boring jobs using job boards, hard-to-find career sites and cumbersome technology. Shotgun.

Advanced: compelling & easy-to-find jobs, aggregators, talent hubs, intuitive technology. Sequenced channels based on strong workforce planning.

+

+

Tactical

Strategic

30% Rule =

$$/Quality

Job Stretch

Job Growth

Comp Strategy Sourcing Strategy

ActiveActive

PassivePassive

Less Less ActiveActive

SemiSemi--PassivePassive

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The Sourcing Sweet SpotAre you finding enough top people?

CANDIDATE TYPESActive – 20%• Need a job• Aggressively looking

Less Active – 25%• Want better job• Somewhat looking

Semi-Passive – 25%• Want much better job• Waiting for your call

Passive – 30%• Don’t want another job• Don’t call

Where do you spend most of your time?

Who and where are you sourcing?Slide 10

ActiveActive

PassivePassive



ActiveActive

PassivePassive



Attracting Top TalentTraditional jobs are not attractive to best

employees!

1st - OfferBetter Jobs

2nd - OfferBetter

Careers

Best EmployeesPERFORMANCEInitiative/DriveCompetentHard WorkingTeamwork (EQ)

LOOK/DECIDE Less Active/PassiveMore SelectiveLong TermMajor StepJob/career Match

What kind of jobs/careers are you offering?

Another Job

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A Multi-channel Sourcing PlanInternal PoolTalent Hubs – Micro site w/SEOCandidate Pool Development• Proprietary resume databases• Search and Email• CRM w/drip marketing (salesforce.com)Proactive ERP (employee

referrals)WOW! Career SiteCreative CampaignsJob Board Advertising• Compelling, highly visible, job branding• Front end: SEO & aggregators• Backend: Instant processingNetworking, Cold-calling• Who you call & what you say• ZoomInfo 1° from everyone!• MySpace, LinkedIn, JigsawThird-party Recruiters• Leverages networks• Bounty Jobs

ActiveActive

PassivePassive



New vs. Old Sourcing

This is a Talent HubThe Warm-up!

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Best Semi-Passive Sourcing Tip

• ZoomInfo: everyone in the U.S. with 1-2 degrees of separation.

• Scripts plus phone – email first with JobCast.

• Prequalify and networking!

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Semi-Passive Sourcing• What % would say yes to the following?

– would you be open to explore a situation if it were clearly superior to what you’re doing now?

• Name generation is getting easier with tools like ZoomInfo– Who you call and getting the person to return your

call are critical points– What you say after the person says “YES” is the

difference maker• Attend Recruiter Boot Camp Online to learn

how to use the latest name generating tools

Next Steps

• Find out what it would take to develop a sourcing strategy

• Free mini-audit of career site• Get your recruiters to attend

Recruiter Boot Camp Online• Email: [email protected]

microsoft powerpoint - zoominfo sourcing strategy.ppt

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