Quick and Free Ways to Source Executive Talent Online

ERE Webinar – November 2009Sponsored by: The Ladders

Shally SteckerlEVP Arbita, Inc.aces.arbita.net

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Copyright 2009 Arbita. All rights reserved.

Shally Steckerl

• 13 years in recruiting focused on research• 5 yrs. contingency, ran $1M+ full desk• 6 years as a corporate sourcing leader• 2 years consulting with over 200 organizations• Architected and managed centralized

teams of recruitment researchers at Motorola, Cisco, Coke, Google, Microsoft and others

• Raised in Colombia, South America until age 18(yes, English is my second language)

• Returned Peace Corps Volunteer (Nica ’94)• B.S. in International Business from RIT• Founder of JobMachine.net

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EVP Arbitaaces.arbita.net/shallyN

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Finance Websites

• Yahoo Finance Insider Trades and Insider Roster tell you which execs are buying, selling, or being awarded stock and via MSN Money or CNBC (data available by ticker symbol on all)

• Also a list of recent insider trades across companies by Barrons and a more comprehensive daily list here

• Google Finance has quick links like– Analyst Estimates - MarketWatch– SEC Filings - EDGAR Online– Major Holders - MSN Money– Options - Morningstar– Research Reports - Yahoo Finance– Transcripts - SeekingAlpha

• The above depend on Edgar Online’s data, which can be a few days old. For a real-time hack that pulls from the SEC’s own feeds, use Insider Trades which will email you alerts of insider trades by ticker symbol (more on how it works).

• Other basic info on Insider Trading data

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Copyright 2009 Arbita. All rights reserved.

Diversity & Inclusion

• ZoomInfo search: Enter a diversity association website (e.g., bdpa.org Black Data Processing) in “Mentioned on site” field, then filter by “Executives”

• Google search by diverse fraternal organizations, executive job title and company names: ("Alpha Kappa Alpha" OR "Alpha Phi Alpha" OR "Delta Sigma Theta" OR "Iota Phi Theta" OR "Kappa Alpha Psi" OR "Omega Psi Phi" OR "Sigma Gamma Rho" OR "Phi Beta Sigma" OR "Zeta Phi Beta") 1992..1999 "vice * pfizer|lilly|merck"

• Find female partners at Big4 firms: (intitle:Jessica OR intitle:Jennifer OR intitle:Amanda OR intitle:Ashley OR intitle:Sarah OR intitle:Stephanie OR intitle:Melissa OR intitle:Nicole OR intitle:Elizabeth OR intitle:Heather OR intitle:Tiffany OR intitle:Amber OR intitle:Michelle OR intitle:Megan OR intitle:Amy) "partner * accenture|deloitte|ernst|kpmg|pricewaterhouse"

• Find VPs who speak a given language or are from a foreign country: ("Japanese native" OR "native of Japan" OR "native Japanese" OR "fluent Japanese" OR "japanese fluency" OR "fluent in Japanese" OR "fluency in Japanese") "vice president" ~pharma -jobs

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Copyright 2009 Arbita. All rights reserved.

Background Intel

• EDGAR search for DEF 14A Proxy Statement of a target company when looking for senior level executives.

• Companypay.com/ search or use search engine hack. Example:– Google: site:companypay.com “Veritas software”

• Forbes CEO pay: http://www.forbes.com/2009/04/22/executive-pay-ceo-leadership-compensation-best-boss-09-ceo_land.html

• CorpWatch provides collaborative research on corporations (see how-to)

• Reuters provides basic compensation data• SeekingAlpha has transcripts of shareholder meetings, earnings

reports, and shows insider trades, lists officers and compensation!

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Copyright 2009 Arbita. All rights reserved.

Jigsaw

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Business card search system that provides: 

• Name, Full Title, Company

• Business email, mailing address

• Direct phone (most cases) 

• Points‐based, self‐correcting system

• Get free JigSaw PLAY account + 100 extra 

points via Shally: 

www.jigsaw.com/partners/jobmachine/

• Or pay $0.50 per contact

Use the Advanced Search: 

• Search by level, industry, 

company size, location, etc.

Now try: 

• Department: Finance

• Metro Area: San Francisco

• Industry: Telecommunications

• Sub‐industry: Wireless/Mobile

• Ownership: Public

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Copyright 2009 Arbita. All rights reserved.

Zoominfo

• Diversity:– Executives who Attended Howard University

• “Mentioned On” Website– Executives listed on Witi.com

• Contextual search– Executives in NJ at Drug Manufacturing Co’s

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Copyright 2009 Arbita. All rights reserved.

Spokeo

• Must have (or guess) exec’s email address

• Finds any of their activity in hundreds of online networks

• Validates email address• Can import your own address list from

email accounts, your social networks, etc., and see the data on those people

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Copyright 2009 Arbita. All rights reserved.

Using site: for “being talked about”

• Using site: and intitle: or inurl: for finding execs in company pages, associations and at conferences

• Company pages– Search corporate sites for pronouns and job titles:

• site:pfizer.com regulatory (he OR she)

• Events, Conferences, Groups, Associations– site:raps.org director pfizer– site:mvpa.com geffenN

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More ways to use intitle: and inurl:

• Find people talking about themselves– (intitle:resume OR inurl:resume)– Instead of resume, try words like CV, profile, bio– Also try “about me” or use “(me OR my)”

• Find people being talked about– (intitle:staff OR inurl:staff)– Instead of staff, try words like people, alumni,

roster, list, directory, members, attendees, board, speakers, panel, agenda, officers, and many others

– Also try “about us,” “management team” and add “(he OR she)”N

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Copyright 2009 Arbita. All rights reserved.

Hot Companies with Hot People

• Consider targeting companies or organizations doing well – their execs are more likely superstars.

• Focus on growth industries or economically un(der)affected industries:– Healthcare, Education, Energy, Defense/Military (see monthly-updated Indeed Industry

Trends or create a custom hiring trend heatmap)– Social Media and Alternative Technologies– Certain Technology firms including niche & start-up– SMB companies that are innovating– Non-Profits/Associations

• Seek out companies that can benefit from larger firms' losses (niche, SMB)• Incubators (e.g., these) and VCs (e.g., these) fund growing startups that are

hiring (e.g., case in point)• Target areas that are necessary and foster top-line growth: sales, product

marketing, business development, R&D, specialized skills, etc. – One company that sheds financial experts may be another’s golden opportunity.– A company that sheds financial experts may be investing in social media and need an

internal expert

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Copyright 2009 Arbita. All rights reserved.

Search Strings for Hot Companies

Sample Google News search queries:– Company expansion:

expands.operations|facilities|campus– Add wildcard for other related results:

grows|expands.*.operations|facilities|campus– Contract wins: receives|wins.*.deal|contract– Or try searching against a laundry list of

related target companies– If you want to narrow geographically, the

results count drops, so expand the date range a bit (e.g., 06/01/2008 - 02/25/2009) to compensate: receives|wins.*.deal|contract(boston OR massachusetts)

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TIP: If your search delivers good results, automatically receive new results that meet your criteria via email: click "News Alerts" in left-hand column (Google News) & under "GET UPDATES" in right-hand column (Yahoo News)

Incubators and VCs:– Raises funds:

raises|raised|funds|mezzanineventure.capital|incubator|vc

– Series A/B round: "series * round“– Subscription-based services like

GrowThinkResearch or these

Recent financial statement is strong:– Profit (has, that, margin) increased:

"profit * increased"

• Analyze the media for trigger events that will cause hiring situations• Look at news sites (e.g., Google, Yahoo, Live) that will show you relevant

stories during recent time ranges

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Copyright 2009 Arbita. All rights reserved.

Conference Speakers or AttendeesSpeakers:• “vice president” WIPJAM• site:java.sun.com/javaone/

speakers• Company (presenter OR speaker

OR keynote) (he OR she)• Company (agenda OR chair OR

keynote OR meeting OR minutes OR panel)

Attendees: • ("I attended" OR "I was at" OR "I

went to") WIPJAM• Company (member OR roster OR

attendee OR chapter OR board OR conference OR list)

• (directory OR contact OR list) (inurl:member OR intitle:member)

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Example that combines both search types - Use with a trade association or conference domain along with people keywords: site:bdpa.org (he OR she) (chair OR agenda OR keynote OR member OR speaker OR attendee OR meeting OR minutes OR chapter OR board OR conference OR list)

Presentations:– site:CJUG.org presentations (if

you like that, here’s the full updated list)

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Copyright 2009 Arbita. All rights reserved.

Company 411

Find local offices• Argali.com (download) – the best free

person/home and company/business phone lookup tool that searches multiple online directories and de-duplicates results

• Business search: Great way to find lots of small office locations not listed on company website with regular (toll-call) phones so you don’t show up on caller ID

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It is usually better to start at a higher level in an organization and get referred down to the right people.

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Copyright 2009 Arbita. All rights reserved.

People Lookups

• Zabasearch.com great “first stop” for address/phone– Or try Whitepages.com, Switchboard.com for more “white pages”

• Bing.com, local.google.com good for phone/address and maps• PeopleLookup.com and PrivateEye disambiguate names, age & relatives• Pipl.com, 123people.com, Spock, Yasni and PeekYou find people’s

weblinks, videos, images, social networking profiles, email addresses, phone numbers, blogs, documents, IM, news and other online details

• Try Spokeo if you have an email address (or import your own address list from email accounts, your social networks, etc.), and see the data on those people. Lets you follow the person (green button).

• If you know a social network user name, try usernamecheck• TintEye: paste the URL of someone’s image (like a headshot) and find all

the places that image is used!

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Copyright 2009 Arbita. All rights reserved.

Soft Money Search

• Federal Election Commission databases reveal names and titles of donors!

• The FEC.gov individual disclosure database– Go to the advanced search:

http://www.fec.gov/finance/disclosure/advindsea.shtml– Choose a State and Employer or Title

• Or use Open Secrets for 2004-2008: – http://www.opensecrets.org/indivs/search.php?name=&state=

&zip=&employ=verizon&cand=&c2010=Y&sort=N&capcode=qw2bp&submit=Submit

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Copyright 2009 Arbita. All rights reserved.

Wayback Machine

• When you want to view snapshots of a website’s content over time or for a page that is “no longer there”/404 error

• Go to About Us / management pages; useful to compare people’s roles over time

• See who used to be in management and is no longer at company or if personnel was absorbed into another (e.g., after acquisition)

• Go to web.archive.org• Enter the URL for the old/missing page (e.g.,

Bharosa.com or Witness.com)

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LinkedIn Stats• Over 50 million users total (approx. half outside US)• Average age: 41, average income: $110,000, 64% male• Growing by one new user every second of every day• All Fortune 500 companies have director level or above

representation • 12.5% are senior management (C and V level)• About 50% select ‘career opportunities’• Only 100,000 users have 500+ connections (about 0.2%)• About 571,000 recruiters use LinkedIn – most with tiny

networks• 900 corporations use the enterprise Talent Advantage

account; corresponding third-party recruiter product just released

• More at: http://aces.arbita.net/sourcer/communities/linkedin

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Copyright 2009 Arbita. All rights reserved.

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LinkedIn Hacks

• Use Google hack to find relevant names outside your LI network & no 500-results limit!

• Substitute your keywords (skills, job titles, companies, etc.) in this powerful template (use LinkedIn’s metro area names - will vary):

site:www.linkedin.com (inurl:in OR inurl:pub) "regulatory affairs" "vice president" pfizer

• If you see “repeat the search with the omitted results included” link at bottom of results page, click it to show additional unique results)

Educational C

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Copyright 2009 Arbita. All rights reserved.

Social Networking Hacks

• From any search engine use site: to quickly scan the public content of that network

• site:www.linkedin.com intitle:linkedin COMPANY/TITLE -intitle:answers -intitle:updated -intitle:blog -intitle:directory -intitle:jobs -intitle:profile

• Also works with most other social networks like site:myspace.com, site:twitter.com, site:xing.com, site:facebook.com, site:blogger.com– Add job title, company name and jargon keywords

• Use linkdomain: to find external backlinks to any network(NOTE: This one works only on Yahoo.com)– External backlinks are pages located outside of a website but

pointing back inside your target site. – Be sure to subtract internal results by using -site:– For example linkdomain:www.facebook.com -site:facebook.com– Now add your prospect’s job title and company name!

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onference Series: E

xecutive Sourcing

Copyright 2009 Arbita. All rights reserved.

Social Metasearch

• Wink.com– Searches: LinkedIn, MySpace, Twitter, Zoominfo, & dozens more– Enter jargon, job titles, locations and/or employers in the "Other"

field– Example: KPMG Partner in Boston

• Spock.com– Searches: LinkedIn, Yahoo, Plaxo, MySpace and blogs– From Advanced search enter keywords and specify a country or

city• Twingly Microblog Search

– searches Twitter, Jaiku, Identi.ca, Bleeper.de, Bloggy.se and the former Pownce archives. Friendfeed integration will be added.

• Conduct peer regression analysis on good finds

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onference Series: E

xecutive Sourcing

Copyright 2009 Arbita. All rights reserved.

Initiating Contact

• Gen X and Gen Y execs are more likely to respond to your message in this urgency ranking:1. SMS or “texting” (always get permission!)2. Instant Messenger (chat)3. Email4. Private SocNet (Facebook, Twitter DM, etc)5. Public SocNet (wall post, @twitter, etc.)6. Calls to Mobile phone7. Calls to “land line”

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Copyright 2009 Arbita. All rights reserved.

What's next?

So you have many more good leads, but relatively few are going to "buy" today. How can you efficiently keep all your new contacts "warm" as you would want to do for hot candidates?

1) Populate a database to send a periodic Email Newsletter2) Share tips, resources & opinions via your Blog, on Twitter, etc.3) Special campaign offers: free or discounted white papers, webinars, etc., in return for registering

- You don't have to create all the content: leverage your employees, partners, current customers, previously-placed candidates, etc.- Create templates for repeating types of communications

See DVD of Jason Elias “Top 10 Ways to Generate More Recruiting Business in a Down Economy” webinar

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Contact Us

What now?• Follow Shally and Glenn on Twitter, and connect on LinkedIn and Facebook!• Join our (nospam) mailing list for tips and news, or just email us questions!• Find almost anyone in 10 minutes or less... or your money back with our

Advanced Recruiter & Job-Hunter GuruGuides at aces.arbita.net/products• Or get recordings of many of our best workshops on DVD• Tons more free learning at The Sourcer’s Desk

We’re available for custom on- site and web- based training.

Select topics from over 50 hours of material!

Shally SteckerlEVP, Arbitashally@arbita.nethttp://aces.arbita.net/shallyLinkedIn | My Bio | MSN | Skype

Glenn GutmacherVP, Arbita ACESglenn@arbita.nethttp://aces.arbita.net/glennLinkedIn | My Bio | Skype

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