The Talent Sourcing and Recruitment Handbook

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1 The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

2 Copyright 2013 Shally Steckerl All Rights Reserved. Printed in the United States of America. ISBN: This publication may not be reproduced, stored in a retrieval system or transmitted, in whole or part, in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior written permission of the authors. WEDDLE s WEDDLE s Shippan Avenue Stamford, CT Where People Matter Most.

or part, in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior

3 Contents What People Have Said About Shally Steckerl Preface Do you always know what you re doing? How does technology make my job easier? Acknowledgements Introduction How Are Recruiting and Sourcing Different? How To Use This Book The Evolution of Recruitment Prologue Chapter 1: Recruiting & Sourcing Primer Section 1. Recruiting The Talent Crunch Modern Forms of Recruitment Strategy The Advantages of Intelligent Search Social Sourcing and The Internet as Talent Reservoir Hire faster than competitors Four Types of Job Seekers Section 2. The Talent Pool Equation The Economics of the Talent Equation Defining the Talent Pool Increased Demand meets Decreased Supply The Recruitment Funnel Section 3. Steps in the Staffing Lifecycle Preparation: Quick Chart! EEO Codes Validation: Identification: Evaluation: 3

Recruiting The Talent Crunch Modern Forms of Recruitment Strategy The Advantages of Intelligent Search Social Sourcing and The Internet as Talent Reservoir Hire faster than competitors Four Types of

4 Section 4. Definition of Sourcing What Is Sourcing Eactly? What Do Sourcers Do? Pre-Screening Candidates Interpreting Resumes Word Clouds: Keyword Frequency Visual Aid Push vs. Pull Eamples of Sourcing Primary Sourcing AKA Phone Sourcing Secondary Sourcing AKA Internet Sourcing Diversity Sourcing Section 5. The Sourcing Value Proposition The Criminal Defense Lawyer Analogy Where does Sourcing economic value lie? Five Hidden Benefits of Sourcing General Data Sources Section 6. Sourcing Introduction Final Words Team Effort! Chapter 2: Strategic Principles Section 1. Ten Key Initiatives Time Risk Money Section 2. Organizational Structure Four Distinct Sourcing Schemes Three Dysfunctional Operational Models An Optimized Operational Model Summary of the Four Operational Models Section 3. Scalability Specialized Activities Sourcer Job Description Quick Distinction! Role Differentiation Section 4: Considering a Dedicated Sourcing Function Five Questions to Ask Obtaining Upper Management Buy-In 4

The Sourcing Value Proposition The Criminal Defense Lawyer Analogy Where does Sourcing economic value lie? Five Hidden Benefits of Sourcing General Data Sources Section 6.

5 Section 5. Managing The Sourcing Function Understand the difference: Sourcers and Recruiters Maimize Sourcing talent Metrics and Keeping Sourcers Accountable Section 6. RPO AKA Recruitment Process Outsourcing Section 7. Twelve Steps to Sourcing Candidate Continuum The Twelve Steps Chapter 3: Workflow Quick Sample! Sourcing Workflow Requisition Intake Meeting Form, and Sign-off Sourcing Team Activation Sourcing Team Mobilization Candidate Conversion Recruiter Tracking. Section 1. Working With Hiring Managers The Central Building Block: INTAKE MEETINGS Section 2. Keywords Do Your Homework Quick Guide! JigSaw ( The Intake Meeting Section 3. Collaborating with Hiring Managers Show Immediate Value Understand the Job Four Common Types of Difficult Hiring Managers Taking Charge of Bumpy Conversations What to Provide Making Everyone Happy Quick Guide! Request Prioritization Chapter 4: Search Methodologies Section 1. The FIVE: Find Attract Engage Manage Lead Section 2. It s Not Why Use the Internet, It s How to 5

Sourcing Workflow Requisition Intake Meeting Form, and Sign-off Sourcing Team Activation Sourcing Team Mobilization Candidate Conversion Recruiter Tracking. Section 1.

6 The Baseball Analogy Taming the World Wild Web Section 3. Logical Operators Three Premises of Searches with Logical Operators Order of Operations Three Boolean Operators: AND, OR, and NOT Search Engine Rules to Remember Section 4. Do not Waste Your Time on the Internet Keywords Are the Answer Quick Guide! They KEY to Keywords Searching with the Pendulum Approach Chapter 5: Fundamental Search Concepts Section 1. Why Use More than One Search Engine? Section 2. The Sourcing Edge: The Art of Resume Sourcing Quick Form! Sample Research Form Sourcing Template Eample Quick Commands! Major Search Engine Synta Section 3. Building Search Strings Identifying the Resume Job Specifications Section 4. Search Engine Rules to Remember Section 5. Simplicity is Best Eample Search Section 6. Domain Searching Chapter 6: Search Engines Section 1. Google.com in a nutshell Search Pages You ve Visited with Google Web History: Verbatim Tool Quick Guide: Google Sourcing Operators Google Custom Search Engine (google.com/cse) Section 2. Bing.com in a nutshell 6

Do not Waste Your Time on the Internet Keywords Are the Answer Quick Guide! They KEY to Keywords Searching with the Pendulum Approach Chapter 5: Fundamental Search Concepts Section 1.

7 Search Basics Social Results Customize Your Search Added Bonus: Bing Rewards Advanced Field Search Synta Section 3. Blekko.com in a nutshell Section 4. Ealead.com in a nutshell Features: Quick Chart! Ealead Commands Section 5. Gigablast.com in a nutshell Quick Chart! Gigablast Commands Section 6. Metasearch Engines in a nutshell Section 7. Search Engine Alerts in a nutshell Chapter 7: Passive Candidates Section 1. The Passive/Active Continuum Section 2. Fishing For Passive Candidates Section 3. Finding Top Level Eecutives Section 4. The Sourcing Edge - Peer Regression Analysis Chapter 8: Referrals and Social Networks Section 1. The Power of Referrals Section 2. Common Issues of Online Social Networking: Section 3. Two Major Concerns of Referral-Based Recruiting Quick Summary! Pros and Cons of Referral Networking Are Rewards Important? Chapter 9: Searching Communities Section 1. The California Analogy Section 2. The Blogosphere Section 3. Finding Blogs 7

Search Engine Alerts in a nutshell Chapter 7: Passive Candidates Section 1. The Passive/Active Continuum Section 2. Fishing For Passive Candidates Section 3. Finding Top Level Eecutives Section 4.

8 Section 4. RSS Section 5. Where Can I Find Virtual Communities Chapter 10: Applying Sourcing to International Recruiting Section 1. Assess Your Current Structure Section 2. Identifying the Talent Landscape Section 3. Intercultural Issues and The Key to Success The Cultural Sensitivity Imperative Establishing a Hub Communication Techniques Do not Cross Borders Section 4. International Sourcing Techniques Chapter 11: Employment Advertising Section 1. Job Posting Basics Section 2. Information to Include in Job Advertisements Chapter 12: An Integrated Approach to Outreach Section 1. Initiating Contact Through Subject Lines The Resume Posting Eperiment Section 2. Do s and Don t of Initial Basic Courtesy Personalization Content Quick Template! Eample Initial Contact Section 3. Sending Mass s Section 4. Inbo Managing and Organizing Quick Tip! What to Do with Flames Section 5. Results to Epect From Quick Sample! Closing the Conversation Another Quick Sample! Follow Up 8

International Sourcing Techniques Chapter 11: Employment Advertising Section 1. Job Posting Basics Section 2.

9 Intercultural Lessons Learned the Hard Way Intercultural Communication Resources Section 6. Instant Messengers Instant Messenger Applications Section 7. Tet Messaging and SMS to SMS Quick Comment! Use Check-Ins to Source Prospects Chapter 13: Calling Candidates Section 1. Passive Candidate Cold Calling Techniques Introduction to Cold Calling Preparation Know This Before You Dial Initial Conversation Topics Language Practice Section 2. Persuasive Conversational Styles Section 3. Anatomy of a Cold Call Section 4. The Cold Call Workout Section 5. Asking for Referrals Section 6. Outreach Cadence The Last Ditch Leaving Voic s When You Hit a Road Block Section 7. Presenting Candidates Prescreening: From Suspect to Prospect Quick Sample: First Call Screening: From Prospect to Candidate Quick Questions: Behavioral Ad-Ons Do NOT Ask These Questions Packaging: From Candidate to Applicant Chapter 14: Social Media Recruitment Building Blocks Section 1. Fundamental Elements 9

Passive Candidate Cold Calling Techniques Introduction to Cold Calling Preparation Know This Before You Dial Initial Conversation Topics Language Practice Section 2.

10 Section 2. Writing Successful Recruitment Content Section 3. What s Your Purpose? Section 4. Social Media Marketing Twitter Write Tweets that People Read and Re-Tweet Use Twitter to Build Your Pipeline and Influence People LinkedIn in a nutshell Creating Your Own LinkedIn Group Facebook in a nutshell Section 5. Content Ideas Quick Comment! Cross-Pollination! Twitter, Facebook, & LinkedIn Content Ideas Section 8. Other Social Media Destinations Chapter 15: Determining Success and Positive Outcomes Case Study in Time-to-Fill Section 1. Assessing Your Performance Section 2. Using Jargon Section 3. Comparing Apples-to-Apples Section 4. Crunching the Numbers Quick Comment! Why Data Matters to You Personally Section 5. Productivity Tracking Productivity Multiplier Rating Scale Quick Chart! Sample Productivity Tracking Spreadsheet Ensuring Success: Forecasting & Building a Pipeline Chapter 16: Personal Work Habits Habit #1 Comply with the Law Federal Level Other Applicable Laws Habit #2 Carry out Your Responsibilities Habit #3 Be a Good Steward 10

nutshell Section 5. Content Ideas Quick Comment! Cross-Pollination! Twitter, Facebook, & LinkedIn Content Ideas Section 8.

11 Habit #4 Manage Your Time Habit #5 Prioritize your tasks Habit #6 Archive Your Work Quick Comment! Recordkeeping by Law Habit #7 Respect People s Privacy Habit #8 Actively Increase Your Subject Matter Epertise Habit #9 Keep Your Computer Skills Up-To-Date Habit #10 Use Your Brain Chapter 17: Looking into the Future of Recruiting Section 1. Mobile Recruiting is The Future Section 2. The Current State of Mobile Recruiting Section 3. Mobile Recruiting Is Here to Stay Section 4. Your Mobile Recruiting Launch Section 5. Employer as App Developer Section 6. Legal Perspectives On Mobile Recruiting Section 7. Privacy Section 8. Working Remotely Author s Final Remarks About The Author Shally s Three Favorite Things Hat Tips Resources At a Glance Roadmap At a Glance Computer Tips At a Glance Gmail At a Glance Eamples At a Glance Eample Google Searches by US Region on LinkedIn Eample Uses of Filetype: Synta Eample Tet (SMS) and Chat Abbreviations Eample Job Title Study Eample Intake Meeting Form Eample Intake Meeting Eecutive Summary 11

Looking into the Future of Recruiting Section 1. Mobile Recruiting is The Future Section 2. The Current State of Mobile Recruiting Section 3. Mobile Recruiting Is Here to Stay Section 4.

12 Eample Candidate Qualification Profile Eample Service Level Agreement Glossary 12

WHAT IS SOCIAL RECRUITING? A Starter Guide Powered by

WHAT IS SOCIAL RECRUITING? A Starter Guide Powered by What is Social Recruiting? The term "social recruiting" can simply be defined as the process of attracting, finding, and hiring talent through the