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

The Talent Sourcing

and Recruitment

HandbookSource better, smarter, faster,

and cheaper than the competition

By Shally Steckerl

Page 2: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

© Copyright 2013 Shally SteckerlAll Rights Reserved.

Printed in the United States of America.

ISBN: 978-1-928734-79-6

!is 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’swww.weddles.com

WEDDLE’swww.weddles.com2052 Shippan AvenueStamford, CT 06902

Where People Matter Most.

Page 3: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

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SOURCING HANDBOOK

Contents

What People Have Said About Shally Steckerl xx

Preface xx

Do you always know what you’re doing? xx How does technology make my job easier? xx

Acknowledgements xx

Introduction xx

How Are Recruiting and Sourcing Di"erent? xx How To Use !is Book x

!e Evolution of Recruitment x

Prologue x

Chapter 1: Recruiting & Sourcing Primer x Section 1. Recruiting x !e Talent Crunch x Modern Forms of Recruitment Strategy x !e Advantages of Intelligent Search x Social Sourcing and !e Internet as Talent Reservoir x Hire faster than competitors x Four Types of Job Seekers x

Section 2. !e Talent Pool Equation x !e Economics of the Talent Equation x De#ning the Talent Pool x Increased Demand meets Decreased Supply x !e Recruitment Funnel x

Section 3. Steps in the Sta$ng Lifecycle x Preparation: x Quick Chart! EEO Codes x Validation: x Identi#cation: x Evaluation: x

Page 4: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

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SOURCING HANDBOOK

Section 4. De#nition of Sourcing x What Is Sourcing…Exactly? x What Do Sourcers Do? x Pre-Screening Candidates x Interpreting Resumes x

Word Clouds: Keyword Frequency Visual Aid x Push vs. Pull x Examples of Sourcing x Primary Sourcing AKA Phone Sourcing x Secondary Sourcing AKA Internet Sourcing x Diversity Sourcing x

Section 5. !e Sourcing Value Proposition x !e Criminal Defense Lawyer Analogy x Where does Sourcing economic value lie? x Five Hidden Bene#ts of Sourcing x General Data Sources x

Section 6. Sourcing Introduction Final Words…Team E"ort! x

Chapter 2: Strategic Principles x

Section 1. Ten Key Initiatives x Time x Risk x Money x

Section 2. Organizational Structure x Four Distinct Sourcing Schemes x !ree Dysfunctional Operational Models x An Optimized Operational Model x Summary of the Four Operational Models x

Section 3. Scalability x Specialized Activities x Sourcer Job Description x Quick Distinction! Role Di"erentiation x

Section 4: Considering a Dedicated Sourcing Function x Five Questions to Ask x Obtaining Upper Management Buy-In x

Page 5: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

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SOURCING HANDBOOK

Section 5. Managing !e Sourcing Function x Understand the di"erence: Sourcers and Recruiters x Maximize Sourcing talent x Metrics and Keeping Sourcers Accountable x

Section 6. RPO AKA Recruitment Process Outsourcing x

Section 7. Twelve Steps to Sourcing x Candidate Continuum x !e Twelve Steps x

Chapter 3: Work!ow x

Quick Sample! Sourcing Work%ow x Requisition Intake Meeting Form, and Sign-o" x Sourcing Team Activation x Sourcing Team Mobilization x Candidate Conversion x Recruiter Tracking. x

Section 1. Working With Hiring Managers x !e Central Building Block: INTAKE MEETINGS x

Section 2. Keywords x Do Your Homework x Quick Guide! JigSaw (http://www.data.com) x !e Intake Meeting x

Section 3. Collaborating with Hiring Managers x Show Immediate Value x Understand the Job x Four Common Types of Di$cult Hiring Managers x Taking Charge of Bumpy Conversations x What to Provide x Making Everyone Happy… x Quick Guide! Request Prioritization x

Chapter 4: Search Methodologies x

Section 1. !e FIVE: Find Attract Engage Manage Lead x

Section 2. It’s Not Why Use the Internet, It’s How to… x

Page 6: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

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SOURCING HANDBOOK

!e Baseball Analogy x Taming the World “Wild” Web x

Section 3. Logical Operators x !ree Premises of Searches with Logical Operators x Order of Operations x !ree Boolean Operators: AND, OR, and NOT x Search Engine Rules to Remember x

Section 4. Do not Waste Your Time on the Internet x Keywords Are the Answer x Quick Guide! !ey KEY to Keywords x Searching with the Pendulum Approach x

Chapter 5: Fundamental Search Concepts x

Section 1. Why Use More than One Search Engine? x

Section 2. !e Sourcing Edge: !e Art of Resume Sourcing x Quick Form! Sample Research Form x Sourcing Template Example x Quick Commands! Major Search Engine Syntax x

Section 3. Building Search Strings x Identifying the Resume x Job Speci#cations x

Section 4. Search Engine Rules to Remember x

Section 5. Simplicity is Best x Example Search x

Section 6. Domain Searching x

Chapter 6: Search Engines x

Section 1. Google.com in a nutshell… x Search Pages You’ve Visited with Google Web History: x Verbatim Tool x Quick Guide: Google Sourcing Operators x Google Custom Search Engine (google.com/cse) x

Section 2. Bing.com in a nutshell… x

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SOURCING HANDBOOK

Search Basics x Social Results x Customize Your Search x Added Bonus: Bing Rewards x Advanced Field Search Syntax x

Section 3. Blekko.com in a nutshell… x

Section 4. Exalead.com in a nutshell… x Features: x Quick Chart! Exalead Commands x

Section 5. Gigablast.com in a nutshell… x Quick Chart! Gigablast Commands x

Section 6. Metasearch Engines in a nutshell… x

Section 7. Search Engine Alerts in a nutshell… x

Chapter 7: Passive Candidates x

Section 1. !e Passive/Active Continuum x

Section 2. Fishing For Passive Candidates x

Section 3. Finding Top Level Executives x

Section 4. !e Sourcing Edge - Peer Regression Analysis x

Chapter 8: Referrals and Social Networks x

Section 1. !e Power of Referrals x

Section 2. Common Issues of Online Social Networking: x

Section 3. Two Major Concerns of Referral-Based Recruiting x Quick Summary! Pros and Cons of Referral Networking x Are Rewards Important? x

Chapter 9: Searching Communities x

Section 1. !e California Analogy x

Section 2. !e Blogosphere x

Section 3. Finding Blogs x

Page 8: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

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SOURCING HANDBOOK

Section 4. RSS x

Section 5. Where Can I Find Virtual Communities x

Chapter 10: Applying Sourcing to International Recruiting x

Section 1. Assess Your Current Structure x

Section 2. Identifying the Talent Landscape x

Section 3. Intercultural Issues and !e Key to Success x !e Cultural Sensitivity Imperative x Establishing a Hub x Communication Techniques Do not Cross Borders x

Section 4. International Sourcing Techniques x

Chapter 11: Employment Advertising x

Section 1. Job Posting Basics x

Section 2. Information to Include in Job Advertisements x

Chapter 12: An Integrated Approach to Outreach x

Section 1. Initiating Contact !rough Email x Subject Lines x !e Resume Posting Experiment x

Section 2. Do’s and Don’t of Initial Email x Basic Courtesy x Personalization x

Content x Quick Template! Example Initial Contact Email x

Section 3. Sending Mass Emails x

Section 4. Email Inbox x Managing and Organizing x Quick Tip! What to Do with “Flames” x

Section 5. Results to Expect From Email x Quick Sample! Closing the Conversation x Another Quick Sample! Follow Up Email x

Page 9: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

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SOURCING HANDBOOK

Intercultural Lessons Learned the Hard Way x Intercultural Communication Resources x

Section 6. Instant Messengers x Instant Messenger Applications x

Section 7. Text Messaging and SMS x Email to SMS x Quick Comment! Use “Check-Ins” to Source Prospects x

Chapter 13: Calling Candidates x

Section 1. Passive Candidate Cold Calling Techniques x Introduction to Cold Calling x Preparation x Know !is Before You Dial x Initial Conversation Topics x Language Practice x

Section 2. Persuasive Conversational Styles x

Section 3. Anatomy of a Cold Call x

Section 4. !e Cold Call Workout x

Section 5. Asking for Referrals x

Section 6. Outreach Cadence x !e Last Ditch x Leaving Voicemails x When You Hit a Road Block x

Section 7. Presenting Candidates x Prescreening: From Suspect to Prospect x Quick Sample: First Call x Screening: From Prospect to Candidate x Quick Questions: Behavioral Ad-Ons x Do NOT Ask !ese Questions x Packaging: From Candidate to Applicant x

Chapter 14: Social Media Recruitment Building Blocks x

Section 1. Fundamental Elements x

Page 10: The Talent Sourcing and Recruitment Handbook · The Talent Sourcing and Recruitment Handbook Source better, smarter, faster, and cheaper than the competition By Shally Steckerl

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SOURCING HANDBOOK

Section 2. Writing Successful Recruitment Content x

Section 3. What’s Your Purpose? x

Section 4. Social Media Marketing x Twitter x Write Tweets that People Read and Re-Tweet x Use Twitter to Build Your Pipeline and In%uence People x LinkedIn™ in a nutshell… x Creating Your Own LinkedIn™ Group x Facebook in a nutshell… x

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

Section 8. Other Social Media Destinations x

Chapter 15: Determining Success and Positive Outcomes x

Case Study in Time-to-Fill x

Section 1. Assessing Your Performance x

Section 2. Using Jargon x

Section 3. Comparing Apples-to-Apples x

Section 4. Crunching the Numbers x Quick Comment! Why Data Matters to You Personally x

Section 5. Productivity Tracking x Productivity Multiplier Rating Scale x Quick Chart! Sample Productivity Tracking Spreadsheet x Ensuring Success: Forecasting & Building a Pipeline x

Chapter 16: Personal Work Habits x

Habit #1 – Comply with the Law x Federal Level x Other Applicable Laws x

Habit #2 – Carry out Your Responsibilities x

Habit #3 – Be a Good Steward x

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SOURCING HANDBOOK

Habit #4 – Manage Your Time x

Habit #5 – Prioritize your tasks x

Habit #6 – Archive Your Work x Quick Comment! Recordkeeping by Law x

Habit #7 – Respect People’s Privacy x

Habit #8 – Actively Increase Your Subject Matter Expertise x

Habit #9 – Keep Your Computer Skills Up-To-Date x

Habit #10 – Use Your Brain x

Chapter 17: Looking into the Future of Recruiting x

Section 1. Mobile Recruiting is !e Future x

Section 2. !e Current State of Mobile Recruiting x

Section 3. Mobile Recruiting Is Here to Stay x

Section 4. Your Mobile Recruiting Launch x

Section 5. Employer as App Developer x

Section 6. Legal Perspectives On Mobile Recruiting x

Section 7. Privacy x

Section 8. Working Remotely x

Author’s Final Remarks x

About !e Author x Shally’s !ree Favorite !ings x Hat Tips x

Resources At a Glance x Roadmap At a Glance x Computer Tips At a Glance x Gmail At a Glance x

Examples At a Glance x Example Google Searches by US Region on LinkedIn™ x Example Uses of Filetype: Syntax x Example Text (SMS) and Chat Abbreviations x Example Job Title Study x Example Intake Meeting Form x Example Intake Meeting Executive Summary x

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SOURCING HANDBOOK

Example Candidate Quali#cation Pro#le x Example Service Level Agreement x

Glossary x