What’s the Matter?What’s the Matter?Doesn’t Anyone Doesn’t Anyone

Recruit AnymoreRecruit Anymore??

Presented byPresented by

David A. Knutson, CPCDavid A. Knutson, CPCThe Knutson Group, LLCThe Knutson Group, LLC

Recruiting: The Lost ArtRecruiting: The Lost Art

Who are we?Who are we?

Who are we? Who are we?

RecruitersRecruiters Search ConsultantsSearch Consultants ConsultantsConsultants StaffingStaffing Talent ScoutsTalent Scouts Head HuntersHead Hunters

What do we do?What do we do?

Help companies growHelp companies grow Find talented peopleFind talented people Place good people with good Place good people with good

companiescompanies Make a difference in peoples’ livesMake a difference in peoples’ lives

Dave’s Marketing One-LinersDave’s Marketing One-Liners

““If you want mediocrity, you can find that If you want mediocrity, you can find that on your own”.on your own”.

““We recruit the best that are doing; not the We recruit the best that are doing; not the best that are looking”.best that are looking”.

In Search of the SuperstarIn Search of the Superstar

Where are they???Where are they??? The three types of CandidatesThe three types of Candidates 1. Employed Non-Lookers (passive1. Employed Non-Lookers (passive

candidates)candidates)

Employed Non-LookersEmployed Non-Lookers Passive Candidates Passive Candidates

They are the employed non-lookers who make up 80% of They are the employed non-lookers who make up 80% of the workforcethe workforce

They are not found in the online databases or job boards, They are not found in the online databases or job boards, nor do they respond to your ads or website postingsnor do they respond to your ads or website postings

Just because these talented people are not be actively Just because these talented people are not be actively looking for a job does NOT mean they are not interested looking for a job does NOT mean they are not interested in hearing about your opportunityin hearing about your opportunity

In Search of the SuperstarIn Search of the Superstar

Where are they???Where are they??? The three types of CandidatesThe three types of Candidates 1. Employed Non-Lookers (passive1. Employed Non-Lookers (passive

candidates)candidates) 2. Employed Lookers (actively looking)2. Employed Lookers (actively looking)

Employed LookersEmployed Lookers

Are less desirable than Employed Non- Are less desirable than Employed Non- LookersLookers

Unhappy with current situationUnhappy with current situation

Average performersAverage performers

In Search of the SuperstarIn Search of the Superstar

Where are they???Where are they??? The three types of CandidatesThe three types of Candidates 1. Employed Non-Lookers (passive1. Employed Non-Lookers (passive

candidates)candidates) 2. Employed Lookers (actively looking)2. Employed Lookers (actively looking) 3. Unemployed Lookers (unlikely to find3. Unemployed Lookers (unlikely to find Superstar here)Superstar here)

Unemployed LookersUnemployed Lookers Easiest to sourceEasiest to source

They will find youThey will find you

Found on every job board and in every Found on every job board and in every resume databaseresume database

Job FairsJob Fairs

Internet ToolsInternet Tools

ZoomInfo uses intelligent information ZoomInfo uses intelligent information processing to provide advanced search processing to provide advanced search tools to the Executive Search and Human tools to the Executive Search and Human Resource Industries. Using artificial Resource Industries. Using artificial intelligence and natural language intelligence and natural language processing technology, ZoomInfo is the processing technology, ZoomInfo is the largest, most unique database of passive largest, most unique database of passive jobseekers in the U.S. jobseekers in the U.S.

CONTACTCONTACT

www.zoominfo.comwww.zoominfo.comZoom Information Inc. | 307 Waverley Zoom Information Inc. | 307 Waverley Oaks Road | Waltham, MA | 02452Oaks Road | Waltham, MA | 02452

Toll free: 866.904.ZOOM (9666) Toll free: 866.904.ZOOM (9666)    Fax: 781.693.7510 Fax: 781.693.7510

Lead411Lead411 Lead411 is a web based application suite that provides detailed Lead411 is a web based application suite that provides detailed

and comprehensive company intelligence to excel business and comprehensive company intelligence to excel business objectives.objectives.

Founded in early 2000, Lead411 was built out of frustration over Founded in early 2000, Lead411 was built out of frustration over current market products that tried to make up in size what they current market products that tried to make up in size what they lacked in quality. The Founders bring to the table a unique lacked in quality. The Founders bring to the table a unique combination of sales expertise and technical know-how which lead combination of sales expertise and technical know-how which lead to the formation of the Lead411 applications and services. Through to the formation of the Lead411 applications and services. Through its suite of applications, lead411 enables sales, marketing, business its suite of applications, lead411 enables sales, marketing, business development, recruit executives, industry analyst, and research development, recruit executives, industry analyst, and research analyst professionals the tools needed to prospect, prepare for analyst professionals the tools needed to prospect, prepare for sales presentations, build sales lead lists, develop proposals, sales presentations, build sales lead lists, develop proposals, prepare for negotiations and client prospects, perform partnership prepare for negotiations and client prospects, perform partnership analysis, and analyze other business opportunities sucessfully.analysis, and analyze other business opportunities sucessfully.

Lead411 (cont)Lead411 (cont)

Intelligence you NeedIntelligence you Need; private ; private placements, fundings, new hires, placements, fundings, new hires, management changes, resigns, sales lead management changes, resigns, sales lead lists, new office locations, mergers, lists, new office locations, mergers, acquisitions, an other newsworthy acquisitions, an other newsworthy business events. business events.

ContactContact

HEADQUARTERSHEADQUARTERS326 Hollipat Center Drive #17326 Hollipat Center Drive #17Santa Barbara, CA 93111Santa Barbara, CA 93111PH: 805.896.1376PH: 805.896.1376FX: 805.683.2407 FX: 805.683.2407

Recruiting: The Lost ArtRecruiting: The Lost Art

1. Pick up the 400 pound phone1. Pick up the 400 pound phone

2. Dial2. Dial

3.Talk to somebody3.Talk to somebody

Getting by the GatekeeperGetting by the Gatekeeper

Call at odd hours - before 7:30 after 5:15Call at odd hours - before 7:30 after 5:15 Call using the person’s first name onlyCall using the person’s first name only Ask for salesAsk for sales Ask for accounts receivableAsk for accounts receivable Get the gatekeepers adviceGet the gatekeepers advice ““I need to send some information” I need to send some information”

Voicemail MessageVoicemail Message

NameName, this is _________________. You , this is _________________. You and I have never spoken before and I do and I have never spoken before and I do not know if your voice mail is confidential, not know if your voice mail is confidential, so I will assume that it is not. Please call so I will assume that it is not. Please call me at ______________ and at that time I me at ______________ and at that time I will explain who I am, what I do, and why will explain who I am, what I do, and why I’ve called you specifically. I’ve called you specifically. Name, Name, I would I would appreciate a return call as soon as appreciate a return call as soon as possible. possible. Thank you.Thank you.

Voice MailVoice Mail

Voice mail hell… or is it?Voice mail hell… or is it?

Use this script and get 90% of your voice Use this script and get 90% of your voice mail messages returned within 48 hrs.mail messages returned within 48 hrs.

Return Call ResponseReturn Call Response

Thank you for the return call, John. I’m in Thank you for the return call, John. I’m in the executive search business. Therefore, the executive search business. Therefore, I trust you understand the reason I did not I trust you understand the reason I did not leave a message was in case someone leave a message was in case someone other than yourself has access to your other than yourself has access to your voicemail. The reason I called is…voicemail. The reason I called is…

The Recruit CallThe Recruit Call

Verify who you’re speaking toVerify who you’re speaking to

““I don’t know if I’m speaking to the right I don’t know if I’m speaking to the right person or not. What is your exact title or person or not. What is your exact title or position?”position?”

The Recruit Call The Recruit Call (Cont.)(Cont.)

There are two types of recruit callsThere are two types of recruit calls

IndirectIndirect – Describe the position with a mini – Describe the position with a mini commercial and ask at the end “Who do you commercial and ask at the end “Who do you know?” Indirect is less effective than direct.know?” Indirect is less effective than direct.

DirectDirect – More effective, faster – More effective, faster

The Recruit Call The Recruit Call (Cont.)(Cont.)

Intro - Who are you?Intro - Who are you?

Good morning. This is David Knutson calling Good morning. This is David Knutson calling from Scottsdale, Arizona. You and I have never from Scottsdale, Arizona. You and I have never spoken before. Is this a good time to explain spoken before. Is this a good time to explain who I am, what I do, and why I called you who I am, what I do, and why I called you specifically?specifically?

Thank you, John. I am in the executive search Thank you, John. I am in the executive search business and have been retained to find for my business and have been retained to find for my client someone who……..client someone who……..

The Recruit Call The Recruit Call (Cont.)(Cont.)

““I represent or I have been asked to I represent or I have been asked to represent”represent”

““I have been hired by one of my finest I have been hired by one of my finest client companies to …”client companies to …”

Got them… or???Got them… or???

Help me!Help me! 1. If you were me, what would you do?1. If you were me, what would you do? 2. Who do you know?2. Who do you know?

ChecklistChecklist

EducationEducation ExperienceExperience SalarySalary LocationLocation Motivation for a changeMotivation for a change Power adjectivesPower adjectives Background/personalBackground/personal

CompensationCompensation

Lower positionLower position Base upBase up

Higher position Higher position Total package broken downTotal package broken down

ADDITIONAL INFORMATIONADDITIONAL INFORMATION

In order to understand exactly what would constitute a In order to understand exactly what would constitute a step forward in your career, what are the four main step forward in your career, what are the four main criteria or priorities that you need to see in a company criteria or priorities that you need to see in a company before you will accept a new position? (Define before you will accept a new position? (Define “challenge,” “advancement,” “ stability,” etc.)“challenge,” “advancement,” “ stability,” etc.)1. 1. 2. 2. 3. 3. 4. 4.

What are 10 power adjectives that best describe What are 10 power adjectives that best describe you or what others might say about you if you or what others might say about you if asked?asked?

1. 1. 6. 6. 2. 2. 7. 7. 3. 3. 8 8 4. 4. 9. 9. 5. 5. 10. 10.

RelocationRelocation KO factorsKO factors Spouse’s jobSpouse’s job H.S. kidsH.S. kids Never movedNever moved Extended family nearby, older parentsExtended family nearby, older parents MortgageMortgage Marginal CreditMarginal Credit Divorced or separated with custody issuesDivorced or separated with custody issues

Ideal CandidateIdeal Candidate

Can do the jobCan do the job Not too long at one companyNot too long at one company LocationLocation AppearanceAppearance AchievementsAchievements Motivated to moveMotivated to move

ProfileProfile ROBERT ROBERT

Bob is currently employed as Director of Bob is currently employed as Director of

Bob earned his Bachelor of Science degree with a Major inBob earned his Bachelor of Science degree with a Major in

The four priorities that Bob is seeking in a new company are: 1.) Corporate financial stability; 2.) The four priorities that Bob is seeking in a new company are: 1.) Corporate financial stability; 2.) Aligned strategic planning process emphasizing sales growth; 3.) Autonomy to build a dynamic Aligned strategic planning process emphasizing sales growth; 3.) Autonomy to build a dynamic performance culture; and 4.) Personal growth including increased compensation. performance culture; and 4.) Personal growth including increased compensation.

Bob’s key strong points are:Bob’s key strong points are: DedicatedDedicated AssertiveAssertive TenaciousTenacious InnovativeInnovative FocusedFocused ConsistentConsistent EffectiveEffective VisionaryVisionary InfluentialInfluential SuccessfulSuccessful

Feedback / Thank YouFeedback / Thank You

If they refer you to someone that is a fit for If they refer you to someone that is a fit for your position, provide them with feedback your position, provide them with feedback and / or a “thank you for your help”.and / or a “thank you for your help”.

Within a few days, it doesn’t hurt to call the Within a few days, it doesn’t hurt to call the person back and ask them to reconsider person back and ask them to reconsider being a candidate, if not now, perhaps in being a candidate, if not now, perhaps in the future. the future.

QuestionsQuestions