A Story About Bulls and Bears: How to Tame the Economic Cycle

Bulls, Bears and Gorillas Based on Lou Adler’s Hire With Your Head (John Wiley & Sons, 2007) ©2008. All Rights Reserved. The Adler Group, Inc. www.adlerconcepts.com Developing an Effective Strategy in Tough Economic Times

Overview/Agenda

The Challenges of Sourcing

Developing an “Early-bird Sourcing Strategy”

Understanding “Behavioral Economics”

The Importance of Web 2.0

Is Sourcing the Problem?

There’s more to sourcing than finding candidates!

Declining Impact of Major Boards simplyhired.com Segmentation Microsites – Talent Hubs Niche sites/Social Networks Aggregators Networking & ERP CRM/Pipelines Targeted w/SEO/PPC

The Early-Bird Strategy EXPLORERS TIPTOERS NETWORKERS GOOGLERS HUNTERS & POSTERS

The Early-Bird Strategy EXPLORERS TIPTOERS NETWORKERS GOOGLERS POSTERS EXPLORERS Semi-Passive Cold Calling Better Career TIPTOERS Less Active Tight Network ERP Better Job/Growth GOOGLERS A Bit Active Top Down Aggregators Much Better Job NETWORKERS More Active Expand Network Niche Boards Better Job HUNTERS Active  Not Active CRM/DB/Email Much Better Job

Selection Criteria

30% PLUS RULE

Work/projects

Stretch

Growth

Comp

Manager/Team

Culture

Work/Life

Security

Benefits

Long-term Comp

Early-bird “Day One” Strategy Key Sourcing Concepts Day 1 – Open to Explore – Networking Tiptoe – Just Looking, Not Buying Google – Top Down – Aggregate

Developing an Early-bird Strategy 1 2 3 4 5

The Psychology of Top Performers Why Your Job Must Haves Ideas Compensation Explorers : open, but not looking Much better opportunity Allow just looking Hiring manager Cover risk Need convincing Sell next step, not the job! Short , long-term, contract & great upside Tiptoers : looking, but cautious Best available Strong personal relationship Need detailed comparison Competitive comp plus significant upside Googlers : looking, but semi-selective Pretty good, but be first Good job, move fast, relationship Sweet spot! SEO, compelling ads Position comp as less important than job Networkers : aggressive looking Employee referral or a contact Proactive ERP with qualifications Fair comp, but recruit on opportunity Hunters : intense looking It was found! An offer Auto-responder to separate the best Fair, but close on better job Aged Posters : not looking Better opportunity Allow “just looking” Screen on performance Similar to explorers, unless uncover need

Great Advertising Wins!

Great title

Niche site

Instant results

Targeted

Candidate focused

Tell stories!

Describe culture

Where are the requirements?

Write Compelling Emails

To target early-birds you need to push your jobs to the sites that they visit every day

Right Job, Right Person, Right Time

Free Inclusion, Sponsor for Priority Job Sponsorship Sponsor your jobs to get priority placement and free branding You only pay when a candidate clicks on your job The click takes the candidate directly to your career site Your jobs are included in the Simply Hired database for free

The Talent Shift Pre Web Web 1.0 Web 2.0 Craigslist

Web 2.0 Recruiting Platform