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Grow Your Own! by Glen Cathey
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Grow Your Own! by Glen Cathey


Grow Your Own! by Glen Cathey

Grow Your Own! by Glen Cathey

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  • 2 performance 1 old offer came through (original industry – retail)2 location (1 staying with us, 1 going agency)1 agency1 career switch (engineering)
  • Quote made during the days of the original Mac development team. Says a great deal about the kind of people and team behavior admired.
  • Quote made during the days of the original Mac development team. Says a great deal about the kind of people and team behavior admired.
  • 2 clients, 4 months: 163 hires - 7 people 400 hires - 16 peoplethat's 6+ hires per month per person


  • 1. looking to build/build out your sourcingcapability?grow your own!Glen CatheyVP, Global Sourcing and Talent Strategy
  • 2. a little bit about you How many manage sourcers? How many are planning on hiring and managing sourcers? Hire for experience? • Years of experience? • Specific industries/roles? Hire without experience?
  • 3. experienced pros cons • "hit the ground running" • more expensive • immediate results • may have bad habits • training not required • their way may not be your • bring best practices from way other organizations • may be resistant to change – "cant teach an old dog new tricks"
  • 4. no experience pros cons • less expensive • require training (master coach) • no bad habits/nothing to • take time to ramp unlearn • results are not immediate • create in your vision • may not work out • fresh & clean perspective • brain drain
  • 5. a little about me VP, global sourcing and talent strategy 16+ years in recruiting/staffing - staffing & RPO: I.T., F&A, Healthcare, Federal, Energy, Engineering - hired and/or trained 1000+ sourcers and recruiters - centralized sourcing/recruiting (300+ people) - direct MSP/VMS delivery - - 6X SourceCon speaker 2010 (X2), 2011, 2012 (X2), 2013 - 5X LinkedIn Talent Connect speaker (US, CA, UK) - 2X Australasian Talent Conference (Sydney & Melbourne) - 2X TruLondon all of top performers ive worked with have had no prior experience
  • 6. my recent journeyHires: 41 Turnover: 17% / 2.4% ReasonMay 28th – 7 1 moving to agencyJune 4th – 11 0June 18th – 11 3 2 performance, 1 prev. offer came through 1 relo (staying w/us), 1 engineering, 1August 13th – 12 3 location (agency)
  • 7. sourcing sourcers What is kik? Its the fast, simple and personal smartphone messenger.
  • 8. hiring profile performance oriented enjoys problem solvingcommitted to excellence positive attitude solutions oriented quick learner passion & persistence
  • 9. wwsjd? Hire pirates
  • 10. hire pirates
  • 11. "It’s more fun to be apirate than to join the navy." - Steve Jobs, 1982
  • 12. why pirates?"A pirate can function without a bureaucracy. Pirates support oneanother and support their leader in the accomplishment of a goal. Apirate can stay creative and on task in a difficult or hostile environment.A pirate can act independently and take intelligent risks, but alwayswithin the scope of the greater vision and the needs of the greaterteam.""Pirates are more likely to embrace change and challenge convention.Being aggressive, egocentric, or antisocial makes it easier to ponderideas in solitude or challenge convention, says Dean Keith Simonton, aUniversity of California psychology professor and an expert oncreativity.""So Steve’s message was: if you’re bright, but you prefer the size andstructure and traditions of the navy, go join IBM. If you’re bright andthink different and are willing to go for it as part of aspecial, unified, and unconventional team, become a pirate." Source: What Would Steve Jobs Do?: How the Steve Jobs Way Can Inspire Anyone to Think Differently and Win by Peter Sander (McGraw Hill)]
  • 13. diversitySteve Jobs appreciated a breadth of background and experiencewhen selecting team members."Picasso had a saying. He said, Good artists copy, great artistssteal.’ And we have always been shameless about stealing greatideas and I think part of what made the Macintosh great was thatthe people working on it were musicians and poets and artistsand zoologists and historians who also happened to be the bestcomputer scientists in the world." — Steve jobs, PBS’s "Triumph of the Nerds: The Rise of Accidental Empires” (1996)"He also liked entrepreneurship and signs of success at otherendeavors. People who show the ability to get things done inother fields, to synthesize their experiences, and to take abroader view of the human experience are more likely to be thepirates that Steve was searching out." Source: What Would Steve Jobs Do?: How the Steve Jobs Way Can Inspire Anyone to Think Differently and Win by Peter Sander (McGraw Hill)]
  • 14. sourcing pirates (Laude or "phi beta kappa" or Honor* or scholar* or Deans or "Dean’s" or GPA or "G.P.A.") and (exceeded or most or highest or reached or attained or increased or lead or led or top or best or quota*) (research* or data or analy* or statistic*) and (captain or lead* or led or president* or manag* or supervise* or football or basketball or baseball or softball or volleyball or lacrosse or tennis or golf or soccer or swimming or Debate or Volunteer* or Varsity or Society or Fraternity or Sorority) and (Laude or "phi beta kappa" or Honor* or scholar* or Deans or "Dean’s" or GPA or "G.P.A.") and (exceeded or most or highest or reached or attained or increased or lead or led or top or best or quota*) laude (intern OR extern OR junior OR student) (hardworking OR "work ethic" OR "hard working" OR exceed OR ambition or gold OR platinum OR top OR quota* OR exceeded OR exceeding OR highest OR most OR best OR winner) (research OR researching OR researched OR Boolean OR data OR database OR databases OR researcher OR analysis OR analyze OR analyzed OR math OR mathematics OR calculus OR statistics OR statistical OR "problem solving" OR logic OR logical OR analytical OR analytics OR competitive OR physics)
  • 15. diversity Education • 8 University of Georgia graduates • 4 Georgia Tech graduates • 1 Emory graduate Multi-lingual • 27 Bachelors degrees •14 multi-lingual associates • 3 Masters degrees •4 Spanish • 1 JD •2 German •6 French • 21 GPAs 3.0 or higher •Other languages represented: Bosnian, Bengali, Cantonese, Russian, Polish, Italian, Korean • 9 GPAs 3.5 or higher Professional Experience •0-30 years of work experience Degree Diversity •Substance abuse counselor •Democratic party fund raiser •Legal Analyst • Astrophysics •Research Analyst with GA Tech •U-Verse Premise Technician • Biomedical Engineering •Team Leader at Target •Realtor • Intelligence Studies & Counter- Terrorism • Juris Doctorate • Psychology • Masters of Divinity
  • 16. example resumes
  • 17. example resumes
  • 18. example resumes
  • 19. example resumes
  • 20. example resumes
  • 21. group interviews• Interview sessions were in group sessions ranging from 7 – 12 candidates at a time and included exercises/questions focusing on problem solving, sourcing approach, and creating sample search strings.• The group interview approach saved our team over 60 hours of interview time.
  • 22. training & development Large blocks of time for repetitive live sourcing exercises
  • 23. performance expectations measure daily daily performance expectations (min) • leads • 40 find & engage, 80 find only • phone screens • 8 • candidate submittals • 2 • referrals
  • 24. roles sourced forloan processor vp, compensation & benefitslead surface wellhead engineer drill sustaining engineersr accountant parallel switchgear engineerfraud initiation analyst engineering managerfund controller sr. flow control engineersales manager medical codersmechanical A/C assembly sr. account executive (ecm)structural engineer regional sales executivemanufacturing engineer product compliance engineerdirect sales rep ap/ar accountantfield auditor engineering program managerplant security investigator manufacturing managerquality assurance engine starting & operabilitynetapp engineer regional sales managerembedded sw engineer underwriter
  • 25. grow your own "hire for attitude, train to retain" interviewing experienced sourcers? • leverage whiteboarding and live sourcing exercises – focusing on roles the person has never worked before • thought process and methodology are more important than tools, technology, and syntax
  • 26. talent code
  • 27. talent code short version • myelin (neural insulator) is key "skill is a cellular insulation • deep (deliberate) practice that wraps neural circuits and • struggling is critical that grows in response to certain signals" * • master coaching *Source: Talent Code by Daniel Coyle
  • 28. mistake focused practice Q: why is targeted, mistake focused practice so effective? A: because the best way to build a good circuit is to fire it, attend to mistakes, then fire it again, over and over. Struggle is not an option: its a biological requirement Q: why are passion and persistence key ingredients of talent? A: because wrapping myelin around a big circuit requires immense energy and time. If you dont love it, youll never work hard enough to be great. *Source: Talent Code by Daniel Coyle
  • 29. myelin myelin wraps – it doesnt unwrap • "Once a skill circuit is insulated, you cant un-insulate it (except through age or disease). Thats why habits are hard to break. The only way to change them is to build new habits by repeating new behaviors – by myelinating new circuits" • "You can’t teach an old dog new tricks" neural circuits can be developed like muscles • "If you use your muscles in a certain way – trying hard to life things you can barely lift – those muscles will respond by getting stronger. If you fire your skill circuits the right way – by trying hard to do things you can barely do, in deep practice – then your skill circuits will respond by getting faster and more fluent." *Source: Talent Code by Daniel Coyle
  • 30. deep practice "deep practice is built on a paradox: struggling in certain targeted ways – operating at the edges of your ability – where you make mistakes – makes you smarter" "its important to be forced to slow down, make errors, and correct them" "we think of effortless performance as desirable, but its really a terrible way to learn" - Robert Bjork, Ph.D., Stanford - Distinguished Professor Emeritus, Cognitive Psychology @ UCLA *Source: Talent Code by Daniel Coyle
  • 31. master coaching John Wooden taught in chunks, using what he called the "whole part method" – teaching players an entire move, then break it down to work on its elemental actions. He formulated laws of learning: explanation, demonstration, imitation, correction, and repetition. "Dont look for the big, quick improvement. Seek the small improvement one day at a time. Thats the only way it happens – and when it happens, it lasts" "The importance of repetition until automaticity cannot be overstated. Repetition is the key to learning." - John Wooden, 3-time All American basketball player at Purdue - Won 10 NCAA championships in 12 years, 7 in a row at UCLA UCLA, where his team won a record 88 consecutive games *Source: You Havent Taught Until They Have Learned by John Wooden
  • 32. talent is overrated deliberate practice • improves performance by design • high repetition • continuous feedback • mentally challenging • hard work • focus on the process, not end result • metacognition • continuous improvement
  • 33. grow your own research in occupational training shows that people retain • 10% of what they read • 20% of what they hear • 30% of what they see • 50% of what they hear and use • 70% of what they say • 90% of what they say and do develop • do not assume experience = ability • must be hands-on and interactive to establish habits • verify ability!
  • 34. sourcing challenges what is this persons full name? how many mechatronics engineers are on Monster in a 50 mile radius of Watkins, CO? how would you find a substation engineer that doesnt mention the term "substation? what searches would you use to find storage engineers with significant NetApp experience? use google or bing to find a list that contains contact information (phone and email) for oil and gas professionals, including at least one process engineer in Houston
  • 35. grow with them involve & ask for input! • processes • sell sheets • boolean builder • screening form • sharepoint site for knowledge management • search string library
  • 36. knowledge management
  • 37. Boolean builder
  • 38. discussion