What True Research Is


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Presentation from SourceCon 2007 on what research is and how it benefits a recruiting organization

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  • Poll audience for things they think a researcher ought to be responsible for
  • Pause to ask some people in the audience what their educational and career background is (only dedicated researchers)
  • Poll audience to find out how many people have RSS feeds
  • What True Research Is

    1. 1. Amybeth Hale Sourcing Strategist Waggener Edstrom Worldwide What True Research Is and the Benefits It Brings to a Recruiting Organization
    2. 2. Defining Research What Exactly IS Research?
    3. 3. Defining Research <ul><li>Diligent and systematic inquiry or investigation into a subject in order to discover or revise facts, theories, applications, etc. ~ Dictionary.com Unabridged (v 1.1) </li></ul><ul><li>A close and careful study to find out (new) facts or information. ~ Kernerman English Multilingual Dictionary (Beta Version) </li></ul><ul><li>A search for knowledge. ~WordNet® 3.0 </li></ul>
    4. 4. Recruiting vs. Research <ul><li>Researchers: we are the name gatherers, the fact finders, the lead generators </li></ul><ul><li>Recruiters: the contact qualifiers, client/candidate liaisons, candidate presenters, deal sealers </li></ul><ul><li>Sourcers: everyone has a different definition of sourcing; for our purposes, a sourcer is a name gatherer/contact pre-qualifier </li></ul>
    5. 5. Defining Research <ul><li>What some people think research is: </li></ul>“ I typed a word into Google and I got some results” “ I logged onto Monster and typed in ‘sales’ and found candidates”
    6. 6. Types of Research <ul><li>Phone Sourcing. This type of research is done through cold-calling into companies and getting names and contact numbers of the people who work for that company. </li></ul><ul><li>Internet Research. This type of research is done solely through the Internet. </li></ul><ul><ul><li>Active Research. Active researchers will look on active job boards to uncover leads who have posted their resumes. Example sources are HotJobs, Dice, Monster, and CareerBuilder. </li></ul></ul><ul><ul><li>Passive Research. Passive researchers use Boolean logic, press releases, industry associations, trade publications, etc. to uncover passive leads. Generally, no resumes are gathered from this type of research but the leads are more likely to be gainfully employed. </li></ul></ul><ul><li>Phone/Internet Research. Some researchers do a combination of the above-mentioned sourcing techniques. </li></ul>
    7. 7. The Research Progression <ul><li>Name Gathering </li></ul><ul><ul><li>Sometimes referred to as names sourcing or phone sourcing </li></ul></ul><ul><ul><li>Typically done via the phone </li></ul></ul><ul><ul><li>Information gathered consists of Name, Title, and Contact Information </li></ul></ul><ul><ul><li>The personality type of a phone sourcer: </li></ul></ul><ul><ul><ul><li>Typically more extroverted </li></ul></ul></ul><ul><ul><ul><li>Has to be able to think quickly on their feet </li></ul></ul></ul><ul><ul><ul><li>Has to be a good people person </li></ul></ul></ul>
    8. 8. The Research Progression <ul><li>Internet Researcher </li></ul><ul><ul><li>Takes name gathering one step further by gathering additional information on the contact </li></ul></ul><ul><ul><li>Gathers personal information such as a bio, profile, resume, etc. for contacts </li></ul></ul><ul><ul><li>Typically done via the Internet </li></ul></ul><ul><ul><li>The personality type of an Internet researcher: </li></ul></ul><ul><ul><ul><li>Typically more introverted </li></ul></ul></ul><ul><ul><ul><li>Critical thinkers – usually analytical and can map out elaborate gameplans to achieve their end goal (finding verified contact information) </li></ul></ul></ul><ul><ul><ul><li>Usually like to work undisturbed or alone </li></ul></ul></ul>
    9. 9. The Research Progression <ul><li>Sourcing </li></ul><ul><ul><li>Takes Internet research and/or name gathering one step further by participating in candidate development </li></ul></ul><ul><ul><li>Sourcers can gather information both by the phone and using the Internet </li></ul></ul><ul><ul><li>Rare hybrid of the phone sourcer and the Internet researcher </li></ul></ul>
    10. 10. The Research Progression <ul><li>Recruiting </li></ul><ul><ul><li>Takes Sourcing one step further by communicating directly with potential candidates and establishing relationships </li></ul></ul><ul><ul><li>Some recruiters also do business development </li></ul></ul><ul><ul><li>Recruiters CAN DO their own research, but their strength is typically in building relationships </li></ul></ul>
    11. 11. Assigning Research What Should A Researcher Do?
    12. 12. Researcher Duties <ul><li>What some recruiting organizations THINK they’re looking for when they seek a dedicated researcher: </li></ul><ul><ul><li>&quot;Recruiting Sourcer/Receptionist“ </li></ul></ul><ul><ul><ul><li>As a Sourcer/Receptionist, you will: </li></ul></ul></ul><ul><ul><ul><li>Be responsible for providing support to the team as a whole </li></ul></ul></ul><ul><ul><ul><li>Act as liaison between clients, candidates and recruiting personnel </li></ul></ul></ul><ul><ul><ul><li>Support inquiries on numerous issues; i.e. contracts, resumes, etc. </li></ul></ul></ul><ul><ul><ul><li>Retrieve, qualify and enter staffing requirements into our systems </li></ul></ul></ul><ul><ul><ul><li>Implement and continue the communication flow within the office and with clients </li></ul></ul></ul><ul><ul><ul><li>Prepare office documents: i.e. job descriptions, etc. </li></ul></ul></ul><ul><ul><ul><li>Schedule interviews </li></ul></ul></ul><ul><ul><ul><li>Data entry and filing </li></ul></ul></ul><ul><ul><ul><li>Answer phones with utmost professionalism and direct callers to appropriate divisions </li></ul></ul></ul><ul><ul><ul><li>Minimum qualifications: </li></ul></ul></ul><ul><ul><ul><li>0-3 years of FULL-TIME experience in an office setting </li></ul></ul></ul><ul><ul><ul><li>Knowledge of Microsoft Outlook, Word, and Excel </li></ul></ul></ul><ul><ul><ul><li>Knowledge of receptionist duties; i.e. maintaining a clean environment, answering phones, making copies, etc. </li></ul></ul></ul><ul><ul><ul><li>Strong problem solving and decision making skills </li></ul></ul></ul><ul><ul><ul><li>Strong attention to detail </li></ul></ul></ul><ul><ul><ul><li>Strong communication skills - both oral and written </li></ul></ul></ul><ul><ul><ul><li>With strong attention to detail </li></ul></ul></ul><ul><ul><ul><li>Proven ability to multi-task </li></ul></ul></ul><ul><ul><ul><li>Do whatever it takes attitude </li></ul></ul></ul>
    13. 13. Researcher Duties <ul><li>What some recruiting organizations THINK they’re looking for when they seek a dedicated researcher : </li></ul><ul><ul><li>&quot;Administrative Assistant / Internet Researcher“ </li></ul></ul><ul><ul><ul><li>Our successful executive search firm … seeks an Administrative Assistant/Internet Researcher with strong computer and Internet skills to assist with the maintenance of our database, answering phones, internet research and the smooth and efficient running of the office. This is an entry-level opportunity – college degree preferred, especially Computer Science. We seek a bright, responsible, outgoing, detail-oriented individual with strong oral and written communication skills and experience with Internet research. We offer expert training and advancement opportunities within the executive search field. </li></ul></ul></ul>
    14. 14. Researcher Duties <ul><li>What some recruiting organizations THINK they’re looking for when they seek a dedicated researcher : </li></ul><ul><ul><li>&quot;Sourcer/Junior Technical Recruiter“ </li></ul></ul><ul><ul><ul><li>We are looking for a Technical Sourcing Coordinator/Jr Recruiter; this position will coordinate local sourcing efforts for our key clients to ensure continuous flow of applicants to increase recruiting effectiveness. This is an entry level position and the perfect training position for some one interesting in working as technical recruiter. </li></ul></ul></ul><ul><ul><ul><li>Work with and assist recruiters in developing applicant flow for low to mid-level positions. Source candidates for current, future and on-going client needs and requisitions including but not limited to using the following: internet sites, subscription and specialty databases,   posting of positions on internal and appropriate sites.  </li></ul></ul></ul><ul><ul><ul><li>Develop and maintain relationships with outside resources, i.e. colleges, and community organizations to provide a proactive outreach for building the applicant pool. Leverage resources to recruit the highest caliber candidates. Coordinate external advertising efforts. </li></ul></ul></ul><ul><ul><ul><li>Pre-screening of candidates for positions and prioritize candidates </li></ul></ul></ul><ul><ul><ul><li>Participate in the branch requisition meetings. </li></ul></ul></ul><ul><ul><ul><li>Administration of appropriate pre-employment testing Other duties as assigned. </li></ul></ul></ul>
    15. 15. Researcher Duties <ul><li>What should be the main responsibility of a researcher within a recruiting organization? </li></ul><ul><li>RESEARCH! </li></ul><ul><li>(duh) </li></ul>
    16. 16. Researcher Duties <ul><li>Why is this worth saying? </li></ul><ul><ul><li>There are so many misconceptions of what research truly consists of </li></ul></ul><ul><ul><li>Not all researchers desire to ‘move up’ or get ‘promoted’ to recruiting </li></ul></ul><ul><ul><li>Everyone should contribute to general office duties </li></ul></ul><ul><ul><li>Many recruiting organizations have never used a dedicated researcher and therefore want to roll several positions into one </li></ul></ul><ul><ul><ul><li>If the organization is small, this can be a necessity </li></ul></ul></ul><ul><ul><ul><li>For larger organizations, it is more efficient to separate out the duties </li></ul></ul></ul>
    17. 17. Researcher Duties <ul><li>What duties should a researcher be responsible for? </li></ul><ul><ul><li>Active candidate search (searching resume databases) </li></ul></ul><ul><ul><li>Passive contact generation </li></ul></ul><ul><ul><li>Market research/competitive intelligence </li></ul></ul><ul><ul><li>New research/recruiting technology evaluation </li></ul></ul><ul><ul><li>Training recruiters on research methods </li></ul></ul><ul><ul><li>In some instances, putting together email marketing campaigns </li></ul></ul>
    18. 18. Researcher Duties <ul><li>What duties to steer clear of for researchers </li></ul><ul><ul><li>Spousal and other interface to determine key decision points and obstacles </li></ul></ul><ul><ul><li>Candidate and referral follow-up </li></ul></ul><ul><ul><li>Make follow up marketing calls to dormant clients </li></ul></ul><ul><ul><li>Conduct reference checks via a standardized, professional format </li></ul></ul><ul><ul><li>Point person for handling split placements with other firms </li></ul></ul><ul><ul><li>Placement invoicing and follow-up </li></ul></ul><ul><ul><li>Managing office interruptions and distractions </li></ul></ul><ul><ul><li>Administrative correspondence and marketing campaigns </li></ul></ul><ul><ul><li>Return low level messages for senior staff </li></ul></ul><ul><ul><li>Invoicing/collections </li></ul></ul><ul><ul><li>Cover for staff when on vacation </li></ul></ul><ul><ul><li>Schedule interviews </li></ul></ul><ul><ul><li>Handle interview travel arrangements </li></ul></ul><ul><ul><li>Water plants, sort mail, keep supplies stocked </li></ul></ul><ul><li>Believe it or not, these items came from lists generated by RECRUITERS, outlining what they believed researchers should be responsible for! </li></ul><ul><li>What do YOU think should be included in a researcher’s job duties? </li></ul>Recruiters Administrative
    19. 19. Researcher Duties <ul><li>The Recruiting Office Assembly Line </li></ul><ul><ul><li>An assembly line is a manufacturing process in which interchangeable parts are added to a product in a sequential manner to create a finished product; Henry Ford was the first businessman to build factories around that concept. ~ Wikipedia </li></ul></ul><ul><ul><li>Bob Marshall ’s Your Desk As A Manufacturing Plant </li></ul></ul><ul><ul><li>Why do assembly lines work? </li></ul></ul><ul><ul><ul><li>Each station serves a specific purpose in the completion the final product </li></ul></ul></ul><ul><ul><ul><li>Each station performs one or two specific steps </li></ul></ul></ul><ul><ul><ul><li>The product continuously moves through the assembly line; there is a constant flow of production </li></ul></ul></ul>
    20. 20. Researcher Duties <ul><li>The Recruiting Office Assembly Line </li></ul><ul><ul><li>Recruiter/Biz Dev: market recruiting services, generate job orders </li></ul></ul><ul><ul><li>Researcher: market research, lead generation </li></ul></ul><ul><ul><li>Recruiter: contact qualification, client presentation </li></ul></ul><ul><ul><li>Recruiter/Biz Dev: interview prep/debrief, placement closing </li></ul></ul>
    21. 21. Researcher Duties <ul><li>The Recruiting Office Assembly Line </li></ul><ul><ul><li>Where is the easiest place for this process to get backed up? Candidate flow </li></ul></ul><ul><ul><li>Why? This is a very time consuming process! </li></ul></ul><ul><li>Reverse Engineering this process </li></ul><ul><ul><li>Placements result from good interviews </li></ul></ul><ul><ul><li>Good interviews result from quality candidates </li></ul></ul><ul><ul><li>Quality candidates come from thorough screening </li></ul></ul><ul><ul><li>Thorough screening cannot be done without enough contacts/leads to call </li></ul></ul><ul><ul><li>Having enough contacts is a result of dedicated research </li></ul></ul>
    22. 22. Researcher Duties <ul><li>Real Life Example: </li></ul><ul><ul><li>Mowing your lawn vs. hiring someone to mow it for you </li></ul></ul><ul><ul><ul><li>While you are physically able to mow your own lawn, is it worth an investment to hire someone to do it yourself and spend time on other activities? </li></ul></ul></ul><ul><ul><ul><li>A lawn care company is probably more efficient and can do just as good of a job, if not a better job, than you </li></ul></ul></ul><ul><ul><ul><li>Ask yourself: what is your time worth? </li></ul></ul></ul>
    23. 23. Researcher Duties <ul><li>Doug Beabout says: </li></ul><ul><li>“ The role of the researcher may appear to be somewhat administrative in the classic sense. But, I would advise that a fully trained and dedicated researcher must be supported by an office assistant handling word processing, answering a telephone, and other administrative chores.” </li></ul>
    24. 24. Discovering Research What Makes a Good Researcher?
    25. 25. Researcher Characteristics <ul><li>Once the function of the researcher has been nailed down, it is important to keep in mind that research is MUCH more than harvesting resumes off of resume databases </li></ul><ul><li>Research consists of passive information gathering just as much, if not more so, than resume harvesting </li></ul><ul><li>A good researcher will have skills beyond simple keyword matching on Monster </li></ul>
    26. 26. Researcher Characteristics <ul><li>No two researchers are alike; we all have very different educational backgrounds and career histories </li></ul><ul><li>However, we all have similar characteristics that make us good researchers </li></ul>
    27. 27. Researcher Characteristics <ul><li>Creative thinker </li></ul><ul><li>Detail-oriented </li></ul><ul><li>Information addict </li></ul><ul><li>Enjoys puzzles, riddles, solving mysteries, CSI, etc. </li></ul><ul><li>Stays current with recruiting technology and other resources </li></ul><ul><li>Excellent networker; already well networked </li></ul><ul><li>Additional qualities that might fit: </li></ul><ul><ul><li>Library Science or paralegal background </li></ul></ul><ul><ul><li>Investigative news reporting background </li></ul></ul><ul><ul><li>Possesses internet recruiting certifications </li></ul></ul><ul><ul><li>Has a background in recruiting and/or human resources </li></ul></ul>
    28. 28. Research Benefits How Will This Benefit You?
    29. 29. Benefits of Research <ul><li>Research is the most time-consuming part of the recruiting process (outside of waiting for client feedback! which is out of your immediate control) </li></ul><ul><li>Recruiters – on the phones during business hours; most do their research in the evenings and on weekends </li></ul><ul><li>If asked, most recruiters prefer their phone work to conducting research </li></ul>
    30. 30. Benefits of Research <ul><li>Having dedicated research in your organization: </li></ul><ul><ul><li>Frees up recruiters to do what they do best – make phone calls and develop business </li></ul></ul><ul><ul><li>Allows your specialized recruiters to become even more engrained within their niche </li></ul></ul><ul><ul><li>Researchers can dig deep for hidden talent pools (most recruiting operations only get to skim the surface because of limited resources) </li></ul></ul>
    31. 31. Benefits of Research <ul><li>Researchers can spend the time to find ‘hidden’ resources </li></ul><ul><li>Researchers can stay on top of industry trends and keep recruiters up to date on the most recent goings-on within their industries </li></ul><ul><li>Competitive intelligence can give a recruiter a leg up when speaking with clients or potential candidates </li></ul>
    32. 32. Benefits of Research <ul><li>A couple of examples of dedicated researchers: </li></ul><ul><ul><li>Researcher A </li></ul></ul><ul><ul><ul><li>Salaried employee with a recruiting firm </li></ul></ul></ul><ul><ul><ul><li>With company for four years </li></ul></ul></ul><ul><ul><ul><li>In 2005, research yielded candidates who totaled $422,000 in billings for the office </li></ul></ul></ul><ul><ul><li>Researcher B </li></ul></ul><ul><ul><ul><li>Salaried employee with a recruiting firm </li></ul></ul></ul><ul><ul><ul><li>With company for over five years </li></ul></ul></ul><ul><ul><ul><li>In 2006, research yielded candidates who totaled $505,000 in billings for the office </li></ul></ul></ul><ul><ul><li>Researcher C </li></ul></ul><ul><ul><ul><li>Independent contract researcher </li></ul></ul></ul><ul><ul><ul><li>Responsible for over $200,000 in placement dollars for clients in a nine-month time span </li></ul></ul></ul>
    33. 33. Benefits of Research <ul><li>Actual placement dollars accounted for through research is only a small portion of the dollar value a dedicated researcher brings to a recruiting organization </li></ul><ul><li>Placements made through candidates found by networking with contacts found be researchers typically are not tracked, but can add hundreds of thousands of dollars more to the total cash-in amounts for which a researcher may be responsible </li></ul>
    34. 34. Benefits of Research <ul><li>The most important thing to remember when considering the benefit of having a dedicated researcher is where your recruiters’ strengths lay </li></ul><ul><li>Having a researcher to focus strictly on research will allow your recruiters to focus on what they do best and stay on the phones without being distracted by surfing the Internet </li></ul><ul><li>If you only find your candidates on job boards, that is something the client can do themselves </li></ul><ul><li>You have the ability to give your clients more passive candidates which increases your value to them </li></ul>
    35. 35. To Recap… <ul><li>True research goes way beyond searching resume databases and typing a keyword into Google </li></ul><ul><li>Researchers have certain common characteristics that will predispose them to being successful in that role </li></ul><ul><li>There are several differences between conducting research via the phone and via the Internet </li></ul><ul><li>Dedicated research adds another dimension of value in the eyes of your clients </li></ul><ul><li>Having a separate research role within your office will allow your recruiters to spend more time focusing on what they do best </li></ul>
    36. 36. <ul><li>Thank You! </li></ul><ul><li>Amybeth Hale </li></ul><ul><li>[email_address] </li></ul><ul><li>www.amybethhale.com </li></ul><ul><li>513-255-6369 </li></ul>