With the unemployment rates reaching all-time lows, it has undoubtedly become a candidate-driven market. Engaging, attracting, hiring and retaining candidates quickly, while not compromising culture and candidate experience, is paramount to driving brand loyalty. Many external Recruiters and internal Talent Acquisition teams build or destroy their careers based on how well they can do this in a competitive market like the one we are in. Join Gaurav Valani - Head of Talent at Overstock, VP of Talent and HR at tZERO, Speaker, Entrepreneur, and Advisor - to learn how to create a more efficient hiring process that will enhance your candidate experience and encourage retention.

1. How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
Gaurav Valani Naba Ahmed
With: Moderated by:
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Thinking Outside the Bots
Webinar Series

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3. 3
Thinking Outside the Bots
Webinar Series
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4. About Gaurav Valani
Gaurav Valani is an Executive, Entrepreneur, Career Coach and Professional Speaker. He has been in the
Staffing/Recruiting industry for over a decade and is seasoned in developing, implementing, and executing proven
recruiting strategies and processes. Formerly, Gaurav was the co-founder of TrueBridge LA and helped grow
TrueBridge to $72M in annual sales prior to acquisition. Currently Gaurav serves as the Vice President of People and
Talent Acquisition Strategy at tZERO and the Head of Recruiter and Head of Talent at Overstock [NASDAQ: OSTK] as
well as an Advisor to early-stage start-ups.
About Naba Ahmed
Naba went to Cal Poly, San Luis Obispo and majored in Journalism and minored in Integrated Marketing
Communications. After working as Editor-in-Chief at the campus newspaper, she became interested in developing
content across multiple platforms, and now works as a Content Marketing Specialist at Aggregage, providing some of
the most interesting thought-leaders across a wide variety of industries with a space to celebrate the diversity, depth,
and experience of their professional cultures, personalities, and passions.
Thinking Outside the Bots
Webinar Series

5. 5Thinking Outside the Bots
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Co-Founder - TrueBridge Resources LA
Founder - CareerSprout
Vice President of People and Talent Strategy at tZERO Group, LLC
HOW TO STAY IN TOUCH:
@gauravvalani | E-mail: gvalani@tzero.com
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
A Few of the Brands I’ve Helped:
And more….

6. 6Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
Areas of Focus:
1. The exact system we put into place that helped:
○ Engage and attract the top 1% of candidates
○ Drastically lower our recruiting spend from $3.3M to $175,000
○ Increase our candidate experience
○ Increase our workforce from 36 to 109 in 6.5 months
2. The exact metrics we measure to track our progress
3. How HR and Recruiting can work together to improve retention once
you've got the candidate in the door
What We are Going to Cover Today:
3 Key Takeaways
Wait and See….

7. 7Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
Takeaway #1: Hiring is a Collaborative Process
(Everyone MUST be on the Same Page)

8. 8Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System

9. 9Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Step 1: Define Your Company’s Top Skills to Look For
- Technical Fit
- Cultural Fit
- Leadership Potential
- Quantitative Thinking
Step: 2: Define Sub-Skillsets by Division
- Entrepreneurial
- Resourceful
- Creative
- Autonomous
- Data Driven

10. 10Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Select Interview Panelists -
Colleagues who exemplify the skills you’ve identified
Define an Effective Interview Process
- Phone (how many rounds? who? what?)
- In-person (how many rounds? who? what?)
- Feedback (when? what?)
Decision Committee: (who?)

11. 11Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Provide Ongoing Training to Your Panelists
- Interview Process
- Protected Classes
- Interview Etiquette
- Removing Bias
- Screening Questions for Culture, Leadership, Technical and
Quantitative
- Quarterly Refreshers
- Etc.,

12. 12Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
Key Takeaway #2:
Invest in Hiring Former Agency Recruiters

13. 13Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
99% of Agency Recruiters ….

14. 14Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Results after Hiring an Agency Recruiter:
- 57% Increase in Time-to-fill Ratio vs. Corp Recruiters
- 62% Increase in Submittal:Interview Ratio
- Consultative vs. Transactional
● Forms Trust
● Forms Partnerships
● Forms Collaboration
- Head-hunter Mentality
- Increased Sense of Urgency
- Developed / Expansive Pipelines

15. 15Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Differentiate Yourself at Every Stage of the Recruiting Process:
Basically, don’t be this guy:

16. 16Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Differentiate Yourself at Every Stage of the Recruiting Process:
● Sourcing (Talent Communities, Referrals, LI Lunch-and-Learns)
● E-Mails / Voicemails
● Candidate Screens
○ Recruiters should be able to sound like they work for the teams that they
support.
○ Must have a compelling story about the company and its direction
○ Listen, Listen, Listen….. then talk!
● Interview Prep
● Onsite Interviews
● Negotiation
● Closing

17. 17Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
A/B Test Everything!
E-mails
Voicemails
Phone Screens
Job Postings
Networking Events
Marketing Material
Etc.,

18. 18Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Manage Client Expectations
Hold Weekly Meetings w/ Internal Clients to Discuss:
● Results vs. Expectations
● Competitive Analysis
● Comp Packages
● Market Trends / Challenges
● Demand Forecast
● Continuous Improvement

19. 19Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Measuring Success

20. 20Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
Takeaway #3:
Constructive Criticism is an Easier Pill to Swallow when
You Have Data

21. 21Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
3 Metrics That We Measure:
1. Time-to-Fill
2. Candidate NPS
3. Candidate Retention

22. 22Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Time-to-Fill:
This one statistic can and will tell you everything you need to know about why you’re not filling your open positions.
Since Implementing Our System:
Our time-to-fill improved from 47 days to fill an open position to
28 days or less

23. 23Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Candidate NPS Score:
We ask 3 Questions:
1) Which department did you interview for?
2) On a scale of 1-10 how would you rate your experience interviewing
at Overstock (10 being Amazing and 1 being Poor)?
3) How would you recommend we improve the interview process?

24. 24Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
The System
Candidate NPS Score:
Marketing Dept = 73% Candidate NPS Score
vs.
Rest of Company = 66%

25. 25Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
10 Keys to Improving Employee Retention
1. Onboarding - Encouraging Managers to sit w/ new-hires to discuss previous experiences,
expectations, and impact
2. Exit Interviews
3. Schedule Recurring Skip-Levels
4. Career Mapping
5. Mentorship Program
6. Hosting Townhalls
7. Identifying At-risk Employees
8. Providing Training to Guidance to Leadership
9. Leadership and Training Opportunities for Employees
10. Improving Workplace Policies

26. 26Thinking Outside the Bots
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How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
RECAP:

27. 27Thinking Outside the Bots
Webinar Series
How to Scale Your Workforce from 0 to
100 in Less Than 6 Months
Key Takeaways:
1. Hiring is a Collaborative Process
2. Invest in Hiring a Former Agency Recruiter(s)
3. Measure Data Closely

28. 28
Thinking Outside the Bots
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Q&A
Naba Ahmed
With: Moderated by:
Head of Talent, Overstock
VP of People & TA Strategy, tZero
Linkedin page: in/gauravvalani/
Twitter ID: @GauravValani
Website: https://www.tzero.com/
Gaurav Valani
Editor, Recruiting Brief
Linkedin page: in/naba-ahmed/
Twitter ID: @recruitingbrief
Website: recruitingbrief.com
Email: naba@aggregage.com
www.recruitingbrief.com/webinar-series/thinking-outside-the-bots
www.humanresourcestoday.com/webinar-series/thinking-outside-the-bots