Ensorceler Bar Phone Sourcing Glossary


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Ensorceler Bar Phone Sourcing Glossary introduced at Fall 2013 Sourcecon @ Microsoft Headquarters, Seattle, WA

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Ensorceler Bar Phone Sourcing Glossary

  1. 1. @MaureenShari Ensorceler Bar Fall 2013
  2. 2. @MaureenShari Phone sourcing is an elegant return to flawless basics.
  3. 3. @MaureenShari 800 NUMBERS • 800 numbers are “call un-blocked” if you’re using a Call Block service. • Dial *67 to block your call. • Dial *82 to unblock your call. • Some numbers today are returning a fast “busy” signal to call-blocked numbers.
  4. 4. @MaureenShari Acquihiring • (a portmanteau of "acquisition" and "hiring") is the process of hiring by acquisition • "Every engineer on staff adds $1 million in valuation to a company,” the saying goes in the tech community.
  5. 5. @MaureenShari Acquisourcing Identifying companies that might be acquired sometimes just for their employees and the sourcing and engagement of their owners for the beginning of the acquisition process.
  6. 6. @MaureenShari ASK • Actively inquiring after information; usually on the telephone. • “I asked the Receptionist Gatekeeper to tell me who all the Food Technologists were in the R&D group and she did!”
  7. 7. @MaureenShari Blocked Calls Resource used by phone sourcers to mask where they’re calling from; prevents lots of nosey call-backs!
  8. 8. @MaureenShari Bomber Command • A quick-witted phone sourcing group should be a vital part of your recruiting team's fleet-footed Bomber Command Sourcing Unit.
  9. 9. @MaureenShari Build Out The function of moving (and gathering) horizontally or vertically through a specific person’s group within a specific organization.
  10. 10. @MaureenShari Burrow The act of digging; relentlessly, deeply.
  11. 11. @MaureenShari Carat Level • Overall effectiveness level of sourcing results with unchecked Internet results being the lowest and just-off-the-phone-I- got-me-a-hot-one! being the highest.
  12. 12. @MaureenShari Channeling • A state of consciousness that elicits a flow of communication between two people. • Sources may include angels, discarnate former humans, extraterrestrials, and other levels of consciousness. They may also include telephone directories, receptionists and anybody else flesh- and-blood you get on the telephone.
  13. 13. @MaureenShari Ensorceler Bar Fall 2013
  14. 14. @MaureenShari Charm The power to effect work without employing brute force (Ellis); a way of getting the answer “yes” without asking a clear question (Camus).
  15. 15. @MaureenShari Cocoon • The environ many employees are surrounded by inside companies; enveloped, protected, hidden, invisible • “These people are deeply cocooned within the organization.”
  16. 16. @MaureenShari Company (Employee) Attitude: Many times discernable through listening to multiple employee Voice Mails.
  17. 17. @MaureenShari Phone Sourcing FAST
  18. 18. @MaureenShari Competitor Entities involved in, or based on, competition with each other striving for the same object, position, technology, employee, etc.
  19. 19. @MaureenShari Decipher Piecing together pieces of information; in phone sourcing fifteen Voice Mails in one company all directing the listener to the same Administrative Assistant is a good indicator of a group that “hangs together” (works together) inside that company.
  20. 20. @MaureenShari Deep And Actionable Data • Phone sourcing provides "deep and actionable data” when you can hang up the phone and dial another number and be assured you’ll be reaching live a qualified potential hire. • Hat Tip to Glen Cathey for the term “deep and actionable data”!
  21. 21. @MaureenShari Ensorceler Bar Fall 2013
  22. 22. @MaureenShari Disparate Impact Employment (and sourcing!) practices may be considered discriminatory and illegal if they have a disproportionate "adverse impact" on members of a minority group.
  23. 23. @MaureenShari Phone Sourcing Tip • In some phone systems, hitting 0 ("zeroing out") will take you to an administrative assistant for a department - occasionally to another deparment member.
  24. 24. @MaureenShari Elicitation Knowing what to say, when, to get what.
  25. 25. @MaureenShari Phone Sourcing Tip Collecting direct dials (or extensions) of persons you meet/learn about along the way on the inside of a company will help you create a bird’s eye view/a valuable dossier sometimes on a company’s organizational structure.
  26. 26. @MaureenShari Emotional Intelligence The ability to default to grace under the onslaught of an ugly Gatekeeper.
  27. 27. @MaureenShari ensorcel; ensorceler (Middle French) • To enchant, bewitch • Sourcers are challenged today to become ensorcelers; work to develop the ability to engage not only Gatekeepers but also candidates on a level that captures their attention to your message.
  28. 28. @MaureenShari Fear That thing that clutches at your throat, makes your hand sweaty, your gut sick every time you think about making a phone call to gather information.
  29. 29. @MaureenShari Gatekeeper That woman (or man) you imagine to be the 400 lb guerilla on the other end of the phone every time you make a call to find out who somebody is/is not/might want to do/not do/be/not be something.
  30. 30. @MaureenShari Ensorceler Bar Fall 2013
  31. 31. @MaureenShari Grunt • The individual contributors inside companies who elude detection and capture mostly because they’re too busy doing what they’re doing to “list” themselves on the Internet in any capacity that reveals to the world exactly who, what and where they are.
  32. 32. @MaureenShari Phone Sourcing is the quiet prowling about.
  33. 33. @MaureenShari “How Many Names?” A good question the answer to which divides, really, phone sourcers from Internet sourcers. In general, a phone-sourced job requires less names than an Internet- sourced job.
  34. 34. @MaureenShari Inveigle • To win over by coaxing, flattery, or artful talk. • Idioms: lead astray
  35. 35. @MaureenShari Lift-out • When an entire team of employees is recruited from a competitor at once: • "Good news: We engineered a complete lift- out of ACME Corporation's programmers." • Can be dangerous and cause for legal action.
  36. 36. @MaureenShari Magic A subtle mixing of science and art that harnesses statistics, human nature, psychology and technology to produce effective practices in phone-sourcing.
  37. 37. @MaureenShari MySpace Remember it?
  38. 38. @MaureenShari Who’s Next?
  39. 39. @MaureenShari • “You can never plan the future by the past.” ~Edmund Burke 1729 – 1797 Irish orator
  40. 40. @MaureenShari Mysterious That state of being that causes the radar of many Gatekeepers to rise. The more mysterious your call “sounds” the more questions she’s likely to ask of you.
  41. 41. @MaureenShari Organizational Chart A graphic presentation of the relationships and interrelationships within an organization that identifies the lines of authority and responsibility - changes consistently and often in many organizations.
  42. 42. @MaureenShari Ensorceler Bar Fall 2013
  43. 43. @MaureenShari Phone Sourcing Tip Stating your name to the Receptionist Gatekeeper calmly and matter-of-factly when she answers will go a good ways towards increasing your chances of her giving you information.
  44. 44. @MaureenShari “Do not let spacious plans for a new world divert your energies from saving what is left of the old.” ~Winston Churchill
  45. 45. @MaureenShari Outrageous Sourcing That which Phone Sourcing is considered to be by many (in its truest and most threatening definition.)
  46. 46. @MaureenShari Palaver • Idle chatter/talk intended to charm or beguile. To flatter or cajole. • Idioms: run off at the mouth, shoot the breeze, bull
  47. 47. @MaureenShari Ensorceler Bar Fall 2013
  48. 48. @MaureenShari Passing The Buck The habit some employees have of passing responsibility to their managers and/or subordinates. Is most easily discernable listening to employee Voice Mail greetings; as in, “Hi. This is Rob, Manufacturing Engineer. I’m on vacation until November 15. If you need help with automation issues contact my Manager, Jose Perez at extension 487.”
  49. 49. @MaureenShari Phone Directory Usually contains a listing of every employee inside a specific company location. Many times a company’s phone directory will lead you into individual Voice Mails offering these as an alternative to speaking to a Receptionist Gatekeeper or after-hours to assist callers; a virtual treasure trove of information if perused carefully.
  50. 50. @MaureenShari phoneme (fo-neem) The smallest sound unit in a language that is capable of conveying a distinct meaning, such as the s of sing and the r of ring.
  51. 51. @MaureenShari Phone Sourcing In recruiting and sourcing, the leveraging of techniques (primarily the phone) to identify candidates with limited to no presence in any easily accessible public forum (the Internet, published list, etc.) It requires the uncovering of candidate information via a primary means of calling directly into organizations to uncover data on people, their role, title and responsibilities.
  52. 52. @MaureenShari Scary, huh? @MaureenShari
  53. 53. @MaureenShari Poaching The practice of contacting and offering another company’s employees another opportunity.
  54. 54. @MaureenShari Poaching In general, if you’re not acting purposely and maliciously to destroy a competitor, you are free to source into a competitor for good employees.
  55. 55. @MaureenShari Pocket Hunting Pursuing and capturing an entire group (pocket) within an organization. Generally speaking, if you can find one in a group online there are several more in that group you can’t find online!
  56. 56. @MaureenShari Didn’t think about that, did you?
  57. 57. @MaureenShari Pride Disease When your recruiter (or yourself) doesn’t want to ask the “dumb questions.” Force the issue!
  58. 58. @MaureenShari Rainmaker • The person in an organization who makes it happen. • Is it you?
  59. 59. @MaureenShari Remuneration Payment for services. In phone sourcing today per-hour rates seem to remain in the broad $35-$125/hr. range and the per-name rate seems to fall in the somewhat tighter $35 -$75 per name range.
  60. 60. @MaureenShari Ensorceler Bar Fall 2013
  61. 61. @MaureenShari Resistance A force that tends to oppose or retard motion. In phone sourcing resistance is met more on the inside of our own expectations than it is on the outside of reality.
  62. 62. @MaureenShari Ruse • a deceptive maneuver (especially to avoid capture.) • Also spelled “rouse” and “rouge” as in, “I’m so ashamed by my lying that my cheeks turned rouge.”
  63. 63. @MaureenShari Ruse: Controversial Rusing may be a right-of-passage in so much that phone sourcers who began their careers “rusing” - lying to get information – were so uncomfortable doing so that they’re challenged to increase their communication skills to the point where it’s no longer necessary to ruse. This is a common experience for many seasoned phone sourcers.
  64. 64. @MaureenShari "While I don't have a need for any phone sourcing right now, it's how I learned to recruit so I understand the results you get.” ~Note on LinkedIn invitation
  65. 65. @MaureenShari Savio A potential candidate who understands (is savvy) about the relationship he holds with the Internet.
  66. 66. @MaureenShari Security Any high fence around a company’s information. Most companies don’t address the issue, ignoring the cracks in their doors through which the curious public may peer. Knowing these armor fissures allows a phone sourcer entry and access.
  67. 67. @MaureenShari Silent Keyboard Allows for the silent transcription of information as it is heard from a Gatekeeper’s lips to a phone sourcer’s ear as to not alarm Gatekeeper that her loose lips sinking her ship are being recorded.
  68. 68. @MaureenShari Singing • Accomplished with the lips open; singing is the act of disclosing information. In it’s most cantabile form it is smooth and flowing and has a musical quality. • Known also as “Spilling” in the industry.
  69. 69. @MaureenShari Ensorceler Bar Fall 2013
  70. 70. @MaureenShari “A person with a new idea is a crank until the idea succeeds.” ~Mark Twain
  71. 71. @MaureenShari Skell The art of being a detective.
  72. 72. @MaureenShari Songbird Any person whose vocal organ is developed in such a way as to produce various sound notes that translate into names or information that leads to other names or more information. The cant normally sounds like music to a phone sourcer’s ears and usually requires prompting to elicit.
  73. 73. @MaureenShari Phone sourcing uncovers 100% of the 90% missing in social media. @MaureenShari
  74. 74. @MaureenShari Spilling The act of someone (or something) “giving up” or “offering up” information about others or facts inside an organization. Sometimes accomplished with the knowledge of the one doing the spilling (for reasons known only to them.) Usually follows prompting.
  75. 75. @MaureenShari Stabbing In • The practice of calling into a company’s direct-dial system in an ordered fashion, after learning the internal prefixes. Requires discerning internal prefix first; sometimes as easy as asking the receptionist for someone’s direct dial; usually requires investigation on the Internet to uncover. Very effective and for an experienced phone sourcer rarely takes beyond three calls to obtain helpful information from someone on the inside.
  76. 76. @MaureenShari Ensorceler Bar Fall 2013
  77. 77. @MaureenShari Stinkin’ Thinkin’ The self-immolation we offer ourselves up to before attempting a task. Some of us possess more of it than others. A few are blessed with its absence. Usually precedes or is accompanied by pain and suffering and always leads to failure. Requires professional help.
  78. 78. @MaureenShari Strike Acting on your senses; as in when you sniff a whiff of information you circle in fast and when it starts to leak its life blood, strike hard and take all you can get.
  79. 79. @MaureenShari Watch where you’re cuttin’! “You don't get no closer to the bone than phone sourcing.” ~ Remark heard in a recent phone sourcing chat on the MagicMethod network
  80. 80. @MaureenShari Target The organization you’re going into to source talent. Some organizations are sourced repeatedly in certain fields – they’re usually the market leaders in their business segment. They know it and many of them, in turn, source talent repeatedly from their competitors.
  81. 81. @MaureenShari Ensorceler Bar Fall 2013
  82. 82. @MaureenShari Phone Sourcing Tip What a Gatekeeper doesn’t say may be just as important as what she does say.
  83. 83. @MaureenShari “We keep moving forward, opening new doors, and doing new things, because we're curious and curiosity keeps leading us down new paths.” ~Walt Disney
  84. 84. @MaureenShari Phone Sourcing Tip "Phone sourcing seems to be an overwhelming task/you helped simplify it breaking it down into small manageable tasks.” ~ Newbie Phone Sourcer learning the ropes
  85. 85. @MaureenShari Telesourcing • The act of getting on the telephone and asking for information - very simple; very effective; very difficult to overcome fear of. • A must-have mastery for most people who desire sourcing success.
  86. 86. @MaureenShari Ensorceler Bar Fall 2013
  87. 87. @MaureenShari Tenacity • doggedness: persistent determination • “He’s a real bull-dog phone-sourcer.”
  88. 88. @MaureenShari Time The only thing in the world you can never get more of.
  89. 89. @MaureenShari Time “The more things change the more things stay the same.” ~ Alphonse Karr 1808 – 1890 French novelist
  90. 90. @MaureenShari Time “You can never plan the future by the past.” ~Edmund Burke 1729 – 1797 Irish orator
  91. 91. @MaureenShari Phone sourcing isn’t for everyone. It might not be for you.
  92. 92. @MaureenShari One thing’s for sure, though…
  93. 93. @MaureenShari Title Strike Titles vary depending on the size of the company, but in general, the bigger the company, the lower your title-strike might be, and the smaller the company, the higher the title-strike might be. In other words, a Manager level in a $3 billion sale company could be at the same experience level as a Director in a $900 million sale company or a VP in a $100 million sale company.
  94. 94. @MaureenShari Ensorceler Bar Fall 2013
  95. 95. @MaureenShari Trampolining • Also referred to as going “from pillar to post” • A phone-sourcing technique of going (bouncing) from one person to another inside a company acquiring different pieces of information along the way.
  96. 96. @MaureenShari Voice Mail • A treasure chest of information • Many times (especially around holidays/vacation times) Voice Mails contain exquisitely detailed information about the person and/or the person’s group.
  97. 97. @MaureenShari Weeding That act in sourcing where you choose the wheat from the chaff. Requires discernment and iron decision-making ability and willingness to ask the hard questions. “Does she work on the front end or the back end of the product? Which member does what?”
  98. 98. @MaureenShari Wheedle • Influence or urge by gentle urging, caressing, repeated appeals, teasing or flattering • "He wheedled her into going along." • wheedle, cajole, palaver, blarney, coax, sweet-talk, inveigle
  99. 99. @MaureenShari When the going gets tough, are you tough enough? @MaureenShari
  100. 100. @MaureenShari Yapping That tendency a phone sourcer has to say too much when asking for information. Yapping sends up red flags and intimates that the yapper is nervous about something and makes the person being yapped at cautious. Also known as “babbling”, “acting like an idiot” or “talking too much.”
  101. 101. @MaureenShari