John Sumser

Defining Excellence In Electronic Recruiting
Internet Recruiting Strategy

     The Change Is Upon Us
Introduction

• John Sumser

• IBN: interbiznet.com
  –   Industry Analysis
  –   Seminars / In-house Training
  –   Publi...
1999 Electronic Recruiting Index

                        •   Annual Overview
                        •   Strategy
       ...
Industry Outbriefing

•   One Day, Mid October, SF, Chi, NYC
•   Results and Implications
•   Posting Technique
•   Invest...
Searching And Sourcing Techniques


•   One Day Immersion Seminar
•   Proactive Searching
•   Pool Development
•   Targeti...
Electronic Recruiting News


                                          •   Free, Daily
                                   ...
Recent Entrants

Are You Ready For The Change?
Futurestep
                         • Korn-Ferry / WSJ

                         • Redefines Playing Field

              ...
AltaVista Careerzone

• Interim

• Auto Spidering

• Candidate Pool

• Ad Revenues

• Traffic Driver    http://204.123.9.9...
Manpower
                                • Supply Management

                                • Loyalty Builder

         ...
Matrix Resources
• Fastest Growing

• Web Integration

• Training

• Resource Vault

• Order Entry
                       ...
Knowledge Universe
                             • IT Contracting
                             • UK Personnel
             ...
TMP Worldwide
•   Yellow Pages Roots
•   Monster Board
•   OCC
•   Med Search
•   Other Web Properties

• IPO War Chest

•...
Tax Search, Inc.

                               • Calendar

                               • Interactive Salary Analysis
...
What Does It Mean?
The Driver: Demographics

3.00%
2.50%
2.00%
1.50%
1.00%
0.50%
0.00%
        1975   1985    1995     2005   2015

         ...
Workforce Projections
           105

           100

           95
Millions




           90

           85

           ...
Pricing Trends

                                                                             l
                           ...
The Basic Principle
The Basic Principle Explained

           Candidates




             Value
Pricing In 2002
                          DSS + Pure Recruiting + HR Systems Integration


                               ...
LifeCycle Recruiting
                            Workforce Planning
         Strategic Requirements Development, Implement...
Electronic Recruiting Market
$30,000

$25,000

$20,000


$15,000

$10,000


 $5,000

    $0
            1997     1998   19...
Positioning and Strategy

  What Business Are You In?
Emerging Models
•   Candidate Acquisition Cost (Rising)
•   IS Recruiting An HR Function (Risky)
•   Demographic Desperati...
Facts

•   Candidate Acquisition Cost Increasing
•   Candidate Availability Declining
•   Generational Shortages Are Here
...
Essentials

•   Training
•   Building an Online Presence
•   Practice and Experimentation
•   Results Measurement
•   Traf...
Meeting Expectations
          •   Thorny Problem
               – Expectations Wrong
               – Efforts Misplaced

...
Tools
   • Technology is a Tool

   • Think: Chisels

   • Looks like chaos

   • Use driven by Need

   • Always needs a ...
Results
• Focus on results
  - they don’t look like Tools

• Tool requirements are
  results driven

• You innovate from
 ...
The Best Thing You Can Do



Build A Web Page
Questions and Discussion




http://www.interbiznet.com/naps/strategy/
1999 Electronic Recruiting Index

                        •   Annual Overview
                        •   Strategy
       ...
Industry Outbriefing

•   One Day, Mid October, SF, Chi, NYC
•   Results and Implications
•   Posting Technique
•   Invest...
John Sumser

Defining Excellence In Electronic Recruiting
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1998 Recruiting Strategy

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1998 Recruiting Strategy

  1. 1. John Sumser Defining Excellence In Electronic Recruiting
  2. 2. Internet Recruiting Strategy The Change Is Upon Us
  3. 3. Introduction • John Sumser • IBN: interbiznet.com – Industry Analysis – Seminars / In-house Training – Publications – Free Newsletters – Consulting/Strategy
  4. 4. 1999 Electronic Recruiting Index • Annual Overview • Strategy Posting Technique 1999 • Trends ELECTRONIC • Opportunities RECRUITING • Surveys INDEX • • Rankings The Industry Matures • Targeting • 2 Vols, 800 pages
  5. 5. Industry Outbriefing • One Day, Mid October, SF, Chi, NYC • Results and Implications • Posting Technique • Investment Strategy • Driving Trends • Site by Site Performance • Forecasts • Market Directions
  6. 6. Searching And Sourcing Techniques • One Day Immersion Seminar • Proactive Searching • Pool Development • Targeting • Tools and Techniques • Learning To Fish In Open Waters
  7. 7. Electronic Recruiting News • Free, Daily • Trends • Tips • Techniques • Analysis • Reviews • Honest http://www.interbiznet.com/hrstart.html
  8. 8. Recent Entrants Are You Ready For The Change?
  9. 9. Futurestep • Korn-Ferry / WSJ • Redefines Playing Field • Web Integration • Low Success Probability • Warning Shot http://careers.wsj.com
  10. 10. AltaVista Careerzone • Interim • Auto Spidering • Candidate Pool • Ad Revenues • Traffic Driver http://204.123.9.98/
  11. 11. Manpower • Supply Management • Loyalty Builder • Speed and Access • JIT Recruiting http://training.manpower.com/ • Labor Shortage
  12. 12. Matrix Resources • Fastest Growing • Web Integration • Training • Resource Vault • Order Entry http://www.matrixres.com
  13. 13. Knowledge Universe • IT Contracting • UK Personnel • Child Care / Preschools • Toys • Publishing • IT Proficiency Testing • CEO Membership Organization http://www.knowledgeu.com/ • Training Delivery
  14. 14. TMP Worldwide • Yellow Pages Roots • Monster Board • OCC • Med Search • Other Web Properties • IPO War Chest • Buying Search Firms http://www.tmp.com
  15. 15. Tax Search, Inc. • Calendar • Interactive Salary Analysis • Graduate Programs http://www.taxsearchinc.com/ • Candidate Pool Development
  16. 16. What Does It Mean?
  17. 17. The Driver: Demographics 3.00% 2.50% 2.00% 1.50% 1.00% 0.50% 0.00% 1975 1985 1995 2005 2015 Annual Growth Rate
  18. 18. Workforce Projections 105 100 95 Millions 90 85 80 1990 1995 2000 2005 Workers Jobs
  19. 19. Pricing Trends l ode M g itin ru ec Price R Pr e ice Pur in g of P ric Po ll st in e ba gs Ey Postings Time = Sophistication Candidates
  20. 20. The Basic Principle
  21. 21. The Basic Principle Explained Candidates Value
  22. 22. Pricing In 2002 DSS + Pure Recruiting + HR Systems Integration Pure Recruiting Qualified Responses Guaranteed Price Target Targeted Eyeballs Posting Delivery Commodity Postings To Job Boards Value
  23. 23. LifeCycle Recruiting Workforce Planning Strategic Requirements Development, Implementation and Feedback Pre-Sourcing Sourcing Recruiting Assimilation Development Marketing Functions Retention Branding Attracting Selling Tailoring Customizing Maintaining
  24. 24. Electronic Recruiting Market $30,000 $25,000 $20,000 $15,000 $10,000 $5,000 $0 1997 1998 1999 2000 2001 2002 2003 2004 2005 SiteDevelopment Posting Fees Marketing and Admin Subscriptions Sourcing Integration Pool Dev
  25. 25. Positioning and Strategy What Business Are You In?
  26. 26. Emerging Models • Candidate Acquisition Cost (Rising) • IS Recruiting An HR Function (Risky) • Demographic Desperation (In-house Training) • Networked Guilds (Technical) • Results Pad (Database Stuffing - Spider Push) • Agency As Recruiter (Watch TMP) • Agency As Classified Manager (Watch Hodes) • Professional Association As Mediator (IEEE) • Industry Targeting (IT, Marketing)
  27. 27. Facts • Candidate Acquisition Cost Increasing • Candidate Availability Declining • Generational Shortages Are Here • Passive Candidates Bombarded • Active Candidates Decreasing • Hours Per Placement Increasing • Margins Under Assault • Advantage Seems To Go To Large Players
  28. 28. Essentials • Training • Building an Online Presence • Practice and Experimentation • Results Measurement • Traffic Development • Value Delivery • Clarity of Purpose • A Plan
  29. 29. Meeting Expectations • Thorny Problem – Expectations Wrong – Efforts Misplaced • No Quantifiable Goals • No Method For Achievement • Frustration is Normal • Rapidly Changing Targets • Missing A Big Picture
  30. 30. Tools • Technology is a Tool • Think: Chisels • Looks like chaos • Use driven by Need • Always needs a Plan
  31. 31. Results • Focus on results - they don’t look like Tools • Tool requirements are results driven • You innovate from need • Not the other way round
  32. 32. The Best Thing You Can Do Build A Web Page
  33. 33. Questions and Discussion http://www.interbiznet.com/naps/strategy/
  34. 34. 1999 Electronic Recruiting Index • Annual Overview • Strategy Posting Technique 1999 • Trends ELECTRONIC • Opportunities RECRUITING • Surveys INDEX • • Rankings The Industry Matures • Targeting • 2 Vols, 800 pages
  35. 35. Industry Outbriefing • One Day, Mid October, SF, Chi, NYC • Results and Implications • Posting Technique • Investment Strategy • Driving Trends • Site by Site Performance • Forecasts • Market Directions
  36. 36. John Sumser Defining Excellence In Electronic Recruiting

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