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Turning Your Entire Team
Into A Recruiting Machine
August 2012
#hiretowin
Leela Srinivasan
Marketing Lead, Content & Thought Leadership
LinkedIn Recruiting Solutions
Agenda


 ACT I      INSIDE-OUT BRANDING




 ACT II     INSIDE-OUT SOURCING




 ACT III    TYING IT ALL TOGETHER




           Tweet your questions to #hiretowin
Steve Cadigan
Vice President of Talent
LinkedIn
The LinkedIn network: by the numbers


                                 2
                                 New members per second




   175M
                        1




   Members Worldwide
                                100%
                                Of the Fortune 500 companies represented




                                82%
                                Fortune 100 Companies use our Recruiting Solutions




                                                                           1 As of May 3, 2012
Our employee base quadrupled in the last three years

                                           2800 +

                                  2110




                         990


                480
      340



      2008     2009      2010     2011      2012
Hiring with scale
How does LinkedIn engage
  employees as brand
      storytellers?
TRANSFORMATION
TRANSPARENCY

   VIRALITY
TRANSFORMATION
Global transformation


        World

        Company

        Self
Company transformation
Morgan Stanley: LinkedIn Has Done A
Brilliant Job Hiring New Employees
Career Transformations


      Michael P. Nguyen
      Finance/Accounting

        Michael P.
      LinkedIn         Nguyen
        The Food Guy

        LinkedIn




                                Catherine Porter
                                Business Development

                                   Catherine Porter
                                LinkedIn
                                   Acting Country Manager, Japan

                                  LinkedIn Japan
TRANSPARENCY
Our employees know our executives –
and what’s on their minds
We solicit feedback, we listen, we act



 We act with high integrity in all
       business affairs.                                       6.1



 Opportunities exist at LinkedIn
  to pursue my career goals.                               5.7



    Employees collaborate well
    across departments/teams.                            5.2


                                     1   2   3   4   5     6         7
VIRALITY
Goodbye, control. Hello, influence
Use your voice or someone else will
We create employee experiences worth talking about
Our employees inspire one another




Why a Neurosurgeon Became a                      LinkedIn and Bay to Breakers: A
   LinkedIn Data Scientist                            Passion For Winning
“I came here because I want to be a better       “The company has supported me in
analyst. Working at LinkedIn sharpens my         pursuing my Olympic dreams while giving
skill set a little more each day, and I’m        me the opportunity to create an employee
thankful for the challenge and the opportunity   program around my passions – this speaks
to learn.”                                       volumes about how important employees
                                                 are to the company.”

-- Simon Zhang, Director, Business Analytics      -- Armen Vartanian, Real Estate & Facilities
We showcase our employees in dynamic ways
Embrace your role as lead storyteller
Lou Adler’s
Thinking Upside-down, Inside-Out & Backwards

Strategy Over Tactics
Inside-Out Networking
Hiring Manager Driven
Based on Lou Adler’s
Hire With Your Head

(John Wiley & Sons, 2007)(
©2012. All Rights Reserved. The Adler Group, Inc.
www.adlerconcepts.com

Rev 812
Thinking Backwards
 Advertise &
Phone Screen
                     Moment 1
                                       Interview,
                                      Assess, Offer
                                                             ?
 Before Day 1          Day 1             Year 1                Beyond Year 1
    Skills,
 Experience,      Title, Company,     DOING, Work,              Opportunity,
   HAVING,         Location, $$,         Impact,                 Long-term
 Academics,       Responsibilities   Learning, Team,           Impact, Long-
Competencies                             Total $$                term $$ %




                    Candidate                         Acceptance
                   Opt-in Screen                        Criteria
Talent Acquisition Strategy
Scarcity        Attract           Assess               Hire
 Passive


                           Maximize Quality of Hire
               Shorter Time to Fill Using the Golden Rule of PCR
   83%
                              Lower Cost per Hire

Balanced                     SEO and Branding
                  Emphasis on new active sourcing channels
   17%                      Customer care focus

                       Fill Seats with Best Who Apply
                        Quality of Hire is Problematic
Surplus            Time to Fill is Hiring Manager Dependent
  Active
Talent Acquisition Strategy
Scarcity        Attract            Assess               Hire
 Passive


                     The Recruiting Performance Trifecta
                Maximize Quality of Hire – Minimize Time-to-Fill
   83%
                              Reduce Cost/Hire

Balanced                     SEO and Branding
                  Emphasis on new active sourcing channels
   17%                      Customer care focus

                       Fill Seats with Best Who Apply
                        Quality of Hire is Problematic
Surplus            Time to Fill is Hiring Manager Dependent
  Active
20/20/60 Sourcing Plan
                                                       20% Posting
                                                         – Reverse engineering
                                                         – Compelling stories


                                                       20% Targeted Emails
                                                         – Clever Boolean
                                                         – eGrabber mail merge


                                                       60% Networking
                                                         – Cloning
                                                         – VTC & PERPing
                                                         – Cherry-picking



LinkedIn 2011 Survey – 4,500 fully-employed members
Thinking Inside-Out
       1st – Connectedness
              Targeted
            Compelling                 Everyone Else
          Narrow Casting
           Highest ROE
                                        2nd Degree

        2nd – Networking                 1st Degree
      Referrals – Warm Calls              ERP/HM
           VTC – PERP
            High ROE                        You

                                          Groups
       3rd Degree – REACH
                                          Nodes
           High Volume
         Pushed Postings                Connections
          Broad Casting
            Low ROE                     3rd Degree+


                                 Think In-Out vs. Out-In
ROE: Return on Effort
Hiring Manager Driven Metrics
                  Personal
                Improvement            C       B
                    Goal
                                   D
                                                A
                Quality of Hire
                 B+ or better

                 3-4 Prospects    Quality of Hire
                   72 hours

                Interviews/Hire
                                           3
    72            3-4  STOP                        4
                                    2
   Hours
                                       1
                  Time-to-Fill          INTERVIEW
                                            S
                    3 Weeks                HIRE
4-5 Prospects
Hiring Manager Driven Metrics
                    Personal
                   Think
                  Improvement
                      Goal
                                        C       B


                 Inside-Out         D
                                                 A
                 Quality of Hire
                Upside-Down
                  B+ or better
                 Backwards
                  3-4 Prospects    Quality of Hire
                    72 hours

                 Interviews/Hire
                                            3
    72             3-4  STOP                        4
                                     2
   Hours
                                        1
                   Time-to-Fill          INTERVIEW
                                             S
                     3 Weeks                HIRE
4-5 Prospects
Questions?
                       #hiretowin




Recruiting Solutions                34
Tying It All Together:
Branding and Sourcing
for Success on LinkedIn
      Recruiting Solutions
                             v
      Recruiting Solutions       35
Gabe Teperow
Account Executive
LinkedIn Recruiting Solutions




 Bob O’Keefe
 Account Executive
 LinkedIn Recruiting Solutions
Today’s objective: help you brand and
source seamlessly on LinkedIn




    Recruiting Solutions                37
To bridge the gap between sourcing and
branding on LinkedIn, turn to…

The humble Job Slot.
Yes, really.
1,830 recommendations
(see http://lnkd.in/jobs_recos)




       Recruiting Solutions       39
1,830 recommendations
(see http://lnkd.in/jobs_recos)

    “Much better than everything else we've tried. Better candidates,
   better matches, AND more response. We're done with the big online
               job boards; LinkedIn beats them by a mile”
                                                              NYC 6/12


    “LinkedIn Jobs has expanded our candidate pipeline and creates
              greater awareness of our growing company”
                                                        Chicago 6/12


    “… I have found LinkedIn to be a tremendous asset. My postings
  being available to not only job seekers but people in my network gave
     me the added benefit of word of mouth recommendations that I
     wouldn't have gotten through posting on a traditional jobs site.”
                                                      San Francisco 5/11


       Recruiting Solutions                                                40
LinkedIn Jobs-
Members see personalized jobs every time they log in




             Waterfall Mobile posted a job you may be interested in: Sr Software
             Engineer
             Share ● Careers ● See more jobs ● 6 minutes ago


                                                                                   Jobs You May Be Interested In
      Erica Robertson
      Sr Software Engineer                                                                            Sr Software Engineer
                                                                                                                                                x
                                                                                                      Waterfall Mobile
      ACME systems
                                                                                                      Sr. Sr Software Engineer                  x
                                                                                                      Amazon

                                                                                      Jobs You May Be Interested In beta

                                                                                                      Sr Software x
                                                                                                Product Marekting
                                                                                                Account Executive Engineer                      x
                                                                                                Manager
                                                                                                xyzCo – Sunnyvale, CA
                                                                                                       NetApp
                                                                                                NetApp– Sunnyvale, CA

                                                                                                Product Marketing Manager
                                                                                                Sr. Account Executive             x
                                                                                                Amazon.com – Seattle, WA
                                                                                                Amazon.com – Seattle, WA
                                                                                                                                        See more »
                                                                                                Sales Manager
                                                                                                Senior Product                    x
                                                                                                NetApp – San Jose, CA
                                                                                                Manager
                                                                                                NetApp – Santa Clara, CA
                                                                                                                           See more »




      Recruiting Solutions                                                                                                                           41
Target every candidate with relevant jobs automatically
  Jobs you may be interested in            Jobs you may be interested in         Jobs you may be interested in

            HR Director                               Sr Software Engineer                  Finance Manager
            Waterfall Mobile                          Waterfall Mobile                      Waterfall Mobile


            Sr. HR Director                           Sr. Sr Software Engineer              Financial Analyst
            Gap Inc.                                  Amazon                                Bank of America




                Steve                                  Erica                                  Bryan
            Director of HR                     Sr Software Engineer                      Finance Analyst




>50%                           job applications from recommended jobs [Not searched]


             Recruiting Solutions                                                                                42
LinkedIn members forward your jobs to
the right candidates




Fact: Each job is forwarded 11 times on average

    Recruiting Solutions   43                 43
They also see who they know at the
company




    Recruiting Solutions             44
Jump-start your search with profile
matches




 Start sourcing in seconds             LinkedIn suggests up to
  with a list of high potential          50 relevant candidates
  profile matches                        each time you post


       Recruiting Solutions       45                               45
Reach the best candidates, not just the
active ones

                           <20%Active




                                                • Identity
             +175M
               members                          • Networking
                                                • Insights
                                        You hired over


                >80%                    25
                     Passive            LinkedIn members last year



    Recruiting Solutions                                             46
You need a better strategy to reach them




                             vs.




      Recruiting Solutions                 47
For comprehensive sourcing, try LinkedIn Recruiter-
Engage the world’s best passive talent


   Expand your reach and access the entire LinkedIn network

   Contact candidates directly with InMail

   Manage your pipeline with your team

   Increase your team’s sourcing productivity




         Recruiting Solutions                                  48
Anchor your presence with a LinkedIn Career Page-
Show relevant opportunities with rich employer branding




      Recruiting Solutions                           49
Example: LinkedIn Targeted Pages-
Function
Sales                          Engineering




        Recruiting Solutions                 50
Example: LinkedIn Targeted Pages -
Country
India                          Middle East & Africa




        Recruiting Solutions                          51
Example: LinkedIn Targeted Pages -
Languages
German                      Japanese




     Recruiting Solutions              52
What’s the #1 activity on LinkedIn?



               Looking at your
             connections’ profiles!




   Recruiting Solutions               53
This is what they see….*




    Erica Robertson
    Senior Java Developer

    ACME systems




    Recruiting Solutions    54
This is what they could see…




      Erica Robertson
      Senior Java Developer

      ACME systems




      Recruiting Solutions     55
Career Pages


                              We’re hiring




                              LinkedIn
                                Jobs


Work With Us                                 LinkedIn
    Ads                                      Recruiter




     Recruiting Solutions                            56
5 smart branding
and sourcing tips


    Recruiting Solutions
                           v
    Recruiting Solutions       57
1. Embrace your profile as a branding vehicle




“Steve is one of the most skilful and effective
Human Resources executives I have ever
had the opportunity to work with. His keen
sense of individual and group dynamics
provides him with a strong foundation to bring
out the best in others.”
           Laurence Akiyoshi, Consultant, LinkedIn




           Recruiting Solutions                      58
2. Make sure your team does the same




 Summary
 I would love to help you be a part of our team in making LinkedIn THE social networking site for
 professionals.

 LinkedIn is a company that is changing people’s lives around the world. We are at a point in our
 growth where your input will help shape our future.

 Please contact me if you’re interested in working for a great pre-IPO, hyper-growth company
 (xuan@linkedin.com).

        Recruiting Solutions                                                                        59
3. Make your company page all it can be




    Recruiting Solutions              60
4. Get serious about your LinkedIn
followers




    Recruiting Solutions             61
5. Keep in touch!

 Follow @hireonlinkedin

 http://talent.linkedin.com
   –   Recruiting blog (http://talent.linkedin.com/blog)
   –   Free events
   –   Research
   –   Case studies and more


 http://blog.linkedin.com
   – LinkedIn platform updates
   – Examples of branding through employees



        Recruiting Solutions                               62

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How to Turn Your Entire Team Into a Recruiting Machine | Webcast

  • 1. Turning Your Entire Team Into A Recruiting Machine August 2012 #hiretowin
  • 2. Leela Srinivasan Marketing Lead, Content & Thought Leadership LinkedIn Recruiting Solutions
  • 3. Agenda ACT I INSIDE-OUT BRANDING ACT II INSIDE-OUT SOURCING ACT III TYING IT ALL TOGETHER Tweet your questions to #hiretowin
  • 4. Steve Cadigan Vice President of Talent LinkedIn
  • 5. The LinkedIn network: by the numbers 2 New members per second 175M 1 Members Worldwide 100% Of the Fortune 500 companies represented 82% Fortune 100 Companies use our Recruiting Solutions 1 As of May 3, 2012
  • 6. Our employee base quadrupled in the last three years 2800 + 2110 990 480 340 2008 2009 2010 2011 2012
  • 8. How does LinkedIn engage employees as brand storytellers?
  • 11. Global transformation World Company Self
  • 13. Morgan Stanley: LinkedIn Has Done A Brilliant Job Hiring New Employees
  • 14. Career Transformations Michael P. Nguyen Finance/Accounting Michael P. LinkedIn Nguyen The Food Guy LinkedIn Catherine Porter Business Development Catherine Porter LinkedIn Acting Country Manager, Japan LinkedIn Japan
  • 16. Our employees know our executives – and what’s on their minds
  • 17. We solicit feedback, we listen, we act We act with high integrity in all business affairs. 6.1 Opportunities exist at LinkedIn to pursue my career goals. 5.7 Employees collaborate well across departments/teams. 5.2 1 2 3 4 5 6 7
  • 20. Use your voice or someone else will
  • 21. We create employee experiences worth talking about
  • 22. Our employees inspire one another Why a Neurosurgeon Became a LinkedIn and Bay to Breakers: A LinkedIn Data Scientist Passion For Winning “I came here because I want to be a better “The company has supported me in analyst. Working at LinkedIn sharpens my pursuing my Olympic dreams while giving skill set a little more each day, and I’m me the opportunity to create an employee thankful for the challenge and the opportunity program around my passions – this speaks to learn.” volumes about how important employees are to the company.” -- Simon Zhang, Director, Business Analytics -- Armen Vartanian, Real Estate & Facilities
  • 23. We showcase our employees in dynamic ways
  • 24. Embrace your role as lead storyteller
  • 25.
  • 26. Lou Adler’s Thinking Upside-down, Inside-Out & Backwards Strategy Over Tactics Inside-Out Networking Hiring Manager Driven Based on Lou Adler’s Hire With Your Head (John Wiley & Sons, 2007)( ©2012. All Rights Reserved. The Adler Group, Inc. www.adlerconcepts.com Rev 812
  • 27. Thinking Backwards Advertise & Phone Screen Moment 1 Interview, Assess, Offer ? Before Day 1 Day 1 Year 1 Beyond Year 1 Skills, Experience, Title, Company, DOING, Work, Opportunity, HAVING, Location, $$, Impact, Long-term Academics, Responsibilities Learning, Team, Impact, Long- Competencies Total $$ term $$ % Candidate Acceptance Opt-in Screen Criteria
  • 28. Talent Acquisition Strategy Scarcity Attract Assess Hire Passive Maximize Quality of Hire Shorter Time to Fill Using the Golden Rule of PCR 83% Lower Cost per Hire Balanced SEO and Branding Emphasis on new active sourcing channels 17% Customer care focus Fill Seats with Best Who Apply Quality of Hire is Problematic Surplus Time to Fill is Hiring Manager Dependent Active
  • 29. Talent Acquisition Strategy Scarcity Attract Assess Hire Passive The Recruiting Performance Trifecta Maximize Quality of Hire – Minimize Time-to-Fill 83% Reduce Cost/Hire Balanced SEO and Branding Emphasis on new active sourcing channels 17% Customer care focus Fill Seats with Best Who Apply Quality of Hire is Problematic Surplus Time to Fill is Hiring Manager Dependent Active
  • 30. 20/20/60 Sourcing Plan  20% Posting – Reverse engineering – Compelling stories  20% Targeted Emails – Clever Boolean – eGrabber mail merge  60% Networking – Cloning – VTC & PERPing – Cherry-picking LinkedIn 2011 Survey – 4,500 fully-employed members
  • 31. Thinking Inside-Out 1st – Connectedness Targeted Compelling Everyone Else Narrow Casting Highest ROE 2nd Degree 2nd – Networking 1st Degree Referrals – Warm Calls ERP/HM VTC – PERP High ROE You Groups 3rd Degree – REACH Nodes High Volume Pushed Postings Connections Broad Casting Low ROE 3rd Degree+ Think In-Out vs. Out-In ROE: Return on Effort
  • 32. Hiring Manager Driven Metrics Personal Improvement C B Goal D A Quality of Hire B+ or better 3-4 Prospects Quality of Hire 72 hours Interviews/Hire 3 72 3-4  STOP 4 2 Hours 1 Time-to-Fill INTERVIEW S 3 Weeks HIRE 4-5 Prospects
  • 33. Hiring Manager Driven Metrics Personal Think Improvement Goal C B Inside-Out D A Quality of Hire Upside-Down B+ or better Backwards 3-4 Prospects Quality of Hire 72 hours Interviews/Hire 3 72 3-4  STOP 4 2 Hours 1 Time-to-Fill INTERVIEW S 3 Weeks HIRE 4-5 Prospects
  • 34. Questions? #hiretowin Recruiting Solutions 34
  • 35. Tying It All Together: Branding and Sourcing for Success on LinkedIn Recruiting Solutions v Recruiting Solutions 35
  • 36. Gabe Teperow Account Executive LinkedIn Recruiting Solutions Bob O’Keefe Account Executive LinkedIn Recruiting Solutions
  • 37. Today’s objective: help you brand and source seamlessly on LinkedIn Recruiting Solutions 37
  • 38. To bridge the gap between sourcing and branding on LinkedIn, turn to… The humble Job Slot. Yes, really.
  • 40. 1,830 recommendations (see http://lnkd.in/jobs_recos) “Much better than everything else we've tried. Better candidates, better matches, AND more response. We're done with the big online job boards; LinkedIn beats them by a mile” NYC 6/12 “LinkedIn Jobs has expanded our candidate pipeline and creates greater awareness of our growing company” Chicago 6/12 “… I have found LinkedIn to be a tremendous asset. My postings being available to not only job seekers but people in my network gave me the added benefit of word of mouth recommendations that I wouldn't have gotten through posting on a traditional jobs site.” San Francisco 5/11 Recruiting Solutions 40
  • 41. LinkedIn Jobs- Members see personalized jobs every time they log in Waterfall Mobile posted a job you may be interested in: Sr Software Engineer Share ● Careers ● See more jobs ● 6 minutes ago Jobs You May Be Interested In Erica Robertson Sr Software Engineer Sr Software Engineer x Waterfall Mobile ACME systems Sr. Sr Software Engineer x Amazon Jobs You May Be Interested In beta Sr Software x Product Marekting Account Executive Engineer x Manager xyzCo – Sunnyvale, CA NetApp NetApp– Sunnyvale, CA Product Marketing Manager Sr. Account Executive x Amazon.com – Seattle, WA Amazon.com – Seattle, WA See more » Sales Manager Senior Product x NetApp – San Jose, CA Manager NetApp – Santa Clara, CA See more » Recruiting Solutions 41
  • 42. Target every candidate with relevant jobs automatically Jobs you may be interested in Jobs you may be interested in Jobs you may be interested in HR Director Sr Software Engineer Finance Manager Waterfall Mobile Waterfall Mobile Waterfall Mobile Sr. HR Director Sr. Sr Software Engineer Financial Analyst Gap Inc. Amazon Bank of America Steve Erica Bryan Director of HR Sr Software Engineer Finance Analyst >50% job applications from recommended jobs [Not searched] Recruiting Solutions 42
  • 43. LinkedIn members forward your jobs to the right candidates Fact: Each job is forwarded 11 times on average Recruiting Solutions 43 43
  • 44. They also see who they know at the company Recruiting Solutions 44
  • 45. Jump-start your search with profile matches  Start sourcing in seconds  LinkedIn suggests up to with a list of high potential 50 relevant candidates profile matches each time you post Recruiting Solutions 45 45
  • 46. Reach the best candidates, not just the active ones <20%Active • Identity +175M members • Networking • Insights You hired over >80% 25 Passive LinkedIn members last year Recruiting Solutions 46
  • 47. You need a better strategy to reach them vs. Recruiting Solutions 47
  • 48. For comprehensive sourcing, try LinkedIn Recruiter- Engage the world’s best passive talent  Expand your reach and access the entire LinkedIn network  Contact candidates directly with InMail  Manage your pipeline with your team  Increase your team’s sourcing productivity Recruiting Solutions 48
  • 49. Anchor your presence with a LinkedIn Career Page- Show relevant opportunities with rich employer branding Recruiting Solutions 49
  • 50. Example: LinkedIn Targeted Pages- Function Sales Engineering Recruiting Solutions 50
  • 51. Example: LinkedIn Targeted Pages - Country India Middle East & Africa Recruiting Solutions 51
  • 52. Example: LinkedIn Targeted Pages - Languages German Japanese Recruiting Solutions 52
  • 53. What’s the #1 activity on LinkedIn? Looking at your connections’ profiles! Recruiting Solutions 53
  • 54. This is what they see….* Erica Robertson Senior Java Developer ACME systems Recruiting Solutions 54
  • 55. This is what they could see… Erica Robertson Senior Java Developer ACME systems Recruiting Solutions 55
  • 56. Career Pages We’re hiring LinkedIn Jobs Work With Us LinkedIn Ads Recruiter Recruiting Solutions 56
  • 57. 5 smart branding and sourcing tips Recruiting Solutions v Recruiting Solutions 57
  • 58. 1. Embrace your profile as a branding vehicle “Steve is one of the most skilful and effective Human Resources executives I have ever had the opportunity to work with. His keen sense of individual and group dynamics provides him with a strong foundation to bring out the best in others.” Laurence Akiyoshi, Consultant, LinkedIn Recruiting Solutions 58
  • 59. 2. Make sure your team does the same Summary I would love to help you be a part of our team in making LinkedIn THE social networking site for professionals. LinkedIn is a company that is changing people’s lives around the world. We are at a point in our growth where your input will help shape our future. Please contact me if you’re interested in working for a great pre-IPO, hyper-growth company (xuan@linkedin.com). Recruiting Solutions 59
  • 60. 3. Make your company page all it can be Recruiting Solutions 60
  • 61. 4. Get serious about your LinkedIn followers Recruiting Solutions 61
  • 62. 5. Keep in touch!  Follow @hireonlinkedin  http://talent.linkedin.com – Recruiting blog (http://talent.linkedin.com/blog) – Free events – Research – Case studies and more  http://blog.linkedin.com – LinkedIn platform updates – Examples of branding through employees Recruiting Solutions 62