Talent sourcing is undergoing a paradigm shift, new game, new rules. Agility is key. In this increasingly digitized and networked business environment, winning organizations proactively go beyond traditional workforce sourcing for competitive advantage. Learn the efficient, metrics-driven process to recruit the best candidates and learn the what-you-say and what-you-don’t-say via NLP/Neuro-linguistics programming. Conni will share the most efficient talent sourcing web search strategies and dissect actual calls identifying, sourcing and reeling-in the most qualified talent--not the most easily findable or easiest to connect with--from IT to healthcare to defense to financial services and beyond. Now that LinkedIn has leveled the playing field, how are you distinguishing your results and demonstrating Staffing Subject Matter Expertise? In this session, identify, contact and compel candidates for any function, from individual contributors to senior management with empowering sourcing best practices/case studies. Excel in connecting with the people you most want to place for the most challenging open positions via this fun, fearless formula and improve your reputation as the Deliverer of Results!

1. Recruit Like
FBI Agents
The Original Social Engineers
12/7/2017
The Art of Connecting
Conni LaDouceur
President, Chief Sourcing Strategist and Trainer, #sourcingguru

2. 26%
of long term
success is due to
intelligence and
skills
74%
is attributable to
mindset
5

3. OUR GOALS
TODAYAND
EVERY
DAY
6

4. A Challenging Position to Fill
Search:
Target:
Middleware Engineers
Advanced Search:
middleware, 01702, Staples current
12 results
Too few??
60

5. Solid, Targeted Sourcing
Listen carefully: what are my observations?
•
• What was said first, next…
• How were questions answered?
• What did the call yield?
•
(3 minutes, 28 seconds)

6. “I do not belong to that group…”
Search:
Target:
Middleware Engineers 3:08
Advanced Search: 12 results
Yield for Sourcing Investment/YFSI:
8 of the on-target 12 were UN-findable on LI
and unknown to our client in the same city
WHAT CHALLENGE COULD THIS BE THE ANSWER FOR??
60

7. Can they possibly have 200+ in their
Advanced Analytics Team?
EQC identified the 32 A leading online
on-target team members vs. sourcing guru
with verified contact identified 226,
and reporting data none verified
Only 2 duplicates:
are you seeking on-target names or just names?
Fantastic Phone AND Internet Results!
Top 10 Insurance Company

8. Social Engineering
While it is amazing and complex, it is also
very simple.
The perfect blend of
Science Psychology Art
10

9. 2
The Intake Meeting
As Recruiting SME/Consultant:
What should I take to the meeting?
Competitors recruiting for the same talent, heat maps,
potential profiles, best target cos., associations/attendee
lists, comp analyses, etc.
What will I take from the meeting?
Nice-to-haves, compelling reasons, qualifying Qs,
# reports, counterparts known to client, do-not-contacts,
SLA/timeline, etc.
1

10. What’s most important?
To set HM’s expectation
and calibrate success, ask
to force-rank which two
factors are most important.
How will the weightings
affect strategy and tactics?

11. Post and pray… or…
19

12. Post and curse??
20

13. sourcing channels

14. Who needs
phone sourcing?
12

15. Is there still a
War for Talent?
13

16. Narrow Your Search
QUALITY
OVER QUANTITY
21

17. The Targeted Approach
Previous
Research
Secondary
Research
Our
Adjunct
Employees
Value-added
Telephone
Research
Do not
reinvent the
wheel!
Previous offer
candidates
and previous
incumbents
LinkedIn
FB
Attendee Lists
Twitter
Yatedo
Hoovers
Data.com
Indeed
Factiva
Corp/Fin’l Lead Dirs
MLS Librarians!
202-707-3156
Pharma/Philly
Tech/San Jose
Lib of Congress
NYPL/Brooklyn
(from your laptop!)
Distinguish
Yourself!
Build a valuable
original talent
library with
competitive org
charts
1 2 3 4
22

18. 30

19. BOOLEAN: Get Creative!!
1) Google, Bing & Yahoo – Start Simple Search for name. Possibly add location or co.
2) Use Contact Databases
Paid: Data.com Connect, Lead411, Zoominfo Free: Pipl, PeekYou, Zabasearch, LeadFerret
(To find other databases: search Crunchbase, compare with g2crowd or Alternativeto, Google)
3) Email Addresses Find the format, guess the address –
• "email * * company.com" Booleanstrings.com Email Format Custom Search Engine
• Emails4corporations email-format.com
4) Phone Numbers
• Search like this "Ashlee Speight" "510 420"
• Call and ask the receptionist/operator
• If you know where they live, try the local number range, for example:
• "jay smith" "801 200..999"
• "call me * cell * 215 200..999". Google name plus area code from where they lived 1998-2000
5) SEE EXECUQUEST HANDOUT

20. Best Sourcing Tips
20

21. Q: I need to develop 2 lists of top 10 companies in
order of size/sales for competitors to these 2 DuPont
products please:
Corian and Zodiaq (countertop)
Tyvek (building weatherproofing wrap)
A: Unlike Reference USA and Mergent which profile
companies,Thomas Net (http://www.thomasnet.com/ )
Thomas examines products. No “Top” lists but
provides distributors and manufacturers of products
as well as competitor products (ex brand/Tyvek or
type weather resistive barrier) and it’s FREE.

22. 31

23. From: connistring@gmail.com
Sent: April 4, 2016 9:37 PM
To: jangelos@orioles.com
Subject: Big-time Os fans, see attached
Hi, Just had to send you this picture of our son, Jesse String, and
grandson, Otto String, in Los Angeles, on Opening Day. They LOVE you!!
GO O's!!! Conni String
From: John Angelos [mailto:jangelos@orioles.com]
Sent: Monday, April 04, 2016 10:06 PM
To: Conni String <connistring@gmail.com>
Subject: Re: Big-time Os fans, see attached
Thanks Conni. Good day to be an O's fan, for everyone. Take care.
John Angelos
COO and EVP, Baltimore Orioles, President and COO, MASN, Mid-Atlantic Sports Network
Jangelos@Orioles.Com, Jangelos@Masnsports.Com
M: 410.340.8364 O: 410.547.3079

24. Title Name
Vice President Of Technology Jim Naylor
Software Engineer Le Chung
Software Engineer Faizal Khan
Product Manager Dori Merifield
Software Engineer Stephanie Byrd
Project Manager/Product Development/Operations Emily Baraan
Software Engineer Lorenz Verzosa
Director Business Analytics Nataliya Sayko
Director Product Management Bradley Spannbauer
Manager, It John Kuo
Technical Lead Aidan Short
Network Manager Evvy Mankowitz
Associate Business Analyst Jennifer Han
33

25. Creative Sourcing:
Our Tax Dollars At Work
Our client needed to know chemical
plants within # production power
and NAICS code in a certain location.
Online searches not cutting it?
Try the EPA!
http://iaspub.epa.gov/triexplorer/tri_release.facility
A search on an EPA database to record chemical
emissions can give us location, industry, size of
plant by emissions released – as well as names
and contact numbers. Don’t forget Uncle Sam!
34

26. Mandarin-speaking CPG
Marketing Talent
Talent
Name Company Title City ST
Chen, Gao
Newell
Rubbermaid Inc.
Director of Marketing Atlanta GA
Chen, Heidi
LVMH Moët Hennessy -
Louis Vuitton
Global Senior Brand Manager,
Officer Premise a
New York NY
Liang,
Jeanette
The Estee Lauder
Companies Inc.
Executive Director, Global Digital
Marketing
New York NY
Liu, Henry
The Estee Lauder
Companies Inc.
Executive Director, New Brand
Development
New York NY
Huang, Lily
The Procter & Gamble
Company
Company Marketing Research
Manager
Cincinnati OH
Wang, Richard
The Coca-Cola Company
Brand
Director of The Fanta Brand Atlanta GA
Wu, Peggy Avon Products, Inc.
Associate Brand Manager, Global
Skincare
New York NY
Zhang, Alvin
The Procter & Gamble
Company
Assistant Brand Manager Cincinnati OH
35

27. Wanted Analytics Job Heat Map
Mechanical Reliability Engineer

28. Name Title
Reports
to
Email
Primary
Phone
City ST Country
Jill Brannon Sr VP Sales Brannon
jill.brannon@
fedex.com
901-434-4677 Memphis TN USA
Robert
Baldwin
Director
Sales
Brannon
rabaldwin@f
edex.com
860-830-0800 Wallingford CT USA
Adrian
Becerra
MD Sales Brannon
adrian.becerr
a@fedex.co
m
+52 33
32683661
Guadalajara Mexico
Ingmar
Bergman
VP Sales
EU
Brannon
ibergman@f
edex.com
+49 17 06 32
86 39
Neu-Isenburg AL Germany
Sandrine
Buisson
MD Sales Brannon
sbuisson@fe
dex.com
+00322
7527873
Brussels Belgium
Patrick
Charles
Director
Sales
Brannon
jpcharles@fe
dex.com
317-223-4229 Indianapolis IN USA
Jaideep
Chauhan
Global Bus
Dev Director
Brannon
jchauhan@fe
dex.com
630-875-6517 Elk Grove Village IL USA
37

29. Dean DaCosta: Top Tool Recommendations
• Chrome Productivity-Extensity, tidy bookmarks, context, TempMarks, APPJump, ChromeWebstore, One Tab
• Search Producivity- EZlink preview, AutoPagernize, Multiple File Download, Docs Online Viewer, Multi-File
Downloader, Google When?
• Scraper-Dataminer/Scraper, Copylead Complete Sourcing Solution- Hiretual
• Social Info/People Aggregator/Email Finding-Prophet, 360Social, Aevy, RocketReach, Connectifier+SocialLinks,
Jobjets Hound, AmazingHiring, Email Qualifier, Contactout, Nymeria, People Search, Toofr, Nymeria, Snovio,
JobJet, Rocketreach, PrettyRadical, Lusha
• Boolean/xray- Source hub, Bool, SourcingLab, Talentsonar
• Facebook- Search is Back, Intelligence Search LinkedIN- LeadIQ, LOXO rch Ext G+
• G+-Sea Twitter- Riffle, PropelIQ, Twitter Advance Search
• Github- Hikido, Get Discovered, GitHub Email Reveal, GitHub emails revealer, Hirables, GitAwards
• Gmail/Email finding- Full contact, , Clearbitconnect, Assistant.io , Zenprospector, Accompany
• Gmail/Email Tracking- Geotrack, Bananatag, Boomerang, Criptext, Evolutics
• Email with Video- Free Video Email for Gmail, Wiind
• Competitive Intel – Datanyze, Fedger, Rethinklabs, inDoors - Glassdoor Integrator for Linkedin, Recap. Work -DOL,
Linkedin, Glassdoor, Owler, Lead essentials, Talisman, FYI, Acquired, Levels,
• Writing tools(emails, jds etc)- Textio, Mosaic Track, JobLint, Crystal, Readability, Spam
• Search – Sales Search, Social Geek, Wayback machine, millionshort, Advangle
• Sourcing tools/sites- Elucify, Discovered, Talismatic, Seekout, Zensourcer, LOXO AI
• EXTRA= Google Sheets With (Numerous Addons) Blockspring using Full Contact, Hunter + (to many to list),
Wholi Communications- Google Hangouts, Zoom, Uber
• Email – email-format.com, Contactout, Lusha, etoggler, EmailCatcher, Hunter, A/B Testing
• Security /Maintenance- Touch VPN, MyPermissions, Shield for Chrome, Lastpass, Ghostery, Free Proxy
• Social- Bitly, TweetDeckLauncher, FB Notifications, G+ Notifications, Yoono, AddThis
• Misc- Easy URL Params, URL Monster, Grammerly, Xendo, , Zip-Codes
• Free ATS/CRM- CRM for Gmail, Streak CRM for Gmail, HubSpot, LOXO

30. The telephone drives our recruiting efforts
while technology supports us
38

31. Ethics and Direct Phone Sourcing
If we’ll call individuals whom we find on
LI, who apply online or are referred to us,
shouldn’t we also ID the entire teams to
recruit the best-performers on those teams?
Isn’t this what our Clients expect of us?
Don’t be shy…our competitors aren’t!
DISTINGUISH YOURSELF! Do all you can to hire the very best talent!

32. NLP: Neuro-linguistics programming
Highlight
Objective
Qualifiers
Ask for one
thing at a
time
Don’t ask
Yes or No
Questions
Thank you!
Obtain
NAMES
First
Follow up a
Question
with a Q
11

33. What do I want to know?
What questions will I ask?
How much information
am I aiming for?
Push the envelope!
Get as MUCH as you can:
names, titles, reporting relationships, direct
dial and cell phone numbers, email addresses
and previous incumbent, # of reports, etc.
40

34. gonna call?Who ya
Top-down?
Bottom-up?
Peer-to-peer?
41

35. Highlight the Objective Qualifiers
1. Accountant, Senior Staff:
“Who prepares financial statements, statistics and
supporting schedules for the monthly close pls?”
2. Process/Reliability Engineers, Honeywell:
“Who signs off on the LOPAs?”
3. Software Engineer:
“Who contributes to the development of large
distributed systems and cloud services?”

36. Direct, Disarming Dialogue
Position profile responsibilities:
Objective Qualifiers
WHOis responsible for (OQs) …?
42

37. Utilize the
pa se
to your advantage
Thank you…
43

38. What exactly is
his title please?
44

39. When titles are identical…
45

40. And who does she
report to please?
46

41. Pursue Previous Incumbents
“That’s not the name I recall…
How long has XX been in the role?
Who did he replace?
Where is he now?”
47

42. ASK TIMES
48

43. 49

44. 50

45. But…
WHO are you?
and WHY are you calling?

46. Faith is bigger than fear!
52

47. ”That’s still me” BUSTED!
Search:
Target:
“Delivering the user persona ID, experience
vision, UI architecture and interaction design”
Advanced Search: 10 results
“user experience”, 94301 zip, Director, Facebook
XX, Dir of Design, and ex-Sr. Mgr,
User Experience and Design at eBay
Senior UX Design Leaders 2:06
Objective Qualifiers:
57

48. Impress Your Client!
Search:
Target:
Senior UX Design Leader
58

49. Reverse-Research the New Names
1. Validates original phone research
2. Educates on unknown, online resources/sites (cool!)
3. Improves your sourcing results

50. Are Flight Test Engineers on LinkedIn??
Search:
Target:
Flight Test Engineers
Some are….call and build it out!!
Impress the Hiring Manager!

51. “I’m not going to give you all those names…”
Search:
Target:
Flight Test Engineers
480-891-3000 XX XX Manager, Out Plants
301-757-XXXX XX XX Manager, P-8A Poseidon Testing
301-757-XXXX XX XX Manager II
(mgs 20 Flight Test & Eval Engrs thru 3 Mgrs)
301-757-XXXX XX XX Mgr II (mgs 7 FT&E Engineers)
301-757-XXXX XX XX Manager (mgs 7 FT&E Engineers)
301-757-XXXX XX XX Manager (mgs 6 FT&E Engineers)
Obtained all 20 Engineers, P-8A Poseidon,
10 previously unknown to client

52. www.eqcadvisors.com
+1-410-667-8400

53. The Kindness of Strangers
The President’s
AA or other
executives’ AAs
Human
Resources:
could you check
an org chart
please?
The 800 # (call
repeatedly and
after hours)
Ask the
Operator:
What # to call
to dial by name?
Media Relations The Mail Room
Another
regional office
vs headquarters
Loading Dock or
Shipping and
Receiving for
the facility
The Help Desk
or the Copy
Center
Investor
Relations and/or
Corporate
Library
Marketing
Communications
Accounts
Payable
62

54. The Comfort-Zone Challenge™
Safety
Comfort
Confidence
Known
Trust
Present
Comfort Zone
Excited, nervous,
anxious
The
Unknown
New Expanded
Comfort Zone
Leap of faith,
courage
63

55. I.D. Recap: Who,
what,
where?
Who is responsible for (objective qualifier)?
Who does Name report to please?
How many people does he/she manage, directly and in total?
Who else should I copy?
What is direct dial number, mobile, email address?
May I call you back if I have additional Qs?
65

56. The Help Desk might help you…just for the asking!!!
56
SAP Basis Administrator Solution Manager, Plano, TX
Called in, asked for IT Help Desk, given name Lauren Luensmann by Help Desk,
called Lauren, got VM, #0, asked who’s resp for “SAP installation and technical admin”.
214-296-1436 John Corpany SAP Change Control Manager
214-296-1318 Sharon Jarratt SAP Solution Manager
830-372-8590 Lauren Luensmann SAP NetWeaver Manager
(manages 50+)
830-372-8779 Luigi Lombardo SAP NetWeaver (BASIS) Team Lead – ABAP
214-296-1142 Satchi Naik SAP BASIS Development Lead
972-409-5167 Slava Plyushchikov SAP NetWeaver (BASIS) Team Lead – JAVA
972-409-5168 Lakshmana Akasapu SAP NetWeaver Technical Admin
972-409-5199 Abhay Ambegaonkar SAP NetWeaver Technical Admin
972-409-4761 Durga Pilli SAP NetWeaver Technical Admin
972-409-5170 Ravi Tupurani SAP NetWeaver Technical
972-409-5150 Ranney Yau Senior SAP BASIS Admin
972-409-5166 Andrey Kalinin SAP NetWeaver Technical
830-372-8200 Dennis Solis SAP Enterprise Architect

57. Think your company is safe?
• consumer insights group
• electromagnetic, low-observables,
cleared engineers in defense contracting
• R&D Directors and Managers,
class II medical device product development
• open innovation teams
• patented skincare packaging engineers
57

58. Would you rather call
50 people to network with
or
the 5 most qualified
individuals?
69

59. Most Qualified or Most Available?
Let’s have a show of hands…
71

60. Most Qualified or Most Available?
Let’s have a show of hands…
71

61. “This is XX. Your name came up in a meeting
this morning and I'd like to talk with you about
a project I'm working on. Thank you.”
Peter Leffkowitz
“This is XX. I know you don’t typically return
recruiters’ calls but this is a great next move
for you. I would hate to see this search come
to a close without your having an opportunity
to consider it. Thank you.”
Successful Voicemails/Texts

62. Time is $$: the 1-2 Punch
Schedule 6 am email, call at 8:30 and 4 pm
Yesware, Chrome ext. tracks emails and opens
Call priority candidates first thing each morning:
THEY are my most important calls
After leaving VM, 0#, ask if he/she is in today
and ask for his/her cell phone number
Call throughout the day and catch
him or her at their desks
What impression am I creating via
my professional persistence?
72

63. Qualify First
Vet before interest, our first priority:
• Are you qualified for this position?
• Why would this be an ideal next step
for you?
• What would motivate you to make a
change?
CONTROL the interview!

64. Candidate too $$?
“So that I can understand more about
your role and responsibilities, can you
tell me how many people you manage
directly and in total? What are their
titles and what differentiates them?”
Then call and reel them in!

65. I’m not interested…
“That’s exactly why
we should talk”
“I encourage you to take a look
at this oppt’y until you know
what you are saying no to”
“Do you see yourself
as open-minded
enough to consider a
new opportunity?”
“Don’t you owe it to
your career to consider
this outstanding
opportunity?”
73

66. Recoms for Qualified Individuals
Don’t ask: CAN you recommend someone?
What 3 people do you consider BEST at this?
Who did you replace? Where is he/she now?
Who have you interviewed for this role
whom you thought was great?
Who is the best manager you have worked for?
How can I identify you online? (FDA Patents)
74

67. Diversity Candidates?
“We want to consider the most diversified roster of talent
we can to increase our client’s representation of ________.
Who can you suggest who would meet that need?”
75

68. It’s All About TIME
If I’m online, who can I be
calling?
When I’m on the phone, what
can I be researching online?
Measure time vs. yield, critical
to measuring performance and
repeating success
76

69. Become the Deliverer of Results!
What is our ROI from this database and that
job board vs. the FREE, forgotten phone??

70. Luck is the result of preparation
meeting opportunity

71. Why engage an audacious* sourcing partner?
• Access to the most qualified talent pool
• Contact best talent before competitors
• Proactive developmt of a quality pipeline
• Sourcing = more effective recruiting
• Economies of scale (time and cost savings)
• Fantastic competitive intelligence
* Audacious: bold, courageous, creative, enterprising, tenacious, undaunted!!

72. GO for IT!
What challenging positions am I recruiting for
that would benefit from this targeted approach??
Is it really an
“impossible” search
or have I omitted
a best practice?
COMMIT
to a new learning!

73. EQC Talent Sourcing Experts
Value Proposition
We deliver outstanding sourcing solutions, expeditiously.
We are relied upon to find the right people, get the right
contact information, get the right hierarchy – and we do it
in real-time, on every call, every click, every hour, every
day of every engagement, with push-back at every turn.
We are passionate about our results-driven research
and training services and take great pride in our work.
Conni LaDouceur
Chief Sourcing Strategist and Trainer
EQC Talent Sourcing Experts
Conni@EQCTalentSourcingExperts.com, 410-667-8400
Connect with the people you most want to hire or place!

74. Conni@EQCTalentSourcingExperts.com
410-667-8400

75. IT’S A NEW DAY FOR EVERYONE IN
TALENT ACQUISITION
Welcome to the
Association of
Talent Acquisition Professionals
ATAP is a non-profit professional association,
representing the interests of talent acquisition
professionals at every level worldwide.
Join us @ http://atapglobal.org/