This is a presentation delivered at ERE13 outlining how to go from asking your employees....who do you know to doing the heavy lifting for them and telling them here's who you know.

1. FROM WHO DO YOU KNOW
TO HERE’S WHO YOU KNOW...
Thursday, September 19, 13

2. OH ISH...WHO DO I KNOW???
Thursday, September 19, 13

3. I’LL CALL YOU MAYBE
Thursday, September 19, 13

4. #REFERRALCRICKETS
Thursday, September 19, 13

5. PLEEEASE
Thursday, September 19, 13

6. WHAT RECRUITERS WANT
Thursday, September 19, 13

7. FUZZY NETWORK
Thursday, September 19, 13

8. SORRY
Thursday, September 19, 13

9. #REFERRAL BACON
Thursday, September 19, 13

10. FRUSTRATED
Thursday, September 19, 13

11. #REFERRAL CREEPYThursday, September 19, 13

12. DUDE! CHILL!
Thursday, September 19, 13

13. #REFERRAL ZOMBIE
Thursday, September 19, 13

14. OUT. OF. OFFICE.
Thursday, September 19, 13

15. THE HEAVY LIFTING
Thursday, September 19, 13

16. HERE’S WHO YOU KNOW
Thursday, September 19, 13

17. HOW DOES THIS WORK?Thursday, September 19, 13

18. 1. START CONNECTING
Thursday, September 19, 13

19. 2. GRAPH THE NETWORK
AND START MAPPINGThursday, September 19, 13

20. 125 EMPLOYEES MAPPED
2,775 at Targeted Companies
52,570 Total Leads in Network
10,980 Executives
5,330 Engineers
TOP 10 Targets
1) Cisco (1,138)
2) Adobe (605)
3) Intel (599)
4) Avid (404)
5) Qualcomm (351)
6) Samsung (306)
7) Harmonic (268)
8) Broadcom (228)
9) NVIDIA (144)
10) Netflix (129)
Thursday, September 19, 13

21. 3. INTRODUCE
THEIR REFERRAL NETWORK
Thursday, September 19, 13

22. NAME NAMES
Thursday, September 19, 13

23. 4. ENDORSEMENT CAMPAIGN
Thursday, September 19, 13

24. WHAT DO YOU THINK OF THEM?
Thursday, September 19, 13

25. HOW DO YOU KNOW THEM?
Thursday, September 19, 13

26. HOW CAN WE CONNECT WITH THEM?
Thursday, September 19, 13

27. “I know him personally as well as professionally and he would be
an outstanding resource for Dolby if we need a very high level
EMC engineer/researcher.”
“I have had the good fortune of working for some outstanding
Engineering Managers in my career, and he is right at the top of
the list.”
“an outstanding analog engineer...he gets my most enthusiastic
recommendation if we need an analog engineer.”
“I have observed that he does rub some people the wrong way.
If he interacts with a similar personality who does not see a
particular issue the same way, sparks may fly.”
WHAT FEEDBACK ARE WE GETTING
Thursday, September 19, 13

28. 5. MANAGE YOUR PIPELINES
QUALIFIED
INTERESTED
AVAILABLE
Thursday, September 19, 13

29. IMPORTANT INSIGHTS
‣We have to commit to doing the heavy lifting of pre-qualifying
‣We need to direct source our employee networks, instead of a
referral “post and pray” approach
‣Centralizing and mapping the employee network is dirty work
‣Employee networks are rapidly growing
‣The network relationships of your employee base is likely to
be weaker than you think
‣Targets (person or company) that have an overlapping set of
connections is a sought after sweet spot
‣Keep the endorsement campaign simple (brief but meaningful
feedback)
‣Employees require multiple options for introductions
Thursday, September 19, 13