As a recruiter, there are several approaches to nurturing passive candidate relationships that work. In this presentation from Talent Connect Vegas 2013, you'll from two of ADP’s top recruiting team members and SapientNitro’s Manager, Global Sourcing on what strategies are most effective for them. Try these 10 tips to successfully engage with passive candidates http://slidesha.re/1584yYH Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg Follow the LinkedIn company page: http://linkd.in/1f39JyH Tweet with us: http://bit.ly/HireOnLinkedIn

1. Long Term Courting in the Recruiting World
Luci Gomes-Bickunas
Talent Acquisition Specialist at ADP
www.linkedin.com/in/lucigomesbickunas
@Lucigb
Matt LeBlanc
Senior Sourcer at ADP
www.linkedin.com/in/mattleblanc
@MatthewJLeBlanc
Becky Mohr,
Manager, Global Sourcing at SapientNitro
http://www.linkedin.com/in/rebeccamohr
@mohrbecky
..

2. Agenda
 Introduction of Speakers
 Long Term Courting Philosophy: Wooing
 Long Term Courting Application: Tools, Messaging, and Examples
 Closing
 Q&A
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3. Introduction of Speakers

4.  SapientNitro = A new breed of agency for an always on world
 Clients include: Jeep, Fiat, Dunkin Donuts, Hyatt, LeBron James, Maybelline
 11,000 employees globally
 Hires: Creative, Technology, Account Management, PM, Strategy, and Support
 Hiring Model (non-India)
 1,300 annually
 Just-in-time recruitment model
 Hiring team of 95, globally
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5. Becky Mohr: SapientNitro
 With Sapient for 3.5 years
 Manages “Onshore Sourcing,” 10 people in North America and the UK.
 Co-manages “Global Sourcing,” 25 people
 Sourcing = Two equal areas of focus
 Candidate generation
 Candidate engagement
Email address: bmohr@sapient.com
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6.  More than just a payroll company
 US hiring model
 Hires: Everything and then some
 10,000+ hires annually
 58,000+ employees globally
 Staffing team of 130+
 Serve about 600k organizations in 125+ countries
 Over 80% of FORTUNE 500 companies and more
than 90 FORTUNE 100 companies use at least
one of our services
 FORTUNE 500: Ranked 269 (2012)
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7. Luci Gomes-Bickunas: ADP
 2 ½ years at ADP; 10 years of recruiting/sourcing experience
 Team Lead with ADP managing 2 virtual teams in US and India
 Experience with sourcing for SAP Professionals in Canada, US, Mexico, Brazil and Argentina
 PHR Certified, Completed 6 AIRS Certifications and LinkedIn Recruiter Certified Coach
 Speak 5 different languages
 Proficient at hiring candidates that require wooing for 24-36 months
Email address: luci.gomesbickunas@adp.com
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8. Matt LeBlanc: ADP
The three rules to recruit by:
 The difficult takes time, the impossible just takes a little longer.
 Impossible is just another word for inconvenient.
 Wooing candidates who are not UNDER qualified for their qualifications.
Email address: matthew.leblanc@adp.com
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9. Long Term Courting: Philosophy
Wooing

10. Woo
1.) try to gain the love of, especially with a view to marriage
2.) seek the favor, support, or custom of
– Oxford Dictionary
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11. Passive Candidates Require Woo‟ing
 Passive candidates = essential
 40% of our hires are Sapient-sourced
 Up to 50% of sourced candidates are passive
 Passive Candidates = difficult to engage
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12. Passive Candidates
are like a recently single attractive lady
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13. Passive Candidates Require Woo‟ing
 Passive candidates are essential
 40% of our hires are Sapient-sourced, vs. just 10% are applicants
 Up to 50% of Sapient-sourced candidates are passive
 Passive Candidates = difficult to engage
 Long term woo‟ing




Creates a stream of touch points
Successfully sets up an eventual close
Creates more passive candidates
Creates more active candidates
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14. How to achieve success in woo‟ing
The Qualities of a Successful Suitor

15. The Qualities of a Successful Suitor
 Consistency
 Memory
 Desirability
 Trustworthiness
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16. The Qualities of a Successful Suitor
Consistency

17. The Qualities of a Successful Suitor
Consistency
 Consistent messaging
 Personalized messaging
 Varied channels
 Time and effort dedicated to relationship building
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18. The Qualities of a Successful Suitor
Memory

19. The Qualities of a Successful Suitor
Memory
 Perfect memory of general and personal candidate information
 Proper treatment of candidates „in-cycle‟ at any stage
 (Exclusion in email blasts)
 Recruiter ownership over candidates
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20. The Qualities of a Successful Suitor
Desirability

21. The Qualities of a Successful Suitor
Desirability
 Targeted employment branding
 Defined company culture
 Visible thought-leadership
 Relating the candidate to the brand
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22. The Qualities of a Successful Suitor
Trustworthiness

23. The Qualities of a Successful Suitor
Trustworthiness
 Listen, take notes, and remembering
 Follow/network with them on social media
 Provide consultative value to candidates
 Prove consistent honesty, patience, and care for the candidate, and be
rewarded with a easy close.
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24. Long Term Courting Applications:
Tools, Messaging, Examples

25. Tools Of The (Wooing) Trade

26. Why Tools Are Needed in Wooing
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27. Uncovering Candidate Information

28. Finding Out More About The Candidate
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29. Finding Out More About The Candidate
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30. Finding Out More About The Candidate
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31. Uncovering Stories To Share

32. Goals Of Your Research
to be the most interesting recruiter in the world….
What content (surveyed) people want:
 92% interesting content
 84% humor
 66% personal connection
..
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33. Google Alerts
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34. Subscriptions
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35. SocialMention
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36. Topsy
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37. Easy Sharing On LinkedIn
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38. LinkedIn Recruiter Tools - A Recruiter‟s Best Friend

39. LinkedIn Recruiter Tools
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40. Messaging Guidelines

41. Messaging – What To Say
“Passive candidates are not really as passive as they say they are, like active
candidates, they are more than willing to listen. The big difference being, they are
more selective” - Steve Guine, National Director of Staffing at IIT.
Successful Sourcer =
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42. Constant Communication & Hand Holding
Relationships based on trust lead to hires even if it is 24-36 months down the road!
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43. Messaging: Real World Examples

44. Messaging: The Act of Woo‟ing
Dear ___,
I am a Recruiter with Automatic Data Processing, Inc. (Nasdaq: ADP), a $10 billion business
process outsourcing company. I would like to introduce myself to you in hopes of networking
and getting some guidance from you.
I saw your profile and was very impressed with your background! Your multiple years of
SAP PY experience are the type of expertise we search for. I was hoping that with your vast
knowledge of SAP PY you would be able to help me in my search.
We are currently recruiting for full time SAP Payroll Lead Consultants with US and Canadian
payroll experience. THIS IS A REMOTE/VIRTUAL WORK FROM HOME OPPORTUNITY
WITH MINIMUM TRAVEL. I was hoping you knew of someone in the industry who could be
interested and meets these qualifications, please contact me to discuss further.
You could find more information about ADP GlobalView at http://globalview.adp.com.
Thank you for your time and I look forward to your reply!
Luci
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45. Messaging: The Act of Woo‟ing
Dear ___,
Just wanted to send a quick note to say hello and see how everything is going with the new
baby, he should be almost 4 months old soon, I remember how hard it was for the first year
of being a parent, so wanted to let you know I am thinking of you. I can only imagine how
hard it must be on you and your whole family to be travelling all the time and missing so
much of baby Jake‟s life.
Hope all is well and best regards to the family.
Luci
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46. Messaging: The Act of Woo‟ing
Hey ___,
Just saw that SAP is hosting a great webinar next week on Configuring the PY module; I
remember you mentioning how you wanted to grow your skillset on that module and thought
you may be interested.
Here is the info:
Let me know if the webinar was helpful!
Luci
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47. Messaging: The Act of Woo‟ing
Dear ___,
Have a great position that will be opening soon for an SAP Team Lead with 10% travel (3-4
trips a year); which differs greatly from your current travel schedule of every week. I thought
of you right away since I know how much easier this would be on your family. I believe your
current project will be ending within the next couple of months…so just wanted to run this by
you first and see if you would be interested in discussing before we go live with advertising it.
Let me know your thoughts!
Thanks,
Luci
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48. Closing

49. Time and Commitment
 Be the bridge
 Engage them in conversation
 Take excellent notes
 Provide them with articles or information
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