SlideShare a Scribd company logo
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Strategic Recruitment Leadership
Is Your Organisation Keeping Pace?
Fish in a bigger pond1
Think Differently 2
Better tools3
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Engaging the BEST talent, not just active job seekers
7
20%
Semi-active
& active
80%
Passive
& Super-Passive
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Unemployment rate for in-demand skills
8
Source: http://online.wsj.com/article/SB10001424127887323936804578229873392511426.html
Biomed.
Engineers
Petroleum
Engineers
Real Estate
Appraisers
Insurance
Underwriters
Computer
Hardware
Financial
Analysts
.4% .6%
1%
1.7% 1.9%
2.3%
National
Avg.
7.6%
933
On LinkedIn in
Edinburgh
Project Manager
are equal
ROLES
Not all
RECRUITING CHALLENGES
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 13
Difficult to find/hire
High demand/low supply
Diversity of impact
Adequate vs. star
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Diversity of impact
Adequate vs. star
Difficult to find/hire
High demand/low supply
14
Increased Quality
+ Reduced Time
+ Reduced Cost
BIG
IMPACT
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Insights
Be great at what
you do
Everywhere
Work wherever our
members work
Identity
Connect, find, and
be found
16
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Increasingly integral to the life of today’s professional
17
!
!
!!
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Source: LinkedIn survey of 272 recruiting leaders in North America, February 2013
Two years ago Currently Two years from now
Screening/
interviewing
applicants
Posting jobs Pipelining
talent
Employer
branding
Social
recruiting
24% 22% 19% 16% 10% 6% 4% 6% 10% 3% 5% 6% 2% 7% 12%
Where do you spend your time?
18
NEW MINDSETS
for today’s recruitment opportunities
“Hiring the best person available for a position,
rather than the best person who applies to a
job posting, requires a different type of recruiter
and a different type of recruiting process.”
Lou Adler
CEO
Adler Group
1
2
3
4
5
6
1
Career Opportunities
NOT
Job Descriptions
Careers are a lot like shoes
Preferences differ, and fit is extremely important
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
A different target…
23
Active Candidates
 Regularly visit job boards &
career sites
 Have a current resume
 Eager to read job descriptions
 Likely to apply for a variety of
positions
 Don’t visit job boards or career
sites
 Don’t have current resumes
 Unlikely to read a standard job
description
 Likely will listen to the right
opportunity
Passive Candidates
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 24
…Requires a whole different approach
3
4
5
6
2
Recruiting
IS
Marketing
1
Career Opportunities
NOT Job Descriptions
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 26
Great recruiters think about jobs the
way marketers think about products
Strong brands move people toward
purchase long before they enter the store
Do you think people treat
CAREER DECISIONS
any less seriously?
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 28
Source: http://www.mckinsey.com/insights/leading_in_the_21st_century/how_leaders_kill_meaning_at_work
29
The most engaged employees are
motivated by a sense of pride
 They are proud to tell others where
they work
 They care deeply about the future of
the organisation
 They are inspired by company
leadership and by those they work
with
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Large company or small, every recruiter should
think like a marketer
Bold, memorable visuals
with lively colors
Focus on employees
through videos and
quotes that emphasize
culture
Arresting copy
that grabs the reader
Multiple page versions
highly targeted to
visiting talent
Custom Ads
with a branded look
31
32
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Talent leaders know that brand matters
83%
Say employer brand
has significant impact
on ability to hire
great talent
33
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Employer brand investment is rising
34
51
41
9
Spent Same
Spent Less
Spent More
“Did you spend more,
less or the same on
Employer brand in 2012
compared to 2011?”
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
A Strong Talent Brand Is…
35
CultureAuthenticity
Dialogue Consistency
EngagementAwareness
Employer
of choice
“Recruiters’ 10 years from now will be preoccupied
with marketing, PR, community building, and
employment branding. The ‘War for Talent’ will
be a ‘War of Relationship Marketing’.”
Matthew Jeffery
Global Head of Talent Strategy & Innovation
HR Talent Acquisition, SAP UK Ltd.
Recruiting
IS
Sales
4
5
6
3
1
Career Opportunities
NOT Job Descriptions
2
Recruiting
IS Marketing
great
RECRUITERS
are always recruiting
great
SALES PEOPLE
are always selling
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Great recruiters do too
Sales people…
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Mindset Structure Culture
41
A Sales
Team
Individual
Organization
Sales teams measure lots of
things, but they MANAGE on
the few measures that move
THE BUSINESS FORWARD
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
The sales funnel
43
SOLD!
Qualified Prospects
Proposals
Solution Overviews
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
The recruiting funnel is no different
44
Hires
Qualified Profiles
Interviews
Interested Responses
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Regardless of organization size
45
Hires
Qualified Profiles
Interviews
Interested Responses
Ed Nathanson
Head of Talent Acquisition
Rapid7
“Talent acquisition will be run much more like sales
organizations and business partners than HR
organizations, with incentives in place beyond just
“hires” that measure retention and impact.”
5
6
4
1
Career Opportunities
NOT Job Descriptions
2
Recruiting
IS Marketing
Every Employee
IS
An Ambassador
Recruiting
IS Sales3
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Me
Every employee a hub
48
Every profile view AN OPPORTUNITY
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Engaging, friendly picture
Who wouldn‘t want to work
with Stacy?
Links
to branded destinations
Killer summary
Written in the first person,
oozing with passion.
Descriptive headline
That goes beyond the title
OTHER FEATURES WE LIKE
• Core skills, endorsed
by her network
• Volunteer experiences
• Just enough on prior
positions to build credibility
Lead by example
The anatomy of a well-branded recruiting profile
Roll it Out
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Warming up passive talent
51
High
Very
High
Extreme
Moderate
Low
6
5
1
Career Opportunities
NOT Job Descriptions
2
Recruiting
IS Marketing
Harness the
POWER
of Data
Recruiting
IS Sales3
4
Every employee IS
an ambassador
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Do your hiring managers want you to find this
little guy?
53
Do you use data
to make conversation
MORE productive?
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
If you measure it, you can manage it
Recruitment is an art, but you can use science to bring out
the best in your artists
54
Test
different approaches
when reaching out to
passive talent
Communicate
Success throughout
the organization
Share
best practices with
your peers
6
1
Career Opportunities
NOT Job Descriptions
2
Recruiting
IS Marketing
Be
STRATEGIC
Recruiting
IS Sales3
4
Every employee IS
an ambassador
5
Harness the
POWER of data
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Elevating the recruiting function
56
Strategic
Continuous
pipelining
Continuous multi-
channel engagement
Powerful talent brand
Employer of choice
Talent data guides
business strategy
True strategic
leadership
Developing
Early shift toward
passive talent
Some social recruiting
Building awareness
Defined employer
value proposition
Traditional
Post and pray
Agency reliance
Reactive
Start from zero
Foundational
Strong sourcing
capabilities
Targeted engagement
Employees as talent
brand ambassadors
Success metrics
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Elevating the recruiting function
57
Strategic
Continuous
pipelining
Continuous multi-
channel engagement
Powerful talent brand
Employer of choice
Talent data guides
business strategy
True strategic
leadership
Developing
Early shift toward
passive talent
Some social recruiting
Building awareness
Defined employer
value proposition
Traditional
Post and pray
Agency reliance
Reactive
Start from zero
Foundational
Strong sourcing
capabilities
Targeted engagement
Employees as talent
brand ambassadors
Success metrics
SourcingEngagingBrandingData
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 58
Strategic
Internal and external
talent engagement
Engage everywhere,
including mobile
World class marketing
of talent brand
Talent data guides
business strategy
True strategic
leadership
Developing
Early emphasis on
passive talent
Job board and social
recruiting
Defined employer
value proposition
Traditional
Agency reliance,
reactive
Post-and-pray
Foundational
Sourcing excellence,
team-wide pipelining
Targeted engagement
Employees as talent
brand ambassadors
Success metrics
SourcingJobsBrandMetrics
Where is your
organization
today?
Where do
you want
to be?
1
Career Opportunities
NOT Job Descriptions
2
3
4
5
Recruiting
IS Marketing
Recruiting
IS Sales
Every employee IS
an ambassador
Harness the
POWER of data
6
Be
STRATEGIC
6 Steps to Passive
Talent Recruiting
Excellence
Better Tools
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
LinkedIn Core Solution
Personalized
Job Targeting
The right job, in front of the
right people, even when
they aren’t looking.
Talent Brand
Development
Leverage your authentic
brand to improve applicant
quality and quantity.
Strategic
Sourcing
Find your ideal candidates
and engage them, quickly
and easily.
61
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Target candidates with the most relevant jobs
50%
Of all applications for jobs
on LinkedIn come from JYMBII
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Showcase your talent brand on LinkedIn
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Showcase your talent brand on LinkedIn
Jim Young
Account Executive, xyzCo
San Francisco Bay Area | Software
Addison Augusto
Sr. Account Executive
xyzCo– San Francisco, CA
Current xyzCo, Account Excecutive
Previous Acme System, Associate Account Executive
Education San Jose University
Eric Robertson
Product Manager at xyzCo
Picture Yourself at xyzCo
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Talent Brand ROI
65
50%
Savings in cost per
hire is associated with
a strong employer brand
Companies with stronger employer brand have
28% lower turn-over rates than companies
with weaker employer brands
$
Source: LinkedIn Survey, 2010, 2250 Responses
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Find and engage your ideal candidates
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Find and engage your ideal candidates
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
A virtuous cycle of recruitment excellence
Strategic
Sourcing
Personalized
Job Targeting
Talent Brand
Development
69

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Recruiting Passive Talent

  • 1. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Strategic Recruitment Leadership Is Your Organisation Keeping Pace?
  • 2. Fish in a bigger pond1 Think Differently 2 Better tools3
  • 3.
  • 4.
  • 5.
  • 6.
  • 7. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Engaging the BEST talent, not just active job seekers 7 20% Semi-active & active 80% Passive & Super-Passive
  • 8. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Unemployment rate for in-demand skills 8 Source: http://online.wsj.com/article/SB10001424127887323936804578229873392511426.html Biomed. Engineers Petroleum Engineers Real Estate Appraisers Insurance Underwriters Computer Hardware Financial Analysts .4% .6% 1% 1.7% 1.9% 2.3% National Avg. 7.6%
  • 10.
  • 11.
  • 13. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 13 Difficult to find/hire High demand/low supply Diversity of impact Adequate vs. star
  • 14. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Diversity of impact Adequate vs. star Difficult to find/hire High demand/low supply 14 Increased Quality + Reduced Time + Reduced Cost BIG IMPACT
  • 15.
  • 16. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Insights Be great at what you do Everywhere Work wherever our members work Identity Connect, find, and be found 16
  • 17. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Increasingly integral to the life of today’s professional 17 ! ! !!
  • 18. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Source: LinkedIn survey of 272 recruiting leaders in North America, February 2013 Two years ago Currently Two years from now Screening/ interviewing applicants Posting jobs Pipelining talent Employer branding Social recruiting 24% 22% 19% 16% 10% 6% 4% 6% 10% 3% 5% 6% 2% 7% 12% Where do you spend your time? 18
  • 19. NEW MINDSETS for today’s recruitment opportunities
  • 20. “Hiring the best person available for a position, rather than the best person who applies to a job posting, requires a different type of recruiter and a different type of recruiting process.” Lou Adler CEO Adler Group
  • 22. Careers are a lot like shoes Preferences differ, and fit is extremely important
  • 23. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS A different target… 23 Active Candidates  Regularly visit job boards & career sites  Have a current resume  Eager to read job descriptions  Likely to apply for a variety of positions  Don’t visit job boards or career sites  Don’t have current resumes  Unlikely to read a standard job description  Likely will listen to the right opportunity Passive Candidates
  • 24. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 24 …Requires a whole different approach
  • 26. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 26 Great recruiters think about jobs the way marketers think about products Strong brands move people toward purchase long before they enter the store
  • 27. Do you think people treat CAREER DECISIONS any less seriously?
  • 28. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 28 Source: http://www.mckinsey.com/insights/leading_in_the_21st_century/how_leaders_kill_meaning_at_work
  • 29. 29 The most engaged employees are motivated by a sense of pride  They are proud to tell others where they work  They care deeply about the future of the organisation  They are inspired by company leadership and by those they work with
  • 30.
  • 31. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Large company or small, every recruiter should think like a marketer Bold, memorable visuals with lively colors Focus on employees through videos and quotes that emphasize culture Arresting copy that grabs the reader Multiple page versions highly targeted to visiting talent Custom Ads with a branded look 31
  • 32. 32
  • 33. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Talent leaders know that brand matters 83% Say employer brand has significant impact on ability to hire great talent 33
  • 34. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Employer brand investment is rising 34 51 41 9 Spent Same Spent Less Spent More “Did you spend more, less or the same on Employer brand in 2012 compared to 2011?”
  • 35. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS A Strong Talent Brand Is… 35
  • 37. “Recruiters’ 10 years from now will be preoccupied with marketing, PR, community building, and employment branding. The ‘War for Talent’ will be a ‘War of Relationship Marketing’.” Matthew Jeffery Global Head of Talent Strategy & Innovation HR Talent Acquisition, SAP UK Ltd.
  • 38. Recruiting IS Sales 4 5 6 3 1 Career Opportunities NOT Job Descriptions 2 Recruiting IS Marketing
  • 40. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Great recruiters do too Sales people…
  • 41. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Mindset Structure Culture 41 A Sales Team Individual Organization
  • 42. Sales teams measure lots of things, but they MANAGE on the few measures that move THE BUSINESS FORWARD
  • 43. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS The sales funnel 43 SOLD! Qualified Prospects Proposals Solution Overviews
  • 44. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS The recruiting funnel is no different 44 Hires Qualified Profiles Interviews Interested Responses
  • 45. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Regardless of organization size 45 Hires Qualified Profiles Interviews Interested Responses
  • 46. Ed Nathanson Head of Talent Acquisition Rapid7 “Talent acquisition will be run much more like sales organizations and business partners than HR organizations, with incentives in place beyond just “hires” that measure retention and impact.”
  • 47. 5 6 4 1 Career Opportunities NOT Job Descriptions 2 Recruiting IS Marketing Every Employee IS An Ambassador Recruiting IS Sales3
  • 48. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Me Every employee a hub 48 Every profile view AN OPPORTUNITY
  • 49. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Engaging, friendly picture Who wouldn‘t want to work with Stacy? Links to branded destinations Killer summary Written in the first person, oozing with passion. Descriptive headline That goes beyond the title OTHER FEATURES WE LIKE • Core skills, endorsed by her network • Volunteer experiences • Just enough on prior positions to build credibility Lead by example The anatomy of a well-branded recruiting profile
  • 51. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Warming up passive talent 51 High Very High Extreme Moderate Low
  • 52. 6 5 1 Career Opportunities NOT Job Descriptions 2 Recruiting IS Marketing Harness the POWER of Data Recruiting IS Sales3 4 Every employee IS an ambassador
  • 53. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Do your hiring managers want you to find this little guy? 53 Do you use data to make conversation MORE productive?
  • 54. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS If you measure it, you can manage it Recruitment is an art, but you can use science to bring out the best in your artists 54 Test different approaches when reaching out to passive talent Communicate Success throughout the organization Share best practices with your peers
  • 55. 6 1 Career Opportunities NOT Job Descriptions 2 Recruiting IS Marketing Be STRATEGIC Recruiting IS Sales3 4 Every employee IS an ambassador 5 Harness the POWER of data
  • 56. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Elevating the recruiting function 56 Strategic Continuous pipelining Continuous multi- channel engagement Powerful talent brand Employer of choice Talent data guides business strategy True strategic leadership Developing Early shift toward passive talent Some social recruiting Building awareness Defined employer value proposition Traditional Post and pray Agency reliance Reactive Start from zero Foundational Strong sourcing capabilities Targeted engagement Employees as talent brand ambassadors Success metrics
  • 57. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Elevating the recruiting function 57 Strategic Continuous pipelining Continuous multi- channel engagement Powerful talent brand Employer of choice Talent data guides business strategy True strategic leadership Developing Early shift toward passive talent Some social recruiting Building awareness Defined employer value proposition Traditional Post and pray Agency reliance Reactive Start from zero Foundational Strong sourcing capabilities Targeted engagement Employees as talent brand ambassadors Success metrics SourcingEngagingBrandingData
  • 58. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 58 Strategic Internal and external talent engagement Engage everywhere, including mobile World class marketing of talent brand Talent data guides business strategy True strategic leadership Developing Early emphasis on passive talent Job board and social recruiting Defined employer value proposition Traditional Agency reliance, reactive Post-and-pray Foundational Sourcing excellence, team-wide pipelining Targeted engagement Employees as talent brand ambassadors Success metrics SourcingJobsBrandMetrics Where is your organization today? Where do you want to be?
  • 59. 1 Career Opportunities NOT Job Descriptions 2 3 4 5 Recruiting IS Marketing Recruiting IS Sales Every employee IS an ambassador Harness the POWER of data 6 Be STRATEGIC 6 Steps to Passive Talent Recruiting Excellence
  • 61. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS LinkedIn Core Solution Personalized Job Targeting The right job, in front of the right people, even when they aren’t looking. Talent Brand Development Leverage your authentic brand to improve applicant quality and quantity. Strategic Sourcing Find your ideal candidates and engage them, quickly and easily. 61
  • 62. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Target candidates with the most relevant jobs 50% Of all applications for jobs on LinkedIn come from JYMBII
  • 63. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Showcase your talent brand on LinkedIn
  • 64. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Showcase your talent brand on LinkedIn Jim Young Account Executive, xyzCo San Francisco Bay Area | Software Addison Augusto Sr. Account Executive xyzCo– San Francisco, CA Current xyzCo, Account Excecutive Previous Acme System, Associate Account Executive Education San Jose University Eric Robertson Product Manager at xyzCo Picture Yourself at xyzCo
  • 65. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Talent Brand ROI 65 50% Savings in cost per hire is associated with a strong employer brand Companies with stronger employer brand have 28% lower turn-over rates than companies with weaker employer brands $ Source: LinkedIn Survey, 2010, 2250 Responses
  • 66. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Find and engage your ideal candidates
  • 67. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS Find and engage your ideal candidates
  • 68.
  • 69. ©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS A virtuous cycle of recruitment excellence Strategic Sourcing Personalized Job Targeting Talent Brand Development 69