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The 6Cs of Passive Candidate Recruiting ‐ Connections 



                              Performance-based Hiring
                                             The Official Rules for Hiring Top Talent


                          The 6Cs of Passive Candidate
                            Recruiting – Connecting
                                                                 Handout: budurl.com/6Cs825HO



                   Based on Lou Adler’s
                   Hire With Your Head
                   (John Wiley & Sons, 2007)(
                   ©2011.  All Rights Reserved.  The Adler Group, Inc.
                   www.adlerconcepts.com

                   Rev  811




                        Recruiting Passive Candidates
                              The 6Cs and the Importance of Connecting

                                 Topic 1           • The 6Cs PLUS One

                                     Topic 2              • Surplus vs. Scarcity Hiring Model

                                         Topic 3              • 360° Dynamic Connections

                                              Topic 4              • Advanced Networking

                                                  Topic 5                • Implementation & Next Steps

                   Handout: budurl.com/6Cs825HO




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 


                        Recruiting Passive Candidates




                                             The 6Cs +1




                   Handout: budurl.com/6Cs825HO




                           Comparing 6Cs by Recruiter
                                               6Cs Ranked Most Important or Essential
                          80%


                          70%


                          60%


                          50%

                                                                                                        Corp
                          40%                                                                           Agency
                                                                                                        Retained

                          30%


                          20%


                          10%


                          0%
                                Compelling      Control   Career   Conviction   Connections   Closing




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 


                                              Top TalentDo your have a formal 
                                                         Workflow
                        Active Candidate                                   process to “bridge the 
                           Search Engine                                       gap” between 
                         External Recruiter                                   Engagement & 
                         Connecting ‐ ERP                                       Acceptance?
                                                                       Criteria to Engage
                                                                         Title – Company
                                                                          Compensation
                                               Do your job postings       Location – Job 
                           Talent Pool             & messages 
                           Outbound CRM          describe career 
                          Connecting ‐ ERP       moves or lateral 
                                                    transfers?

                                                                        Criteria to Accept
                                                                        Career Opportunity
                         Passive Prospect                                  Job & Impact
                        LinkedIn – Name Gen                           Hiring Manager – Team
                                        Is your internal hiring process 
                         Outbound Message
                                        based on a “scarcity of talent”  Comp – Work/Life
                          Recruiter Network
                                            model or a “surplus of  Company/Culture/Mission 
                        Auto ERP Connection
                                             candidates” model?




                       Hub & Spoke vs. Point to Point




                        Think Beyond Peer-to-Peer!




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 


                          Inside-Outside Connecting
                                                         Inside-Out- ERP2:
                                                         start with open job
                                                         and find people
                                                         through your
                                                         employee’s
                                                         connections
                                                         Outside-In: job
                                                         hunters looking for
                                                         employees to refer
                                                         them




                                                                      EXERCISE
                      3D Dynamic 360° Networking
                                Who knows my candidate?
                                             LinkedIn
                                             & Groups

                                   Project               Advisors
                                    Team
                                  Members               Consultants




                                   Nodes
                                                         Vendors
                                   Project
                                                        Customers
                                  Managers

                                             Mentors
                                             Mentees




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 




                                                            ERP: Connections


                                                            ERP2: Automated 
                                                              Connections

                                                             PERP: Proactive 
                                                              Targeted Best 
                                                               Connections


                                                             PERP2: Proactive 
                                                           Targeted Automated 
                                                             Best Connections




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 




                               Navigating the Network
                                     Inside-Out
                                PERP, Hopscotch and
                                   Cherry Picking




                                   Who in Your Company
                                    is Worth PERPing?




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 


                               The Basic Network Call
                     •   Recruit 1st, Network 2nd
                     •   Vague title
                                                      Let me ask you
                     •   Ask 99% question
                                                      candidly, would you
                     •   Get candidate to talk 1st
                                                      be open to explore
                                                      a new career
                     •   Overcome objections
                                                      opportunity if it was
                     •   Engage 5-10 minutes
                                                      clearly superior to
                     •   Get names & org charts
                         of people who aren’t
                                                      what you’re doing
                         looking!                     today?




                                 Connecting & Control
                   • Establish “conditional”
                     leverage with opening
                     pitch
                         – Don’t lose leverage
                         – Be vague about title
                         – Must only give job pitch
                           AFTER profile
                   • Decide if you should
                     network or recruit in the
                     first 5-10 minutes
                   • Connect on LinkedIn and
                     Cherry-Pick




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 


                   Next Steps – info@adlerconcepts.com

                                                              June 22, 2011


                    Next – “OWN” the 6Cs PLUS 1               Lou – It was terrific bumping into you today at
                                                              LinkedIn. The training you conducted for my
                                                              leaders at Yahoo had a tremendously positive
                    - Quickie Audit Review of 6Cs +1          impact on the quality of our hires. I am often
                                                              lending your "One-Question Interview" CD to
                    - Attend Recruiter Boot Camp              others and recommending your book, "Hire With
                                                              Your Head." LinkedIn would greatly benefit from
                    - Sneak Peek – Aug 26th
                                                              your teaching. Please let me know if there is
                    - LIVE: Toronto , New York City, D.C.     anything I can do to endorse or otherwise
                                                              progress your engagement with LinkedIn.
                    - ONLINE: Monthly, four 2-hr modules
                    - Full-year “All You Can Take” Training   Cheers!
                                                              GA - Engineering Director
                    - Interactive 24/7 Learning Center        LinkedIn
                    - Hiring Manager Taming Course




                   Next Steps – info@adlerconcepts.com



                    Next – “OWN” the 6Cs PLUS 1

                    - Quickie Audit Review of 6Cs +1
                    - Attend Recruiter Boot Camp
                    - Sneak Peek – Aug 26th
                    - LIVE: Toronto , New York City, D.C.
                    - ONLINE: Monthly, four 2-hr modules
                    - Full-year “All You Can Take” Training
                    - Interactive 24/7 Learning Center
                    - Hiring Manager Taming Course




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 




                     Connecting with Talent
                     on the Social Web




                    The Recruiting Platform
                    for the Social Web




                    live           collaborative   viral         real-time
                    social         applicant       social        recruiting
                    CRM            tracking        recruiting    intelligence




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 


                    Making connections
                    on the social web

                    Fast, easy sourcing   Live, social CRM   Targeted social recruiting




                    What’s a Jobvite?




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 



                     Recruiter CRM
                       Bring together leads from all sourcing
                       activities, then engage and communicate
                       with your talent pool.




                                                                       Faster, Easier Sourcing
                                                                          Jobvite does the hard work for you by surfacing
                                                                          relevant passive candidates from profile data
                                                                          on the web.




                           Targeted Campaigns
                               Match jobs to all relevant contacts at
                               once – and improve response rates with
                               targeted messages.




                      Seamless Social Recruiting
                        The easiest way to get the word out.
                        Target and track talent across every
                        popular social platform in seconds.




                                                                       Viral Employee Referrals
                                                                          Get more high quality referrals by making it a
                                                                          breeze for everyone in your company to refer
                                                                          friends and contacts.




                           Facebook App for Recruiting
                                Tap into the reach of Facebook by
                                automatically sharing open jobs at your
                                company with fans and friends.




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 



                     Automated Publishing
                        Convert visitors into candidates with an
                        engaging, social career site and inviting
                        application process.




                                                                     Recruitment Marketing
                                                                      One intuitive platform integrates all your job
                                                                      promotion activities and metrics wherever they
                                                                      are on the web.




                      Powerful Analytics
                        Personalized dashboards give everyone
                        they need – real-time insights into what
                        works.




                    Jobvite drives referral hiring


                       Increased Referral Hiring                              Higher Quality Candidates
                       Referrals as source of hire                            Percent of applicants hired

                                                          33%
                                                                                                        10%
                                          28%
                          26%
                                                                                          1%
                           1 YR           2 YR             3 YR
                                     average referral hire = 22%                        all      referral
                                                                                     applicants applicants




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
The 6Cs of Passive Candidate Recruiting ‐ Connections 




                                                twitter.com/jobvite
                                                facebook.com/jobvite
                                                linkedin.com/company/jobvite
                                                www.jobvite.com




©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com

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Jobvite Webcast: Sourcing - Got Networks, Nodes and Hotspots?

  • 1. The 6Cs of Passive Candidate Recruiting ‐ Connections  Performance-based Hiring The Official Rules for Hiring Top Talent The 6Cs of Passive Candidate Recruiting – Connecting Handout: budurl.com/6Cs825HO Based on Lou Adler’s Hire With Your Head (John Wiley & Sons, 2007)( ©2011.  All Rights Reserved.  The Adler Group, Inc. www.adlerconcepts.com Rev  811 Recruiting Passive Candidates The 6Cs and the Importance of Connecting Topic 1 • The 6Cs PLUS One Topic 2 • Surplus vs. Scarcity Hiring Model Topic 3 • 360° Dynamic Connections Topic 4 • Advanced Networking Topic 5 • Implementation & Next Steps Handout: budurl.com/6Cs825HO ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 2. The 6Cs of Passive Candidate Recruiting ‐ Connections  Recruiting Passive Candidates The 6Cs +1 Handout: budurl.com/6Cs825HO Comparing 6Cs by Recruiter 6Cs Ranked Most Important or Essential 80% 70% 60% 50% Corp 40% Agency Retained 30% 20% 10% 0% Compelling Control Career Conviction Connections Closing ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 3. The 6Cs of Passive Candidate Recruiting ‐ Connections  Top TalentDo your have a formal  Workflow Active Candidate process to “bridge the  Search Engine gap” between  External Recruiter Engagement &  Connecting ‐ ERP Acceptance? Criteria to Engage Title – Company Compensation Do your job postings  Location – Job  Talent Pool & messages  Outbound CRM describe career  Connecting ‐ ERP moves or lateral  transfers? Criteria to Accept Career Opportunity Passive Prospect Job & Impact LinkedIn – Name Gen  Hiring Manager – Team Is your internal hiring process  Outbound Message based on a “scarcity of talent”  Comp – Work/Life Recruiter Network model or a “surplus of  Company/Culture/Mission  Auto ERP Connection candidates” model? Hub & Spoke vs. Point to Point Think Beyond Peer-to-Peer! ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 4. The 6Cs of Passive Candidate Recruiting ‐ Connections  Inside-Outside Connecting Inside-Out- ERP2: start with open job and find people through your employee’s connections Outside-In: job hunters looking for employees to refer them EXERCISE 3D Dynamic 360° Networking Who knows my candidate? LinkedIn & Groups Project Advisors Team Members Consultants Nodes Vendors Project Customers Managers Mentors Mentees ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 5. The 6Cs of Passive Candidate Recruiting ‐ Connections  ERP: Connections ERP2: Automated  Connections PERP: Proactive  Targeted Best  Connections PERP2: Proactive  Targeted Automated  Best Connections ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 6. The 6Cs of Passive Candidate Recruiting ‐ Connections  Navigating the Network Inside-Out PERP, Hopscotch and Cherry Picking Who in Your Company is Worth PERPing? ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 7. The 6Cs of Passive Candidate Recruiting ‐ Connections  The Basic Network Call • Recruit 1st, Network 2nd • Vague title Let me ask you • Ask 99% question candidly, would you • Get candidate to talk 1st be open to explore a new career • Overcome objections opportunity if it was • Engage 5-10 minutes clearly superior to • Get names & org charts of people who aren’t what you’re doing looking! today? Connecting & Control • Establish “conditional” leverage with opening pitch – Don’t lose leverage – Be vague about title – Must only give job pitch AFTER profile • Decide if you should network or recruit in the first 5-10 minutes • Connect on LinkedIn and Cherry-Pick ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 8. The 6Cs of Passive Candidate Recruiting ‐ Connections  Next Steps – info@adlerconcepts.com June 22, 2011 Next – “OWN” the 6Cs PLUS 1 Lou – It was terrific bumping into you today at LinkedIn. The training you conducted for my leaders at Yahoo had a tremendously positive - Quickie Audit Review of 6Cs +1 impact on the quality of our hires. I am often lending your "One-Question Interview" CD to - Attend Recruiter Boot Camp others and recommending your book, "Hire With Your Head." LinkedIn would greatly benefit from - Sneak Peek – Aug 26th your teaching. Please let me know if there is - LIVE: Toronto , New York City, D.C. anything I can do to endorse or otherwise progress your engagement with LinkedIn. - ONLINE: Monthly, four 2-hr modules - Full-year “All You Can Take” Training Cheers! GA - Engineering Director - Interactive 24/7 Learning Center LinkedIn - Hiring Manager Taming Course Next Steps – info@adlerconcepts.com Next – “OWN” the 6Cs PLUS 1 - Quickie Audit Review of 6Cs +1 - Attend Recruiter Boot Camp - Sneak Peek – Aug 26th - LIVE: Toronto , New York City, D.C. - ONLINE: Monthly, four 2-hr modules - Full-year “All You Can Take” Training - Interactive 24/7 Learning Center - Hiring Manager Taming Course ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 9. The 6Cs of Passive Candidate Recruiting ‐ Connections  Connecting with Talent on the Social Web The Recruiting Platform for the Social Web live collaborative viral real-time social applicant social recruiting CRM tracking recruiting intelligence ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 10. The 6Cs of Passive Candidate Recruiting ‐ Connections  Making connections on the social web Fast, easy sourcing Live, social CRM Targeted social recruiting What’s a Jobvite? ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 11. The 6Cs of Passive Candidate Recruiting ‐ Connections   Recruiter CRM Bring together leads from all sourcing activities, then engage and communicate with your talent pool.  Faster, Easier Sourcing Jobvite does the hard work for you by surfacing relevant passive candidates from profile data on the web.  Targeted Campaigns Match jobs to all relevant contacts at once – and improve response rates with targeted messages.  Seamless Social Recruiting The easiest way to get the word out. Target and track talent across every popular social platform in seconds.  Viral Employee Referrals Get more high quality referrals by making it a breeze for everyone in your company to refer friends and contacts.  Facebook App for Recruiting Tap into the reach of Facebook by automatically sharing open jobs at your company with fans and friends. ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 12. The 6Cs of Passive Candidate Recruiting ‐ Connections   Automated Publishing Convert visitors into candidates with an engaging, social career site and inviting application process.  Recruitment Marketing One intuitive platform integrates all your job promotion activities and metrics wherever they are on the web.  Powerful Analytics Personalized dashboards give everyone they need – real-time insights into what works. Jobvite drives referral hiring Increased Referral Hiring Higher Quality Candidates Referrals as source of hire Percent of applicants hired 33% 10% 28% 26% 1% 1 YR 2 YR 3 YR average referral hire = 22% all referral applicants applicants ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com
  • 13. The 6Cs of Passive Candidate Recruiting ‐ Connections  twitter.com/jobvite facebook.com/jobvite linkedin.com/company/jobvite www.jobvite.com ©2011 All Rights Reserved  The Adler Group, Inc.  www.adlerconcepts.com  info@adlerconcepts.com