#SourceCon

Johnny CampbellFounder & CEOSocial Talent

@socialtalent

How many placements a month should a perm consultant make?

How much should a perm consultant bill per month?

4

$15k

IIdentify

C E SContact Engage Submit

Balazs Paroczay, Randstad Sourceright @TheBalazs

What % of your Search Results (I) would you normally Contact (C)?

>95%

17 per day

52 per day

Search Accuracy directly correlates with Success

Recruiting like a Sourcing Ninja

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engineer

enginer

enginner

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SSubmit

16%

26%

26%

32%

Less than 10%

Between 10% and 20%

Between 20% and 40%

More than 40%

What is a Sourcer’s average YLZWVUZL�rate from talent they ÄUK�VU� ?

The THQVYP[`�VM�:V\YJLYZ�VUS`�OLHY�IHJR�MYVT�IL[^LLU�����HUK�����VM�[OL�WHZZP]L�JHUKPKH[LZ

that they reach out to. 16% of Sourcers report such

poor response rates that they would have to reach

out to 40 people to get four replies!

Regionally, :V\YJLYZ�PU�,4,(�YLWVY[�[OL�ILZ[�YLZWVUZL�YH[LZ�^P[O�:V\YJLYZ�PU�(ZPH�7HJPÄJ�reporting the lowest.

10Social Talent | Alexander Mann Solutions Global Sourcing Survey

?>65%

How are Sourcers engaging with passive candidates?

How are Sourcersengaging with passive candidates? 38%

30%

21%

6%

4%

Connect

39%

23%Connect

EMEA

29%

37%Connect

(ZPH�7HJPÄJ

42%

27%Connect

The Americas

Other

Most Sourcers either send an InMail or add H�WHZZP]L�JHUKPKH[L�HZ�H�JVUULJ[PVU�PU�VYKLY�[V�ÄYZ[�LUNHNL�^P[O�[OLT������ÄUK�HU�LTHPS�address, while only 6% pick up the phone to try and reach them. This is stunning considering how important personal communication is in engaging potential talent.

0U�(ZPH�7HJPÄJ��^OLYL�:V\YJLYZ�HYL�T\JO�TVYL� likely to be using a free LinkedIn account, with no InMails, it’s much more likely that they will add ZVTLVUL�HZ�H�JVUULJ[PVU�HZ�H�ÄYZ[�WVPU[�VM�JVU[HJ[�

9Social Talent | Alexander Mann Solutions Global Sourcing Survey

Does Medium of Engagement effect Response Rates?

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

Finding Phone Numbers

google.com/maps

Social Talent, Dublin

What is the best time of day to send an email?

What is the best time of day to call someone?

6am

First thing

CContact

IIdentify

EEngage

SSubmit

What is the objective of your first call? Not to close them!!!

How many touch points does it typically take to close a candidate? 4

How many touch points does it typically take to close a woman? 8

You, Your, Yours V I, We, Our

$1.50

1 minute of lost productivity costs:

$22,500 per annum

1 hr of lost productivity each day costs:

are all seeing higher net fee income from their sourcing ninjas!

“Since undertaking Social Talent training, Alexander Mann Solutions have seen a 31% increase in recruiter productivity” Justin Jamieson Global Sourcing Performance & Effectiveness Lead

“Social Talent’s platform has been a fantastic ROI – 20% increase in number of placements post training” Gavin Speirs, Chief Executive Officer

#SourceCon

Johnny CampbellFounder & CEOSocial Talent

@socialtalent