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Raikes offered career advice, drawing on his farming experience. "What everybody wants to do is drive the tractor. But there are lots of days when you have to scoop up the manure."

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Jeff Raikes, CEOBill & Melinda Gates Foundation

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"What everybody wants to do is drive the tractor. But there are lots of days when you have to scoop up the manure.“ Jeff Raikes

Raikes Family Farm

Jeff's Tractor Seat Wall

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#HCIPipedreams

“tractor days” vs. “stall cleaning days”

Key Takeaway

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VUCA (Volatility, Uncertainty, Complexity, Ambiguity) = New Normal—John Sullivan

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#HCIPipedreams

Key Takeaway

VUCA is the “new normal”

hast tag

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Employee Referral28%

Career Web Site19%

Job Boards (Postings & Resume DB)

26%

Direct Sourcing

5%

College7%

Temp to Hire2%

3rd Party2%

Other2%

Print2% Career Fairs

2%Walk-ins

0%Rehires

3%

Source of Hire

Source: 2010 Sources of Hire CareerXroads March 2011

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Employee

Referral28%

Career Web Site19%

Job

Boards (Post & Resume DB)

26%

Di-rect

Sourcing5%

Source of External Hire-CareerXroads March 2011

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Employee

Referral28%

Career Web Site19%

Job

Boards (Post & Resume DB)

26%

Di-rect

Sourcing5%

Source of External Hire-CareerXroads March 2011

35-40%

15-20%

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Strategic Sourcing Opportunity

Increase direct sourcing hires by 10-15% in 2012–Talent is easy to identify--world getting smaller & more social–Talent is open to change–Talent is open to engage—be prepared for New Rules of Engagement

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Talent Is Easy To Identify—The World Is Getting Smaller &

More Social

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Talent Is Easy To Identify—6 degrees

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Dave Mendoza's friend’s friend

My

friend’s

friend

Talent Is Easy To Identify-4.74 degrees

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240 million users in the USA & Nielsen estimates are that social media & blog sites reach 80% of the active USA users

Talent Is Easy To Identify

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Talent Is Easy To Identify

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Talent Is Easy To Identify

84% of Job Seekers35% of Job Seekers39% of Job Seekers

Nearly 1/3 of job seekers (31%) have a profile on all three networks. MBAOnline.com 2011

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Talent Is Easy To Identify

MBAOnline.com 2011

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#HCIPipedreams

Key Takeaway

Talent Is Easy To Identify—World Is Smaller & Social

hast tag

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CareerBuilder 2011

Talent Is Open To Change

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Do you plan to pursue new job opportunities in 2012?

2011 2010 2009

Yes, I intend to actively seek a new position.

84% 84% 60%

Maybe, so I’m networking.  9%  8% 21%

Not likely, but I’ve updated my resume.

 2%  3%  6%

No, I intend to stay in current position.

 5%  5% 13%Right Management 2011

84% of the employees polled said they plan to look for a new position in 2012

Talent Is Open To Change

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#HCIPipedreams

Key Takeaway

Talent Is Open to Change in 2012

hast tag

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Need Rules of Engagement

Corporate recruiting is the only B to C endeavor on the planet that invites 100 people to a party, then makes 95 of them stand out in the rain

—David Earle

Staffing.org 20112011 Corporate Recruiting Reports Candidate Attitudes & Behaviors

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New Rules of Engagement

Staffing.org 20112011 Corporate Recruiting Reports Candidate Attitudes & Behaviors

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Rules of Engagement

Tell me more Of course I’ll keep looking

Tell me the truth Mobility is a good career move

It’s my life, not yours Don’t waste my time

Staffing.org 20112011 Corporate Recruiting Reports Candidate Attitudes & Behaviors

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Staffing.org 2011

Rules of Engagement

2011 Corporate Recruiting Reports Candidate Attitudes & Behaviors

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#HCIPipedreams

Key Takeaway

Talent Open to Engage—Be Aware of New Rules

hast tag

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Think Big! Math Camp! New Norm!

Great Opportunity in 2012

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Amazon River

-Tributaries-Confluence-Fishery

EcosystemPeru

Brazil

Ecuador

Columbia Venezuela

Guyana

Bolivia

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Amazon River Ecosystem

Tributaries

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Amazon River Ecosystem

Tributaries

Rio Negro Amazon River

Rio Solimoes

Several Tributaries or Merge to Form Amazon River

Rio Uatuma

Tapajo

sXingu

Mad

eira

Rio Branco

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Amazon River Ecosystem

Tributaries

Rio Negro Amazon River

Rio Solimoes

Each Tributary is UniqueRio Uatuma

Tapajo

sXingu

Mad

eira

Rio Branco

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Amazon River Ecosystem

Tributaries Conflue

nce

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Amazon River Ecosystem

Tributaries

Rio Negro Amazon River

Rio Solimoes

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Amazon River Ecosystem

Tributaries

Rio NegroAmazon River

Rio Solimoes

Confluence

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Rio Negro

Rio Solimoes

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Rio Negro

Rio Solimoes

This phenomenon is due to the differences in temperature, speed and water density

Rio Negro Rio Solimoes

2 KM Per Hour

5-6 KM Per Hour

28 Degree Water Temp

22 Degree Water Temp

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Rio Solimoes

Rio Negro

Rio Negro

Rio Solimoes

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Amazon River Ecosystem

Tributaries

Rio Negro Amazon River

Rio Solimoes

Fishery can be UniqueRio Uatuma

Tapajo

sXingu

Mad

eira

Rio Branco

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Tributaries

Rio Negro Amazon River

Rio Solimoes

Amazon River EcosystemFishery can be Unique

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What is we to think about the Amazon Ecosystem as a metaphor for recruiting?

Parallels in Recruiting to:–Tributaries or Channels–Confluence–Fishing Holes

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Tributaries

become

the

respective

Channels

TalentStream Ecosystem

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Confluence

TalentStream EcosystemConfluenc

e between

traditiona

l and new

media channels

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Social MediaJob Boards & Aggregators

Job Boards & AggregatorsSocial Media

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Amazon River Ecosystem

Rio Negro Amazon River

Rio Solimoes

Fishing Holes

Rio Uatuma

Tapajo

sXingu

Mad

eira

Rio Branco

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Confluence

TalentStream Ecosystem

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TalentStream

• Aggregation of tributaries or channels

• Fishing holes or Talent Pools• Confluence or Convergence

of channels—each has its unique ecosystem–Different types of media–Different types of prospects

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Sourcing Opportunity• Confluence of active & passive

prospects–Juncture of what used to be known as active and passive candidates

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0

5

10

15

20

25

30

Very Active, 10%

Somewhat Active,

22%

Both Active & Passive,

28%

Somewhat Passive, 22%

Very Passive, 16%

Talent Market Distribution of Employed Prospects

72% of Talent Market

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About 60%-72% of all currently employed workers, or more than 84 million people are neither active or passive job seekers

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#HCIPipedreams

Key Takeaway

Think big-fish the vast talent pools

hast tag

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Old Math

New Math Just Math

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Old MathRule of 10X10• 10X10 = 10

Sendouts by 10 AM• 3 interviews per

job—81% chance of filling

• 5, 6 or 7 placements per week

• 250 new job orders per month from 1000+ customer mailer

• 20+ placements per month

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Old MathRule of 20• Name Generation

Activities garner 500+ Prospects

• 20% of those prospects or (100) will be interested in a discussion.

• 20% of those prospects or (20) interested in talking with us.

• 20% of this group or (4) will be qualified, interested and available

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New MathMetrics-Hiring Funnel•1:100 prospects are (Qualified to Interview)•1:10 targets identified will become prospects•1:5 candidates will be offered a jobs•90+% off extended offers will be accepted

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New MathMetrics-Email Campaign• 2500 targets (20 hrs.

per 1000 resumes to harvest)

• Sent 4 emails• 39% Click Through Rate

(CTR)• Quick: 53% of

respondents acted within 24 hours

• >2.5 times more visitors

• >3.5 times more prospects

• 32 Interviews• 8 hires

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New MathMetrics-Live Event• Target (1000)• RSVP -8%•Guests – 5%• Screen -40%• Interview-41% of prospects•Hires - 2 (+ 2 over the next year)

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New MathMetrics-Talent Supply (Hardware Engineer)• 620,000 multi-

disciplined engineers

• 19,000 hardware engineers

• 2500 reliability engineers

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New MathMetrics-Talent Supply (Software Engineer)• 1.6 million software

engineers• 1.0 million have

experience• 128,000 qualified,

interested & available to interview

• Offer to 24,000+ (5:3:1 funnel numbers)

• Hire 22,000+ (92% acceptance rate)

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New MathCross-functional Approach• 10% of website

visitors or searchers are ready to engage, or opt-in right away

• Over the course of the subsequent 12 months, with the right value-added communication, that number skyrockets to 87% 2004).

BtoB Magazine 2004

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Just Math• Segment &

measure target audience

• Iterative engagement

• Measure everything

• Predictive Analytics

• Strategic decision making

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Just MathCompetitive Response- Case Study• Target Company-

European Communications

• 1592 engineers-inmails• 687 visitors (43%CTR)• Responses 242 (35%

CTR took action)• 187 prospects• 59 candidates• 3 immediate hires30-day update; 2 sourcers did this work

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#HCIPipedreams

Key Takeaway

Do the math-ROI from sourcing is predictable

hast tag

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Lessons from Cheers

• Where everyone knows your name = community

• Relationships = mutual trust• Cheers is a “Third Place” (Ray

Oldenburg)• Third Place—a place other than home

or work that offers community; i.e. coffee shop, library, etc.

• Online Communities on Social Platforms are Virtual Third Places

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Virtual Third Places = New Norm

• Social Revolution • Affinity Segmentation• Openness to Engagement• Facebook Friends & Fan Pages• Twitter Followers• Industry Aggregated Blogs• Circles on Google+• LinkedIn Groups

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New Norm Rules

• Good Citizen of Virtual Community• The Target Audience Makes

the Rules• The Community Grants

Permission• Bring Value to Community

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Key Terms in TalentStream

Job

Profiles

ChannelsTarget

Audience

Interested Prospects

decision

Outreach

Workforce Plan

Social Networks

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Workforce Intelligence

Target Audience Research

Workforce Plan

Target Audience

Talent Network (J2W or TalentBrew)

ATS

Job

Profiles

Channels

Talent Community

decision

decision

Candidate Slates

(Recruiters)

Interested Prospects

apply

Apply

SEO/SEM

Social Networks

CRMJob

Boards

Targeted Sourcing

Initiatives

Career Site

ERP & Alumni

Events

Ongoing Iterative Outreach

(TalentStream)

Outreach

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Workforce Intelligence

Target Audience Research

Workforce Plan

Target Audience

Talent Network (J2W or TalentBrew)

ATS

Job

Profiles

Channels

Talent Community

decision

decision

Candidate Slates

(Recruiters)

Interested Prospects

apply

Apply

SEO/SEM

Social Networks

CRMJob

Boards

Targeted Sourcing

Initiatives

Career Site

ERP & Alumni

Events

Ongoing Iterative Outreach

(TalentStream)

Outreach

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#HCIPipedreams

Key Takeaway

New Norm-community building in talent pools

hast tag

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Spreading of Ideas

Rensselaer Polytechnic Institute discovered:• 10% of population holds an

unshakeable idea, then that idea is always adopted by the society

• Not everyone in a society had to be spoken with...word of mouth, etc.Talent Community Development (LinkedIn Group))

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@talentcommunitiy

http://www.linkedin.com/in/marvsmith

http://www.facebook.com/#!/marvin.smith

Talent Community Development (LinkedIn Group)

[email protected]

https://plus.google.com/u/0/?tab=XX#s/marvin%20smith