Pinnacle 2012

-Danny Cahill

How Much Phone Time?Dear Danny,

It's a phone business!I have heard that so many times in my first 2 years as a recruiter.

My boss is an old school recruiter. He isn't a dinosaur or anything. We email people, text them, use LinkedIn. However his advice to me always centers around getting on the phone.

I've got the job orders and plenty to work on. My goal is to become a big biller in 2012 but what type of communication should I focus on and how much?

Most Frustrated Recruiter• “Susan has been recruiting for over 11 years.

She has enjoyed a few, intermittent years of success only to be followed by a year or two of starvation. She works through her issues of teenage daughters and aging parents with what she calls her “drink, pray, run” approach. A great recruiter is in there, hidden somewhere, deep, deep, DEEP within.”

Most Frustrated Recruiter

• “We just finished watching a video you made, I might as well have played Three Stooges movies because she does not execute. All that said she comes into the office at 9, has lunch at her desk, and leaves around 8 pm. She is earning about 40K. It has to be the most miserable way to make 40K. I am letting her down.”

“History…the point where the imperfections of memory meet the inadequacies of documentation.”

- Julian Barnes

Maybe Next Year!

88 – 95

Dumb Terminals (UNIX) to PC’s

94 – 98Embrace the internet14.4 dial up modems

Maybe Next Year!

2010 – It’s all email now

2012 – Email is dead

2011 – Facebook hits 500 million

Frictionless sharing

2012 – “Facebook in Decline”

The Joy of Quiet

The Joy of Quiet

“Black-Hole Resorts” which charge high prices precisely because you can’t get online in their rooms:

•Post Ranch Inn in Big Sur - $2,285 a night

Save Us Please!

• Internet Rescue Camps: South Korea and

China – saving kids addicted to the screen

• Freedom Software: Enables you to disable

• Intel: Quiet time every Tuesday morning

for 300 engineers and managers

Hello???

We are SO afraid no one

is listening, we create

a best friend…

Siri

Illusion of companionship without the demands of friendship.

Paradox of Choice

We want someone to tell us what to do!

A relationship:

• Where the independence is equal.

• The Dependence Mutual

• The Obligation Reciprocal

Free Won’t

Ruthless With Your Time!

• Email template replies to candidates

• Email blasts to start every search

• Only reply when necessary

• Multi-tasking is a myth!

Ruthless With Your Time!

• Blocks of Time

• Only do deep dive qualifying for pipeline

candidates

• Researcher makes plans

Ruthless With Your Time!

• Shorten emails by 50%

• We don’t read anymore, we forage for

information.

“My finest work.” - Hemingway

For sale.

Baby shoes.

Never used.

Metrics

Let’s Play

Number of Working Americans:

237 million

104 million Retired

133 million working Americans left

Let’s Play

Number of Working Americans Left:

133 million

85 million in School

48 million left

Let’s Play

Number of Working Americans Left:

48 million

29 million Working for Federal Gov.

19 million left

Let’s Play

Number of Working Americans Left:

19 million

2.8 million In the Armed Services

16.2 million left

Let’s Play

Number of Working Americans Left:

16.2 million

14.8 million Work for the State

1.4 million left

Let’s Play

Number of Working Americans Left:

1.4 million

180,000 In the Hospital

1,212,000 left

Let’s Play

Number of Working Americans Left:

1,212,000

1,211,998 In Prison

2 Working Americans Left

Momentum

• Momentum: P=MV

A product of mass and velocity

Momentum of a Job Order

(Activity – Trajectory – Time)

Team Activity Yesterday view full report

Active Employees Email Mark Call

Act - Mkt JO Rec

Call Act - Rec IS Cli

Sub Int Place

Jesse Cooper 27 15 0 0 17 4 2 0 0 0 Sean Dw yer 10 20 1 0 18 7 2 0 0 0 Beth Schneider 27 7 1 5 3 2 2 0 1 0 Rebecca DeSanto 7 29 3 0 3 3 0 1 0 0 Gerry Sorge 17 7 2 0 2 3 9 3 0 0 Jeff Vernick 30 0 0 0 0 0 2 2 5 0 Heath Herrington 11 11 1 0 12 1 2 0 0 0 Suzanne Moroz 5 0 0 0 16 2 10 1 1 0 Don Tinker 14 14 0 0 1 1 3 0 0 0 Stacey Eldredge 16 4 1 0 2 1 0 0 2 0 Kyle Sparzo 5 12 3 0 0 0 1 0 1 0 Larry Botelle 18 0 0 0 0 0 0 2 2 0 Matt Abel 9 6 0 1 3 0 1 1 0 0 Meghann Grant 15 0 1 0 0 0 1 0 1 0 Bill Tomek 7 0 0 0 4 0 2 2 0 0 Tim Flanagan 7 2 0 1 0 0 2 2 0 0 Steve Soto 5 0 0 0 3 0 1 0 1 0 Chris Harrington 6 0 0 0 0 0 2 0 0 0 Scott Tuttle 6 0 0 0 0 0 1 0 0 0 Vern Chanski 6 0 0 0 0 0 0 0 0 0 Jennifer Kuper 2 0 0 0 1 0 1 0 0 0 Lisa Iannone 3 0 0 0 0 0 0 0 0 0 Barbara Wisausky 1 0 0 0 0 0 0 0 0 0

254 127 13 7 85 24 44 14 14 0

New Data Errors Yesterday view full report

Job Title Job ID# Error Field Owner Marketing Manager 10708 salary Tim Flanagan Account Executive New York 10710 fee Beth Schneider Account Executive South West

10711 fee Beth Schneider

 Nightly Update for Friday, Jan 06

Speed is the ultimate Panacea!

Speed As Value Prop

• Speed simplifies choices

• Speed gratifies/disappoints sooner

• Speed as positive pressure

• Speed allows for “coasting”

• Speed fixing fees!

Fee Pressure Reminders

• Volume “Catch Up” rarely happens.

• All jobs require the same components and

the same deployment of resources.

• Lower level jobs are harder than high level

jobs.

DON’T FORGET

Your real power is that you can walk away!

Let’s Lose

“The Ugly American”

Job Order Method

What We’ve Become

The Web makes us

Match Centric

We must be

Referral Centric

What We Do

• We cast a wide net for companies and we target candidates.

We should do the reverse:

• Target companies and cast a wide

“referral based” net for candidates.

Resurrect “Recruiting”

LinkedIn is KILLING us!

TRUST

Must be ____________ .

(EARNED)

But it can also be created.

Vested Interest

• The Money Talk

• Suggest a counteroffer

• The “Cover Jobs” Speech

• Due Diligence Talk

Two Fear FrontsYours and Mine

Mine:

– Bad experience with another firm

– That I will waste your time

– That you’ll hold back because I have $ at stake

– Fear of change will paralyze you

– That you’ll go dark on me

MY “AH HA” Moment

Why Now??

The Return…

Of

Reference Checks

Companies Insist on Doing Their Own!

• My system/method is better

Employee

Power of 3 Peer

Boss

Reference Checks

• Test candidate seriousness

• “Available upon request”