Zoom Info Case Study Nov 2010 Handout V2

ZoomInfo Case Study – Hiring Achievers

©2010. All Rights Reserved. The Adler Group, Inc. www.adlerconcepts.com [email protected]

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Hiring High AchieversA Case Study

Hiring High AchieversA Case Study

©2010. All Rights Reserved. The Adler Group, Inc.

www.adlerconcepts.com



Overview/AgendaOverview/Agenda

• Early-bird Sourcing Strategy

• Are your tactics aligned with your strategies?

• Why you must turn jobs into careers in order to attract the best

• Case-study – VP HR– Importance of messaging

– Find the intrinsic motivator

– Expand the network

The Early-bird Sourcing StrategyThe Early-bird Sourcing StrategyChange in Growth, Impact, and Satisfaction Over Time

High Achiever Pattern

82% 18%

Explorers Tiptoers Searchers NetworkersHunters &

Posters

ProprietaryTalent Pool

Good to Better Job

44% 18%16%

22%



The Early-bird Sourcing StrategyThe Early-bird Sourcing Strategy

ProprietaryTalent Pool

Good to Better Job

High Achiever Pattern

Career Move Better Job Good Job Lateral Any Job

Early-bird Requirements Are tactics aligned with strategies?

Focused messagingStrong recruiters & involved hiring

managers

Explorers Tiptoers Searchers NetworkersHunters &

Posters

44% 18%16%

22%

Change in Growth, Impact, and Satisfaction Over Time

82% 18%

Sourcing Strategies by StatusSourcing Strategies by Status

Compelling Outbound

CRM

ZoomInfoEmail

Cherry PickNetworkPERP2

PERPNetworking

Nodes

SEO/SEMHubs

Compelling Niche

Boards

ERP & Boring Job

DescriptionsGeneric

Boards & Boring Ads

InboundOutbound



Job DescriptionSkills, experience, competencies and responsibilities.

This a lateral transfer. Targets active candidates

only.

Turn Jobs into CareersTurn Jobs into Careers

PerformanceProfile

What do the best do?Build team

Improve processComplete project

Short term component of a career move -

DOING, not the HAVING

What’s the EVP?Why would a top, fully-employed person take

this position? Impact, Growth, Company

Long term component of a career move – the

becoming!Need both … to raise talent barNeed both … to raise talent bar

How to Write a Email or AdHow to Write a Email or Ad

Lead with EVP DOING HavingLead with EVP DOING Having



VP HR Performance ProfileVP HR Performance Profile

• Take a lead role on integration of new acquisitions.

• Convert the new HR department into a high-impact, high-value resource.

• Lead corporate compensation initiative.

• Implement a raising the bar talent program.

• Provide business-level HR guidance to all functions and departments.

• Assist in the sales expansion into Europe.

• Work closely with the senior management team in developing a global manufacturing and distribution strategy.



The LinkedIn Cherry Picker Networking

TechniqueUse for PERP and Close

Connections

The LinkedIn Cherry Picker Networking

TechniqueUse for PERP and Close

Connections



What’s Intrinsic Motivator?What’s Intrinsic Motivator?

• Ask “why would a top person want this job?”

• Internal: learn, do, become

• External: impact company, customer, society

Take over the Rebuilding of Philly’s

Inner CityAn Open Letter to

My Next VP HR

Recruiting Project ChecklistRecruiting Project Checklist

Sourcing • Prepare PP & EVP

• Candidate Persona

• Sourcing Plan

• Develop messages

• Name generation

• Merged emails

• Networking

• Screen for Achievers

• Cherry Pick w/LinkedIn

Recruiting & Hiring• Phone Interview

• Look for career gaps

• Career-based Decision-making

• On-site interviews

• Formal debriefing w/10-factor scorecard

• Negotiate, Close

• PP for on-boarding



Performance-based HiringPerformance-based Hiring

Align sourcing strategies with hiring tactics

Implement an early-bird sourcing strategy

Prepare performance profile and EVP

Use ZoomInfo export with creative messaging

Network with everyone to reach Explorers

Performance-based HiringPerformance-based Hiring

Align sourcing strategies with hiring tactics

Implement an early-bird sourcing strategy

Prepare performance profile and EVP

Use ZoomInfo export with creative messaging

Network with everyone to reach Explorers

Recruiter Boot Camp Tour Dec 1, San Jose

Audit Module 1- Dec 10

Hybrid Search/Training

Recruiter 2012 Project

[email protected]

Questions?

Documents

Zoom Info Case Study Nov 2010 Handout V2