How Active Sourcing transforms your Business

VIFOR PHARMA

Jost Gloor

+30% Sales

YTD in France (March)

Hiring the GM via Active

Sourcing!

Who is Vifor Pharma

2000

employees

250-300

hirings/year

4.5 FTE

in GSR

12-15’000

CVs/year

Who is Vifor Pharma

Global market leader in treatment of iron deficiency with IV iron

Why Active Sourcing

Why Active Sourcing

Source: MRI Network,

link

Start in 2012:

• No ATS

• No employer branding/awareness

• Lack of talent

• Behavioral change of customer

• Competition against «Big Pharma»

• Costs

Why Active Sourcing

Behavioral changes

Why Active Sourcing

#NoBestPractise

Why Active Sourcing

«Disruptive» approach

Why Active Sourcing

Social recruiting = competitive advantage

• Real insights = touchpoint management

• Persona vs. CV

• Cultural fit = optimal talent

• Personal approach vs. procurement

• Agility & speed

Why Active Sourcing

Why Active Sourcing

Source: Richard Mosley, Universum

Why Active Sourcing

Source: Socrastic SBC, www.socraticsbc.com

Word-of-mouth-recruitment-marketing

1. Give a reason to brag

2. Be unique

3. Be an expert

4. Be honest & fair

5. Be active & engage

#IamTheCompany

Why Active Sourcing

How: 4 key pillars

Strategic relevance

Processes

Recruiter 3.0 skills

Tools

“Recruitment is the only strategic part in HR!”

• Direct access to C-level

• Recruitment drives/defines the process

• “If you recruit, it’s your prio 1!” – feedback culture

• Line manager training (CBI)

How: Strategic relevance

How: Recruiter skills

Source: Lydia Abbot, Linkedin

& resilience

Simple & solid processes:

• No segmentation

• Process owner from A-Z

• No hierarchic split of recruitments

• Direct access to recruiter: Direct phone number etc.

• Rejection with reasons

• HR Marketing, Social Media within recruitment

How: Processes

Easy-t-use tool:

• Max 3 tools

• Own database > 20’000 profiles

• Future oriented (mobile)

• ATS with simple application process (no login)

• Social media: Keep focus, do one thing and do it right

How: Tools

Proof of concept!

Our careerpage:

How: Tools

• No login needed

• Direct phone numbers

• FAQ

• Fully integrated

spontaneous applications

• Graduate section with

clear info

Active sourcing via 3 channels:

How: Active sourcing

Vifor database Own network Sourcing tools

ROI

What did we achieve:

• Approx. 50 hirings per year by active sourcing

• Examples:

– GM France

– GM Nordics

– Sales Director France

– Medical Director FR & DE

– ….

ROI: Results

Cost-per-hire: Full costs/hirings

ROI: Cost per hire

-65%

We changed the game within 2 months:

ROI: Candidate source

100%

0%

Switzerland 2014

Direct

Agency

92%

8%

Intl. CS 2014

Direct

Agency

Talent reach: Potential reach/effective reach:

ROI: Talent reach

Linkedin & followers are focus #1 for WOM:

ROI: Linkedin followers

72% over average (22%):

ROI: Response rate

38%

Social Recruiting & 13’000 CHF HR Marketing budget

TOP100 best recruiters DACH

#26 in natural sciences #2 in pharma

ROI: Employer branding

#ItsStrategic

#ItsSocial

#ItsYou

#NoBestPractise

Conclusion

Conclusion

Questions