Luci Gomes-Bickunas   Talent Acquisition Specialist at ADP  www.linkedin.com/in/lucigomesbickunas  @Lucigb

  Matt LeBlanc   Senior Sourcer at ADP  www.linkedin.com/in/mattleblanc  @MatthewJLeBlanc

  Becky Mohr,   Manager, Global Sourcing at SapientNitro  http://www.linkedin.com/in/rebeccamohr  @mohrbecky 

Long Term Courting in the Recruiting World

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#intalent

Agenda

Introduction of Speakers

Long Term Courting Philosophy: Wooing

Long Term Courting Application: Tools, Messaging, and Examples

Closing

Q&A

Introduction of Speakers

#intalent

SapientNitro = A new breed of agency for an always on world

Clients include: Jeep, Fiat, Dunkin Donuts, Hyatt, LeBron James, Maybelline

11,000 employees globally

Hires: Creative, Technology, Account Management, PM, Strategy, and Support

Hiring Model (non-India)

1,300 annually

Just-in-time recruitment model

Hiring team of 95, globally

#intalent

Becky Mohr: SapientNitro

With Sapient for 3.5 years Manages “Onshore Sourcing,” 10 people in North America and the UK. Co-manages “Global Sourcing,” 25 people

Sourcing = Two equal areas of focus Candidate generation Candidate engagement

Email address: bmohr@sapient.com

#intalent

More than just a payroll company

58,000+ employees globally

Serve about 600k organizations in 125+ countries

Over 80% of FORTUNE 500 companies and more than 90 FORTUNE 100 companies use at least one of our services

FORTUNE 500: Ranked 269 (2012)

US hiring model

Hires: Everything and then some

10,000+ hires annually

Staffing team of 130+

#intalent

Luci Gomes-Bickunas: ADP

2 ½ years at ADP; 10 years of recruiting/sourcing experience

Team Lead with ADP managing 2 virtual teams in US and India

Experience with sourcing for SAP Professionals in Canada, US, Mexico, Brazil and Argentina

PHR Certified, Completed 6 AIRS Certifications and LinkedIn Recruiter Certified Coach

Speak 5 different languages

Proficient at hiring candidates that require wooing for 24-36 months

Email address: luci.gomesbickunas@adp.com

#intalent

Matt LeBlanc: ADP

The three rules to recruit by:

The difficult takes time, the impossible just takes a little longer.

Impossible is just another word for inconvenient.

Wooing candidates who are not UNDER qualified for their qualifications.

Email address: matthew.leblanc@adp.com

Long Term Courting: Philosophy

 Wooing

#intalent

1.) try to gain the love of, especially with a view to

marriage

2.) seek the favor, support, or custom of– Oxford Dictionary

Woo

#intalent

Passive Candidates Require Woo’ing

Passive candidates = essential 40% of our hires are Sapient-sourced Up to 50% of sourced candidates are passive

Passive Candidates = difficult to engage

#intalent

Passive Candidates are like a recently single attractive lady

#intalent

Passive Candidates Require Woo’ing

Passive candidates are essential 40% of our hires are Sapient-sourced, vs. just 10% are applicants Up to 50% of Sapient-sourced candidates are passive

Passive Candidates = difficult to engage

Long term woo’ing Creates a stream of touch points Successfully sets up an eventual close Creates more passive candidates Creates more active candidates

How to achieve success in woo’ing The Qualities of a Successful Suitor

#intalent

The Qualities of a Successful Suitor

Consistency

Memory

Desirability

Trustworthiness

Consistency The Qualities of a Successful Suitor

#intalent

Consistency

Consistent messaging

Personalized messaging

Varied channels

Time and effort dedicated to relationship building

 The Qualities of a Successful Suitor

Memory The Qualities of a Successful Suitor

#intalent

Memory

Perfect memory of general and personal candidate information

Proper treatment of candidates ‘in-cycle’ at any stage (Exclusion in email blasts)

Recruiter ownership over candidates

 The Qualities of a Successful Suitor

Desirability  The Qualities of a Successful Suitor

#intalent

Desirability

Targeted employment branding

Defined company culture

Visible thought-leadership

Relating the candidate to the brand

 The Qualities of a Successful Suitor

Trustworthiness The Qualities of a Successful Suitor

#intalent

Trustworthiness

Listen, take notes, and remembering

Follow/network with them on social media

Provide consultative value to candidates

Prove consistent honesty, patience, and care for the candidate, and be rewarded with a easy close.

 The Qualities of a Successful Suitor

Long Term Courting Applications:

 Tools, Messaging, Examples

Tools Of The (Wooing) Trade

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Why Tools Are Needed in Wooing

Uncovering Candidate Information

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Finding Out More About The Candidate

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Finding Out More About The Candidate

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Finding Out More About The Candidate

Uncovering Stories To Share

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Goals Of Your Research

What content (surveyed) people want:

92% interesting content

84% humor

66% personal connection

to be the most interesting recruiter in the world….

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#intalent

Google Alerts

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Subscriptions

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SocialMention

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Topsy

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Easy Sharing On LinkedIn

LinkedIn Recruiter Tools - A Recruiter’s Best Friend

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LinkedIn Recruiter Tools

Messaging Guidelines

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Messaging – What To Say

“Passive candidates are not really as passive as they say they are, like active candidates, they are more than willing to listen. The big difference being, they are more selective” - Steve Guine, National Director of Staffing at IIT.

Successful Sourcer =

#intalent

Constant Communication & Hand Holding

Relationships based on trust lead to hires even if it is 24-36 months down the road!

Messaging: Real World Examples

#intalent

Messaging: The Act of Woo’ingDear ___,

I am a Recruiter with Automatic Data Processing, Inc. (Nasdaq: ADP), a $10 billion business process outsourcing company. I would like to introduce myself to you in hopes of networking and getting some guidance from you.

I saw your profile and was very impressed with your background! Your multiple years of SAP PY experience are the type of expertise we search for. I was hoping that with your vast knowledge of SAP PY you would be able to help me in my search.

We are currently recruiting for full time SAP Payroll Lead Consultants with US and Canadian payroll experience. THIS IS A REMOTE/VIRTUAL WORK FROM HOME OPPORTUNITY WITH MINIMUM TRAVEL. I was hoping you knew of someone in the industry who could be interested and meets these qualifications, please contact me to discuss further.

You could find more information about ADP GlobalView at http://globalview.adp.com.

Thank you for your time and I look forward to your reply!

Luci

#intalent

Messaging: The Act of Woo’ing

Dear ___,

Just wanted to send a quick note to say hello and see how everything is going with the new baby, he should be almost 4 months old soon, I remember how hard it was for the first year of being a parent, so wanted to let you know I am thinking of you. I can only imagine how hard it must be on you and your whole family to be travelling all the time and missing so much of baby Jake’s life.

Hope all is well and best regards to the family.

Luci

#intalent

Messaging: The Act of Woo’ing

Hey ___,

Just saw that SAP is hosting a great webinar next week on Configuring the PY module; I remember you mentioning how you wanted to grow your skillset on that module and thought you may be interested.

Here is the info:

Let me know if the webinar was helpful!

Luci

#intalent

Messaging: The Act of Woo’ing

Dear ___,

Have a great position that will be opening soon for an SAP Team Lead with 10% travel (3-4 trips a year); which differs greatly from your current travel schedule of every week. I thought of you right away since I know how much easier this would be on your family. I believe your current project will be ending within the next couple of months…so just wanted to run this by you first and see if you would be interested in discussing before we go live with advertising it.

Let me know your thoughts!

Thanks,

Luci

Closing

#intalent

Time and Commitment

Be the bridge

Engage them in conversation

Take excellent notes

Provide them with articles or information