Recruit Like FBI Agents: The Original Social Engineers ... Like FBI Agents: The Original Social...
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The Art of Connecting Recruit Like FBI Agents: The Original Social Engineers Conni LaDouceur
Transcript of Recruit Like FBI Agents: The Original Social Engineers ... Like FBI Agents: The Original Social...
The Art of ConnectingRecruit Like FBI Agents:
The Original Social Engineers
Conni LaDouceur
Customized, on-target research search firms WW
• Demonstrated passion for the hunt since 1985
• Mastered phone sourcing @ Heidrick & Struggles
• 10 Research Professionals in Baltimore, MD
Conni LaDouceurPresident, Chief Sourcing Strategist and Trainer sourcingguru
• Customized, on-target talent identification
• Candidate Development, expert vetting and
compelling
• Empowered Training, Search/Research
Success™ by ExecuQuest
ExecuQuest Corp. Clients
26%of long term success
is due to intelligence
and skills
74%is attributable to
mindset
Individual Auditors from NYC 2:09
VP, Corporate Audit, Corporate Yellow Leadership Directory,
called and asked to speak with another individual in corporate audit
VP, Corporate Audit [email protected] (mgs 17 thru 4 directly)
Associate Director, CAD Financial Operations [email protected]
(co-manages 11; working in teams of 5 on most projects)
Associate Director, CAD Fin’l Opns [email protected] (co-mgs 11)
Associate Director, CAD Fin’l Opns [email protected] m (co-mgs 11)
Associate Director, IT
212-XXX-2138 Sr. Auditor, CAD [email protected]
212-XXX-2798 Sr. Auditor, CAD [email protected]
212-XXX-2488 Sr. Auditor, CAD [email protected]
212-XXX-3655 Sr. Auditor, CAD [email protected]
London Sr. Auditor, CAD [email protected]
Direct, Disarming Dialogue
Material Copyright
2012 6
C. LaDouceur, 410-667-8400, [email protected]
April 2012
YFSI: Yield for Sourcing Investment
6 not on
From
client’s most
desirable TC
11 on-target
names in
< 30 minutes
Efficient Talent Sourcing
Nursing Supervisors 1:41
Listen carefully: what are my observations?
• What was said first, next…
• How were questions answered?
• What did the call yield?
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Social Engineering
While amazing and complex, it is also very simple.
The perfect blend of
Science Psycholog
yArt
NLP: Neuro-linguistics programming
Highlight
Objective
Qualifiers
Ask for one
thing at a
time
Don’t ask
Yes or No
QuestionsThank you!
Obtain
NAMES
First
Follow up a
Question
with a Q
Who needsphone sourcing?
Is there still a
War for Talent?
2
The Intake MeetingAs Recruiting SME/Consultant:
What should I take to the meeting?Competitors recruiting for the same talent, heat maps,
potential profiles, best target cos., associations/attendee
lists, comp analyses, etc.
What will I take from the meeting?Nice-to-haves, compelling reasons, qualifying Qs,
# reports, counterparts known to client, do-not-
contacts, SLA/timeline, etc.
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Post and pray… or…
Post and curse!
Narrow your Search
QUALITY
OVER QUANTITY
The Targeted Approach
Previous Research
Secondary Research
Our Adjunct
Employees
Value-added
Telephone Research
Do not reinvent
the wheel!
Previous offer
candidates and
previous
incumbents
FB
Attendee Lists
Yatedo
Hoovers
Data.com
Indeed
Factiva
Corp/Fin’l Lead Dirs
MLS Librarians!
BPL, 617-859-2142
Pharma/Philly
Tech/San Jose
Lib of Congress
NYPL/Brooklyn
Build a valuable
original talent
library with
competitive org
charts
1 2 3 4
From: [email protected]
Sent: April 4, 2016 9:37 PM
Subject: Big-time Os fans, see attached
Hi, Just had to send you this picture of our son, Jesse String, and grandson, Otto
String, in Los Angeles, on Opening Day. They LOVE you!!
GO O's!!! Conni String
From: John Angelos [mailto:[email protected]]
Sent: Monday, April 04, 2016 10:06 PM
To: Conni String <[email protected]>
Subject: Re: Big-time Os fans, see attached
Thanks Conni. Good day to be an O's fan, for everyone.
Take care John Angelos
COO and EVP, Baltimore Orioles, President and COO, MASN, Mid-Atlantic Sports
Network
[email protected], [email protected]
M: 410.340.8364 O: 410.547.3079
Title Name
Vice President Of Technology Jim Naylor
Software Engineer Le Chung
Software Engineer Faizal Khan
Product Manager Dori Merifield
Software Engineer Stephanie Byrd
Project Manager/Product Development/Operations Emily Baraan
Software Engineer Lorenz Verzosa
Director Business Analytics Nataliya Sayko
Director Product Management Bradley Spannbauer
Manager, It John Kuo
Technical Lead Aidan Short
Network Manager Evvy Mankowitz
Associate Business Analyst Jennifer Han
Creative Sourcing:
Our Tax Dollars At WorkLibrarians and government databases are a
great source of information
Our client needed to know of chemical plants
with certain production power and NAICS
code
in a certain location.
ResourceUSA and Hoovers not cutting it?
Try the EPA!
http://iaspub.epa.gov/triexplorer/tri_release.fa
cility
A search on an EPA database to record chemical emissions can
give us location, industry, size of plant by emissions released –
as well as names and contact numbers. Don’t forget Uncle Sam!
Mandarin-speaking CPG
Marketing Talent
Talent
Name Company Title City ST
Chen, GaoNewell
Rubbermaid Inc.Director of Marketing Atlanta GA
Chen, HeidiLVMH Moët Hennessy -
Louis Vuitton
Global Senior Brand Manager,
Officer Premise aNew York NY
Liang,
Jeanette
The Estee Lauder
Companies Inc.
Executive Director, Global Digital
MarketingNew York NY
Liu, HenryThe Estee Lauder
Companies Inc.
Executive Director, New Brand
DevelopmentNew York NY
Huang, LilyThe Procter & Gamble
Company
Company Marketing Research
ManagerCincinnati OH
Wang, Richard The Coca-Cola Company
BrandDirector of The Fanta Brand Atlanta GA
Wu, Peggy Avon Products, Inc.Associate Brand Manager, Global
SkincareNew York NY
Zhang, AlvinThe Procter & Gamble
CompanyAssistant Brand Manager Cincinnati OH
Wanted Analytics Job Heat Map Mechanical Reliability Engineer
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Name TitleReports
toEmail
Primary
PhoneCity ST Country
Jill Brannon Sr VP Sales Brannonjill.brannon
@fedex.com901-434-4677 Memphis TN USA
Robert
Baldwin
Director
SalesBrannon
rabaldwin@f
edex.com860-830-0800 Wallingford CT USA
Adrian
BecerraMD Sales Brannon
adrian.becer
m
+52 33
32683661Guadalajara Mexico
Ingmar
Bergman
VP Sales
EUBrannon
ibergman@f
edex.com
+49 17 06 32
86 39Neu-Isenburg AL Germany
Sandrine
BuissonMD Sales Brannon
sbuisson@f
edex.com
+00322
7527873Brussels Belgium
Patrick
Charles
Director
SalesBrannon
jpcharles@f
edex.com317-223-4229 Indianapolis IN USA
Jaideep
Chauhan
Global Bus
Dev DirectorBrannon
jchauhan@f
edex.com630-875-6517
Elk Grove
VillageIL USA
The telephone drives our recruiting efforts
while technology supports us
What do I want to know?
What questions will I ask?
How much information
am I aiming for?
Push the envelope!
Get as MUCH as you can:
names, titles, reporting relationships, direct
dial and cell phone numbers, email addresses
and previous incumbent, # of reports, etc.
gonna call?Who ya
Top-down?Bottom-up?
Peer-to-peer?
Direct, Disarming Dialogue
Position profile responsibilities:
Objective Qualifiers
WHO is responsible for (OQs) …?
“
Utilize the
pa seto your advantage
Thank you…
What exactly is
his title please?
When titles are identical…
“
And who does she
report to please?
“That’s not the name I recall…
How long has XX been in the role?
Who did he replace?
Where is he now?”
ASK TIMES
“
“But…
WHO are you?
and WHY are you calling?
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Faith is bigger than fear!
”That’s still me” BUSTED!
Search
: Target:
“Delivering the user persona ID, experience
vision, UI architecture and interaction design”
Advanced Search: 10 results
“user experience”, 94301 zip, Director, Facebook
XX, Dir of Design, and ex-Sr. Mgr,
User Experience and Design at eBay
Senior UX Design Leaders 1:41
Objective Qualifiers:
Impress Your Client!
Search
: Target:
Senior UX Design Leader
Search: Principal Client Services Manager
Target Company: RPO Team @Telefonica, London
OQs: “Onsite management of the Recruitment Teams’ delivery
of the best practice operating model for the account”
Advanced Search: “Telefonica OR O2”, UK, “Ochre House” current: 19 results
Called Telefonica PA to Lorraine Horne, who was unavailable, asked for Post Room. The kind gentleman provided all 36
names in Resourcing who report to Lorraine Horne without asking who I was. Subsequently called Ochre House
for titles and reporting relationships.
YFRI: 15 of the 36 on-target names were UN-findable on
LI nor could be identified via smartest search strings.
The Mail Room Knows EVERYONE!!
April 2012 C. LaDouceur, 410-667-8400, [email protected]
Material
Copyright 2012
, Medical Affairs: a limited talent pool:
VP, Medical Affairs’ name from Corporate Yellow Book, Dr. XXX,
answered his own phone and provided name resp. for medical affairs,
specific to "protocol development for smoking cessation”: (1:39)
Name: Dr. XXX
Title: Assoc. Director, Global Medical Affairs
Who she reported to: XXX
How many she manages: 1 person
Confirmed the qualifier: “smoking cessation”
How long in the role: new to the company and that no predecessor.
Subsequent call obtained direct dial, cell # and email.
Top-Down: Only If You Dare
Material Copyright
2012 43
C. LaDouceur, 410-667-8400, [email protected]
April 2012
Search: Service Technicians and Advisors, Austin
Did not conduct LI search, just called Group 1
phone numbers near Austin, 73301
OQs: “Conducting multi-point inspections and
diagnosing the cause of any malfunction””
Top-Down: Only If You Dare
Are Aerospace Structural Stress
Engineers on ??
Bill Brock Space Systems Engineer
Dan Hector Lead Engineer/Analysis Integrator
Joseph Henderson Aerospace Engineer
Kevin Langone Aerodynamics Engineer IV
Moses Liebowitz MGSE Design Engineer
Jim Nelson Senior Manager, Stress Analysis
Dan Rankin Structural Engineer
Tim Reeves Structural Analysis Manager
Jorge Luis Valenzuela Acting Manager & Structural Engineer
The Kindness of Strangers
The President’s AA or other
executives’ AAs
Human Resources: could you
check an org chart please?
The 800 # (call repeatedly and
after hours)
Ask the Operator:
What # to call to dial by name?
Media Relations The Mail Room
Another regional office
vs headquarters
Loading Dock or Shipping and
Receiving for the facility
The Help Desk or the Copy
Center
Investor Relations
and/or Corporate
Library
Marketing Communications
Accounts Payable
The Comfort-Zone Challenge™
Safety
Comfort
Confidence
Known
Trust
Present
Comfort Zone
Excited, nervous,
anxious
The Unknown
New Expanded
Comfort Zone
Leap of faith, courage
Take the challenge and up your game!Become AUDACIOUS!
*Audacious: bold, courageous,
creative, enterprising, tenacious,
undaunted!!
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Muster Your
MOJO!
Now that you’ve found them,
get them placed!
Would you rather call
50 people to network with or
the 5 most qualified
individuals?
Most Qualified or Most Available?Let’s have a show of hands…
Time is $$: the 1-2 PunchSchedule 6 am email, call at 8:30 and 4 pmYesware, Chrome ext. tracks emails and opens
Call priority candidates first thing each morning:
THEY are my most important calls
After leaving VM, 0#, ask if he/she is in today
and ask for his/her cell phone number
Call throughout the day and catch
him or her at their desks
What impression am I creating via
my professional persistence?
I’m not interested…
“That’s exactly why we should
talk”
“I encourage you to take a look
at this oppt’y until you know
what you are saying no to”
“Do you see yourself as open-minded
enough to consider a new opportunity?”
“Don’t you owe it to your career to consider this outstanding
opportunity?”
ʻ̒
Recoms for Qualified IndividualsDon’t ask: CAN you recommend someone?
What 3 people do you consider BEST at this?
Who did you replace? Where is he/she now?
Who have you interviewed for this role
whom you thought was great?
Who is the best manager you have worked for?
How can I identify you online? (FDA Patents)
“
What about diversity candidates?
We want to consider the most diversified roster of talent
we can to increase our representation of ________.
Who can you suggest who would meet that need?
It’s all about TIME
If I’m online, who can I be
calling?
When I’m on the phone, what
can I be researching online?
Measure time vs. yield, critical
to measuring performance and
repeating success
Commit to
a new learning!
Conni LaDouceur | [email protected]
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What is our ROI from this database and that
job board vs. the FREE, forgotten phone??
