A New World of Recruiting and Talent Management Using an Integrated Contact Relationship Management

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A New World of Recruiting and Talent Management
Using an Integrated Contact Relationship
Management (CRM) Platform
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What CRM is Not

• Just about remembering peoples birthdays
• Just about sending out mass emails
• Just about a resume pool
• Just about tracking calls
• Just about creating busy work for recruiters

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Think Outside the 30 Year Old Box

• The ATS Model Has Had Its Turn, Now Move Over

• Sharing Information in a Collaborative
  Environment
• Integration of
• People
• Programs
• History
• Quick Adaption to Business Requirements at Low
  _ Cost with Little IT Support
• Adding 3rd Party Applications Tools

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CRM Connects the Dots

• One UserOne ApplicationMultiple Views

1) Sourcing Recruiting
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CRM Connects the Dots

• One UserOne ApplicationMultiple Views

2) University Recruiting

• Universities
• Students
• Departments
• Professors
• Majors
• Administrative Personnel
• Career Fairs
• Attendance ROI

• Sourcing Recruiting
• University Recruiting
• Diversity/Group Management
• Internal Development / Succession Planning
• Staffing Agency Executive Search
• Vendor Consultant Management

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CRM Connects the Dots

• One UserOne ApplicationMultiple Views

3) Diversity Group Management

• Groups and Group Details
• Membership Lists
• Event Management
• Task Management
• Associated Costs

• Sourcing Recruiting
• University Recruiting
• Diversity/Group Management
• Internal Development / Succession Planning
• Staffing Agency Executive Search
• Vendor Consultant Management

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CRM Connects the Dots

• One UserOne ApplicationMultiple Views

4) Internal Development Succession Planning

• Define Your Succession Plans
• Indentify Your Successors
• Conduct Employee Evaluations
• Work History Inside Your Company and Out

• Sourcing Recruiting
• University Recruiting
• Diversity/Group Management
• Internal Development / Succession Planning
• Staffing Agency Executive Search
• Vendor Consultant Management

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CRM Connects the Dots

• One UserOne ApplicationMultiple Views

5) Staffing Agency Executive Search Management

• What Vendors Do You Have Contracts With
• Who Are the Good Recruiters to Work With
• Who Submitted Who
• What are the Total Costs

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CRM Connects the Dots

• One UserOne ApplicationMultiple Views

6) Vendor and Consultant Management

• Who is Onsite
• What are the Costs
• Who is Good and Who is Bad
• What Skills Do They Have

• Sourcing Recruiting
• University Recruiting
• Diversity/Group Management
• Internal Development / Succession Planning
• Staffing Agency Executive Search
• Vendor Consultant Management

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The Common Denominator

• The Contact

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CRM Sourcing Recruiting

• Talent Mapping Building an Industry Directory

Companies are Your Competitors
Leads and Contacts are the People in Your Industry
Opportunities are the Possibilities to Hire
Someone
Pipelines are How You Organize Your Contacts
Campaigns are a Defined and Targeted Effort
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Getting Started The Basics of a CRM System

• We Find Leads
• We Convert the Leads to Contacts
• We Create Opportunities with Contacts in the
  Present
• We Add Contacts to Pipelines for the Future
• We Target Our Leads Keep Our Contacts Warm
  Using Campaigns

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Keeping it Simple The CRM Workflow
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Companies Open Data Initiative (ODI)

• Current Employers are the True Source of Hires

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Contacts An Industry Directory

• Build an Industry Talent Directory

Contacts Belong to Companies. In Other Words,
Employees at Their EmployersYour Competitors.
Work History
Calls Made
Emails Sent
Educational History
Salary History
Phone Screens
Social Networks
Referrals Given
All of This Information Rolls Up Into to the
Company Record for Competitive Intelligence
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Contacts

• A Contact
• Is Like a Living and Evolving Business Card On
  Steroids
• Is Someone You Know Because Two-Way Communication
  has Been Established
• Belongs to a Company Record
• Can be Customized to Meet Your Business Needs

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Contacts
The Basic Contact Record Should Answer These
Common Questions
What Professional Information is Important in
Your Business? What Personal Information Can
Help you Build a Better Relationship? How Do You
Evaluate the Strength of Your Relationship With
the Contact? What Probing Questions Do You
Commonly Ask All Your Contacts?
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Org Charting

• Taking Advantage of a Collaborative Environment

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Gather All Your Leads

• Get Off of Spreadsheets

• Spreadsheets
• Call Lists
• Vendor Lead Lists
• Conference Attendees
• Directories (pdf or excel)
• Identify Your Lead Source, Lead Source Detail,
  and Lead Creator

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Target Your Leads Using Campaigns

• A Campaign is a Defined and Targeted Effort

• Target Your Leads Using Search Criteria
• If Its An Email Campaign, Create Your Form
  Letter Email Templates
• Add Them Your Campaign and Work Them
• Measure Your Instant Results

Who How Many Responded How Many Were Converted
to Contacts How Many Opportunities Were
Won/Lost All Rolled Up Against the Company Record
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Contacts Opportunities

• The Opportunity is the Heart of the CRM Process

• It tells us
• Who You are Talking to
• What You are Talking About
• Where They are in the Recruiting Process Based
  on Stage
• What Companies You are Recruiting From
• Did You Win or Lose the Opportunity and Why

Shows the History on the Contact Record Shows the
History on the Company Record Tracks the
Source Updates the Campaign
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Building Pipelines

• Pipelines are a Defined, Collection of Contacts

• You Can Add One Contact to Multiple Pipelines
• Pipelines are User Defined
• They Can Get Real Specific or Can be a 10,000
  ft. View
• You Only Add Pre-Qualified Contacts to
  Pipeline
• They are the First Place to go When You Have a
  New Hiring Need

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Implementing Learned Lessons
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Jigsaws Free Open Data Initiative
Jim Fowler, CEO and Co-Founder of Jigsaw
Super Charge Your Recruiting with Web 2.0 Tools
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Campaigns using Google Adwords
Jason Katcher, Google's Manager of Education and
Recruitment Advertising
Google Impact of Innovation on the Recruitment
Advertising Landscape
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Blogging Content is King
Donato Diorio, Broadlook Technologies
Using your Personal Blog to Promote your
Corporate Mission
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Recruiter Metrics
Lou Adler, Adler Concepts
Extreme Sourcing How to Find More Top Talent
in a Tight Market
Cold Calls Per Day Returned Calls Yes
Worthy Candidates of Worthy Referrals Per
Call
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More Lessons
Blair Heavey, President and CEO of MyPerfectGig
The Knowledge-based Recruiting Movement
Transforming the way passive candidates and
innovative companies define each other, search
for each other and connect with each other.
Joseph Daniel McCool, Business Week/Execunet
Online Strategies for Engaging Global Executive
Talent
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My Report Card
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Contact Information
Sean Rehder Rehder Talent Logistics www.TalentLogi
stics.com Sean.Rehder_at_TalentLogistics.com LinkedIn
www.linkedin.com/in/seanrehder