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TRANSCRIPT
Source Like FBI Agents
The Original Social Engineers
March 24, 2015
Conni LaDouceurPresident, Chief Sourcing Strategist and Trainer
Customized, on-target research & training at companies,staffing/search firms and recruiting summits worldwide
Conni LaDouceurPresident, Chief Sourcing Strategist and Trainer
“Linda, Honey, listen to me!”
26%of long term success is due to intelligence
and skills
74%is attributable to
mindset
OUR GOALSTODAY
AND
EVERY DAY
Direct, Disarming Dialogue
Search: Target:
The Position Profile:
“Measuring and monitoring risk exposures, providing risk analytics & related reporting, enterprise-wide”
Advanced Search:
”credit risk”, 10001 zip, Director, JP Morgan Chase Bank 17 results. XX, VP, Exec Dir, Credit Risk Reporting,
Americas Risk Management at JPMC Bank
Market Risk Exec, Investment Banking 3:28
YFSI: Yield for Sourcing Investment
Virtually none on LinkedIn
From client’s most desirable TC
17 on-target names in
< 30 minutes
Social Engineering
While it is amazing and complex, it is also very simple.
The perfect blend of
Science Psychology Art
NLP: Neuro-linguistics programming
Highlight Objective Qualifiers
Ask for one thing at a
time
Don’t ask Yes or No Questions
Thank you!
Obtain NAMES
First
Follow up a Question with a Q
Who needsphone sourcing?
Is there still aWar 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.
1
Post and pray… or…
Post and curse!
Narrow your Search
QUALITYOVER QUANTITY
The Targeted ApproachEarn Your Seat at the Table!
Previous Research
Secondary Research
Our Adjunct
Employees
Value-added Telephone Research
Do not reinvent the wheel!
Previous offer candidates and
previous incumbents
LinkedInFB
Attendee ListsTwitter
HooversData.com
IndeedFactiva
Corp/Fin’l Lead Dirs
MLS LibrariansPharma/PhillyTech/San JoseNYPL/BrooklynLib of Congress
Build original talent library of competitive org
charts:
Earn Your Seatat the Table!
1 2 3 4
Title NameVice 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
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 VuittonGlobal Senior Brand Manager,
Officer Premise aNew York NY
Liang, Jeanette
The Estee Lauder Companies Inc.
Executive Director, Global Digital Marketing
New York NY
Liu, HenryThe Estee Lauder Companies Inc.
Executive Director, New Brand Development
New York NY
Huang, LilyThe Procter & Gamble
CompanyCompany 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
Name Title Reports to Email Primary
Phone City ST Country
Jill Brannon Sr VP Sales Brannon [email protected] 901-434-4677 Memphis TN USA
Robert Baldwin
Director Sales Brannon rabaldwin@f
edex.com 860-830-0800 Wallingford CT USA
Adrian Becerra MD Sales Brannon
m
+52 33 32683661 Guadalajara Mexico
Ingmar Bergman
VP Sales EU Brannon ibergman@f
edex.com+49 17 06 32
86 39 Neu-Isenburg AL Germany
Sandrine Buisson MD Sales Brannon sbuisson@fe
dex.com+00322 7527873 Brussels Belgium
Patrick Charles
Director Sales Brannon jpcharles@fe
dex.com 317-223-4229 Indianapolis IN USA
JaideepChauhan
Global Bus Dev Director Brannon jchauhan@fe
dex.com 630-875-6517 Elk Grove Village IL USA
The telephone drives our recruiting efforts while technology supports us
NLP: Neuro-linguistics programming
Highlight Objective Qualifiers
Ask for one thing at a
time
Don’t ask Yes or No Questions
Thank you!
Obtain NAMES
First
Follow up a Question with a Q
Objective Qualifiers = CREDIBILITY The Head of Market Risk Mgmt. is a senior mgmt. position within ERM, reporting directly to the Chief Risk Officer of Global Markets for a dedicated corporate-wide Market Risk frame work.
The group is collectively charged with risk policy and governance, measuring and monitoring risk exposures, maintaining risk models, and providing risk analytics and related reporting.risk analytics and related reporting.
and providingmeasuring and monitoring risk
exposures
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 thepa seto your advantage
Thank you…
What exactly is his title please?
When titles are identical…
And who does shereport 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
”That’s still me” BUSTED!
Search: Target:
“Delivering the user persona ID, experience vision, UI architecture and interaction design”
Advanced Search:
“user experience”, 94301 zip, Director, (Company) current: 10 results: XX, Dir of Design, and ex-Sr. Mgr,
User Experience and Design at eBay
Senior UX Design Leaders 1:41
Objective Qualifiers:
Leading Social Networking Site
Impress the Hiring Manager!
Search: Target:
Senior UX Design Leader
“I do not belong to that group…”
Search: Target:
Middleware Engineers
Advanced Search:
“middleware”, 01702, Staples current: 12 results.
Yield for Research Investment/YFRI: 8 of the on-target 12 were UN-findable on LI and unknown to our client in the same city
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™
SafetyComfort
ConfidenceKnownTrust
Present Comfort Zone
Excited, nervous, anxious
The Unknown
New Expanded Comfort Zone
Leap of faith, courage
Muster Your
MOJO!Earn Your Seat at the Table!
I.D. Recap: Who,what,
where?
Who is responsible for (objective qualifier)?
Who does Name report to please?
How many people does he/she manage, directly and in total?
Who else should I copy?
What is direct dial number, mobile, email address?
May I call you back if I have additional Qs?
“I’m not going to give you all those names…”
Search:
Target:
Flight Test Engineers
480-891-3000 XX XX Manager, Out Plants301-757-XXXX XX XX Manager, P-8A Poseidon Testing 301-757-XXXX XX XX Manager II
(mgs 20 Flight Test & Eval Engineers thru 3 Managers)301-757-XXXX XX XX Mgr II (mgs 7 FT&E Engineers)301-757-XXXX XX XX Manager (mgs 7 FT&E Engineers)301-757-XXXX XX XX Manager (mgs 6 FT&E Engineers)
Obtained all 20 Engineers, P-8A Poseidon, 10 previously unknown to client
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…
Prioritize Candidate Calls: Time is $$
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?”
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, criticalto measuring performance and repeating success
We miss
100%of the shots we don’t take
What is our ROI from this database and that job board
vs. the free phone?
Qualifying Research Providers1. How do you develop research?
(search strings, subscription databases, original phone ID, etc.)
2. Is your staff employee or contract?3. How do you measure quality?4. Can I purchase previous research,
i.e. do you resell your research?5. Will you come onsite and show us?
(…or do you ruse??)
Luck is the result of preparation meeting opportunity
AUDACIOUS
boldcourageous creativedaring enterprisingfearlesstenacious undaunted
Opportunityisnowhere.
Opportunityis now here
