Once upon a time, finding candidates meant posting a job description…and then waiting. But today’s generation of jobseekers is different. Research shows that Generation Y workers will change jobs every 3-4 years—because they want more from employment than paychecks and benefits.*In addition, today’s recruiting environment is changing. New tools and technology are opening doors when it comes to sourcing, candidate relationship management, and referrals. But here’s the kicker: When candidates change, and the recruiting environment changes, your job as a recruiter will change, too. Now is the perfect time to rethink your perspective—and correct your bad behaviors. Listen to Jobvite's CMO, Kimberley Kasper as she discusses seven of the top offenses recruiters make today and see if you are guilty of any of these “sins”.

1. The 7 Deadly Sins of Recruiting
Kimberley Kasper
Chief Marketing Officer, Jobvite
@kimberleykasper
September 4, 2013

2. Once Upon a Time
#7SinsOfRecruiting

3. But Today’s Generation
of Jobseekers is
Different
#7SinsOfRecruiting

4. COMPANIES NEED
NEW SKILLS
current day
before
virtualization architect
android developer
iPhone
ipad game developer marketing strategist
mobile
api platform manager
social media manager
iphone application developer
mobile applications engineer
user experience analyst
Source: TechNet, The
App Economy

5. JOBS TODAY
REQUIRE
EDUCATION
UNLEARN
RE
Source: Bureau of Labor Statistics

6. AND IT'S SHRINKING WORLDWIDE
1970-2010
2010-2050
200%
150%
DEMOGRAPHICS
Working age population
is shrinking
100%
50%
0%
-50%
Source: Deloitte Research, UN Population Division (http://esa.un.org/unpp/)

7. GENERATIONAL BEHAVIOR
IS CHANGING
1980 - 1995
Generation Y
1961 - 1979
Generation X
1946 - 1960
Boomer
1928 - 1945
Traditionalist
Source: Manpower

8. New Tools & Technology Are Changing How
You Find Candidates
• Employee Referral
Programs
• Social Recruiting
Platforms
• Candidate Resource
Management
• Big Data & Analytics
#7SinsOfRecruiting

9. When Everything Changes…
Your job as a recruiter
changes, too.
#7SinsOfRecruiting

10. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
#7SinsOfRecruiting

11. Today’s Candidates Require Nurturing
• Just like potential customers
• Provide them with relevant content to keep
them engaged
• Automate programs to make it easy for you
to keep them warm
#7SinsOfRecruiting

12. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
2. “I’m supposed to track that?”
#7SinsOfRecruiting

13. Do You Know Where You Find Your Best
Candidates?
#7SinsOfRecruiting

14. How Do You Report Results?
#7SinsOfRecruiting

15. RECRUITING DELIVERS
40% MORE PROFIT GROWTH
THAN THE NEXT HR FUNCTION
Profit
Growth
Profit
Margin
Total
Improvement
3.5x
2.0x
5.5
2. On-boarding and retention
2.5x
1.9x
4.4
3. Managing talent
2.2x
1.9x
4.4
4. Employer branding
2.4x
2.1x
4.3
5. Performance management and rewards
2.1x
2.0x
4.1
6. Developing leadership
2.1x
1.8x
3.9
7. Mastering HR process
1.8
1.8
3.6
8. Global people management and global
expansion
1.8
1.7
3.5
9. Enchancing employee engagement
1.8
1.6
3.4
10. Providing shared services and outsourcing
1.6
1.7
3.3
HR Function or Process
1.Recruiting
Source: Boston Consulting Group, “Realizing the Value of People Management; From Capability to Profitability”, August 2, 2012

16. Justify the Investment in Recruiting
• Understand the ROI on your recruiting efforts
• Know how much you are spending by channel
• Use the data from your systems to optimize your
mix of spending
• Sell the ROI to your management team
#7SinsOfRecruiting

17. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
2. “I’m supposed to track that?”
3. “I have enough prospective candidates today, so
why feed the funnel?”
#7SinsOfRecruiting

18. Think Proactively About Finding Candidates
• Workers won’t flock to you without effort on your
part
• Get your name out there even if you aren’t hiring
• Always be branding
#7SinsOfRecruiting

19. The Best Candidates May Not Be Looking
#7SinsOfRecruiting

20. Referral Candidates Stay Longer
#7SinsOfRecruiting

21. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
2. “I’m supposed to track that?”
3. “I have enough prospective candidates today, so
why feed the funnel?”
4. “Who Needs PR? Our employment brand is fine.”
#7SinsOfRecruiting

22. How do Potential Candidates View Your
Company?
#7SinsOfRecruiting

23. Leverage Your Social Channels to Help Build
Your Employment Brand
#7SinsOfRecruiting

24. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
2. “I’m supposed to track that?”
3. “I have enough prospective candidates today, so
why feed the funnel?”
4. “Who Needs PR? Our employment brand is fine.”
5. “I’m sticking with my current approach of scouring
the web for resumes. It’s worked before.”
#7SinsOfRecruiting

25. You Are Missing Potential Candidates
• Your company should be getting close to 50% of
your hires from employee referrals
• Referral programs deliver higher candidate quality
and less wasted management time
• Well-designed programs produce a higher
percentage of candidates that fit the culture
Source: ERE http://www.ere.net/2012/05/07/10-compelling-numbersthat-reveal-the-power-of-employee-referrals/
#7SinsOfRecruiting

26. Go Beyond LinkedIn
• Competition for skilled talent is fierce.
• Leverage your social referral program
• Know the specialized, localized, and up-andcoming social networks

27. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
2. “I’m supposed to track that?”
3. “I have enough prospective candidates today, so
why feed the funnel?”
4. “Who Needs PR? Our employment brand is fine.”
5. “I’m sticking with my current approach of scouring
the web for resumes. It’s worked before.”
6. “This is basic marketing stuff. I don’t need
executive buy-in.”
#7SinsOfRecruiting

28. RECRUITING
MARKETING
℠
#7SinsOfRecruiting

29. DIGITAL
MARKETING FUNNEL
MULTI-CHANNEL MULTI-MEDIA CAMPAIGNS
Provide target personalized direct mail & landing pages
Inquiry/Leads in Funnel
Prospect/Customer Pool
“House List” Database
Lead Nurture
Prospect Engagement
Sales Stages
Sale
LEAD SCORE: Hot, Warm, Cold
MARKETING AUTOMATION
Next Automatic Event
• Send personalized email
• Send personalized product
interest info
• Send e-newsletter
• Send personalized direct mailer
• Send personalized press release
• Send blog link
SALES CRM
MEASURE, ADJUST, REDO
#7SinsOfRecruiting

30. RECRUITING NEEDS
ITS OWN FUNNEL
Inquiry/Leads in Funnel
Prospect/Customer Pool
Inquiry/Prospect
“House List” Database
Talent Pool
Lead Nurture
Prospect Nurture
Prospect Engagement
Candidate Engagement
Sales Stages
Candidate Stages
Sale
Hire
#7SinsOfRecruiting

31. Are You Using The Right
RECRUITED
Employee
Inquiry/Prospect
Talent Pool
Prospect Nurture
Candidate Engagement
Candidate Stages
Hire
Technology to Automate
The Recruiting Funnel?
• Drive employee referrals
• Leverage social networks
• Hire better candidates
•
•
•
•
•
•
Powerful web search
Powerful database search
Web page campaigns
Social media campaigns
Email campaigns
Candidate relationship management
• World-class applicant tracking
• Real-time data to support
decision-making
#7SinsOfRecruiting

32. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
2. “I’m supposed to track that?”
3. “I have enough prospective candidates today, so
why feed the funnel?”
4. “Who Needs PR? Our employment brand is fine.”
5. “I’m sticking with my current approach of scouring
the web for resumes. It’s worked before.”
6. “This is basic marketing stuff. I don’t need
executive buy-in.”
7. If I build it, they will come.”
#7SinsOfRecruiting

33. This isn’t “Field of Dreams”
#7SinsOfRecruiting

34. An Amazing Career Site is a Must
#7SinsOfRecruiting

35. 40% of Job Seekers Abandon Your Site
Immediately
#7SinsOfRecruiting

36. 6 Clicks Before I Can Upload A Resume
#7SinsOfRecruiting

37. 2 Clicks to Apply
#7SinsOfRecruiting

38. 7 Deadly Sins Recruiters Make Today
1. “I usually find them and forget them”
2. “I’m supposed to track that?”
3. “I have enough prospective candidates today, so
why feed the funnel?”
4. “Who Needs PR? Our employment brand is fine.”
5. “I’m sticking with my current approach of scouring
the web for resumes. It’s worked before.”
6. “This is basic marketing stuff. I don’t need
executive buy-in.”
7. If I build it, they will come.”
#7SinsOfRecruiting