1. Recruiting Master Class
Converting Jobs into Careers –
Controlling the Intake Session
©2013 LinkedIn Corporation. All Rights Reserved.
Lou Adler &

2. #hiretowin
Converting jobs into careers –
Controlling the intake session
Moderator Presenter
Esther Lee Cruz
Insights & Content Marketing Manager
LinkedIn
Lou Adler
CEO & Founder
The Adler Group

3. #hiretowin
Core: 50-60%
Mass - Volume
Efficiency & Cost
Fit Person to Job
A-Team: 20-25%
Custom – Critical
Impact & QoH
Fit Job to Person
Mistakes: 10-20%
Filter Out
Assessments
BEI
100 %$

4. #hiretowin
S
C
A
R
C
I
T
Y
Recruit at the Top of the Funnel
©2015 All Rights Reserved
The Adler Group, Inc.
Key Metrics:
 Candidates/Hire <4
 Sourcing Mix >50%
 1st Contact Yield >80%

5. #hiretowin
Take the role assignment &
Tame the hiring manager
Do, Learn, & Become
vs.
Having & Getting
Why A-
Team Job?
What’s
EVP?
When?
Who?
Clone
Convert
Have Do

6. #hiretowin
Shift job descriptions from HAVING to DOING
What’s the Real Job?
1. Collaborate with sales rep to
develop customer solutions at
C-level in F500 companies
2. Lead intense detailed product
spec presentations to
sophisticated buying groups
3. Provide technical liaison to
engineering design groups
4. Work with contracts to develop
cost/price/margin analysis for
$5mm+ programs
5. Handle 3-6 major programs
concurrently
6. Assess impact of spec
changes on design, project &
cost projections
This is not a job
description.
It’s a person
description.

7. #hiretowin
Examples of simple job performance profiles
Product Marketing Manager
 Work with engineering and develop
the product requirements document
for the new iPad apps bundle.
 Present the rough product roadmap to
the executive team for review by
June.
 Identify additional marketing
opportunities to grow sales to the
$250k/month range by year-end.
 Establish yourself as an industry-wide
subject matter expert on mobile user
interface and usability.
Customer Service Rep
 In 90 days, handle 30+ inbound calls
updating benefit profiles.
 Pass the 30-day training program and
master the user interface and
dashboard reporting system.
 Within 6 months handle 4-5 open calls
at any given time, with a closure rate
of 80% at an average of 7 min/call.
 Due to the high-volume, structured
nature of this activity, 100%
attendance is needed plus OT.
 Achieve a 95% or better rating on
quarterly customer satisfaction
survey.

8. #hiretowin
Use LinkedIn
to clone top
candidates
1. Find a strong
candidate, lighter
than job
requirements
2. Ask hiring
manager, “Is this
the type of person
you’d like to
recruit?”
3. Shift away from
skills &
experience-based
job descriptions
Back

9. #hiretowin
5 BIG TAKEAWAYS
Quality at the top of the funnel determines quality of hire
1. Reframe recruiting
2. Define the job, not the
person doing the job
3. Benchmark the A-Team
4. Determine EVP
5. Sell the discussion with
the candidate, not the
job

10. #hiretowin
Thank you
Esther Lee Cruz
Insights & Content Marketing Manager
LinkedIn
LinkedIn: www.linkedin.com/in/estherleecruz
Twitter: @EstherLeeCruz
Lou Adler
CEO & Founder
The Adler Group
LinkedIn: www.linkedin.com/in/louadler
Twitter: @LouA

11. #hiretowin
Download the tip sheet here

12. Recruiting Master Class
April 29th Converting Jobs into Careers - Controlling the Intake Session
May 28th Full court press sourcing strategy & out-of-the-box Boolean
June 30th Effective candidate outreach through InMails & calls
©2013 LinkedIn Corporation. All Rights Reserved.
Lou Adler &

13. #hiretowin
13
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