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1. How Active Sourcing transforms your Business
VIFOR PHARMA

2. Jost Gloor

3. +30% Sales
YTD in France (March)

4. Hiring the GM via Active
Sourcing!

5. Who is Vifor Pharma
2000
employees
250-300
hirings/year
4.5 FTE
in GSR
12-15’000
CVs/year

6. Who is Vifor Pharma
Global market leader in treatment of iron deficiency with IV iron

7. Why Active Sourcing

8. Why Active Sourcing
Source: MRI Network,
link

9. Start in 2012:
• No ATS
• No employer branding/awareness
• Lack of talent
• Behavioral change of customer
• Competition against «Big Pharma»
• Costs
Why Active Sourcing

10. Behavioral changes
Why Active Sourcing

11. #NoBestPractise
Why Active Sourcing

12. «Disruptive» approach
Why Active Sourcing

13. Social recruiting = competitive advantage
• Real insights = touchpoint management
• Persona vs. CV
• Cultural fit = optimal talent
• Personal approach vs. procurement
• Agility & speed
Why Active Sourcing

14. Why Active Sourcing
Source: Richard Mosley, Universum

15. Why Active Sourcing
Source: Socrastic SBC, www.socraticsbc.com
Word-of-mouth-recruitment-marketing
1. Give a reason to brag
2. Be unique
3. Be an expert
4. Be honest & fair
5. Be active & engage

16. #IamTheCompany
Why Active Sourcing

17. How: 4 key pillars
Strategic relevance
Processes
Recruiter 3.0 skills
Tools

18. “Recruitment is the only strategic part in HR!”
• Direct access to C-level
• Recruitment drives/defines the process
• “If you recruit, it’s your prio 1!” – feedback culture
• Line manager training (CBI)
How: Strategic relevance

19. How: Recruiter skills
Source: Lydia Abbot, Linkedin
& resilience

20. Simple & solid processes:
• No segmentation
• Process owner from A-Z
• No hierarchic split of recruitments
• Direct access to recruiter: Direct phone number etc.
• Rejection with reasons
• HR Marketing, Social Media within recruitment
How: Processes

21. Easy-t-use tool:
• Max 3 tools
• Own database > 20’000 profiles
• Future oriented (mobile)
• ATS with simple application process (no login)
• Social media: Keep focus, do one thing and do it right
How: Tools
 Proof of concept!

22. Our careerpage:
How: Tools
• No login needed
• Direct phone numbers
• FAQ
• Fully integrated
spontaneous applications
• Graduate section with
clear info

23. Active sourcing via 3 channels:
How: Active sourcing
Vifor database Own network Sourcing tools

24. ROI

25. What did we achieve:
• Approx. 50 hirings per year by active sourcing
• Examples:
– GM France
– GM Nordics
– Sales Director France
– Medical Director FR & DE
– ….
ROI: Results

26. Cost-per-hire: Full costs/hirings
ROI: Cost per hire
-65%

27. We changed the game within 2 months:
ROI: Candidate source
100%
0%
Switzerland 2014
Direct
Agency
92%
8%
Intl. CS 2014
Direct
Agency

28. Talent reach: Potential reach/effective reach:
ROI: Talent reach

29. Linkedin & followers are focus #1 for WOM:
ROI: Linkedin followers

30. 72% over average (22%):
ROI: Response rate
38%

31. Social Recruiting & 13’000 CHF HR Marketing budget
TOP100 best recruiters DACH
#26 in natural sciences #2 in pharma
ROI: Employer branding

32. #ItsStrategic
#ItsSocial
#ItsYou
#NoBestPractise
Conclusion

33. Conclusion

34. Questions