1. AGENDA/OBJECTIVES
One
Networking is a sourcing
process, not a hiring
system
Two
Networking is essential in
a talent scarcity situation
Three
Convert jobs into careers
to attract & hire passive
candidates
Four
PERP your ERP and create
a VTC to target 83% of the
talent market
Proactive Employee Referral Programs

2. SCARCITY VS. SURPLUS
A Business Process for Hiring Top Talent
Performance Profiles
Careers, not Lateral Transfers
Talent-centric Sourcing
Target the Best People
Evidence-based Interview
Two Core Questions
Integrated Recruiting
Careers vs. Compensation

3. THE EARLY-BIRD SOURCING
STRATEGYChange in Growth, Impact, and Satisfaction Over Time
83% 17%
Explorers Tiptoers Searchers Networkers Hunters
40% 15% 8%
2011 LinkedIn Survey –
4,550 fully-employed
professionals
Career Move Better Job Good Job Lateral Any Job
Super Passive
28%
9%

4. Compellin
g
Exception
al
Recruiter
s
VTC
Email
Cherry Pick
Network
PERP2
PERP
Networking
Nodes
SEO/SEM
Hubs
Compelling
Niche Boards
ERP & Boring
Job
Descriptions
Generic
Boards &
Boring Ads
InboundOutbound
20% Postings
Visible & Compelling
20% Targeted
Email
Targeted/Mail
Merge
60% Networking
VTC – PERP

5. PERFORMANCE-BASED JOB
DESCRIPTIONS
BasicPerformanceObjectives
• Collaborate with salesrep to
develop customersolutionsat C-
level in F500 companies
• Lead intensedetailed product
spec presentationsto
sophisticatedbuyinggroups
• Provide technicalliaison to
engineeringdesigngroups
• Work with contractson
developingcost/price/margin
analysis for $5mm+programs
• Handle3-6 major programs
concurrently
• Assessimpact of specchangeson
design,project & cost projections

6. Performance &
Potential
Skills &
Experience
Hidden Talent Market
Public
Talent Market

7. Everyone Else
3rd Degree+
2nd Degree
Connections
1st Degree
ERP/HM
Groups
Nodes
You
THE VALUE OF YOUR CONNECTEDNESS
Think In-Out vs. Out-In
• Who is the best person you’ve
worked with in the past few
years?
• Why is the person top notch?
• Would the person return my call if
I mentioned your name?
Why this is important:
• They call you back
• They’re qualified
• Ask the “Yes” question
• Recruit1st – Network 2nd
• Follow the 80/20Rule

8. Everyone Else
3rd Degree+
2nd Degree
Connections
1st Degree
ERP/HM
Groups
Nodes
You
THE VALUE OF YOUR CONNECTEDNESS
Think In-Out vs. Out-In
Why this is important:
• They call you back
• They’re qualified
• Ask the “Yes” question
• Recruit1st – Network 2nd
• Follow the 80/20Rule
The Golden Rule of
Passive Candidate
Recruiting
Present a slate of 3-4 top
prospects to the hiring
manager in 72 hours!

9. Navigating the Network
PERP, Hopscotch, and
Cherry-picking

10. Who in Your Company are
Worth PERPing for Your
Toughest Jobs?

11. BUILD A 360° NETWORK MAP
Position
• National Sales Manager
• Software developer
• Manufacturing engineer
• Financial analyst
• Supply chain
• Plastics tool designer
• Banker
• ____________________

17. Referred
Referred

21. and many more…