The spark that ignites Are you ready to add a researcher/sourcer to your firm? Presented by: Donato Diorio Chief Executive Officer Broadlook Technologies Copyright 2008, Donato Diorio & Broadlook Technologies

Definitions: Research, Sourcing, Recruiting and Sales? Recruiting – candidate development Sales – market development Sourcing – supports recruiting function Research – may support all functions.

Additional definitions 1.In house 2.Off site 3.Offshore 4.Near shore

What can a dedicated researcher or sourcer do? (review research services.doc handout)

Trends in recruiting, sales, sourcing and research Source: Broadlook Technologies, recruiting vertical client survey

2008 Trend Source: Broadlook Technologies, recruiting vertical client survey

How to decide if you should you add a dedicated researcher or sourcer…

Step 1 Know & understand your business model

Survey 1 – business model type 1.Sole operator 2.Sole operator w/ assistants 3.Small, full lifecycle 4.Small, sales & recruiting split 5.Medium, full life cycle 6.Medium, sales & recruiting split 7.Large, full life cycle 8.Large, sales & recruiting split Definitions: Sole=1, Small=2-5, Medium=6-19, Large = 20+

Company structure audit Knowing your model helps you compare yourself to your peers. (how are you doing? Is your current model the one you want to stay with?

Step 2 Are you ready to go where you want to go?

Survey 2 – Do you….? 1.Make a to-do list first thing in am? 2.Require that your staff has a daily plan? 3.Have 15 minutes per day to manage a researcher?

Step 3 Assess your current staff

Steps in assessment 1.Pick a test 2.Establish metrics 3.Test your staff 4.Analyze data 5.Maintain consistency

Step 4: determine your need (3 steps) 1.Daily task audit 2.Process audit 3.Take action

Daily task audit – part I

Daily task audit – Part II Do not confuse skill level with uniqueness to your organization

Importance Uniqueness Check voic Schedule phone interview Interview prep Negotiate contract Write job postings Pull resumes from job board Sourcing cold calls Daily task audit – part III

Some thoughts before taking action: 1.Culture based direction alone is at-risk (Cut of the head, the body dies) 2.Process based direction stronger for company growth Stop!

(Review audit spreadsheet) Process audit

If you choose offshore research…

15 tips for working with offshore researchers 1. Research is a service, not a tech offering. (It’s not about efficiency or cost savings, it’s about relationship. The offshore firm should have service, service and service in their DNA. ) 2. Don’t treat people like a number. This sounds like common sense, the golden rule, etc. However, somehow the terms “offshore” or “remote” has a tendency to depersonalize the relationship. Don’t let that happen. 3. Use their real name. If one of your offshore contacts name is Rajaranan, don’t call him Joe, Bob, or Peter. Call centers started this protocol of giving foreign workers western names. This may work for a call centers, but it is a poor idea for someone you work with on a long term basis. Use their real name, insist on it, you might butcher it, but they will respect you more than if you call then Jimmy. 4. Beware of “dedicated” researcher. Want to know a dirty secret? Offshore firms are absolutely notorious for placing 2 workers on 3 accounts. When I learned about this, I was livid. Plain and simple, this is dishonest, and corrupt. If the price is too good to be true, you’ve got a 2 for 3 situation. 5. Have a plan. If you cannot articulate what your current process is. It will be hard for a researcher to achieve any level of success.

15 tips for making it work for you 6. Make time. In the recruitment arena, an offshore researcher will take about 15 minutes per day of your time to manage them. Sometimes more and sometimes less. Be prepared. 7. Beware of metered results. If you are getting 8-10 resumes per day, every day…something is wrong. When I was a recruiter, some days I would get nothing and some days I would get a windfall of candidates. Wake up and smell the appeasement. This is usually a symptom of firms that do the 2 for 3 trick. Don’t except it, call them on it. 8. Undergo a process audit. Before connecting a new client with a remote researcher, Broadlook performs a technology and process audit. This has been critical for our clients to understand what their current processes are, and what resources they have to accomplish their goals. 9. Have defined timelines for each task and a weekly schedule outlining what they should do and when. This is more important at the beginning stages. 10. Know how to do their job. This will give you insight into how long repetitive tasks will take and will allow you should budget for them.

15 tips for making it work for you 11. Host onsite. With today's technology there is no reason for research to be done on a terminal thousands of miles away. Set up an in-house research station and give them remote access to it. You can use logmein for free to accomplish this. logmein 12. Watch them work. Requires in-house research station, but wow, you can really tell something about someone’s efficiency by watching them work for an hour. 13. Work with several firms. When I compared results of one firm against another, I was surprised. All firms are not equal. 14. Get a referral. If you need recruitment research done, don’t use a firm that does offshore mapping services. Most firms will take any business they can get. Make sure you are picking a firm that specialized. 15. Check certifications, training and tenure. Insist on a researcher with at least six months of experience. If you have multiple researchers, it is ok to have a new person as long as the team lead is a veteran. All researchers I work with go through Broadlook’s certification program.

Step 5: Measuring Success… Research cannot be measured by what is done with that research Create an up front contract with researcher Measure success based on definable, measurable and attainable goals set by the up front contract The Law of Measurable Results (The 7 th Law of Internet Research)

Copies of presentation Jessica Knoeck

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