1. Audience Select the #1 “dumb thing” that recruiters do 1.Using active approaches for passive candidates 2.Not identifying their job acceptance criteria 3.Not prioritizing jobs 4.Not managing the candidate experience 5.Expecting dull position descriptions to sell 6.Not learning the business 7.Using the same rec. process for different level jobs 8.Making slow hiring decisions 9.Assuming interviews are accurate 10.Not taking advantage of EE referrals

2. The Top 10 Blunders That Recruiters Make © Dr John Sullivan with Master Burnett www.drjohnsullivan.com 2

3. A little bit about me > 3 Real quick

4. 4 I am the curator of the… Aggressive Recruiters Hall Of Fame Located in Hogwarts, Scotland Admission to the hall is simple, you must win the… The golden cojones award TMI

5. 5 Free tacos attract an interest and the media Tokbox parked a taco truck across from Yahoo's 12/10/08

6. Recruiting using technical contests at VCA 6 Diagnose this coughing, 7-year-old miniature poodle

7. 7 UK intelligence service cover story test to attract and excite Cover story test

8. Career control room – Set your skills & find your job Forecaster, trend setter, numbers whiz, people person, wordsmith, quick thinker

9. Control room – It recommends a corporate job If you say you’re a deadline person, a problem solver and a people person

10. 10 Stories build your brand -- Consider a story book Zappos publishes a book full of 300+ employee written stories about what it’s like to work there (Available on Amazon) 10

11. 11 Zappos assessment Because they put such a high value on “authentic” customer service that must be continuous… they assess your behavior during the shuttle ride They also require a fit assessment by HR

12. Zappos – Cover letters are sooooo old fashioned

13. What keeps CEO’s up at night? 13 Let’s start with a question

14. 14 What are the business areas where CEO’s expect the most change? 1.Engagement with the Board of Directors 2.Capital structure 3.Focus on corporate reputation & rebuilding trust 4.Organizational structure (including M&A) 5.Investment decisions 6.Approaches to managing risk 7.Strategies for managing talent

15. 15 What is the #1 business issue for CEO’s? PwC 14 th annual global CEO survey 2011

16. 16 Conclusion - Because CEO’s now know our importance If you are not currently getting a boatload of money from your executives… something is wrong! And realize that… our area is where CEO’s expect the most change

17. 17 Well if CEO’s expect major changes… There are two basic ways to dramatically change recruiting 1.Do more of the smart things 2.Stop doing the dumb things

18. 18 The approach we used to identify the dumb things  We did an extensive lit. search  Compiled a master list of the top 30 dumb things  Provided an opportunity for recruiters to vote on ERE.net and Twitter to narrow down the list  Today we will present and discuss the results here at SMA

19. The top 10 dumb things recruiters do 7.Assuming interviews are accurate (Consequences – bad hires, more turnover, no forward thinkers) (Action step – track their success rate, supplement them with real problems) 8.Using active approaches for passive candidates (Consequences – never see postings, lose top candidates) (Action step – ID the approaches that work best for non-job seekers) 9. Not prioritizing jobs ( Consequences - lost rev, low budgets, perceived as not bus. like) (Action step – treat rev/ rev impact & mission critical jobs special) 10. Not identifying job acceptance criteria ( Consequences - hurts marketing/ attracting & selling passives) (Action step – house buying magnitude, ask in the initial interview) 19

20. The top 10 dumb things recruiters do 4.Not learning the business (Consequences – mgrs. & candidates ignore you, low bus. impact) (Action steps – one day hiring, interview Friday, video interviews) 5.Using the same rec. process for different level jobs (Consequences – no returned calls, slow hiring & low qual. hires) (Action steps – 1 day hiring, interview Friday, video interviews) 6.Making slow hiring decisions (Consequences – those with multi-offers gone, frustrated mgrs., rev. loss) (Action steps – one day hiring, interview Friday, video interviews) 20

21. The top 3 dumbest things that recruiters do 1.Not managing the candidate experience (Consequences – hurt brand, lose customers, they extrapolate) (Action steps – measure satisfaction, visit glassdoor.com, ask in orientation) 2.Expecting dull position descriptions to attract (Consequences – competitors get the best, mgrs. frustrated) (Action steps – call marketing, compare them, drop comp. ) 3.Not taking advantage of EE referrals (Consequences – loss of volume, quality, assessment & selling) (Action steps – responsiveness, tie to social media, proactive) 21

22. Not quantifying the $ impact of hires Not measuring the quality of hire Not preparing for innovators Underutilizing mobile Trial-and-error social media use Failing to develop a business case Not learning fast Not looking if a competitor is hiring Failing to use the best sources Mistaking software as solutions Assuming resumes are accurate Assuming that rec. tools work Dropping the overqualified Dropping job jumpers Dropping rejected candidates Overemphasis on the past Using generic competencies Being a requisition coordinator E. brands that don’t differentiate Allowing hiring managers to hire for their needs The other 20 dumb things that recruiters do

23. Let’s take some more questions / comments 23 Did I make you think?