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Social Recruiting for IT
Consulting Made Simple
                     Presented by
              Steven Duque
     Recruiting Innovation & Optimization Evangelist



               powered by your friends at
#socialreach
           @StevenDuque
          @BullhornReach




Questions? Just ask, or email me at sduque@bullhorn.com.
Agenda


1. Background Information
   -   Marketing Hiring Landscape
   -   Social Media Adoption
2. Social Recruiting for IT Consulting
   -   Employment Branding for IT Consulting
   -   Social Recruiting, Social Referrals & Their ROI
   -   Social Recruiting Tactics & Approaches
IT consulting hiring landscape
Conditions for increased demand




                 42%
           of technology executives believed
           it’s very likely that their companies
           will invest in IT projects in Q1 2012




        Source: Robert Half International Employment Report Q1 2012
Growth lies ahead

Percentage of CIOs who plan to increase or
decrease staff levels…

                         Q4 2011                  Q1 2012

 increase                    12%                        20%

 decrease                     6%                        10%


  Based on survey of 1,400
  CIOs at US companies.

          Source: Robert Half International Employment Report Q1 2012
A recovery to new heights

 Year-Over-Year Change in Consulting Industry Employment
                  January 2007 to October 2011




              Source: Bureau of Labor Statistics, October 2011
Increase in of Available IT Consulting Jobs




  Available IT Consultancy Jobs                      +30%
  Full-Time                                          +35%
  Contract                                           +22%
  Part-Time                                          +33%




              Source: 2010-11 Dice Tech/IT Survey.
Social Recruiting for IT Consulting Made Simple | by Bullhorn Reach Evangelist Steven Duque - December 16, 2011
A difficult search




          73%     of technology
             executives said it’s
                  challenging to
                locate skilled IT
             professionals, up 7
             points from the Q4
                         survey


         Source: Robert Half International Employment Report Q1 2012
Industry Comparisons




        Source: Robert Half International Employment Report Q1 2012
IT Consulting Unemployment Down




            Source: Bureau of Labor Statistics, 2011.
Decreasing Amount of New Talent




         Source: US Dept. of Education, National Center for Education
    Statistics, Higher Education General Information Survey (HEGIS), 2008.
A Legally-Imposed Brain Drain of
Non-US Talent



―
    Increasingly, enrollment   - Craig Barrett
    in U.S. universities in    Former CEO & Chairman of Intel
    engineering comes from
    foreign nationals, and
    we choose to send them
    home after graduation
    rather than giving them
    green cards. So, our
    students choose not to
    major in engineering
    while many foreign
    students do, but are not
    allowed to stay.
30%
            Avg. turnover rate of tech
            companies, including IT
            consultancies




  Source: Dice.com Survey, 2010
In 2011, what do you expect to happen with
regard to poaching of technology employees in
comparison to 2010?


  More aggressive                            54%
  Same                                       33%
  Less Aggressive                            3%
  I don’t know                               10%


             Source: Dice.com survey ,2011
social media adoption
Social Media Users by Age




                62%
                of people on social
                networks are of the
                “professional” age
Social Media Users by Age


                       % of 35+              # of 35+
  NETWORK              USERS                 USERS

                           64%                  512m
                           61%                  122m
                           78%                  78m

     Source: Google Ad Planner 2011, US Demographics Data
Social Media Users by Age



         NETWORK                 AVG. AGE


                                      38
                                      39
                                      44

     Source: Google Ad Planner 2011, US Demographics Data
Social Media Usage by Time
Time Spent Online




              8.4 hrs.
                  Amount of time
                “professional”-aged
               Americans spend per
             month on social channels.
Facebook’s Ascent
A Changing Workplace: Social
Inboxes Checked Regularly
                            All Responses




     Source: People—On the Go 2010 Report, Pierre Khawand
A Changing Workplace: Social
Inboxes Checked Regularly
                            Top Management




     Source: People—On the Go 2010 Report, Pierre Khawand
Agenda


1. Background Information
   -   Marketing Hiring Landscape
   -   Social Media Adoption
2. Social Recruiting for IT Consulting
   -   Employment Branding for IT Consulting
   -   Social Recruiting, Social Referrals & Their ROI
   -   Social Recruiting Tactics & Approaches
EMPLOYMENT
BRANDING VIA
SOCIAL MEDIA
(FOR IT CONSULTING)
ROI of strong employment brand




     2x                          how much lower the cost per
                                 hire is for a company with a
                                 strong employment brand




      Source: LinkedIn, ―What’s the Value of Your Employment Brand?‖, Eda Guitekin, 2011
The Difference: Recruitment
Advertising VS Social Media
                       Controlled



             Recruitment
             Advertising


 Monologue                                       Dialogue



                                      Social
                                    Media for
                                    Recruiting



                    Uncontrolled
Leverage original content & casework
SOCIAL
RECRUITING,
SOCIAL
REFERRALS, &
THEIR ROI
Leverage your people




                       put a
                       face to
                       the copy
Utilize real relationships




                         tap peer-
                         to-peer
                         networks
Social Media Referrals




                    good
                    consultants
                    know good
                    consultants
Referrals Dramatically Outperform
Other Sources in Hiring Efficiency

                         Hiring Efficiency
     100%
                                                              87%
      80%

      60%
                                                  61%               All Other
                                                                    Sources
                          40%
      40%                                                           Referrals
                                                                    Average
      20%
                  2%
       0%
            % of Job Applicants That        Offer Acceptance Rate
            Meet Job Requirements




                       Source: Dr. John Sullivan on ERE.net
First-Year Turnover for Referrals is
63% Less than for Other Sources
                      First Year Turnover

     12%
               11%
                                                             Involuntary
     10%
                                                             Turnover
                 4%
      8%                                                     within First
                                                             Year
      6%                                                     Voluntary
                                                             Turnover
                                        4%
      4%                                                     within First
                 7%                      1%
                                                             Year
      2%
                                         3%
      0%
           All Other Sources     Referrals Average




                      Source: Dr. John Sullivan on ERE.net
SOCIAL
RECRUITING :
TACTICS
MARKET
OPEN JOBS
Don’t be this guy

                    Job!   Job!   Job!   Job!
                    Job!   Job!   Job!   Job!
                    Job!   Job!   Job!   Job!
                    Job!   Job!   Job!   Job!
                    Job!   Job!   Job!   Job!
                    Job!   Job!   Job!   Job!
                    Job!   Job!   Job!   Job!
It all depends on your variables




        32k
       recruiters
Expectations vary across channels
―Social‖ isn’t a single category
BUILD
COMMUNITY
Discussion




    Groups   Hashtags (#)   Page
Get involved in ongoing conversations
– Start with LinkedIn
Content is King… or Queen
Relevance Checklist


      Being “relevant” is being:
            Helpful
            Educational
            Informational
            Conversational
            …
       Add value to connections’
       professional lives online.
Multimedia
MONITOR
Monitoring




             follow
             the
             leader
Monitoring



             uncover
             best
             practices
             through
             metrics
Monitoring




             info
             triage
Create Your Free Account



            www.bullhornreach.com

Efficiency
    • Broadcast your open jobs and content to your core social
       channels at once
    • Automate jobs re-posting
    • Prioritize connections to engage with Radar
Effectiveness
    • Get a birds-eye view of social recruiting performance
    • Monitor proportionate amount of traffic driven by channels
    • Measure efficacy of update messages
Steven Duque
Recruiting Innovation & Optimization Evangelist
sduque@bullhorn.com

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Social Recruiting for IT Consulting Made Simple | by Bullhorn Reach Evangelist Steven Duque - December 16, 2011

  • 1. Social Recruiting for IT Consulting Made Simple Presented by Steven Duque Recruiting Innovation & Optimization Evangelist powered by your friends at
  • 2. #socialreach @StevenDuque @BullhornReach Questions? Just ask, or email me at sduque@bullhorn.com.
  • 3. Agenda 1. Background Information - Marketing Hiring Landscape - Social Media Adoption 2. Social Recruiting for IT Consulting - Employment Branding for IT Consulting - Social Recruiting, Social Referrals & Their ROI - Social Recruiting Tactics & Approaches
  • 5. Conditions for increased demand 42% of technology executives believed it’s very likely that their companies will invest in IT projects in Q1 2012 Source: Robert Half International Employment Report Q1 2012
  • 6. Growth lies ahead Percentage of CIOs who plan to increase or decrease staff levels… Q4 2011 Q1 2012 increase 12% 20% decrease 6% 10% Based on survey of 1,400 CIOs at US companies. Source: Robert Half International Employment Report Q1 2012
  • 7. A recovery to new heights Year-Over-Year Change in Consulting Industry Employment January 2007 to October 2011 Source: Bureau of Labor Statistics, October 2011
  • 8. Increase in of Available IT Consulting Jobs Available IT Consultancy Jobs +30% Full-Time +35% Contract +22% Part-Time +33% Source: 2010-11 Dice Tech/IT Survey.
  • 10. A difficult search 73% of technology executives said it’s challenging to locate skilled IT professionals, up 7 points from the Q4 survey Source: Robert Half International Employment Report Q1 2012
  • 11. Industry Comparisons Source: Robert Half International Employment Report Q1 2012
  • 12. IT Consulting Unemployment Down Source: Bureau of Labor Statistics, 2011.
  • 13. Decreasing Amount of New Talent Source: US Dept. of Education, National Center for Education Statistics, Higher Education General Information Survey (HEGIS), 2008.
  • 14. A Legally-Imposed Brain Drain of Non-US Talent ― Increasingly, enrollment - Craig Barrett in U.S. universities in Former CEO & Chairman of Intel engineering comes from foreign nationals, and we choose to send them home after graduation rather than giving them green cards. So, our students choose not to major in engineering while many foreign students do, but are not allowed to stay.
  • 15. 30% Avg. turnover rate of tech companies, including IT consultancies Source: Dice.com Survey, 2010
  • 16. In 2011, what do you expect to happen with regard to poaching of technology employees in comparison to 2010? More aggressive 54% Same 33% Less Aggressive 3% I don’t know 10% Source: Dice.com survey ,2011
  • 18. Social Media Users by Age 62% of people on social networks are of the “professional” age
  • 19. Social Media Users by Age % of 35+ # of 35+ NETWORK USERS USERS 64% 512m 61% 122m 78% 78m Source: Google Ad Planner 2011, US Demographics Data
  • 20. Social Media Users by Age NETWORK AVG. AGE 38 39 44 Source: Google Ad Planner 2011, US Demographics Data
  • 22. Time Spent Online 8.4 hrs. Amount of time “professional”-aged Americans spend per month on social channels.
  • 24. A Changing Workplace: Social Inboxes Checked Regularly All Responses Source: People—On the Go 2010 Report, Pierre Khawand
  • 25. A Changing Workplace: Social Inboxes Checked Regularly Top Management Source: People—On the Go 2010 Report, Pierre Khawand
  • 26. Agenda 1. Background Information - Marketing Hiring Landscape - Social Media Adoption 2. Social Recruiting for IT Consulting - Employment Branding for IT Consulting - Social Recruiting, Social Referrals & Their ROI - Social Recruiting Tactics & Approaches
  • 28. ROI of strong employment brand 2x how much lower the cost per hire is for a company with a strong employment brand Source: LinkedIn, ―What’s the Value of Your Employment Brand?‖, Eda Guitekin, 2011
  • 29. The Difference: Recruitment Advertising VS Social Media Controlled Recruitment Advertising Monologue Dialogue Social Media for Recruiting Uncontrolled
  • 32. Leverage your people put a face to the copy
  • 33. Utilize real relationships tap peer- to-peer networks
  • 34. Social Media Referrals good consultants know good consultants
  • 35. Referrals Dramatically Outperform Other Sources in Hiring Efficiency Hiring Efficiency 100% 87% 80% 60% 61% All Other Sources 40% 40% Referrals Average 20% 2% 0% % of Job Applicants That Offer Acceptance Rate Meet Job Requirements Source: Dr. John Sullivan on ERE.net
  • 36. First-Year Turnover for Referrals is 63% Less than for Other Sources First Year Turnover 12% 11% Involuntary 10% Turnover 4% 8% within First Year 6% Voluntary Turnover 4% 4% within First 7% 1% Year 2% 3% 0% All Other Sources Referrals Average Source: Dr. John Sullivan on ERE.net
  • 39. Don’t be this guy Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job! Job!
  • 40. It all depends on your variables 32k recruiters
  • 42. ―Social‖ isn’t a single category
  • 44. Discussion Groups Hashtags (#) Page
  • 45. Get involved in ongoing conversations – Start with LinkedIn
  • 46. Content is King… or Queen
  • 47. Relevance Checklist Being “relevant” is being:  Helpful  Educational  Informational  Conversational  … Add value to connections’ professional lives online.
  • 50. Monitoring follow the leader
  • 51. Monitoring uncover best practices through metrics
  • 52. Monitoring info triage
  • 53. Create Your Free Account www.bullhornreach.com Efficiency • Broadcast your open jobs and content to your core social channels at once • Automate jobs re-posting • Prioritize connections to engage with Radar Effectiveness • Get a birds-eye view of social recruiting performance • Monitor proportionate amount of traffic driven by channels • Measure efficacy of update messages
  • 54. Steven Duque Recruiting Innovation & Optimization Evangelist sduque@bullhorn.com