Through this session, you will learn how technology has introduced a way for talent acquisition professionals to capture behavioral feedback from five references in just two days for each job candidate, and how to avoid candidates who score low with references.

1. You can listen to today’s webinar using your computer’s
speakers or you may dial into the teleconference.
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2. Speaker: Mike Bartkus
Vice President
SkillSurvey, Inc.
Moderator: Ladan Nikravan
Associate Editor
Workforce Management Magazine

3. 1. Will I receive a copy of the slides after the webinar?
YES
2. Will I receive a copy of the webinar recording?
YES
Please allow up to 2 business days to receive these materials.

4. Ladan Nikravan
Associate Editor
Workforce Management Magazine

5. Mike Bartkus
Vice President
SkillSurvey, Inc.

6. Revolutionized Assessments for Business
How to Avoid Bad Hires through
Reference Checking
SkillSurvey Pre-Hire 360™

7. The History of a Reference Check
• Historically
– One of the most important steps
– Hiring managers talked to previous managers
• How are they day to day?
• Nuances?
• What challenges do they have and what can I do to make them A+ players?
• Actionable Information
– Will it help make a decision?
– Will it screen out or have candidate rise to the top?
– Will this information help this person succeed?
– Will this information predict behavior?

8. Necessary for
making informed
hiring decision
Historical Phone Checking

9. History of Reference Checking Effectiveness
Actionable
Information
Reference Checking Past 40 Years
1990’s1970’s 20001980’s 2010
Can we make it
relevant again?
Should it be?

10. The Lawyers Get Involved
• The 1990’s and the new millennium
– Legal issues arise
– HR cracks down and bans reference checking
• What are the options?
– Outsource the process – check the box

11. Results of Outsourcing
• 4 simple answers
• Does it really help
make a decision?
Key Success Traits
• Interpersonal Skills
• Teamwork
• Honesty
• Dependability
• Integrity

12. The Lawyers Get Involved
• The 1990’s and the new millennium
– Legal issues arise
– HR cracks down and bans reference checking
• What are the options?
– Stop doing it?
• If you do attempt to check references:
• Countless hours of phone mail tag, email tag, phone mail tag
• Weeks and weeks of time
– All for no actionable information

13. • Bad Hire has an impact
• Various by organization and by job role
– Hard dollar cost – base salary, benefits, on board training, exit costs
– Internal team turmoil
– Customer satisfaction
– Compliance (Finance – SOX issues and the Fed’s)
• For sales roles
– Cost of lost revenue
– Asset is time – time is lost forever
• For clinical roles
– HCAHPS and reimbursements
Impact of a Bad Hire

14. Dependable Employees
Absenteeism is a chronic problem among U.S. retail employers
• Conservatively costs $3,600 per hourly employee per year and $2,650 per salaried employee
per year
• A company with 5,000 hourly employees has the potential to reduce costs by over $7.9 million
per year (3.2% of total payroll)
• Results in lost productivity, high-cost replacement workers, and excess staffing
Results in reduced
ability to meet demand
leading to dissatisfied
customers

15. Employee Retention in Retail
Is Turnover Really a Fixed Cost?

16. Can we make an impact
by identifying behaviors
before they are hired?
Can HR Make An Impact?

17. The Results are in…….
0 10 20 30 40 50 60 70 80
Minimal
Moderate
Great
Percent
DevelopmentalNeed
10 + years of statistics prove out - SkillSurvey References Perceive
Candidates in the following categories
5-10 % High Risk Candidates
10-15 % Moderate Risk for Success Candidates
80-85 %Validated Low Risk

18. Risky Candidates: Can We Identify Them?
D’s and F’s are a must to avoid

19. Categorize the Candidates
0 10 20 30 40 50 60 70 80
Minimal
Moderate
Great
Percent
DevelopmentalNeed
The A’s, the B’s, the C’s, the D’s, the F’s
5 % D and F’s

20. The D’s and F’s
We all know
someone like this
Who hired
this guy?
Are you
kidding me?
- Not a team player
- Gives 70% at best
- Terrible with customers

21. The Hard Cost of Bad Hire – Real ROI
The U.S. Department of Labor currently estimates
that the average cost of a bad hiring decision can
equal 30% of the individual’s first-year potential
earnings. That means a single bad hire with an
annual income of $50,000 can equal a potential
$15,000 loss for the employer.
Question for the attendees:
Can you think of one person your team hired recently where you made a
mistake? Hiring manager override gone bad?
Example – RN $60,000 x .3 = $18,000

22. • Finding the B’s and C’s
• Seems to be many in pool
• The interview:
– Seemed ok, better than most
– Something nagging
– ….3 months later – C – player
– I knew it
The B’s and C’s
"I noticed that the dynamic range
between what an average person
could accomplish and what the best
person could accomplish was 50 or 100
to 1. Given that, you're well advised to
go after the cream of the cream. ...A
small team of A+ players can run
circles around a giant team of B and C
players.“ --- Steve Jobs

23. A’s B’s and C’s
The B’s and C’s are Hard to Identify

24. Large Percentage of Candidate Pool
0 10 20 30 40 50 60 70 80
Minimal
Moderate
Great
Percent
DevelopmentalNeed
The A’s, the B’s, the C’s, the D’s, the F’s
15 % B & C’s
80 % A’s

25. B Player is Singled Out and Hired
B Player is Chosen
• Some gaps
• No show stopper issues
• Onboarding plan
• Know the issues before
day 1

26. Less than one minute
85% Response Rate
Confidential Reference
Feedback
Two Days or Less
Identify
Avoid
Validate
Skeptical?

27. The Real Cost of Bad Hire – Cream of the Cream
• Hiring for Mediocrity
• Driving to the A player on every candidate
• Cost of B’s and C’s
– HCAHPS
– Customer Satisfaction
– Sales
– Avis – we try hard to be the best (#1)
• Must focus on the A’s
• Identify those who can be B+ players

28. What is the Problem?
• Most candidates do a nice job presenting themselves during
interviews
– All are team players
– All show up for work and don’t text, sit on Facebook all day
– Most are ethical and always do the right thing
• Most candidates are well rehearsed in the question/response mode
– Books, job seeker sites
– Experience interviewing all the time
• Your only view today is from the candidate’s perspective
– Really need a true 360 review from those who saw the behavior in the past

29. Phone interview
Face to Face
Personality / Behavior
Assessments
Resume
From Candidate Perspective – Today’s Approach
I’m terrific
I work really hard, weekends
too!
I interview well
I’m a Team Player
Recruiter Candidate

30. Phone interview
Face to Face
Personality / Behavior
Assessments
Resume
From Reference Perspective – Today’s Approach
She’s terrific
I would hire her again, yes!
She works hard
She’ a Team Player
Recruiter Reference

31. Phone interview
Face to Face
Personality / Behavior
Assessments
Resume
A New Perspective – The New Paradigm
Dependability
Interpersonal Skills
Personality
Work Ethic
Teamwork
Integrity
References
Recruiter

32. Comparison
Online Solution Typical Phone Check
More references 5+ business references
50% of which are former or
current Supervisors
2 to 3
Faster 1 to 2 days 5 to 10 days
Guide Hiring Managers Previous managers assisting in
leading interview
No
Pauses a hiring decision 5% - 10% of candidates < 1% of candidates?
Passive sourcing tools 5 references per candidate –
warm leads
Not Applicable
Compliant/Legal Risk Supports compliance with EEOC
and OFCCP
Uncertain/Inconsistent

33. Why You and a Better Process?
• Improve
– Quality of Hire
– Hiring Manager’s Interview Effectiveness
– Efficiency
– Passive Sourcing
• Drive
– Compliance and Consistency
• Elevate Recruitment’s Role

34. Improve Hiring Manager’s Interview Effectiveness
• Lack of consistency for hiring managers
• Managers looking for differences in candidates
• Probing questions driven by previous managers’ comments

35. Patient Satisfaction - HCAHPS

36. Behavioral Interview Questions

37. Improve Efficiency – Time and Money
RecruitersSourceCandidates
Screen to top 3 candidates

38. • Improve efficiency – time and money
• Six Sigma
 From 60 work weeks to 4.8
0
10
20
30
40
50
60
Telephone SkillSurvey
Work weeks to
reference check
2,272 job
candidates
Solution resulted in a 92% Reduction in Time Spent reference checking
Exclusive Case Study: Improved Efficiency – Time and Money

39. Passive Sourcing by the Numbers
Job opening
100
Candidate
s
300
Reference
s
1,500
An organization
has 100 job
openings
3 candidates
apply on average
for each job = 300
candidates
3 candidates
SkillSurveyed and
provide 5 references
each = 1,500 potential
contacts
65% of the 1,500 contacts opt in to learn about future
career opportunities. 1,500 x .35 = 525 + passive
candidates
1 2 3 4
Talent Pipeline and Funnel
• Multiplier Effect Based on
Number of Candidates Screened
• Builds Automatically
Industry Professionals with Whom
To Network and Source
• “Great People Know Great
People”
• “Warm Lead” vs. “Cold Lead”

40. Science Compliance Risk
Risk and Compliance Management

41. Increase Compliance and Consistency
• It is all about the science - Validity of survey questions
– Do the questions validate what you are actually asking?
– Do the questions help predict future behavior?
– Are the questions being asked in a way that reduces risk?
• Sample question – What high school did you go to?
• SkillSurvey reference feedback shows no differences
between sub-groups
– Helps support your efforts to remain EEOC and OFCCP
compliant
• Standardized process

42. • Clear ROI for Finance and Budgets
– Quality of Hire
– Turnover
– Efficiency
– Passive Sourcing
• Elevate Recruitment’s Role
Why You and a Better Process?

43. 1 minute
5 minutes
10 minutes
2 seconds

44. Survey Availability
Job Level ►
▼Job Family
Entry-
Level
Hourly Clerical Professional Supervisor Manager Executive
General       
Production     
Sales       
Marketing     
IT       
Operations     
Customer
Service      
R&D    
Admin      
Finance      
Legal      
HR      
Engineering     
Education    
Healthcare       

45. Step 1: Enter Candidate Data

46. Step 1a: Select Survey
Send email
to candidate

47. Sample Libraries: Finance

48. Other Libraries: IT

49. Other Libraries: Customer Service

50. Other Libraries: Healthcare

51. Step 1a: Select Survey
Send email
to candidate

52. From: org name Recruiting
Sent: Thursday, November 06, 2008 12:57 PM
To: Patrick T
Subject: org name Selection Process Information
Dear Patrick T,
Thank you for your continued interest in the Major Account Sales position with org name. As already
explained to you, a critical step in the selection process is reference checking. org name uses web-based
reference checking for this purpose.
Please click on the link below. It will open a web page where you will input your reference. You will also
be able to review a sample of the questions being asked and the email that will be sent to your
references. Your references will be emailed a reference survey and their responses will be submitted
directly back to SkillSurvey. No one will see your references' individual responses because all responses
are electronically aggregated together to produce one summary report.
Note that all references will be responding as individuals, not as representatives of any company or
organization.
Please click on the following link (URL) to begin: http://eref.skillsurvey.com//CandidateUtilities/EOC.aspx?
Step 2: Candidate Enters References
Automated Email From
Recruiter to Candidate
Explaining the Process

53. Step 2c: Candidate Confirms References and Signs Legal Waiver
Proof of Consent
“…I hereby release any such
person, their company, and any
affiliated officers, directors,
agents, and employees from any
and all claims I may have arising
out of the disclosure of such
information…”

54. The Surveys: Job-Specific, Behaviorally-Based Questions

55. Job-Specific, Behaviorally-Based
Would you like to learn more about job openings at Your Co name?

56. Drive Warm Candidates to Career Page

57. Step 4: Aggregate Reference Responses into Actionable Intel

58. Validated Candidate – Good Fit

59. Validated Candidate – Good Fit

60. Pause or Avoid this Candidate – Low Scoring

61. Professionalism

62. Interpersonal Skills

63. Patient Satisfaction - HCAHPS

64. Verbatim Comments

65. Verbatim Comments

66. Passive Candidate Database

67. • Clear ROI for Finance and Budgets
– Quality of Hire
– Turnover
– Efficiency
– Passive Sourcing
• Quickly Implement and Easy “Win” for HR
• Elevate Recruitment’s Role in the Organization
Why?

68. Sample Clients
Sample Clients

69. SkillSurvey Usage and Growth

70. About Us: SkillSurvey
• Providing Reference Solutions since 2002
• Inventor of web-based reference checking
– Patent pending
• 37,611 Candidates in June 2013
– June 2012 – 30,621
– Over 1,000,000 candidates entered since 2008
– Over 5,000,000 people experienced the SkillSurvey process
• 750+ customers
• 319 surveys in current inventory – 23 different job families
– Cynthia Hedricks, PhD, Chief Analytics Officer
– 92 Surveys for Healthcare roles, 22 Surveys for IT roles, 12 for Sales roles, 10 for
Customer Service roles, 22 for Finance roles, 15 for Retail roles, 13 for Education

71. Contact SkillSurvey
www.skillsurvey.com
Mike Bartkus, Vice President
mbartkus@skillsurvey.com
610-947-6300

72. Mike Bartkus
Vice President
SkillSurvey, Inc.

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