Perils and PitfallsPerils and Pitfalls

Building High Performing Recruiting TeamsBuilding High Performing Recruiting Teams

byby Randall StevensRandall StevensDirector, Enterprise IT Talent AcquisitionDirector, Enterprise IT Talent AcquisitionNationwide InsuranceNationwide Insurance

Obligatory Boring Corporate SlideObligatory Boring Corporate Slide

Nationwide = Diversified Financial Services (Investments Nationwide = Diversified Financial Services (Investments and Insurance)and Insurance)

#98 on Fortune 500 list#98 on Fortune 500 list

$20B+ Annual Revenues$20B+ Annual Revenues

36,000 Associates, approx 14,000 hires/yr with just over 36,000 Associates, approx 14,000 hires/yr with just over half coming in from the outside.half coming in from the outside.

Total I.T. population of 6,000 Total I.T. population of 6,000 –– 1400 hires in ‘061400 hires in ‘06

Columbus IS prettyColumbus IS pretty

But it’s not But it’s not NewNew YorkYork

OR California…

EveryoneEveryone’’s hunting for the elusive s hunting for the elusive ‘‘Passive CandidatePassive Candidate’’

Sourcing Channel and RetentionSome sourcing channels are more effective than others in influencing intent to stay

HR Leaders need both recruiting HR Leaders need both recruiting hunter & farmer skill sets to hunter & farmer skill sets to find the very best talent.find the very best talent.

The Hunter mindset is aggressive, The Hunter mindset is aggressive, but usually wreaks havoc.but usually wreaks havoc.

Political Savvy + Political Savvy + Hunter Mentality is the Hunter Mentality is the

dream recruiter.dream recruiter.

Find the right people, then lead Find the right people, then lead them as they uniquely need.them as they uniquely need.

Hint #1Hint #1

The innate skills / personality type The innate skills / personality type of recruiter to hire is:of recruiter to hire is:

The Hunter or the Farmer profile The Hunter or the Farmer profile alone wonalone won’’t work.t work.

Teddie was the best Hunter ITeddie was the best Hunter I’’ve ve ever seen.ever seen.

Jeff 1 was a great Farmer.Jeff 1 was a great Farmer.

Each was a disaster.Each was a disaster.

Hint #2Hint #2

Farmer skills can be learned.Farmer skills can be learned.

Hunter skills cannot.Hunter skills cannot.

Returns From Previous Job ExperienceSearch firm experience constitutes the most advantaged background

Create the ideal skill blend….Create the ideal skill blend….

Geoff 2 came in as a Hunter and Geoff 2 came in as a Hunter and became a blend.became a blend.

Job Job Shadowing Shadowing

was was eyeeye--opening opening

for him.for him.

He had the He had the advantage of advantage of

watching the blowwatching the blow--ups before him.ups before him.

Hint #3:Hint #3:

After you have found the right folks, After you have found the right folks, and created the blended skill mix, and created the blended skill mix, you STILL need to lead them you STILL need to lead them differentlydifferently……

Money doesnMoney doesn’’t motivate this t motivate this group!group!

Our last two hires accepted $20k Our last two hires accepted $20k less from us than they were less from us than they were

already making.already making.

Compensation: Impact on Recruiter Performance

Experience Pays DividendsRecruiter performance improves with experience

Can you replicate the thrill of the Can you replicate the thrill of the placement?placement?

First we tried, a complex weighted index…

Recognition is the golden ticket.Recognition is the golden ticket.

Need Some Help?Need Some Help?

YOU know what you need to do to YOU know what you need to do to lead lead –– don’t take yourself to don’t take yourself to

seriously….seriously….

Adlai StevensonAdlai Stevenson“It's hard to lead a cavalry charge if you “It's hard to lead a cavalry charge if you

think you look funny on a horse.”think you look funny on a horse.”

Will you be able to find, build, and Will you be able to find, build, and leadlead the right mix of recruiting the right mix of recruiting

skills?skills?

Explaining Variation in Quality and TimeMost of the variation in quality and cycle time is a

function of recruiter profiles and staff management

Neither Hunter nor Farmer profiles Neither Hunter nor Farmer profiles alone will succeed, and be able to alone will succeed, and be able to

drive the talent YOU need to drive the talent YOU need to YOUR organization.YOUR organization.

Let your people lead YOU!Let your people lead YOU!

Never tell people how to do things. Tell Never tell people how to do things. Tell them what to do, and they will surprise them what to do, and they will surprise you with their ingenuity. you with their ingenuity. –– General George S. Patton, Jr.General George S. Patton, Jr.

Search for the right profile, then Search for the right profile, then lead to their needslead to their needs

When you build this team properly When you build this team properly –– the power is AWESOME!the power is AWESOME!

Blended Skills + Intelligent Blended Skills + Intelligent Leadership = Trophy Game! Leadership = Trophy Game!

Q & AQ & A

Randall StevensRandall Stevens

Director, Enterprise IT Talent AcquisitionDirector, Enterprise IT Talent AcquisitionNationwide InsuranceNationwide Insurance

stever13@nationwide.comstever13@nationwide.comw) 614.854.2638w) 614.854.2638c) 614.313.8434c) 614.313.8434