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talentjuncture.com | [email protected] | +27 83 632 1380
ASTD 2010
Presented By: Leonie Pentz
Global Executive Search
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The world is still round but the (recruitment)
market is already flat...
- Hermawan Kartajaya, President of World Marketing Association
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A bird’s eye view : How did the
market become flat?
•Digitalization
•Globalization
•Futurization
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...hierarchies are being flattened and value is
being created less and less within vertical silos
and more and more through horizontalcollaboration.
--Thomas L. Friedman
Author of The World is Flat
Digitalization:
a horizontal collaboration
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Globalization: a borderless world
… The world has already attained the position of
being effectively without borders.-Kenichi Ohmae
-Author of The Borderless World
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Futurization : an individual focus
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BEFORE: Uninformed/ Uneducated
customers = Vertical Marketing
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NOW:Clever customers = Horizontal
marketing
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How do we adapt?
NEW Horizontal Market OLD Vertical Market
Communication Segmentation
Confirmation Targeting
Clarification Positioning
Codification Differentiation
Crowd Combo Marketing mix
Co-Creation Product
Value Price
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How do we adapt?
NEW Horizontal Market OLD Vertical Market
Community Activation Place
Conversation Promotion
Commercialisation Selling
Character Brand
Caring Service
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Tack the sails!!
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HR: friend or foe?
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Worst recruitment mistakes
• Flat recruitment advertising
• Inefficient recruitment processes
•
Wrong recruitment partners• Time to hire is way too long
• Treating (EE) candidates as if they are stupid
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Case study 1. Belden Europe
• Identified recruitment process as inefficient
• Set target to reduce time to hire to 65 days
from sign-off (from 130 +days)
• Chose Head Hunting company as recruitment
partner for scarce skills
• Got Senior Management involved
• Reduced time to hire to 83 days in six months
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Case study 2: Large Tobacco co,
South Africa
• Employer brand vs. Consumer Brand
• Employ for attitude (future fit)and train for
skill• Engage staff
• Drive recruitment policy from top down
• Partner with Head Hunter• Buddy system, Coaching, Training
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Recipe for success: advertising
• Print media vs on-line
• Selling vs engaging
• Community activation: – Community sites
– Targeted industry websites
– Blogs
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Recipe for success: advertising
•Brand vs. character
• Service vs. caring
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Recipe for success: Process
• Drive process from top
• Human Resource Department vs. Hiring Manager
• First interview: Say WHAT?!
• Be realistic;
– Salary Surveys
– Industry Research
– Timeframes
– EE targets
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Recipe for success: The ideal
Recruitment Partners
• Executive / Scarce Skill Search Partners vs.
general recruitment vendors
•
Head Hunter track record: success, integrityvalues
• Head Hunter access to decision makers and
crucial (confidential) information
• Hands off agreements
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Recipe for success: Timelines
• Agree and commit to timelines with HR, Hiring
Managers and recruitment partners
•
Ensure all candidates are communicated withand regretted timeously and courteously
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Recipe for success: Which Recruitment
Methodology?•
Consider EE targets, Scarce skills, Timelines
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Recipe for success: Communicating
effectively in a flat market
• Head hunted candidates vs job seekers
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Recipe for success:
Communicating in a flat market
• Will your favourite candidate choose you??
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In a flat market theindividual rules
• www.talentjuncture.com