SourceChat May 8, 2012 #SChat Phone Sourcing Chat Lessons

[Maureen Sharib]

SourceChat here on the MagicMethod phone sourcing site every Tuesday at noon ET.  

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Maureen Sharib Phone Sourcer 513 646 7306

Hi everyone and welcome to SourceChat - the only phone sourcing chat on the web! ! Here's here? Intro yourself and tell us what you do.

12:00 PM

 

Martin Lee

Hi Maureen and others. I work for a recruitment research company. We map target organisations and provide all the results back to clients so we do a lot of phone sourcing and internet sourcing.

 

Maureen Sharib Phone Sourcer 513 646 7306

You org chart them?

 

Martin Lee

Yes that too.

 

Maureen Sharib Phone Sourcer 513 646 7306

Can you tell us what a typical assignment is; how long it takes and what exactly you do when phone sourcing?

 

Recruiting Animal

Kenaynahora Martin Lee is back

Where's @DGillies

And Phoney.

 

Martin Lee

I know you missed me animal.

 

Recruiting Animal

Indeed.

 

Maureen Sharib Phone Sourcer 513 646 7306

I'm doing an email campaign for new business to old customers. Today I sent out 76 and 12 bounced. Not as many bounced as I thought would. <--INFO

 

Recruiting Animal

That was Maureen's fault. She was so busy with her reno that she discouraged people from coming

wow

 

Maureen Sharib Phone Sourcer 513 646 7306

<sigh>

Can we move on Animal?

 

Recruiting Animal

I'm just filling the gap dear

What do you say again when they say did you call here yesterday?

Or: Didn't I tell you not to call

 

Maureen Sharib Phone Sourcer 513 646 7306

I'm curious what everyone here does for biz devt. Does anyone here drum up their own biz?

I say "Yes, I did," if I did!

 

Martin Lee

Typical assignment is to map a load of target companies for specific roles. We will identify someone in that company and then pick up the phone. We have a "career" discussion with them i.e. our client is interestedin them now or in the future (which is normally true) and they are more open this way.

 

Recruiting Animal

Maureen tell me when UR ready for a follow up. I will ask again and press you for a real answer

Hi Toni

 

Toni Buccarelli

Hi all! ;-)

 

Maureen Sharib Phone Sourcer 513 646 7306

Martin - you identify someone. How do you do that?

Hi Toni. Ling time!

 

Toni Buccarelli

Yea, I know. . .

 

Maureen Sharib Phone Sourcer 513 646 7306

That is a real answer Animal.

 

Martin Lee

Internet searches first off. It doesn't matter if that person is rubbish we have a starting point.

 

Maureen Sharib Phone Sourcer 513 646 7306

I say, "Yes, I did." What's wrong w/ that??

 

Recruiting Animal

Well you have to say what coMaureen Sharib Phone Sourcer 513 646 7306s next. how the whole thing works out

 

Maureen Sharib Phone Sourcer 513 646 7306

So you ID them on the 'net and then you call and offer them your customer's opportunity. What do you charge for that?

 

Recruiting Animal

Didnt I tell you not to call here? OR Didn't I tell you I'm not allowed to give names.

OR Didn't I tell you that I don't have any names here

 

Maureen Sharib Phone Sourcer 513 646 7306

I have to say what comes next? I just shut up and see what she says.

 

David Gillies

sorry...forgot is differetn venue

 

Recruiting Animal

and how does that usually work out Maureen. I won't ask if you don't want to tell. Its okay with Maureen Sharib Phone Sourcer 513 646 7306

I'm not a dentist. I dont like pulling teeth.

 

Maureen Sharib Phone Sourcer 513 646 7306

Nobody ever tells me not to call Animal. Really. What are you doing that provokes a response like that?

 

Recruiting Animal

Well I gave you a few other options. Why dont you respond to them instead of simply the one that you can use to cut me off

 

Maureen Sharib Phone Sourcer 513 646 7306

IF she told me she can't give names or she doesn't have them I DON'T generally call her again. I find another way in. Stabbing, for instance, into their direct dial lines.

I don't fight the river Animal.

 

Recruiting Animal

So it's pretty easy for the front desk to get rid of you

 

Maureen Sharib Phone Sourcer 513 646 7306

I suppose so.

 

Recruiting Animal

K. Thanks

 

David Gillies

phone sourcing is numbers and timing

 

Maureen Sharib Phone Sourcer 513 646 7306

There's ALWAYS another way in. ALWAYS.

That's right David.

 

Martin Lee

Case by case depending on how much work but typically about £7000 (pounds) for 1 role to map 20 or so companies. They end up with a talent pool too for future hires (I hope Mr Albright) isn't going to join this chat now.

 

Toni Buccarelli

Take a tip from David above, Get a name from the internet & ask for that person, once transferred you can apologize and ask for titled person for whom the search is really trying to find.

 

David Gillies

that is IMHO why Maureen can be so straight talking...hit enough folks and sooner or later they give the info

 

Maureen Sharib Phone Sourcer 513 646 7306

So you give them basically Internet research that's been verified by phone and some interested candidates along the way?

That's true David. That is the secret in my sauce.

 

David Gillies

sourcing more difficult for more specific jobs because there may only be 3-4 in the whole company. Much harder to ask for a list, when the list is short and titles nefarious

 

Toni Buccarelli

That's what I do - just as a jump off point.

 

Maureen Sharib Phone Sourcer 513 646 7306

You have to be willing to invest the time.

NEVER ask for a list David. Not in those words.

 

Charron Myers

playing dumb works sometimes

 

David Gillies

just saying that if list is very short, much harder to get names

 

Maureen Sharib Phone Sourcer 513 646 7306

Nice crowd here today. What challenges are you facing in your businesses today?

Playing dumb is good. I wonder if it's easier for women to do that.

 

Toni Buccarelli

I'm trying to find a virtual/remote contract. . . any one know of any openings?

 

Charron Myers

I'm better at asking for names and who can you send me to than asking for the work.

 

Maureen Sharib Phone Sourcer 513 646 7306

I see it differently David. BIG lists are (usually) the hard ones to accumulate!

 

Charron Myers

BIG list? What are you talking about?

 

David Gillies

phone sourcing easier if nationwide. I do recruiting locally and good chance I will need to recruit the folks I get to give me info...or meet them at trade shows

 

Charron Myers

(think I missed something)

 

David Gillies

CHarron, usually companies have BIG lists of engineers, but not so for G&G applications support in drilling

 

Alan Fluhrer

Maureen- y not calling those folks 4 biz

 

David Gillies

G&G apps support is a very focused area and only a few needed

 

Maureen Sharib Phone Sourcer 513 646 7306

Contact Krista Bradford - she's looking for someone who can do investigative work inside companies 203.539-0847 Office & Cell

 

Toni Buccarelli

@Mo. > Thanks.

 

Maureen Sharib Phone Sourcer 513 646 7306

big lists - 25 or more names inside one org.

 

David Gillies

how do you map an organization? What questions do you ask that don't set off alarms.

i have always been curious about that.

 

Recruiting Animal

So Dave Gillies - UR saying that it is awkward to get sourcing info when its likely you have to recruit the same guy -- bcz he's going to recognize your voice?

Or because he is giving you competitors to himself?

 

pownce

calling after hours, sometimes the security will answer, but you'll need 1 name to start off

 

David Gillies

yeah, because conversation is specific, not general....voice + context of conversation

 

Recruiting Animal

Yeah are you talking me to me bcz I dont understand what you said

 

Martin Lee

David - we pretend we are from different organisations i.e. a sales magazine or an institute of something or other.

 

Alan Fluhrer

4 G+G isn't there a conference-association

 

David Gillies

animal - was trying to find LINUX DBA but got hooked up with an Oracle DBA - several questions later and a bit dubious he give me name...then starts abruptly asking questions. I think he would remember me if I called back in

yeah, there is Alan. THere are tons of flavors of G&G apps though- associatins too general

Martin - I pretty much don't ruse ie. pretend I am from somewhere i am not

 

Alan Fluhrer

oh

email spec I'll look in my files

 

Maureen Sharib Phone Sourcer 513 646 7306

Not everyone can ruse effectively Martin.

 

David Gillies

but, believe me, I have tried it. :) It is effective but very uncomfortable....not me

 

Martin Lee

Well try it - it's fun.

 

Toni Buccarelli

David - What do you say when you get the gatekeeper on the phone, then?

12:23 PM

 

David Gillies

What Maureen told me to say....Hi, this is David Gillies. I am trying to connect with the DBA broup. CAn yoiui forward me?" For IT, front desk has NO idea...have to stab into IT so they understand what you are looking for

Ok, Alan. THanks.

 

Toni Buccarelli

Yup - that's the best way to crack this case. ;-)

 

Alan Fluhrer

dba group may be too specific for a gatekeeper. try also systems group-they know the dba's. or the mgr of tech ops

 

David Gillies

we need to put the names of who we are answering - tweetchat did that for us.

Alan: good idea

Getting in to IT helpdesk is impossible. First thing they ask is for your employee or division number. they don't do anyting without it.

 

Alan Fluhrer

or use LI to find those folks, play dumb, then say you thought u were calling the SA

 

David Gillies

the most rusing I will do is explain that I am not an employee but a "solutions partner"

 

Alan Fluhrer

that's a good one- have u sourced in meetups yet

 

Recruiting Animal

@DavidGillies is right - use the at sign and name to reply

 

David Gillies

Alan: if you get the manager of Tech Ops, what do you do then? ASk for his employee? :P

 

Toni Buccarelli

David > There's an underlying honesty in that erm " solutions partner". I like it! Mind if I use it?

 

Cathy

Toni - what areas do u specialize in?

 

Alan Fluhrer

say, sorry I thoguht you were the SA I wanted to send some info abt XXXX. who is the right person for this

 

David Gillies

@Alan - meetups? as in that new web site that is called "Meetups"?

@Toni - sure Toni! they will often offer names companies you might be. :P

 

Toni Buccarelli

Cathy - Can we discuss off-CHAT? 757.234.6300

 

Alan Fluhrer

yes.

 

David Gillies

I just say "yeah, them" lOL!

 

Cathy

@Toni - sure or email me at [e-mail]

12:29 PM

 

David Gillies

@Alan - no, you have had success at Meetups? Thoght they were mostly entrepreneurial efforts

 

Toni Buccarelli

@Cathy L8R

 

Alan Fluhrer

@ david, call/email me we can chat

 

Maureen Sharib Phone Sourcer 513 646 7306

Anybody doing anything now they're struggling with?

 

Martin Lee

There's a lot of signups going on at brandyourself.com and this gives you some phone numbers site:brandyourself.com "contact info"

 

David Gillies

ok Alan

 

Toni Buccarelli

@Martin> Is open search available at that site?

12:32 PM

 

Martin Lee

Not within it (I haven't seen) but it xrays. Just addd skills and location. I thought it would just be sales,marketing and SEO but all sorts of profiles in there.

 

David Gillies

good chat everybody....Alan, I will call you now

 

Maureen Sharib Phone Sourcer 513 646 7306

We have some new faces here - anyone want to intro themselves and tell us what challenges you have?

 

Recruiting Animal

Thanks

 

Alan Fluhrer

ok

 

pownce

does anybody know of something similar to pipl for Asia

 

Alan Fluhrer

need cpas - detroit-chalroeete-philly must have big 4

 

David Gillies

Alan...best number? 626-585-1700

 

Alan Fluhrer

yes david

 

Recruiting Animal

@Pownce @Shally might know that

 

David Gillies

Alan, can you talk now or u stil chatting?

 

pownce

thanks, I tried peek you, but limited

 

Alan Fluhrer

now ok

 

pownce

@Martin, have you had any luck with about.me

 

Maureen Sharib Phone Sourcer 513 646 7306

For Big4 directories Alan email Ross Crawford [e-mail]

 

Toni Buccarelli

@pownce> Is that part of a Boolean string or a site?

 

pownce

@toni site:aboutme

 

Toni Buccarelli

HMMM - haven't seen that one - will check it out. TX

 

Recruiting Animal

@Pownce you leave out the dot between about and me?

 

pownce

@toni @animal about.me

 

Toni Buccarelli

So it would be www.about DOT me?

 

Maureen Sharib Phone Sourcer 513 646 7306

I had an interesting experience last week. Found a guy on LinkedIn - a Tool Grinder. Called his company and a hostile - very hostile Gatekeeper - told me he wasn't there anymore.

Customer InMailed him on LI and guess what? He WAS still with the company and he responded.

 

pownce

@toni yes, about.me, I think it's owned by AOL

 

Martin Lee

Build these into a Google Custom search engine http://www.similarsitesearch.com/alternatives-to/about.me

 

Maureen Sharib Phone Sourcer 513 646 7306

I bet Gatekeepers have experienced a huge uptick in calls asking for their employees.

AOL was my original online search site. ;)

Can you believe it??

 

pownce

@Martin, thanks

 

Recruiting Animal

But Maureen you were on AOL until last year right?

 

Maureen Sharib Phone Sourcer 513 646 7306

NO

I was on it 1996 97 98 or so

AOL will rise again. watch.

 

Recruiting Animal

Just j/king Maureen. its 1241 by the way

 

Toni Buccarelli

Weren't we all?

 

Maureen Sharib Phone Sourcer 513 646 7306

;0

 

Recruiting Animal

AOL was genius sending those CDs to everyone's home

ten min over time

 

Maureen Sharib Phone Sourcer 513 646 7306

Yes that was genius.

 

Toni Buccarelli

Those CDs are great for keeping the birds away from my garden

 

Maureen Sharib Phone Sourcer 513 646 7306

AOLL was fun. SO MUCH FUN.

Bob called it AOLHell.

 

Toni Buccarelli

Look how far we've come in 15 years ;-)

 

Maureen Sharib Phone Sourcer 513 646 7306

Famous for crashing your dial up pcs

Yes look how far.

This is like those old AOL chat rooms.

'member dial-up? That funny sound it madse?

 

Toni Buccarelli

OK going to email Cathy then call Krista - Have a good week - see you next Tues. ;-)

 

Maureen Sharib Phone Sourcer 513 646 7306

Chat is the little sister that doesn't get the credit she deserves in the online community.

IMO

Bye Toni

 

Toni Buccarelli

Agree

BYE

 

Maureen Sharib Phone Sourcer 513 646 7306

What's next in sourcing?

Shally said a while ago we'd all specialize.

Anyone seeing that?

 

Philise Conein

Hi Maureen...biggest challenges we are having of late are dealing with GREEN HORN sourcers...afraid to pick up the phone...and their reliance on Resume Boards...which I've slowly been cancelling this year.

 

Maureen Sharib Phone Sourcer 513 646 7306

Philise - are they young?

What do you think holds them back from the phone (besides fear)?

Or is fear the main culprit?

 

Recruiting Animal

@Phil YRU cancelling the resume boards. no good cands?

 

Philise Conein

Yes...two came from the Google "G-Feet" sales team (laid off)...one is probably leaving us to become a police officer (PERFECT SOURCER in TRAINING!)

 

Jennifer Bowen

Lack of knowledge and fear are the only culprits I can think of. Fear of rejection is the big one I've seen hold people back from picking up the phone.

 

Maureen Sharib Phone Sourcer 513 646 7306

Sourcing has acquired a bad rap w/ all the hollabaloo around Internet sourcing...

 

pownce

Like Maureen said, with the phone, it's a number's game

 

Maureen Sharib Phone Sourcer 513 646 7306

...as being the END ALL to all of it!

IMO

 

Philise Conein

They will text and instant message all day long....

 

Maureen Sharib Phone Sourcer 513 646 7306

Customers don't understand the difference in the end-product between Internet and phone.

 

Jennifer Bowen

@Maureen - You're absolutely right. So how do you convince them of the difference?

I'm curious how you combat that

 

Philise Conein

If I could harness that eagerness to get them to get Cell Phone numbers of candidates...then we'd be good...

 

Maureen Sharib Phone Sourcer 513 646 7306

I don';t know Jennifer. I guess they have to bloody themselves on the experience and then we come in and mop it up and save what we can of the severed extremities.

 

Philise Conein

I've even sent them some of Shally's techniques to use X-ray on LinkedIn....I'm still getting the "but I don't have a phone number or email" from the recruiters...aaaarrgggh! I think some additional training is in order for the whole team.

 

Maureen Sharib Phone Sourcer 513 646 7306

Philise - you can't harness it. Most won't do it EVEN WHEN YOU SHOW THEM HOW!

 

Philise Conein

Maureen...what would be your first question to ask to anyone who is EVEN thinking about becoming a researcher/sourcer?

 

Jennifer Bowen

@Maureen - So true. Overcoming the incompetent, fly-by-night, "sourcers" out there is frustrating though. It just makes biz dev for those of us who know what we're doing even more difficult.

 

Maureen Sharib Phone Sourcer 513 646 7306

Maybe we should advertise, "Did you have a bad experience with your sourcing partner?" and try to undamage the do when they call to say yes. IF they even call!

 

Jennifer Bowen

The other thing I'm seeing is firms and companies wanting to hire a "junior" recruiter to do their sourcing because they view it as a good training opportunity. They just don't see the actual value we offer.

 

Maureen Sharib Phone Sourcer 513 646 7306

Philise: There are a few. I'd ask them abt their patience levels. Most will lie and say they have it.

I'd ask them if they like to do puzzles.

I'd ask them what they did in the past and what their most enjoyable childhood memory is.

You're right Jennifer. It's a HUGE PROBLEM right now.

 

David Gillies

Being very straight is the best way to avoid the fear. As Maureen says, if it lasts longer than 10 seconds you are in trouble. Most of the time, hang up and dial again.

 

Maureen Sharib Phone Sourcer 513 646 7306

Right now there are far too many Internet sourcers and far too few phone sourcers.

Until that changes (and it won't) we have to battle the headwind.

 

Jennifer Bowen

I think there are far too many people who claim to be sourcers in general right now.

 

Philise Conein

What kind of feedback are you all hearing regarding Offshore "Super Cheap" sourcers...I used to get an onslaught of emails...not as much these days.

 

Maureen Sharib Phone Sourcer 513 646 7306

Right Jennifer. Most are hard pressed to explain what sourcing is and what it isn't. How do you explain it?

One thing the offshore can't usually get right is phone sourcing Philise.

We are kind of insulated in that respect.

 

Philise Conein

Yes.

 

Maureen Sharib Phone Sourcer 513 646 7306

1:00 is approaching - this has been a great chat!

Will you all come back next week? NOON ET right here.

 

Philise Conein

Thanks Maureen!

 

Maureen Sharib Phone Sourcer 513 646 7306

We have 3 mins left...

 

Jennifer Bowen

I see sourcing as the foundation that talent strategy is built on. Our role is to identify, break down walls and provide the information necessary for a recruiter or talent partner to make informed strategic hires. I know that's a mouthful but...

12:58 PM

 

Jennifer Bowen

How do you explain it?

 

Maureen Sharib Phone Sourcer 513 646 7306

Animal would agree with you. He sees it as the heart and soul of recruiting.

I explain it as the starting point for a well defined search.

 

Philise Conein

Does anyone (really quick) know of a good conference / event to target Mobile Developers...we have mined most of the local talent at this point.

 

Maureen Sharib Phone Sourcer 513 646 7306

Like all starting points it requires a knowledgeable and capable "partner" to see the process through.

Fortunately today who's left in recruiting mostly fills that bill.

wouldn't a google search bring that up Philise?

mob ile conference <--see what come sup

 

Jennifer Bowen

@Philise - Take a look at MobileMonday meetups - They have them in many cities

 

Philise Conein

Yes...that was a rookie question...sorry...thanks Jennifer...we have the Mobile Mondays here in Richmond...I need to get my team to rotate and start going to meetings...it is a "bandwidth" people issue...thanks everybody.

 

Maureen Sharib Phone Sourcer 513 646 7306

Bye everyone!

 

Jennifer Bowen

Also, depending on what type of mobile - move away from the term mobile and into Android, iOS and WP in your search teams

terms (sorry bad spelling)

Bye everyone

 

Philise Conein

Primarily iOS...and using tools like titanium.

Bye.

SourceChat here on the MagicMethod phone sourcing site every Tuesday at noon ET.  

If you want to learn more about phone sourcing consider taking Maureen's MagicMethod course!