grow your own! by glen cathey

SCOE Client Support

looking to build/build out your sourcing capability?

grow your own!

Glen CatheyVP, Global Sourcing and Talent Strategy

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1

Great sourcers dont grow on trees but you can grow your own.

a little bit about you

How many manage sourcers?

How many are planning on hiring and managing sourcers?

Hire for experience?Years of experience?Specific industries/roles?

Hire without experience?





2

experienced

pros"hit the ground running"immediate resultstraining not requiredbring best practices from other organizations

consmore expensivemay have bad habitstheir way may not be your waymay be resistant to change "can't teach an old dog new tricks"





3

no experience

prosless expensiveno bad habits/nothing to unlearncreate in your visionfresh & clean perspective

consrequire training (master coach)take time to rampresults are not immediatemay not work outbrain drain





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a little about me

VP, global sourcing and talent strategy 16+ years in recruiting/staffingstaffing & RPO: I.T., F&A, Healthcare, Federal, Energy, Engineeringhired and/or trained 1000+ sourcers and recruiterscentralized sourcing/recruiting (300+ people)direct MSP/VMS deliverywww.booleanblackbelt.com6X SourceCon speaker 2010 (X2), 2011, 2012 (X2), 2013 5X LinkedIn Talent Connect speaker (US, CA, UK)2X Australasian Talent Conference (Sydney & Melbourne)2X TruLondon

all of top performers i've worked with have had no prior experience





5

my recent journey

Hires: 41May 28th 7 June 4th 11June 18th 11August 13th 12

Turnover: 17% / 2.4% 1033

Reason

moving to agency

2 performance, 1 prev. offer came through1 relo (staying w/us), 1 engineering, 1 location (agency)





2 performance 1 old offer came through (original industry retail)2 location (1 staying with us, 1 going agency)1 agency1 career switch (engineering)

6

sourcing sourcers

What is kik? It's the fast, simple and personal smartphone messenger.





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hiring profile

performance oriented

quick learner

committed to excellence

enjoys problem solving

solutions oriented

positive attitude

passion & persistence





wwsjd?

Hire pirates





hire pirates





"Its more fun to be a pirate than to join the navy." - Steve Jobs, 1982





Quote made during the days of the original Mac development team. Says a great deal about the kind of people and team behavior admired.

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why pirates?

"A pirate can function without a bureaucracy. Pirates support one another and support their leader in the accomplishment of a goal. A pirate can stay creative and on task in a difficult or hostile environment. A pirate can act independently and take intelligent risks, but always within the scope of the greater vision and the needs of the greater team."

"Pirates are more likely to embrace change and challenge convention. 'Being aggressive, egocentric, or antisocial makes it easier to ponder ideas in solitude or challenge convention,' says Dean Keith Simonton, a University of California psychology professor and an expert on creativity."

"So Steves message was: if youre bright, but you prefer the size and structure and traditions of the navy, go join IBM. If youre bright and think different and are willing to go for it as part of a special, unified, and unconventional team, become a pirate."

Source: What Would Steve Jobs Do?: How the Steve Jobs Way Can Inspire Anyone to Think Differently and Winby Peter Sander (McGraw Hill)]





Quote made during the days of the original Mac development team. Says a great deal about the kind of people and team behavior admired.

12

diversity

Steve Jobs appreciated a breadth of background and experience when selecting team members.

"Picasso had a saying. He said, 'Good artists copy, great artists steal. And we have always been shameless about stealing great ideas and I think part of what made the Macintosh great was that the people working on it were musicians and poets and artists and zoologists and historians who also happened to be the best computer scientists in the world." Steve jobs, PBSs "Triumph of the Nerds: The Rise of Accidental Empires (1996)

"He also liked entrepreneurship and signs of success at other endeavors. People who show the ability to get things done in other fields, to synthesize their experiences, and to take a broader view of the human experience are more likely to be the pirates that Steve was searching out."

Source: What Would Steve Jobs Do?: How the Steve Jobs Way Can Inspire Anyone to Think Differently and Winby Peter Sander (McGraw Hill)]





sourcing pirates

(Laude or "phi beta kappa" or Honor* or scholar* or Deans or "Deans" or GPA or "G.P.A.") and (exceeded or most or highest or reached or attained or increased or lead or led or top or best or quota*)

(research* or data or analy* or statistic*) and (captain or lead* or led or president* or manag* or supervise* or football or basketball or baseball or softball or volleyball or lacrosse or tennis or golf or soccer or swimming or Debate or Volunteer* or Varsity or Society or Fraternity or Sorority) and (Laude or "phi beta kappa" or Honor* or scholar* or Deans or "Deans" or GPA or "G.P.A.") and (exceeded or most or highest or reached or attained or increased or lead or led or top or best or quota*)

laude (intern OR extern OR junior OR student)

(hardworking OR "work ethic" OR "hard working" OR exceed OR ambition or gold OR platinum OR top OR quota* OR exceeded OR exceeding OR highest OR most OR best OR winner) (research OR researching OR researched OR Boolean OR data OR database OR databases OR researcher OR analysis OR analyze OR analyzed OR math OR mathematics OR calculus OR statistics OR statistical OR "problem solving" OR logic OR logical OR analytical OR analytics OR competitive OR physics)





diversity





example resumes





example resumes





example resumes





example resumes





example resumes





group interviews

Interview sessions were in group sessions ranging from 7 12 candidates at a time and included exercises/questions focusing on problem solving, sourcing approach, and creating sample search strings.

The group interview approach saved our team over 60 hours of interview time.





training & development

Large blocks of time for repetitive live sourcing exercises





22

performance expectations

measure daily leadsphone screens candidate submittals referrals

daily performance expectations (min) 40 find & engage, 80 find only8 2





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50-80 leads10 Phone screens2-5 submittals

roles sourced for

loan processorlead surface wellhead engineersr accountantfraud initiation analystfund controllersales managermechanical A/C assemblystructural engineermanufacturing engineerdirect sales repfield auditorplant security investigatorquality assurance netapp engineerembedded sw engineer

vp, compensation & benefits drill sustaining engineerparallel switchgear engineerengineering managersr. flow control engineermedical coderssr. account executive (ecm)regional sales executiveproduct compliance engineerap/ar accountant engineering program managermanufacturing managerengine starting & operabilityregional sales managerunderwriter





2 clients, 4 months: 163 hires - 7 people 400 hires - 16 peoplethat's 6+ hires per month per person

24

grow your own

"hire for attitude, train to retain"

interviewing experienced sourcers?leverage whiteboarding and live sourcing exercises focusing on roles the person has never worked beforethought process and methodology are more important than tools, technology, and syntax





25

talent code





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talent code

short versionmyelin (neural insulator) is keydeep (deliberate) practicestruggling is criticalmaster coaching

"skill is a cellular insulation that wraps neural circuits and that grows in response to certain signals" *

*Source: Talent Code by Daniel Coyle





27

mistake focused practice

Q: why is targeted, mistake focused practice so effective?

A: because the best way to build a good circuit is to fire it, attend to mistakes, then fire it again, over and over. Struggle is not an option: it's a biological requirement

Q: why are passion and persistence key ingredients of talent?

A: because wrapping myelin around a big circuit requires immense energy and time. If you don't love it, you'll never work hard enough to be great.






28

myelin

myelin wraps it doesn't unwrap

"Once a skill circuit is insulated, you can't un-insulate it (except through age or disease). That's why habits are hard to break. The only way to change them is to build new habits by repeating new behaviors by myelinating new circuits"

"You cant teach an old dog new tricks"

neural circuits can be developed like muscles

"If you use your muscles in a certain way trying hard to life things you can barely lift those muscles will respond by getting stronger. If you fire your skill circuits the right way by trying hard to do things you can barely do, in deep practice then your skill circuits will respond by getting faster and more fluent."






29

deep practice

"deep practice is built on a paradox: struggling in certain targeted ways operating at the edges of your ability where you make mistakes makes you smarter"

"it's important to be forced to slow down, make errors, and correct them"

"we think of effortless performance as desirable, but it's really a terrible way to learn"

Robert Bjork, Ph.D., StanfordDistinguished Professor Emeritus, Cognitive Psychology @ UCLA






30

master coaching

John Wooden taught in chunks, using what he called the "whole part method" teaching players an entire move, then break it down to work on its elemental actions.

He formulated laws of learning: explanation, demonstration, imitation, correction, and repetition.

"Don't look for the big, quick improvement. Seek the small improvement one day at a time. That's the only way it happens and when it happens, it lasts"

"The importance of repetition until automaticity cannot be overstated. Repetition is the key to learning."

John Wooden, 3-time All American basketball player at PurdueWon 10 NCAA championships in 12 years, 7 in a row at UCLA UCLA, where his team won a record 88 consecutive games

*Source: You Haven't Taught Until They Have Learned by John Wooden





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talent is overrated

deliberate practiceimproves performance by designhigh repetitioncontinuous feedbackmentally challenginghard workfocus on the process, not end resultmetacognitioncontinuous improvement





32

grow your own

research in occupational training shows that people retain10% of what they read20% of what they hear30% of what they see50% of what they hear and use70% of what they say90% of what they say and do

developdo not assume experience = abilitymust be hands-on and interactive to establish habitsverify ability!





33

sourcing challenges

what is this person's full name?

how many mechatronics engineers are on Monster in a 50 mile radius of Watkins, CO?

how would you find a substation engineer that doesn't mention the term "substation?

what searches would you use to find storage engineers with significant NetApp experience?

use google or bing to find a list that contains contact information (phone and email) for oil and gas professionals, including at least one process engineer in Houston





34

grow with them

involve & ask for input!processessell sheetsboolean builderscreening formsharepoint site for knowledge managementsearch string library





35

knowledge management





Boolean builder





discussion





38

grow your own! by glen cathey

Business

phi beta kappa

winby peter

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