Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession


Maureen Sharib

Maureen Sharib is a telephone names sourcer, names sourcing since 1997. She and her husband Bob own the names-sourcing firm TechTrak.com, Inc. (www.techtrak.com) which helps companies fill their hard-to-place positions at a fraction of the cost of traditional recruiting venues. Maureen is the moderator for the Magic In the Method business networking site, a professional site for sourcers with an emphasis on telephone sourcing. She is also the author of the only of its kind and very popular Magic In the Method telephone names sourcing training course and a continuous contributor to many online recruiting-related sites. You can connect with Maureen and TechTrak via Twitter or email at techtrak@embarqmail.com.

Articles by Maureen Sharib

Sourcing

When Sourcing Nurses, the Phone Is Your Friend



Nurse with blood pressure-free-Sira Anamwong

Nurse with blood pressure-free-Sira AnamwongAccording to the U.S. Bureau of Labor Statistics’ Employment Projections 2012-2022 released in December 2013, registered nursing is listed among the top occupations in terms of job growth through 2022.

The registered workforce is expected to grow from 2.71 million in 2012 to 3.24 million in 2022, an increase of 526,800 or 19%. The BLS also projects the need for 525,000 replacements nurses in the workforce bringing the total number of job openings for nurses due to growth and replacements to 1.05 million by 2022.

According to the “United States Registered Nurse Workforce Report Card and Shortage Forecast” published in the January 2012 issue of the American Journal of Medical Quality, a shortage of registered nurses is projected to spread across the country between 2009 and 2030. In this state-by-state analysis, the authors forecast the shortage to be most intense in the South and the West.

Cold Calling

‘No’ Could Mean ‘Yes’, So Just Talk to Me



Marigold hotel

Marigold hotel”Just talk to me.”

I saw a post in a sales group on LinkedIn:

How do you generate leads of potential customers in B2B, industrial products, raw materials or semi-finished products?

Actually it was a poll and 33% said they did geographical screening/searching; 33% said they used fairs, ads, associations, the web and etc.; and 33% said they used “other,” but it didn’t say what “other” was.

I bet it’s cold calling.

I saw a movie a while ago  called The Best Exotic Marigold Hotel. Here’s the trailer.

I loved it and highly recommend it.

It’s about a bunch of financially distressed old farts that travel to Jaipur, India (for various reasons) to spend their golden years in the lap of luxury. When they get there they discover they’ve been taken in by advertising that promised so much more than it delivered.

Or did it?

Cold Calling

Yes’ Could Mean ‘No,’ So Just Talk To Me



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Just talk to me.

I saw a post in a sales group on LinkedIn: “How do you generate leads of potential customers in B2B, industrial products, raw materials or semi-finished products?”

Actually it was a poll and 33% said they did geographical screening/searching; 33% said they used fairs, ads, associations, the web and etc.; and 33% said they used “other,” but it didn’t say what “other” was.

I bet it’s cold calling.

You can take the poll here and view the collective wisdom of others immediately.

How-To

Important Questions To Ask Before Hiring A Phone Sourcer



Office Telephone

Editor’s note: Need to hire a phone sourcer, but not sure how to properly vet them? Maureen Sharib, an experienced phone sourcer and trainer who with her husband, runs TechTrak, says you need to ask the right kind of questions to make sure the person you settle on will do a quality job at a fair price. Here are questions she suggests you ask.

What is your definition of phone sourcing? If they say they call companies to “check” on information they find on the Internet (“Is she still there? What’s her title now?”), keep looking. You haven’t found a real “phone sourcer.” If they tell you they find names of people who hold specific titles inside specific organizations that you provide you probably do have a phone sourcer on the line but you need to dig deeper.

Can you explain your process? A phone sourcer should be able to do this without boring you out of your skull or being reluctant to divulge his process.

How long have you been phone sourcing? If it’s less than three to five years you probably don’t have one experienced enough to get through to all of what you need.

Do you specialize in any one niche? Most true phone sourcers don’t. One niche won’t give you the breadth of experience you need to be able to think on your feet.

Cold Calling, How-To

Important Questions To Ask Before Hiring A Phone Sourcer



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die-hard phone jockeysEditor’s Note: If you’ve ever hired a sourcer to help with a particularly thorny search, you undoubtedly discovered that not only are they all not alike, but the range of services they provide is vastly different, as are their rates. Maureen Sharib is a phone sourcer who, with her husband, runs TechTrak. A phone sourcer is different from one who primarily sources via the Internet. Both provide a valuable, if different type of service for recruiters. In this post, Maureen offers guidance on hiring a quality phone sourcer.

What is your definition of phone sourcing? If they say they call companies to “check” on information they find on the Internet (“Is she still there? What’s her title now?”), keep looking. You haven’t found a real “phone sourcer.”

If they tell you they find names of people who hold specific titles inside specific organizations that you provide you probably do have a phone sourcer on the line but you need to dig deeper.

Cold Calling

Running With the Herd? Try Doing Something Different



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I’m a phone sourcer and I make my living working the phones. To be exact, I make my living going into the bowels of companies and identifying who does what.

I hear more and more from many of you in our community of Oh, you’re that old school type, right?”  Yeah, I am.

My company has two levels of service; that first tier telephone name generation piece and a secondary (and subtler) level that many don’t know about — the candidate contact piece — which we call profiling.

That second level of service is when we contact each potential candidate we’ve identified by phone or is on a list the customer provides.

We’re that first audible touch many potential candidates ever receive from the outside. We get a bird’s eye understanding of the individual’s capacities (usually 8-12 questions are asked) and we also gauge the level of interest that person might have in talking further with a recruiter.

Profiling Demand Worries Me

The demand for our profiling service, especially the profiling service where the customer provides the names, is passing our demand for our original phone-sourced names service.  That has worried me the last couple years.

Having given much thought to this phenomenon (and being an active profiler) I think I understand why the profiling demand is expanding. Let me tell you why.

How-To

Sourcing Is A ‘Real Time’ Activity



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I recently did a search for managers and senior managers in tax out of second- and third-tier accounting companies on the East Coast.

The customer had sent me a list of names he already had — informing me they’d be a nice addition to my “database.” The problem with that is 90% of his names were on LinkedIn.

I’m just not that interested.

Furthermore, several of his names were not only on LinkedIn — they were no longer at the respective companies he had them listed under, or their titles had changed; senior managers having moved on to principal or partner, which were of no interest because they were too high on the totem pole.

I don’t have time to chase phantoms.

Cold Calling

Voicemail? Email? Success Takes A Conversation



business call - serious look

I saw an interesting discussion posted in one of the LinkedIn groups I belong to. It asked:

When “cold calling” on a company for the first time, what is the best way to make contact that gets results? Assume you have no “in” at the company.

There were 64 votes. The voting results follow:

  • Email (4%)
  • Telephone (until you reach them live) (18%)
  • Inmail once (1%)
  • Email, then follow up by telephone (28%)
  • Telephone, then follow up by email (46%)

I don’t think it’s too far of a stretch to change “company” to “person” and change “Assume you have no in at the company” to, “You don’t know this person.”

Which would you choose?

I’m a phone sourcer who’s asked many times to take my research one step further and contact each of the names I’ve sourced to “profile” them for their interest in the opportunity my customer represents. So, I would choose Door #2: Telephone (Until You Reach Them Live).

Entrepreneurship

But That’s Not My Job



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“But that’s not my job.”

There are 6.2 million long-term unemployed in the United States.

Many get up each and every morning and go to their computers looking for work as if their computers will soon offer (will it be today?) a panacea to their worry.

Guess what? If you’re not willing to do anything, anywhere, at whatever price, you may as well hang up your tool belt now. There it is — the nail on the wall. Go ahead. Reach high, stretch.

While you’re stretching, think about this:

Cold Calling, Relationships

What You Wish You Could Tell Candidates



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I’m always hearing recruiters say they want to be more helpful to candidates.

I wonder. I wrote the following with the idea that it might help some express some of their challenges through a third-party voice.

I’m a phone sourcer. That means I am paid to find people who hold specific titles or who are doing specific job functions inside (usually) specific companies.

I’ve been doing this a long time.

There are a few things that spell disaster for you as a job seeker.