Allen Hom Customer Success Manager, LinkedIn

Relationships Matter: How to Build,

Nurture, and Transform Your Talent

Pipeline

Peter Sweeney Customer Success Manager, LinkedIn,

Relationships Matter: How to Build,

Nurture, and Transform Your Talent

Pipeline

What really matters in the networked

age?

Relationships.

- Reid Hoffman

Today’s

Agenda

• Introduction – What is Pipelining?

• Why Should You Pipeline?

• Build

• Nurture

• Transform

• Q & A

What is Talent Pipelining?

“Talent Pipeline” refers to an organization’s ongoing need

to have a pool of talent that is readily available to fill

positions at all levels of management (as well as other

key positions) as the company grows.

% Research potential opportunities 6

months before they update their resume

Where do relationships begin?

Statistics

Online Job Boards

Social Professional Networks

Word of Mouth

Company Websites

Professional Groups

Search Engines

Online Advertising

0% 10% 20% 30% 40% 50% 60% 70%

The Most Popular Channels for Learning About New Opportunities

Allows you to be a strategic advisor vs. an order taker

Decreases your time-to-fill for open roles

Increases the possibility of quality referrals

Builds your reputation and trust with candidates

Why Build a Pipeline of Talent?

Source: LinkedIn Talent Solutions Blog, https://business.linkedin.com/talent-solutions/blog/2013/06/5-ways-talent-pipelining-is-a-win-for-you-and-your-company

Who’s made this face before?

Build

Building a Relationship

Robert Dobbs

- 3 year anniversary at Acme Co.

- Top Sales Performer 3 years in a row

- Recent leadership change at Acme Co.

- Ideal passive candidate

1. Do Your Homework Leverage Skills & Expertise

Common Causes Leverage Followed Companies

Start a convo with a Congrats!

Acme’s

Acme

Acme

2. Set Alerts

3. Start a conversation, not a job pitch

Subject: “MA386540: UX Designer, Sacramento ,CA”

I came across your information and have a position open

that matches your qualifications. Please read the job

description below and if you are interested, send me your

most recent resume and a response as soon as possible

along with a contact number.

MA386540: UX Designer, Sacramento ,CA

Client: Tier-1 National UMTS Wireless Operator, HQ GA

Qualifications: Skill Experience Need 1) Microsoft Office

Expert Required 2) Internet Explorer Expert Required 3)

SharePoint Intermediate Desired 4) Access Intermediate

Desired 5) SAP Intermediate Desired 6) Business Objects

Intermediate Desired 7) Communication Expert Required 8)

Presentation Expert Required

9) Retail Intermediate Desired 10) Wireless

Sales Intermediate Desired

Please provide 2 professional references and their phone

numbers which our personnel can contact.

Thank you and I look forward to hearing from you.

Subject: “Congratulations on your Sales Leadership Award!”

Hi Bob,

I just wanted to reach out and congratulate you on your

Sales Leadership Award. It seems like you are a true leader

with your Sales position, and I was hoping to reach out and

gather some advice.

My company LinkedIn thrives on leadership, both inside and

outside the workplace. Your charitable cause experience

with Susan G. Komen has also peaked my interest in

connecting and maintaining a professional relationship with

you.

Are you free some time this week or next for a quick phone

call? Would love to pick your brain about the future of the

Sales industry as someone who is actively leading it.

Kind Regards,

Peter

4. Centralize and Share Information Custom Fields Notes Statuses Tags

4. Centralize and Share Information Full, collaborative view of all Recruiter’s Activity

Nurture

Nurturing a Relationship

Bob Dobbs - Met for coffee

- Very well-spoken, in English and Spanish

- Recent leadership change at Acme Co.

has caused some reasons for concern

- Avid runner and hiker

Follow

Company Networking

Thought

Leadership

Face-to-Face

meeting

“Congrats on

Your

Promotion!”

“How was

your

Holiday?”

Establish the Rapport

Personal (Short Term)

Passive JD

sharing

Company

Open Houses

Weekly or

Monthly

Newsletter Professional (Long Term)

1. Strategize

November 2016

Sun Sat Fri Thurs Wed Tues Mon

30 29 28 27

2 1 28 27 26 25 24

23 22 21 Thought Leadership/Network

20 19 18 17

16 15 14 13 12 11 F2F/Congrats! 2:00pm – 3:00pm

10

9 8 7 Newsletter to T.P. 3:00pm – 3:30pm

6 5 4 3

2 1 31

Professional stage leads

Personal stage leads

Rapport/new leads

Lead Level

2. Organize & Update Statuses Reminders Update Me

Transform

Transforming a Relationship

Bobby - Reached out directly regarding our Sales

Manager position in your newsletter

- Introduced him to Hiring Manager at

lunch

- Trusted hire made

Questions?