Weighing The Costs And Benefits of OutsourcingIn The Cutthroat World of Recruiting | Fast Company

Global ReachMany companies are doing business and seeking candidates all over the world. Recruiting in other locations presents obvious obstacles, including distance, culture and language. That's where RPO comes in.

Global CapabilityRecruiting today requires social media, blogging, career fairs, cold calling, and communicating with candidates. Recruiting has simply become too complicated and/or overwhelming for most in-house personnel to master all the tools and do an effective job.

Who is IIPE?

Investigaciones Internacionales DePersonal Ejecutivo (IIPE) is a Latin American based candidate research and search firm covering multiple industries and disciplines across the globe. Strong client relationships, dedication to quality and our proprietary processes enable us to accelerate the time to fill while lowering the total cost per hire.

Karen RussoPresident

Tine MathysDir. of Operations

Ricardo MarrufoResearch Manager

Arturo GardeaExecutive Researcher

Alejandro Fernandez Research Associate

What is IIPE Executive Research?

• Not an RPO but a true boutique customized solution to augment your recruiting efforts.

• Proactively partner with our clients on all projects and you are a phone call away from speaking to our project team at all times.

• Our business model allows our clients to benefit though cost saving of 40 - 60% on internal expenses and ROIT.

• Based in Playa del Carmen Mexico; being neighbors to the USA we have the business acumen, knowledge and understanding of infrastructure within many USA organizations.

• The principal of IIPE is onsite 70% of the year as lead business developer, client relations manager and oversees project manager.

• Expertise in generating slates of diversity candidates for our clients. We are AIRS Diversity Certified Recruiters.

• Full research services internationally with multi-lingual capabilities. We have conducted search and research in Mexico, Asia U.K. and Latin America.

“Being a researcher entails being part detective, part tech geek, part actress. I

am constantly trying to uncover the passive candidate – and more importantly

getting their contact information. My computer is my best friend, but it’s nothing without the right tools and

attitude. My secret weapon is a cocktail of persistence and creative talking. I strive everyday to teach the same skills to my

current team of researchers.”

“Being a researcher entails being part detective, part tech geek, part actress. I

am constantly trying to uncover the passive candidate – and more importantly

getting their contact information. My computer is my best friend, but it’s nothing without the right tools and

attitude. My secret weapon is a cocktail of persistence and creative talking. I strive everyday to teach the same skills to my

current team of researchers.”

Impact of Social Media

• Globally there are 203 different social media sites. Some recognized are:FB (1 billion), Twitter (500m), Linked in (190m), Hi 5 (80m), Sina Weibo (300m)

• Almost a quarter, 24 percent, of U.S. workers surveyed are more inclined to search for a job through social media than through traditional methods including newspapers, job boards and recruitment firms, according to a survey by Kelly Services Inc.

 • In addition, 12 percent of U.S. employees approved of personal use of social

media at work, but 51 percent say social media has a negative impact on workplace productivity.

With the expansion of communicating through social media, researchers must know the nuances of these sites and how to “trick” the internet and get the data they need accordingly.

Best Practices of a Researcher

• Curious Questions• Collaboration• Quality Checks• Resource Process Flow• Customer Search Engines • Advance Boolean Searching • Crowd Sourcing• X-Ray, Flip Search, Media Articles • Detailing Your Process

Common Mistakes of a Researcher

Relationship development with client’s permission

Not being curious

False positives

Relying only on LinkedIn

Asking the right questions

Accepting the first result as the answer

Lack of structure in a process

Lack of radical thinking

Why Outsourced Research Works Better Than Internal Teams

Case Study #1:

Project: General Manager, China

IIPE ClientTime Spent 6 hours 6 hoursTotal Contacts 57 9Validated Contacts 15 9

Tools IIPE used: IIPE’s proprietary process

Tools client used: Internal database, scavado and LinkedIn

Case Study #2:

Project: Java Developer, Iowa

IIPE ClientTime Spent 4 hours 4 hoursTotal Contacts 117 9Validated Contacts 69 0

Tools IIPE used: IIPE’s proprietary process

Tools client used: LinkedIn

Case Study #3:

Project: VP, Laboratory Operations, CA

IIPE ClientTime Spent 20 hours 450 hoursTotal contacts 88 172 Validated Contacts 76 172

Tools IIPE used: IIPE’s proprietary process

Tools client used: Internal database, Boolean search and LinkedIn

Case Study #4:

Project: HR Manager, Mexico

IIPE ClientTime Spent 10 days 2 monthsTotal Names 176Validated Contacts 120 12 viableInterviewed 20 3Presented/Screened by client 9 1Final Interview 3 0

Tools IIPE used: IIPE’s proprietary process

Tools client used: Internal database and LinkedIn

• IIPE’s cost is 40-60% lower than USA based research firms.

• Companies that charge $10/hour don’t give you the quality you deserve or as thorough a process as IIPE gives you. You’ll get what you pay for.

• The cost for a 20 hour project is $1,300 for List Building ($65/hour) or $1,500 for First Level Interaction ($75/hour) depending on your needs. For a 100k position with a fee of $25,000 the research cost would be as little as 5% of the placement fee. Remember the data is yours and you’ll have it for future searches with no additional cost.

Cost

Execute Agreement and Project Kick Off

Advanced Sourcingand Validation

Source Qualifying Criteria

Automated Quoting Process Qualified Candidate

List Generation

Contact Verification: Email and Phone

Quality Review

Project Reportingand Follow up

Proprietary Research Process

Building a great list is essential to the successful start of an executive search. At IIPE, we:

~ Target both passive and poised candidates ~ Develop industry-specific strategies ~ Work with clients to define the most effective process ~ Proactively gather contact data and valuable notes ~ Utilize state-of-the-art tools and IIPE’s proprietary database

Pre-QualificationPhone Interview

Develop Scripts for:Email, Phoneand Voicemail

4 Touch Process:Cold Calling and

Send Emails

Follow-up:Contact Perspective

Candidates

Refer to Client

Project Reportingand Follow up

Quality Review

First LevelInteraction

Cold Calling (First Level Interaction)IIPE’s recruiters: ~ Specialize in targeting executives ~ Possess cold calling experience across a broad range of industries ~ Skillfully position job opportunities and identify interest levels ~ Discreetly brand the hiring company Phone Screening (First Level Interaction)When time and manpower are critical, IIPE cantake the recruitment process to the next level. Our professional phone screening drives prequalified candidates to your executive search firm. The IIPE team will: ~ Investigate skill and behavioral competencies relevant to the search ~ Qualify appropriate matches ~ Assess the potential for continuing with the prospect ~ Assist you in branding your client’s search process

Proprietary Research Process

Collaboration and Control

• Strategic collaborations

• 100% validated is GOLD to a recruiter with a HOT job.

• Internal Process:

~ Daily monitoring of phone activity ~ Detailed summary reports

~ Tools checklist ~ Extensive education on client projects

~ In-house recruiting office training ~ Expert tool utilization

• Weekly Expectations:~ Daily Summary Reports ~ Tracking of Leads Per Hour~ Curiosity and Creativity

What Are The Financial Benefits of External Research –

Economies of Scale: In-House vs. Outsourced

Corporate In-House ResearchAnnual costs

• $40K+ for tools• $80K - 110K salary plus bonus (metro areas)• Health insurance & other employee costs• Total est: $120-150K (cost for a FTE) • Utilizing 40+ hrs/wk every week?

Outsourced Research SupplierAnnual costs

IIPE - $65/hr (15 hr/wk) annual spend is $51K• US Research Co. - $100-110/hr for 15 hr/wk = $78K minimum• Owns and maintains all tools• Expert in all tools• Database to organize & track client projects• Pay for only what you need

How Does One Prepare To Use AnExternal Researcher?

Here AreSome

Helpful Tips

Here AreSome

Helpful Tips

5 Key Questions:

• What percent of the fee do you want to allocate to research?

• Can I use the data in the list for future searches and for marketing purposes?

• Research management who will collaborate with IIPE?

• What are the goals and expectations from your team and client?

• Performance metrics – reduction of time and opportunity for selling MVP’s?

List Building, Candidate Name Generation and First Level Interaction

98% of IIPE clients have generated candidates from our lists

80% of IIPE clients have had a candidate from our list receive job offers

IIPE Metrics

Handouts

• Mutual Non-Disclosure Agreement• Project Agreement• Client Report• Summary Report• Completed Projects by Industry/Discipline• Frequently Asked Questions

Thank you for joining us. For more information

Contact: Karen Russo, PresidentIIPE Executive Research

krusso@iipe.net or 203-653-2211

Thank you for joining us. For more information

Contact: Karen Russo, PresidentIIPE Executive Research

krusso@iipe.net or 203-653-2211