Sourcing is dying. As Dr Sullivan eloquently points out, new tools make what was once hard, finding people, easy. With the birth of online tracking tools, software, and social media the cost of finding people will dramatically decrease. Bad news for recruiters, good news for companies.

However, the next recruiting frontier is not selling but assessing the multitude.…

This is an extract from our upcoming E-Book "First Who, then Woo" where we interviewed 25 technology CEOs and HR leaders in the Silicon Valley and Europe about their successes and failures, views and opinions on growing technology companies. This chapter has only one piece of data from the participants but the other chapters contain considerably more.    

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Most people dislike being sold to. Gen Y like salesmen even less than baby-boomers. We’ve been interrupted by ads, annoyed by door-to-door and saturated by cold callers. Our mindset is on auto-response-NO…

Most Job adverts stink. They stink because the people posting them list benefits not emotions. They are corporate, not personal. Few people respond to impersonal treatment but that’s what job adverts are: lists of experience needed, company achievements and pension plans. People don’t change jobs for pensions, gyms or usually salary. They change…

1.Clarification- For the purposes of this article when I talk about cold calling I mean business development calls to prospective clients, not cold calls to candidates.…

For Recruiters’ dialogues are like oxygen. You forget to dialogue with your client, candidate or cat and you’re on a one way trip to the poorhouse. Everybody likes to be listened, noticed and remembered. Automate-responsing your candidates shreds your reputation. Recruitment is all about how good your relationships…

I love headhunting. I love its challenge and lack of apology. In a world of recycling, electric cars and “save the seals” headhunters stand aloof, beacons for the anti-establishment. Guns for hire dressed in pin stripe.…

Expertise is expensive. Lawyers, doctors and Bankers specialise for a reason. They get paid more.Recruiters’ would be advised to do likewise.…