How to Build a Sourcing Team - Jashan Joshi - Strategy Hub

1. How to build a Sourcing
Team
Chinmay Chavan
Lead Trainer
SourcePro
How to build a Sourcing
Team
Jashan Joshi
Sourcing Specialist
ZS Associates
1

2. How to build a Sourcing Team
ZS Associates (http://www.zsassociates.com) is a global leader in sales and marketing
consulting, outsourcing, technology and software. Our singular focus for more than 30
years has been to help global companies maximize their sales and marketing
organizations’ performance and results. Together, we design and implement strategies
that lead to greater market share, more competitive operations and better utilization of
today’s latest technologies. From 21 offices around the world, ZS experts use analytics
and deep expertise to help companies make smarter decisions quickly and cost
effectively. We are particularly known for our strong presence in the pharmaceutical and
health care sectors, yet work across a range of industries.
ZS’ India Capability and Expertise Centers house more than 60% of ZS people across two
locations based in Pune and Gurgaon. Our teams work in conjunction with onshore
colleagues to deliver our sales and marketing projects to our clients. The Centers
primarily support client projects based in North America, Europe and East Asia in the
areas of Business Analysis, Business Operations and Business Technology.
About ZS Associates

3. Topic name
Sourcing is an Art

4. What is Sourcing?
Finding Right Person at the Right Time.
Types of sourcing-
• Primary Sourcing
Phone Sourcing
• Secondary Sourcing
Internet Sourcing
How to build a Sourcing Team

5. Sourcing Personalities
How to build a Sourcing Team

6. Not so Good Sourcers
• Post and Prayers - A Sourcer who posts on job
boards and prays that a good candidate
applies.
If sourcer gets lucky, may get a good applicant,
but Hiring Manager probably wishes sourcer
would do some actual recruiting.
• Spammers and Social Media Addicts - A
Sourcer who blasts job reqs to email lists,
LinkedIn contacts, FaceBook friends and
Twitter in the hopes that the people who
aren’t ignoring anymore will send a good
referral.
• ATS Addicts - “If it’s not in my database, I
don’t have anyone.”- No explanation
necessary.

7. Good Sourcers
• Calling Express - A Sourcer who picks up the
phone all the time and proactively hunts
down his prey. Never hesitates calling
people across levels. Follows-up on calls
with candidates & eventually does the
phone screening to process the candidature
ahead.
Time- consuming yet effective.
• Boolean Gurus- A Sourcer who knows the
ins and outs of Boolean search strings and
sourcing. Sourcer goes fishing on Job
Portals, Networking Sites, Internal Database
all the day. Sourcer who works on various
combinations of words, alternatives &
challenges himself to get the right one.
Most effective but there is a fear of dragging
oneself in to monotonous zone.

8. Extra-ordinary Sourcers
• Relationship Builders – Builds a rapport
right from the first level of conversation.
Equipped with all the documents,
Interviewer profiles, Project details, Scope
of the role. Treats candidate like a Customer.
• Follow-up Experts – Reaches out to
Declined / Not Interested / Not reachable
candidates frequently.
• Brand Builders – Makes an effort of creating
buzz of the opportunities in relevant
communities & groups relentlessly.
• Global Sourcing Expertise – Sourcer who
can source talent across geographies,
understands the International Market,
Keeps up with the Global Trends.

9. Page3 Sourcers
A “Sourcer” that is well-known for being well-
known. Constantly blogs and tweets about the
latest hot topic or technique to the point where
he is too busy to actually produce. Focus is
always on Social Media, Articles, Fame & not
towards meeting the business needs.
Avoid!!!!
How to build a Sourcing Team

10. Internal Sourcing Team
How to build a Sourcing Team

11. Internal Sourcing Team- Scope
Requirement
Gathering
Research &
Expectation
Setting
Job Posting
& Branding
Internet
Sourcing
Screening &
Interviewing
Delivery

12. Requisites for an Internal Sourcing Expert
• Sourcing Expertise
• Industry Knowledge
• Business Communication
• Networking Skills
• Social Media Expertise
• Street Smart
• Assertiveness, Self-motivation & Patience.
• Belief

13. Job Portal Sourcing

14. Social Media Sourcing

15. Exclusive Sourcing
- Internal Database Search

16. Advantage- Internal Sourcing

17. • Cost Reduction
• Quality Hiring
• Making a way for Recruiters for better Negotiations,
Co-ordination and Closures.
• Better Hit Ratio in Passive Sourcing
• Minimizing TAT (Turn- around-time)
• Culture Fit
• Pro-active Hiring
• Business Satisfaction
• Market Intelligence & Mapping
• Employer Branding
How to build a Sourcing Team

18. Case Study 1 - Cost Reduction
Total Hires
Job
Boards ER
Career
Site
Agency
Hire Direct
Social
Media Other
Recruiter
(8) 100 20 20 15 40 3 0 2
Sourcer
(4) 100 65 0 10 0 0 20 5
Example -
Approximate Cost Saved by Sourcing Team- 50 Lac INR
How to build a Sourcing Team

19. Case Study 2 - Employer Branding

20. Proactive Sourcing
.

21. Performance Metrics
How to build a Sourcing Team

22. • Sourcing Channels
• Turn around Time
• Business Satisfaction
• Candidate Satisfaction
• Manager Satisfaction
• Quality of Hire
• Efficiency Ratio (no. of profiles processed per position VS
No. of Offers)
• evaluate your Sourcers on number of
profiles sent per day/ per week.
How to build a Sourcing Team

23. Topic name
Journey from Good to the Best

24. Candidate Experience
How to build a Sourcing Team

25. • Candidate Preparation - Attach Company videos, link for
podcasts, blogs, news, events, articles which could benefit the
candidate. Attaching Interviewer portfolio is MUST.
• Feedback Mechanism- Give Feedback to the candidates as
they deserve it the most. Create opportunities for candidates
to give feedback on the process as well.
• For Heaven’s sake, pick up if candidate calls – Worst thing to
do for a sourcer is not to answer a call (deliberately). Have a
heart & courage to answer the call, it doesn’t take anything
out of you. Come out of Don’t Call me I will call you attitude.
How to build a Sourcing Team

26. • Open Communication with the candidate– Don’t rely on that
automated message which goes out of your ATS. Be creative &
keep the communication channel open with the candidate.
• Social Engagement – Inform the candidate on various Official
Social Media Channels wherein he can engage.
• Destroy the Dead Ends – Send a congratulations note to the
candidate on cracking the interview, welcome note on offer
acceptance. Do not disown the Rejected candidates. Respect
their candidature & time, express your gratitude.
How to build a Sourcing Team

27. • Internal Sourcing members are Brand
Ambassadors of the company hence ‘Head
Hunting’ or ‘Phone Sourcing’ is not advisable.
Apart from Sourcing Efforts Sourcer needs to
make sure he is not hampering the values &
image of the organization
How to build a Sourcing Team

28. Organizations which have implemented Internal Sourcing Model

29. Growth Path- Choose your own destiny

30. https://in.linkedin.com/in/jashanjoshi
@jashanjoshi
Photo
How to build a Sourcing Team