Get a fresh perspective based on the realities of what it takes to attract talent today. Learn from Indeed SVP Paul D’Arcy why the old myths about recruiting no longer apply and how to put the new science of talent attraction to work for your business. A graduate of Harvard Business School, Paul is an experienced technology industry leader and expert in workforce trends. More people find jobs on Indeed than anywhere else. Indeed is the #1 job site in the world and allows job seekers to search millions of jobs on the web or mobile in over 50 countries and 28 languages. 180 million people each month search for jobs, post resumes and research companies on Indeed, and Indeed is the #1 source of external hires for thousands of companies. (sources: SilkRoad & iCIMS). For more information about how Indeed can help you hire, visit: United Kingdom - indeed.co.uk/hire Germany - de.indeed.com/recruiting Netherlands - indeed.nl/personeel France - indeed.fr/recrutement Ireland - ie.indeed.com/hire

1. The Science of Talent Attraction:
Understanding What Makes People Click
Paul D’Arcy
SVP, Marketing
@paul_j_darcy
#indeedinteractive

2. Why we recruit
#indeedinteractive

3. Recruiting changes
people’s lives
Recruiting is the #1 source
of business impact
#indeedinteractive

4. "The secret of my success "
is that we have gone to
exceptional lengths to hire the
best people in the world."
Steve Jobs,
Apple
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5. "Our people are our greatest
asset. And we are constantly
trying to attract and retain "
high-quality talent."
Cathy Engelbert,
Deloitte

6. "You can’t deliver high
performance unless you"
have the right people and the
best practices to engage and"
develop people."
Rachel Argaman,
TFE Hotels
#indeedinteractive

7. "There is nothing more
important for a business
than hiring the right team."
Richard Branson,
Virgin Group
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8. "The biggest category of mistakes we've
made is in hiring. Over the past 11 years,
bad hires cost the company well over
$100 million dollars."
Tony Hsieh, Zappos
"Human Resources isn’t a thing we do. "
It’s the thing that runs our business."
Steve Wynn,
Wynn Hotel

9. Indeed customers, including the people in this room,
will shape the lives of millions of hires next year
#indeedinteractive

10. How will you fill your positions in 2016?
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11. Part 1: The sociology of job search
#indeedinteractive

12. Indeed commissioned a comprehensive talent study
Washington, DC-based research
and consulting firm
Leading global market research firm
Survey was conducted online by Harris Poll on behalf of
Indeed from July 1-8, 2015, among 8,093 adults ages
18 and older within Germany (n=2,030), France
(n=2,029), Netherlands (n=2,008) and United Kingdom
(n=2,026). A global post-weight was applied to ensure
all countries received an equal weight in the total global
data.
Survey conducted online April 6-10, 2015
Survey of 1,000 recruitment
professionals

13. 80%
Passive
20%
Active
Is it a fact or a myth?
#indeedinteractive

14. 31%
of people 18-24
looked for a new job
less than a year ago
Source: Indeed survey conducted by Harris Poll "
Base=Employed or not employed but looking, n=5,133)
It turns out that 68% of people
say that they are either actively"
looking or open to a new job
32%
not looking "
and not open
#indeedinteractive

15. 75%
United Kingdom
69%
Germany
74%
Netherlands
55%
France
Source: Indeed survey conducted by Harris Poll Base=Employed or not employed but looking, n=5,133)
#indeedinteractive
While numbers vary, most people say they are either
actively looking or open to a new job

16. 78%
22%
Never look at job opportunities
59%
Look at job opportunities
at least monthly
Look at job opportunities
And an even greater percentage say
they actively look at job opportunities
Source: Indeed survey conducted by Harris Poll (Base=Employed or not employed but looking, n=5,133)
#indeedinteractive

17. 85%
85%
79%
62%
Source: Indeed survey conducted by Harris Poll (Base=Employed or not employed but looking, n=5,133)
Ever look at"
job opportunities
Look at job opportunities
at least monthly
63%
65%
62%
48%
And an even greater percentage say
they actively look at job opportunities
France
Germany
United Kingdom
Netherlands
#indeedinteractive

18. 18–24
25–34
35–44
87%
84%
80%
45–54
55+
76%
65%
Younger people most actively"
look at job opportunities
Source: Indeed survey conducted by Harris Poll"
(Base=Employed or not employed but looking:18-24, n=475; 25-34, n=1,110; 35-44, n=1,230; 45-54, n=1,268; 55+, n=1,050)
#indeedinteractive

19. And the vast majority of them
are currently employed
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20. Who doesn’t actively look at jobs?
People who are very unlikely to change jobs.
#indeedinteractive

21. Who doesn’t actively look at jobs?
People who are very unlikely to change jobs.
#indeedinteractive

22. 9%
When you look at people hired in the past year,"
virtually none of them were truly passive
8%
Between the ages of 35-44
Of people hired did not actively look
for a job in the preceding 6 months
Source: Indeed survey conducted by Harris Poll (Base=Employed but not self-employed adults who were hired in the past year, n=951)
#indeedinteractive

23. % of people hired who did not actively look for a job in the preceding 6 months
Source: Indeed survey conducted by Harris Poll (Base=Employed but not self-employed adults who were hired in the past year, n=951)
#indeedinteractive
10%
United Kingdom
8%
Netherlands
11%
France
9%
Germany
And these numbers remain consistent across Europe

24. Source: Indeed survey conducted by Harris Poll "
Base=Employed but not self-employed and hired within the past year, n=871)
91%
of employed adults hired within the "
past year took an action to find a "
job 6 months prior to being hired
59%
37%
Visited company career sites
24%
21%
16%
Asked friends/family for a referral
Visited an online professional social networking site
Asked a professional connection for a referral
Visited an online job site or job board
Visiting an online job site is the
#1 activity for people hired
#indeedinteractive

25. Source: Indeed survey conducted by Harris Poll Base=Employed but not self-employed and hired within the past year, n=871)
#indeedinteractive
Germany
Netherlands
France
90%
60%
91%
60%
92%
59%
89%
55%
% of employed adults hired within the
past year who took an action to find a
job 6 months prior to being hired
% that visited an online job site or job
board
United Kingdom
And this remains true across Europe: Visiting an
online job site is the #1 activity for people hired

26. Candidates expect jobs to come "
directly to them via mobile
#indeedinteractive

27. 40%
A large percentage of people have job "
alerts that bring new listings to them
Source: Indeed survey conducted by Harris Poll (Base=Employed or not employed but looking, n=5133, Ages 24-35, n=1110)
48%
Workers/job seekers"
subscribe to job alerts
Between the ages
of 25-34
#indeedinteractive

28. 65%
50%
Of people who make $100K look at new jobs again
within 28 days of being hired
And our research shows that starting a new job
barely changes people’s job search behaviour
Source: Indeed Data
Of candidates worldwide look at new jobs again"
on Indeed within 91 days of being hired
#indeedinteractive

29. The sociology of job search
Truly passive candidates are rarer than you might think
Younger, highly educated candidates are more likely to be active
Online job search is the #1 activity for people who get hired
Job search is never-ending: most new hires look for jobs "
again within 91 days
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30. Part 2: The psychology of job search
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31. Candidates must make at least "
7 major decisions before they become"
an employee with your company
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32. The Career Decision Making Process
01
Consider a change
03
Consider a position
06
Accept the offer
05
Commit to the process
07
Appear at new job
02
Consider your company
04
Apply
#indeedinteractive

33. 1. Consider a change
The first step is the hardest by far
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34. Research Observation #1
Career decisions are among the
most stressful life decisions
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35. After family and health, career events have
the biggest impact on stress and happiness
#indeedinteractive

36. 20 Change in
residence
65
23 Trouble
with boss
36 Change to
a different line of work
40 Pregnancy
50 Marriage
63 Death of a "
close family member
29 Child leaving home
Career Changes
Other Life Changes
0
20 Change in "
working hours "
or conditions
45 Retirement
30 Foreclosure of
mortgage or loan
29 Change in
responsibilities "
at work
47 Dismissal
from work
Source: Holmes and Rahe Stress Scale
#indeedinteractive

37. Research Observation #2
Most people are wired to be resistant
to career change
#indeedinteractive

38. Career change requires people to project into the "
future and imagine the potential benefits and risks
Benefit of change
Probability of failure
Choosing
a Job
#indeedinteractive

39. The Problem: Research shows that most people"
will overestimate risks associated with a change
Probability of failure
Benefit of change
Choosing
a Job
#indeedinteractive

40. The Career Psychologist, 2014
“When weighing up the costs and benefits of a decision, we make two errors."
First, we overestimate the probability of failure in a new direction because of our
negative bias. Second, we underestimate the benefits of change because we"
fail to imagine or visualise the results of that change in much detail.”
#indeedinteractive

41. Maslow: Our Brains are wired
for survival, not fulfillment
“Our brains evolved to anticipate and predict the worst"
and we try to eliminate this risk. That’s why our cognitive
functions and emotions evolved too—and why we’re 3 to"
5 times more sensitive to negative stimuli than positive.”
Career Psychologist on Maslow
#indeedinteractive

42. Research Observation #3
Career changes are major life changes
and change takes a lot of work
#indeedinteractive

43. The forces against career change
are incredibly strong
1. Consider
a change
Career changes
are high stress
We underestimate
The potential benefits
Making a career
change is hard work
We overestimate the
chance of failure
#indeedinteractive

44. So what leads employed people to "
make the decision to change jobs?
#indeedinteractive

45. People look for jobs when they are"
inspired by new opportunities or"
disillusioned with their current work
#indeedinteractive

46. 24% When I feel dissatisfied"
with my current job
19% When I feel discouraged"
about my current job situation
16% When I see posts about an
interesting company or job
12% When I feel stressed"
about money
14% When I don’t get recognised"
for an accomplishment at work
Source: Indeed survey conducted by Harris Poll (Base=Employed or not employed but looking, n=4,718)
Career changes are "
high stress
We overestimate the
chance of failure
We underestimate the
potential benefits
Making a career "
change is hard
1. Consider
a change
#indeedinteractive

47. Active candidates have already
done most of the psychological work to
prepare themselves for change
#indeedinteractive

48. The Career Decision Making Process
01
Consider a change
02
Consider your company
06
Accept the offer
07
Appear at new job
03
Consider a position
05
Commit to the process
04
Apply
#indeedinteractive

49. What attracts candidates?"
Most candidates consider opportunities
based on pay, location and flexibility
#indeedinteractive

50. 11% none
Good pay/compensation
Good location
Flexible hours
89% would be attracted by:
Meaningful work
Variety of benefits
Good fit for my family
Company has a good reputation
Clear path for advancement
Company mission/vision of the organisation
60%
40%
37%
35%
32%
27%
24%
21%
17%
12%
Source: Indeed survey conducted by Harris Poll"
(Base=Employed or not employed but looking, n=5,133)
Work environment

51. Top reasons candidates are attracted
to new jobs vary across Europe
#indeedinteractive
United Kingdom
Germany
Netherlands
France
Good pay/compensation
60%
Good location
43%
Flexible hours
41%
Good pay/compensation
64%
Flexible hours
42%
Good pay/compensation
61%
Good pay/compensation
57%
Good location
38%
Meaningful work
38%
40%
Good location
Flexible hours
40%
Work environment
42%
Source: Indeed survey conducted by Harris Poll"
(Base=Employed or not employed but looking, n=5,133)

52. Research Observation #4
People feel better about
decisions that they fully control
#indeedinteractive

53. 76%
somewhat or strongly agree
“When deciding whether or not
to accept a job offer, it’s important
to me that I’ve looked around at
other opportunities first.”
73%
somewhat or strongly agree
“If a recruiter or a friend proactively
contacted me about a position I
would consider other available jobs"
as well (rather than only consider"
that specific position).”"
Source: Indeed survey conducted by Harris Poll "
Base=Employed, n=4,718; Employed or not employed but looking, n=5,133)
Candidates believe it’s
important to direct their "
own job search
#indeedinteractive

54. Even candidates believe they will
be more successful if they actively
look at new opportunities
60%
of employed adults
“I think I would be more successful in a job"
I found and got on my own versus a job
which I got through a recruiter or company
that contacted me.”
Source: Indeed survey conducted by Harris Poll (Base=Employed, n=4,718)
#indeedinteractive

55. The psychology of job search
#indeedinteractive
Career changes involve a stressful, multi-step psychological process
For passive candidates, the psychological obstacles to change"
are enormous
Active candidates, by definition, are ready for change
Candidates prefer to be in control of their job search so that they"
find the best fit

56. Part 3: Your tactics determine your talent
#indeedinteractive

57. There have never been more ways to recruit talent
Social"
Recruiting
Talent"
Marketplaces
Staffing Firm
Employer Brand
Campaign
Job Search
Referral
Professional
Profile

58. The candidate applies first
Inbound
You contacted the
candidates first
But they all fall into two basic approaches
Outbound
#indeedinteractive

59. Inbound candidates apply to your jobs
People finding you in job search
Referrals who apply
Career fairs
Responses to job postings
Applications from social recruiting
Visitors to your career site
#indeedinteractive
The candidate applies first
Inbound

60. Outbound candidates respond to your recruiters
You contacted the
candidates first
Contacting people through
Indeed Resume
Contacting people via LinkedIn
Contacting people in a
resume database
Referrals that you call
#indeedinteractive
Outbound

61. Inbound and outbound tactics vary greatly
in cost, complexity and workload
#indeedinteractive

62. More/Equal
87%
Expense of Outbound Recruiting
Less
13%
Source: The Polling Company (n=1,000 )
Talent professionals believe it’s more"
expensive to recruit passive candidates
#indeedinteractive

63. Easier
Faster
Lower cost
More likely
to result
in success
This is why most talent professionals try first"
to fill open positions with inbound candidates
Source: The Polling Company (n=1,000)
#indeedinteractive

64. Companies that fully"
measure the cost per"
hire find additional reasons
why outbound recruiting is
more expensive
Labour intensive
Low candidate response rates to inquiries
Low offer acceptance rates
Long lead times
Uncertain cultural fit
Time-consuming to overcome psychological"
barriers to change
#indeedinteractive

65. Motivational Drive to Succeed Once Hired
Active
51%
8%
Passive
Source: The Polling Company (n=1,000))
Inbound and Outbound candidates"
are different: Once on the job, active
candidates have a stronger desire"
to succeed
About the same
41%
Talent Professional Survey:
"Once employed in the company,
who do you feel has better
motivational drive to succeed:"
an active candidate, a passive
candidate or both (about the same)?"
#indeedinteractive

66. Lack of passion is
the #1 reason that
passive hires fail
Source: The Polling Company (n=1,000)
45%
40%
32%
31%
16%
Lack of passion and commitment
Can’t adapt to position
Not a good fit
Can’t adapt to culture
Can’t get along with management
When thinking about "passive candidates"
that you have hired, what are the reasons
some are not successful in their new roles?
#indeedinteractive

67. “Active candidates are already looking and mentally prepared to
switch companies, locations, or careers. [Passive candidates, by
contrast, are] “more difficult to find, engage with, and motivate to
make major life changes, which leads to longer times to fill.”
—Jonathan Turner, Corporate Director of Human Resources at B/E
Aerospace, in the Wall Street Journal, “Companies are Chasing the
Wrong Hires”
Companies are chasing the wrong hires
Wednesday, June 10, 2015 – VOL. CCLXV NO. 1
#indeedinteractive

68. 1. Some roles get too many applications to screen
2. Some roles are hard to quickly fill
3. Difficult to control who applies
4. Some open roles need to be kept confidential
5. Resumes often don’t provide enough data to find best candidates
Inbound recruiting has
its challenges as well
#indeedinteractive

69. So how can you shape your recruiting "
organisation to best take advantage of the "
changing nature of job search?
#indeedinteractive

70. #indeedinteractive
5
Practices to Find"
the Right Talent

71. 1. Sequence recruiting tactics to maximise"
quality, cost and performance
#indeedinteractive

72. Science and the future of recruiting
Sequence investments to maximize
quality and minimize cost
Paid Inbound
Outbound
20% of roles
60% of roles
Set budget based on
conversion rates and #
of candidates required
20% of roles
If insufficient pipeline after 14 days
begin outbound recruiting
Inbound first
Outbound if needed
#indeedinteractive
Free Inbound

73. #indeedinteractive
2. Shape your candidate pipeline

74. Source: The Polling Company (n=1,000)
#indeedinteractive
In the era of search,"
you control your talent
5 key levers to shape your talent pipeline with search
Job titles
Job descriptions
Career site
Apply process
Company reviews

75. We’re looking for thoughtful, well-rounded front-end engineers
to join our team. If you’re the right one for us, you love the Web,
take great pride in your work, think of coding as more than
just a job, and have a few great projects to show off. You can
take a concept and transform it into an awesome Web-based
experience with your own technical and UI/UX expertise.
Write great job descriptions that"
draw talent and perform well in search
Spotify job posting
#indeedinteractive

76. We’re looking for thoughtful, well-rounded front-end engineers
to join our team. If you’re the right one for us, you love the Web,
take great pride in your work, think of coding as more than"
just a job, and have a few great projects to show off. You can"
take a concept and transform it into an awesome Web-based
experience with your own technical and UI/UX expertise.
Write great job descriptions that"
draw talent and perform well in search
Spotify job posting
#indeedinteractive

77. Make it easy for candidates
to browse and apply on
mobile devices
Source: Indeed Data
68%
Use mobile
Don’t use mobile
32%
#indeedinteractive

78. Science and the future of recruiting
Be careful not to lose good candidates "
to overly complex application processes
50.0%
0
5
10
20
30
40
45+
90%
80%
70%
60%
50%
40%
30%
20%
10%
0
ReductioninApplications
16.5%
17.2%
44.1%
50.0%
70.8%
88.7%
# of online screener questions
Source: Indeed Data
#indeedinteractive

79. 3. Build a brand that brings talent to you
#indeedinteractive

80. Your brand determines your candidates
Say reviews impact
where they apply
Increase in apply rate
when employer reviews
are available
Say company reputation has
a big impact on decision to
accept a job
Source: Redshift Research Study for Indeed
%!
20%!
40%!
60%!
80%!
100%!
#indeedinteractive

81. 4. Optimise the inbound and outbound
candidate experience for top talent
#indeedinteractive

82. Science and the future of recruiting
Your inbound process needs to
be good enough that you would encourage
a great candidate to go through it
#indeedinteractive

83. Science and the future of recruiting
Airbnb recognized that their candidate
experience needed an overhaul
1. What do we want them to know?
2. What do we want them to feel?
3. What does rejection look like at this stage?
4. What makes this stage uniquely Airbnb?
Storyboarding Exercise | Mapped experience end-to-end
#indeedinteractive

84. 5. Build a platform for inbound recruiting
#indeedinteractive

85. If outbound recruiting is akin "
to sales, inbound recruiting is much "
more like marketing
#indeedinteractive

86. Recruiting technology"
will continue to evolve "
to look more like"
marketing technology
Using technology to get great at !
matching applicants and opportunities!
Marketing Technology
Platform
Recruiting Technology
Platform
Website and Landing Page
Lead Capture
Predictive Scoring
Marketing Automation
CRM
Performance Analytics
Career Site
Apply
Screening
Candidate Marketing Automation
Candidate CRM
Talent Performance Analytics

87. Measure fully loaded"
cost per successful hire including
recruiter labour costs
#indeedinteractive

88. 1. Sequence recruiting tactics
2. Shape your candidate pipeline
3. Build a brand that brings talent to you
4. Optimise candidate experience
5. Build an inbound recruiting platform
#indeedinteractive

89. What is the impact of becoming great?
#indeedinteractive

90. 87% reduction in cost per hire
#indeedinteractive

91. ½ the applicants required to fill a position
#indeedinteractive

92. Targeted candidates 8x+ more likely to apply
#indeedinteractive

93. +faster time to hire
#indeedinteractive

94. The Science of Talent Attraction:
Understanding What Makes People Click
Paul D’Arcy
SVP, Marketing
@paul_j_darcy
#indeedinteractive

95. About Indeed
More people find jobs on Indeed than anywhere else. Indeed is the
#1 job site in the world and allows job seekers to search millions of
jobs on the web or mobile in over 50 countries and 28 languages.
More than 180 million people each month search for jobs, post
resumes and research companies on Indeed, and Indeed is a leading
source of external hires for thousands of companies.
Learn more
Join us at
Indeed Interactive 2016
United Kingdom
indeed.co.uk/hire
Germany
de.indeed.com/recruiting
Netherlands
indeed.nl/personeel
France
indeed.fr/recrutement
Ireland
ie.indeed.com/hire