How To Develop a Sourcing Playbook (and Execute It Effectively) - Spring 2015 - Geoff Peterson, Chief Sourcer, Sourcing Supply

Thursday, May 21, 2015

Geoff PetersonChief Sourcer, Sourcing Supply

How To Develop a Sourcing P laybook

C laudia TrailTalent Acquisition, Leidos

Kirsten RennerTalent Management, Parsons

AND EXECUTE IT EFFECTIVELY

Example Sourcing Intake SessionTitles Keywords Companies

Account RepresentativePartnership Relations

Agency Events CoordinatorAnnual Giving Manager

Area DirectorDirector of Development

Donor RelationsDirect Marketing

Major GiftsGrant Coordinator

Community RelationsEvents Assistant

Data Strategy, IS DirectorAlumni Engagement

Resource DevelopmentFund Management

Director of PhilanthropyLeadership Giving

Strategic RelationshipsLiaison

Online EngagementVolunteer Development

StewardshipOutreach

Program(s)Campaign(s)

DistinguishedPhilanthropic

Outside Sales / Field / B2B

Fundraiser / FundraisingNon-Profit

“Not for Profit”Account(s)

SalesNegotiated / Negotiation

QuotaPlan

ProspectsClients

Cold Calling“Business Development”

Salesforce.comClosing

RevenueDeals

Solution(s)“New Business”

EventsCampaigns

SponsorshipDonationsVolunteerLogisticsAuction

RecruitmentBudget

Timeline(s)Community

United WaySalvation Army

Feed the ChildrenAmerican Cancer SocietyGifts in Kind International

AmeriCaresYMCA

American National Red CrossCatholic Charities

America’s Second HarvestMayo Foundation

Cleveland Clinic FoundationGoodwill Industries

New York-Presbyterian HospitalThe Arc of the United States

Mount SinaiMemorial Sloan-Kettering Cancer Center

Cedars-Sinai Medical CenterHenry Ford Health System

Boys & Girls Clubs of AmericaChildren’s Hospital

Shriners Hospitals for ChildrenHabitat for Humanity International

Planned Parenthood Federation of AmericaNature Conservancy

Easter SealsBeth Israel Deaconess Medical Center

World VisionGirl Scouts of America

Goals for a Sourcing P laybook

Actionable Sourcing P lan

to Fol low

Provide Transparency for

Your C lients

Sourcing P laybookStep 1: Databases

1,212 Nationwide w/

TS/SCI

5,000+ Nationwide w/

C learances

536 Results with TS/SCI

199 w/ Poly or Polygraph

Does “Automatic”

Boolean

Sourcing P laybookStep 2: Networks

Sourcing P laybookStep 3: Engines

Go to:exalead/search

1,100+ Auditors in DC Metro

Area

Sourcing P laybookStep 4: C ontent

Sourcing P laybookStep 5: Technology

Next Step:Candidate Engagement

XXXXX, I dropped a comment on your blog earlier. I wanted to follow up and introduce myself and learn more about your role as TITLE at COMPANY.

XXXXX, I understand we both recently attended XYZ EVENT. I didn’t have a chance to introduce myself personally.

XXXXX, We recently hired NAME from COMPANY, who now supports our XYZ group as a TITLE. I wanted to follow up to introduce myself and learn more about your role as TITLE.

XXXXX, I saw your recent quote in Entrepreneur Magazine. I wanted to follow up to introduce myself and learn more about your role as TITLE at COMPANY.

XXXXX, I noticed we share a number of common LinkedIn connections and groups such as ABC and XYZ. I wanted to follow up to introduce myself and learn more about your role as TITLE at COMPANY.

XXXXX, We recently exchanged messages on Facebook. I wanted to follow up to introduce myself and learn more about your role as TITLE at COMPANY.

Q&A

C onnect With Me

Geoff PetersonChief Sourcer Sourcing Supply

(941)753-1326 - Direct(443)994-9900 - Mobile

www.sourcingsupply.com www.geoffpeterson.comgpeterson@sourcingsupply.comwww.linkedin.com/in/geoffpetersonhttp://twitter.com/geoffpeterson www.facebook.com/geoffpeterson