SOH 2014 (from 2013 hire data)

1. SOH 2014(from 2013 hire data) Gerry Crispin & Mark Mehler A CareerXroads ‘Lab Report’: Filling the Gaps

2. 50 firms filled 507,425 [US] openings last year.(the work of ~6000 recruiters & sourcers. 80+ openings filled by each) CXR: Large firms. Well known brands. 60% of openings filled were Exempt level.

3. TOTAL # of employees (in your firm's [US] F/T workforce?) CXR: The hires reported are not representative of the total workforce

4. Is there FULL TIME hiring being done in the US within your firm that you do NOT oversee? CXR: The Talent Acquisition function does not match the full ‘Scope’ of F/T hiring for 40% of firms.

5. Contract, Contingent, Part-Time, Flex-Time: What PERCENTAGE of your US workforce is NOT F/T i.e. Contract, Contingent etc.? One in 6 workers are contingent They are generally not tracked by TA or TM Weighted Average= 17.7% CXR: Do we even know where purchasing ‘sourced’ these ‘not-employees’? How can employers build strategy w/o oversight of ALL those who work at the firm?

6. RECRUITMENT PROCESS OUTSOURCING (RPO) More than ½ of responding firms use RPO services in some form CXR: RPO is rebounding in large firms. Rifle approach this time around. Good news is TA partners.

7. INTERNATIONAL HIRING: Which statement below best represents your access to SOH We Don't Hire Globally We Hire Globally but have no data or, getting the data would be a major undertaking We Hire Globally and have Numbers of Hires (in most countries) but no Breakdown of Sources We have it all and would be able to benchmark by country if the opportunity presented itself. CXR: We are looking forward [soon] when data is available country by country

8. 191,425 openings were filled from within in 2013 CXR: 45 firms reported internal numbers. (5 firms had no #s and/or did not track internal moves)

9. 41.9% of all openings are filled through internal movement and promotion #1 Source of Hire CXR: The importance of collaboration between TA and TM is seen clearly in this #.

10. Do you have SOURCERS? 9.3% CXR: The trend to incorporate sourcing, exec, branding, analytics and operations specialties continues.

11. How do you collect SOH Data? (Check ALL) CXR: Employers are using multiple sources to confirm/audit SOH accuracy. Still shaky.

12. 2013 2012 2011 Referrals 28.0% 19.2% 24.5% 9.8% Career Site 19.1% 23.4% 20.1% 15.4% 18.1% Job Boards 12.1% 9.1% 6.8% Direct Source 6.6% 7.5% 5.5% College 2.8% 5.9% 3.1% 3rd Party 4.4% 1.5% 2.1% Temp-to-hire ‘Pipeline’ 3.9% (talent community) 4.3% 3.9% 3.3% Rehires CXR: We purposely avoided “Social” and “Mobile” as sources since they are foundational and ‘influence’ every category. 1.9% 1.4% 1.2% Career Fairs 2.2% 0.9% 2.3% Print 0.8% Walk-ins 0.7% 0.3% 6.3% 8.8% 7.2% Other

13. How much influence did SOCIAL MEDIA have on your 2013 hires? (LinkedIn is ‘included’ to the extent its used as SM) Growing Significant Rare Dominant Hourly 74% 11% 10% 5% 14.7% Entry Professional 25% 10% 18% 47% 23.5% Experienced Professional 19% 24% 35% 22% 38.5% 10% Management Executive 40% 21% 29% 28.3% Weighted Average 10 20 30 40 50 60 70 80 90 100

14. How much did your MOBILE capability play in your 2013 hires? (considering all the sources noted previously). Growing Significant Rare Dominant Hourly 75% 10% 12% 3% 12.2% Entry Professional 12% 5% 14% 69% 15.9% Experienced Professional 5% 56% 11% 28% 16.6% 3% Management Executive 71% 18% 8% 12.4% Weighted Average 10 20 30 40 50 60 70 80 90 100

15. Interns as a major source of [entry] hire Q: How many interns did you have working at your firm in 2013? A: 450 (weighted Average) Q: What % of the all your interns that you wanted to hire, accepted your offer? A: 32% CXR: Not sure that training 2/3 of my interns for someone else is a good ROI..

16. JOB BOARDS: Postings versus Resume Databases Which statement most accurately describes your hires from Job Boards in 2013? Not applicable. (Our recruiters do not post jobs or access resumes) 4.17% Job board hires are predominantly from Posted Jobs not Resume Searches. 50.00% Hires from Posted Jobs are slightly ahead of those from Resume Searches. 14.58% Pretty much balanced between the two. 18.75% Hires from Resume Searches are slightly ahead of those from Posted Jobs. 4.17% Job board hires are predominantly from Resume Searches not Posted Jobs. 8.3% CXR: Use of resume databases has declined with the rise of SM and LinkedIn

17. MAJOR, NICHE AND AGGREGATE JOB BOARDS (Distribution of the 15.4% attributed to JobBoards) Indeed 31.2% LinkedIn (as a JobBoard) 20.1% Careerbuilder 13.2% Monster 11.1% Simply hired 3.6% Job Central 2.9% Dice 2.8% Glassdoor 1.9% Craigs List 1.2% ALL Other [Niche] 12.0% CXR: The trend to incorporate sourcing, exec, branding, analytics and operations specialties continues.

18. LinkedIn’s Impact by SOH CXR: LI is perceived as a critical sourcing tool

19. USE OF LINKEDIN: Postings versus Profile Search CXR: LI is used for passive as much as for active prospects

20. Plans to change relationship with LinkedIn in 2014 CXR: LI continues to penetrate the recruiting marketplace

21. Appendix: What do you plan to do differently in 2014? • ORGANIZATIONAL/STRATEGY • - Centralizing • - We are hiring an external company to do a full TA assessment--it should begin soon. I expect there will be many changes implemented that come from the assessment recommendations. • - Expect multiple changes in recruiting strategy - increasing quality of recruitment staff • - We'll likely spend less (have budgeted for less) next year...as most people, we've been tasked with "doing more with less!" • - Consolidating recruiting resources centrally and unifying tools and processes • - More spend and strategy is focused outside the US in 2014. • - Improve our processes and implement enabling technology. Reskilling recruiters and driving talent acquisition as an organizational capability. • - Target Lists of Prospective Top 20 Candidates for Each Line of Business within Each National Region. (to be maintained by Senior Leader for each group) • - We are implementing a new CRM tool to better manage our passive and referral candidates. We are also going to add to staff and hire on additional recruiters to handle the ever increasing hiring needs of our internal clients. • - More emphasis on global mobility initiatives to support internal moves. • - We may be adding non-exempt recruiting next year to our responsibility. This will increase the number of recruiters and budget/resources significantly. • SOURCING • - Increasing internal Sourcing resources • - Strategy will be more sourcing candidate focused. • - We plan to decrease spend on contingency search through leveraging our internal sourcing team. • - The biggest focus this year is to create a new sourcing team to build pipelines for our hard to fill roles. The goal is to reduce the time to find for those positions to 0 days and to dramatically decrease agency spending. • - External Agencies • - Continue to focus on building sourcing team capabilities. • - We will place emphasis on the sourcing of our hires in 2014 with identified, full-time sourcers in the identified markets. • - More focused sourcing • - More emphasis on internal sourcing capability and career sites.

22. BRANDING/SOCIAL MEDIA/DIGITAL/MOBILE/TALENT COMMUNITIES • - Continue to strengthen our social media/mobile. • - Moving most money to digital strategy • - Trying to shift more to mobile and social sources • - Use of social media/LinkedIn to fuel referrals is a major focus. • - More pay per click, LinkedIn, social, mobile. • - Focus is on employer branding • - Focusing on brand management via CareerWebsite/TalentCommunity • - We are implementing some SEO initiatives to improve our visibility on Google • - 2014 will be much larger shift to social engagement • - Add talent communities for specific groups. Improve SEO & SEM strategies. • - More focus on branding the company as a great place to work • JOB BOARDS • - Minimizing job boards • - Moved away from job board spend • - Less money on job boards. • - Less posting, traditional job boards • - Some less spend on boards • - Fewer boards, paying to augment postings at Indeed, piloting ZipAlerts through ZipRecruiter, • - We are going to spend more on niche culinary sites and less on traditional job board to help us with our need for culinary talent. • - Less emphasis on agency and job boards

23. LINKEDIN • Increased leverage of use of Linked-in • Use of social media/LinkedIn to fuel referrals is a major focus • More pay per click, LinkedIn, social, mobile. • We're moving forward on mobile apply, upping our LinkedIn Job slots budget. • Redistribute spend to other sourcing avenues which also help us with strengthening candidate engagement, for example more spend over last two years with LinkedIn- redistributed monies from board postings. • We will continue to better utilize LinkedIn • More money on LinkedIn, both recruiter seats and corporate page. • WORKFORCE PLANNING/ANALYTICS • Develop workforce planning for each business unit • Identify other ways to capture source data other than self-report • Fully integrated analytics and reporting. • Better ATS source of hire data - rationalize fields. • More $$$ spent on ACCURATE date on source of hire. • We review source of hire and ROI annually on recruiting resources. • REFERRALS • Internal programs - employee bonuses, etc. • Use of social media/LinkedIn to fuel referrals is a major focus • + Employee Referral • Communicating about the employee referral program, beefing up the program, policies, and tracking • We continue to try and improve our percentage of hires from referrals • Leveraging employee networks for referrals.

24. MILITARY • Focusing more resources on Military recruitment. • Identifying new sites to find potential candidates on, sources for military candidates. • We will focus on Military and Disability hiring due to new OFCCP regulations. • COLLEGE • Centralizing to focus more FT resources on Univ. Recruiting. • Increasing campus hires is a major focus (whether they are sourced through SM or traditional campus events). • CAREERSITE • improving our career site • More emphasis on Career Site. • JOB FAIRS • We spent more money in 2013 on job fairs and advertising in these locations and we anticipate spending equal to that amount in 2014. • WOMEN • Hiring more women into the workforce • NEWSPAPERS • Still using newspapers for hourly factory workers • REHIRES • + Rehires

25. Good Hunting! Gerry Crispin Mark Mehler 732-821-6652 * mmc@careerxroads.com * www.CareerXroads.com