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Sourcing Glossary

800 numbers: Numbers that do not incur long distance charges on your telephone bill - however, be aware there may be a "cost" associated. Be aware that companies are able to unblock a "blocked call" coming in on their 800 lines.

Abudanza: (Italian for abundance). An emotional waterfall effect that produces a feeling of reveling or joy. As in, "I can't believe it! She gave me an abudanza number of names!"

Active: Refers to that person out in the world who is "active", or has affected the process of being active, in a job search. Is usually easy to find and is approached constantly regarding job offers so their value as a candidate is greatly reduced as there's a very high chance the customer has seen or talked to them before (and passed over them) or they're so jaded as to being contacted they're impossible to reach. This person may have a resume out on the web, or may be an active poster online that "gives up" certain identifying information about themselves in their signature that makes it easy for a names sourcer to find them. This "giving up" is usually intentional on their part and is a subtle way to get their information out before the world so that they can be easily found while at the same time not angering (too much) management of the company they presently work for.

Administrative Assistant: That person who supports a person or persons in an organization. She is usually doing the majority of the work for the person or the persons, and nine times out of ten knows who everybody is. May be resentful because she is over-tasked in the organization. Must be approached carefully and never taken for granted. Must be spoken to with honesty and respect and never pushed beyond her usually long-suffering patience. Was once called a secretary but the higher-sounding Administrative Assistant title has replaced this old-fashioned nomer in lieu of a fair wage in most organizations. Sometimes referred to as an AA but it's always safer to ASK for someone's "Administrative Assistant". Those in rehab may become offended with the use of "AA", as in "Please transfer me to the AA". Always say "Administrative Assistant' to avoid embarrassment.

Argali: Analogously enables recruiters to find candidates' home contact information much easier/faster than they otherwise would, since it aggregates the results of several national white pages directories online, and lowers the barriers because it's free (in the ad-supported version). www.argali.com

ASK: The act of seeking information by actively inquiring after it. Usually used when the information is being sought over the telephone, but can be used in any situation where obtaining information is critical to the success of the mission.

Attendee List: A list of attendees at a conference or function or any type of gathering. Is usually targeted at some discipline, can be a fabulous starting point for any sourcing activity. Allows a sourcer to start with one name and "build out" that person's group within an organization. Valuable resource, not to be abused.

Boolean search: Web definition - A search formed by joining simple terms with AND, OR and NOT for the purpose of limiting or qualifying the search. If you search information on salmon fishing in Alaska, and your search also brings back information on trout fishing and diving in Alaska, the Boolean search "salmon AND fishing AND Alaska NOT diving" can narrow your search focus. It's used early in the sourcing process to give the names sourcer "a few names" to "get in" with (See Gatekeeper). It should not be dwelled upon (`though its siren call beckons) or relied on entirely for sourcing results. Reliance on same is more properly termed research. Information gathered from Boolean searches should be entered into your job before picking up the telephone and using it to find the live-catch.

Build Out: The function of moving horizontally or vertically through a person's group within a specific organization. In general, a skilled sourcer, with a person's name, can "build out" that person's group (those who work with him, above and below him!) by ASKing the right questions.

"C" level: The terminology revolving around the "C levels" of executives in corporations. For instance:

  • CFO means Chief Financial Officer ?a good person to pitch the value of your names sourcing service to!
  • CEO means Chief Executive Officer ?we all know about these.
  • COO means Chief Operations Officer ?becoming more highly sought in executive job searches nowadays.
  • CSO means Chief Security Officer ?a mysterious sounding, relatively new title, could be charged with all sorts of things!
  • CTO means Chief Technology Officer ?is usually charged with the technical direction of the company, engineering usually falls under her.
  • CIO means Chief Information Officer ?oversees usually the information structure of the company, heading departments like IS (Information Systems). It may also be called IT (Information Technology). Earlier in the industry it was sometimes referred to as MIS (Management Information Systems" but this bit of arcanery (this should be a word) has mostly disappeared from the vernacular.
  • CCO means Chief Competitive Officer ?a little fancy I dreamed up that corporations should have to direct the competitive intelligence, human resources and marketing functions of their companies. If orchestrated together, this powerhouse would eliminate the need for most of the others.

Carat level: The overall effectiveness level of your sourcing results. The higher 24 carat level is approached as your sourcing quiver is composed of, in general, more passive than active candidates. An excellent finished sourcing job is going to include both, ideally, the best of the actives mixed in with the greater number of passives. A low carat level search is one in which many, and sometimes the majority of the results have been garnered off the net (job boards and internet postings). A very low carat sourcing job produces only those results.

Channeling: When a state of consciousness elicits a flow of communication that produces piecemeal information that can be used to formulate a whole. Sources may include angels, discarnate former humans, extraterrestrials, and other levels of consciousness. They may also include telephone directories, receptionists and anybody else you get on the telephone. Competitor: Entities involved in, or based on, competition with each other. They're striving for the same object, position, technology, employee, etc. Interesting Web definitions:

    1. A species that is dominant in a habitat in which disturbance is rare and environmental stresses are unimportant, so competition is the major influence on evolution and community organization.

    2. There are no "Competitors," only "Survivors."

Customer: The one who pays you. Deserves your immediate, devoted and undivided attention. Must never be argued with `though many times must be gently guided. Sometimes does not know what it is he's ASKing you to do and his directions may have to be amended (with his acknowledgement).

Director: A higher level executive in a company, and in general, a valuable level. May have managers reporting or may have direct reports that are Individual Contributors. Sometimes involved in the training of his reports so can be wary of intruders at his gate. Usually has a pretty respectable work-load and this level many times is tapped for more senior positions in sourcing jobs. Is usually pretty savvy and can see and hear you coming if you ASK the wrong questions.

Directories: Lists of names from a particular organization; usually provided at cost by a directory broker. No magic bullet. They can be useful, and, in general, the newer the directory the better. The BEST directories have titles and direct dials - but many do not. They can be unwieldy, dated and very time consuming. There's a shortage of high tech directories in the world. The good providers will give you an honest appraisal of the directory you're interested in. Directories age at about 20% per year.

e-mail names: More customers are ASKing for them nowadays; be wary - this may intrude into privacy areas - passing e-mail names along without obtaining them from an Opt-In list may create legal issues.

e-sourcing: Web definition - The business to business purchase and sale of supplies and services over the Internet, sometimes referred to by other terms, such as supplier exchange. Also called:Electronic Purchasing, e-Procurement, ePurchasing, Online Purchasing, Electronic Procurement, and e-Sourcing In the names sourcing business see, "Boolean search" explanation.

Executive Assistant: A usually very bright, very highly paid secretary to one of the C levels or to one of the Senior VPs or Executive VPs in an organization. She is a true knowledge treasure trove. She knows where the pencils are kept, who everyone is (including her boss's girlfriend), all the internal dirt going on - she knows all the secrets! (Why do you think they called them[secret]aries?) Because she does, her job is supremely secure - she has no worry over job security, doesn't have to play politics with anyone and suffers no fools. When you approach her do so on your knees with the utmost courtesy - ask her directly what you want in as few words as possible. It's not necessary (nor would she find it of the least bit interest) to tell her WHY you want what you want - she doesn't care. She has bigger fish to fry. The likelihood is she'll tell you what you want to know because she's too busy to fool with you and wants to get rid of you. Many of them are middle aged, educated and know what's going on in the world. Don't insult her by lying to her. As in all sourcing, it isn't necessary.

Executive Vice President (EVP): One of the more senior levels in an organization. Usually reports to a C level. Many times doesn't have enough to do and may be bored and willing to talk. Sometimes another audio treasure chest. A real Achilles Heel in any organization. Many times possesses an overworked, job-secured-by-confidential-knowledge, Assistant, who can be most helpful in moving you to where you need to go. See Executive Assistant.

Fear: Many web definitions - to be afraid or feel anxious or uneasy or apprehensive about a possible or probable situation or event, to be frightened of, an emotion experienced in anticipation of some specific pain or danger (usually accompanied by a desire to flee or fight), to be sorry; used to introduce an unpleasant statement. Usually ill-founded and emanating from inside our heads. Fear of failure and/or fear of success gets in the way of many. Further study and the advice of mental health professionals recommended. Sometimes called "Stinkin' Thinkin'. See Stinkin' Thinkin'.

Forbes 500:Forbes ranks companies by a balanced mixture of revenues, income and market capitalization.

Fortune 100, Fortune 500: A listing prepared annually by Fortune magazine of the 500 largest US industrial corporations, ranked by sales (gross revenue). Fortune also prepares a listing called the Fortune Service 500 for non-industrial corporations. The "100" would be the top 100.

Free Trade: The simplest web definition I could find - Exchange of goods and services without barriers of trade. It's an important subject for names sourcers to understand. Study and the advice of an attorney recommended.

Gatekeeper: This one deserves a lot of press here. She's (there are more he's of them nowadays and believe me they're no slouches!) is the one who answers the phone. May also be known as the "Receptionist", occasionally referred to as the "Office Manager" but not often. She's the one whose voice you must be keenly tuned into - able to hear what's in it - is she pleasant sounding or exasperated? Is she young? Inexperienced? Does she sound like she likes her job or is she resentful about something? Will she help you or do you need to get past her? In an instant you must be able to discern all of this from her voice. Have a few "names in" just in case she asks you, "Do you have a name?" Usually recognizes and remembers voices. Usually picks up on it if you're lying - knows one when she hears one because it's usually her first responsibility to lie - "No, he's not in, who's calling?", etc. Usually best to by-pass if possible; though can be a real fountain of information. If she doesn't believe you will not tell you anything. Is never to be treated rudely or brusquely - she can make your job easy or she can make it hell. Is never to be resisted, requires patient obedience to her direction until she's vested enough of her time in your process to want to see you succeed. Every bit as valuable as the Executive Assistant or the Administrative Assistant. If she knows what you're after, will forewarn same in advance of transferring your call.

Grunt: The ones doing the work. Usually the people you're tasked to find. Sometimes hard to find as he rarely surfaces from the fascination and enjoyment he finds in his work. He's not looking for work, nor does he even think about looking for work. Usually very flattered and many times responsive when you find him and approach him with your opportunity. Also known as the "Worker Bee" or the "Individual Contributor".

Guilt: The thing we feel when we're doing something we're uncomfortable doing. Has numerous and complicated root system. Further study and the advice of mental health professionals recommended.

GUTS: Absolutely necessary to achieving names sourcing success. Names sourcing requires tenacity, knowledge and GUTS. Can be done with two out of the three, but never without GUTS.

Hands Off: An agreement a company may have with a competitor, a supplier or anyone else they may have a present, past or intended future business relationship with. Always a good idea to ask the customer about, "Are there any companies you have a hands-off agreement with that you'd like me to stay out of?" Also known as a "non-compete".

Hit: The result of adding the exact Boolean search command into your keyboard that produces exactly what you're looking for. Also known as "Eureka".

Hoovers: Paid business research service that offers valuable information on companies. Free basic service. A solid beginning point for many searches. www.hoovers.com

Job Sites: Related to finding employment in various professions at all levels. There are hundreds of them, some more well known (Monster, CareerBuilder) and many related to specific professions. A real temptation to junior sourcers to pull resumes from and a common lone sourcing practice of many in the recruiting profession today. Avoid them in this business.

LinkedIn: One of the front-running social networking organizations popping up nowadays - currently (August, '06) has 6.5million members, a 100% increase over the last year alone! Members can find and contact other members in the "find people" search function. Search results are enhanced by the more members you have in your network - company has implemented a "pay" requirement (August, `05) that proposes that members may more effectively contact one another through the "InMail" product. Member pay levels start at $19.95 per month and go as high as $200 per month. Each pay level allows increased search results, again, though, these seem to be inextricably tied to the number of people in your network. www.linkedin.com NOTICE:If you'd like to be a part of the TechTrak organization and be placed on the TechTrak Jobs Circular, the list of jobs that go out to sourcers looking to do additional and/or occasional work, AND be eligible to receive a substantial discount on the full LinkedIn Pro Account membership (a $200/month value) for approximately $90 a month for a two year commitment; paid in advance at $2160.00, send an email to bob@techtrak.com letting him know - we're building the subscription list NOW!

Other social networking organizations: Spoke, Jigsaw, AlwaysOn, Ryze, OpenBC, In addition, there are others.

Magic: The subtle mixing of the science of statistics and technology with the art form of understanding human nature to produce effective practices in names sourcing. "Any sufficiently advanced technology is indistinguishable from magic." ~ Arthur C. Clark

Manager: Usually reporting to a Director or VP level in an organization and is over, usually, the Individual Contributors (See Grunt) in an organization. Sometimes is part of a small group and may be an Individual Contributor herself and should be noted as same in the Final Sourcing Report to customer. May also hold the title "Supervisor" in an organization. Is usually overworked, overstressed and a good source of information. Some (the Incommunicable management style) can be hard to get on the phone.

Names Sourcing: The finding of people who hold specific titles (usually) within specific (usually) organizations so that they may be contacted with some opportunity that may benefit them. Also known as "Magic" or "Stealing-the-Thunder" or "Lightening-In-A-Bottle" or "Secret Sauce".

Networking Organizations: (technology) any system of inter-connections that communicate, move, or transfer information, energy, or substances; a supportive system that moves information, energy, or substances and that, when schematized, has the appearance of a net. In today's emerging "social networking organizations" persons are meeting and linking together for purposes of increasing their personal, business and professional contacts. Highly effective means of locating rainmakers in any organization to source from or upon.

Non-Compete Agreement: A contract that restricts participation in a certain market by a company or individual under specific circumstances. Employers often require employees to sign a non-compete agreement to deter them from quitting to join a competitor. Laws differ from state to state. Usually depends on reasonableness. Consult an attorney.

Onion Peel: The more layers of requirements heaped onto a names sourcing job, the more difficult it becomes to perform. "Get me all the sales engineers out of this company's Chicago office" is a lot different from "Get me all the sales engineers with five plus years of experience out of this company's Chicago sales office who have red hair, are single and willing to relocate to Timbuktu". Price accordingly.

Organizational Chart: Web definition - It's a graphic presentation of the relationships and interrelationships within an organization that identifies the lines of authority and responsibility in an organization.

Passive: A potential candidate, usually hard to find, inside an organization, "password protected" in the sense that he has no outside electronic exposure to the world - he's not listed in some online mention, has not attended a conference where he might show up in an "Attendee List" and in general, is not easy to find without knowledge about his organization and where he sits within it. Represents high value as he possesses the unique targeted skills you're sourcing for. Usually very receptive to approach. Can be very helpful in reaching others inside his organization.

Payment: The method of remuneration for the services you provide. The payment rate may be by the hour or by the name. Per-hour rates seem to fall in the $75-$125 range and per-name rate seems to fall in the $42 -$75 per name range.

Phone Phreaking: A slang term coined to describe the activity of a subculture of people who study, experiment with, or exploit telephones, the telephone company, and systems connected to or composing the Public Switched Telephone Network (PSTN) for the purposes of hobby or utility.

Poaching: The practice of contacting and offering another company's employees another opportunity. In general, if you're not acting purposely and maliciously to destroy a competitor, you are free to source into a competitor for good employees. A very good guiding principle for hiring a competitor's employees should be: "Any employee is not entitled to use or disclose the former employer's trade secrets, and the new employer is not entitled to use the employee as a conduit to gain the benefit of the former employer's secrets." In other words:

  • DO NOT hire a competitor's employees if your intention is to put the competitor out of business.
  • DO hire a competitor's employees if your intention is to gain good employees.

Pocket Hunting: Terminology used in the mining profession where a mineral pocket is exhausted by an ingenious series of attempts that locate the goods by a bit-by-bit panning process. In sourcing, pocket hunting is exhausting a vein of information, extracting whatever there is in the line, until you reach that Eureka! moment when you hit the jackpot and reap the entirety .

Profiling: That first contact with the candidate that's been identified through sourcing. That candidate may or may not be thinking about another job - your task here is to knock on his door and introduce yourself and your mission and get his general information while taking his initial temperature regarding the opportunity you're presenting. This is quite different from contacting the "active" candidate regarding a possible new job opportunity.

Prompting: Cues given by the Caller to the Called; as in the simple, "Can you please direct me/tell me who the Director of Engineering/New Product Development is?" Prompting extends to much more sophisticated methodology than this though - in phone sourcing it more commonly applies to "assisting" someone in remembering, acting or reciting information by "suggestion". A subtle and selective art-science.

Qualify: The act of proving someone meets the requirements of the job. Persons are usually sourced by titles in telephone sourcing so this "qualifier" function (does she have three or eight years of software experience; is he a .net expert; has he exceeded his sales quotas over the last three years; is he an Ivy League graduate; will she relocate?) usually falls behind the sourcing task. In other words, collect all the "sales reps" or ".net developers" to be had out of an organization (names source) and then qualify (profile) them. This is related to the "onion peel". See "onion peel".

Rainmaker:Web definition - Executive who is very successful in bringing in business to his company or firm. References American Indian medicine man who attempt to make it rain.

Restrictive Covenants: Web definitions - A term in a contract of employment which prevents an employee from doing certain things after leaving that employment. Examples include:non solicitation - an employee is bound not to poach work from his or her ex-employer; non competition - an employer is bound not to go into competition with his or her ex-employer; confidentiality - where an employee is not to divulge employers confidential information. These are often included in long running contracts and contracts of employment to stop the parties working with competitors during the period of the agreement and for some time thereafter. However, unless carefully written the courts will see them as being in restraint of trade and ignore them.

My note - Be aware of them. Be also aware that they may be fair or unfair. See your state laws for applicability. A little learning on this subject can be dangerous! Trade secrets need to be protected regardless of what law applies. Consult an attorney.

Ruse: Web definition - a deceptive maneuver (especially to avoid capture). Also spelled rouse and rouge as in, "I'm so ashamed by my lying that my cheeks turned rouge." Word raises hackles for a lot of people. Some say it's illegal to misrepresent yourself to gain any kind of information (this theory hangs on the unfair trade practices rulings), some say it's not illegal but acceptable practice in love and war and recruiting tactics. Subject usually raises a firestorm of controversy resulting in name calling and mud slinging. The object of discussing rusing here is to point out that a good researcher does not have to ruse, it's a choice each one makes on the front line of battle. A good researcher understands how to elicit information by ASKing the right questions in the right manner. CONTROVERSIAL: Rusing may be a right-of-passage, in so much that sourcers who began their careers "rusing", that is, lying to get information, were made so uncomfortable in their psyches by it that they're challenged to increase their skill sets to the point where it's no longer necessary to ruse.

Savio: A potential candidate who understands (is savvy) about the relationship he holds with the internet. He fully grasps that by putting himself and his career information "out here" so it can be easily stumbled over by those seeking information about his skill sets on the internet, the price of his stock will rise extravagantly. A new but dazzlingly fast-increasing breed of candidate. Is usually hard to deal with as he receives so many approaches - yours must be differentiated by something to get his attention. Can be found on all social networking sites; the ones who go to the trouble of filling out their Vitae information that reads like a resume are the most easily recognized.

Secret Sauce: The tips, techniques and tricks to names sourcing (See Magic). Differs from person to person but usually includes:

  • Bull Dog Tenacity
  • Average Intelligence
  • Ingenious Problem Solving
  • Always includes:
  • GUTS!

Security: Any high fence around a company's information. Most companies do not address the issue, ignoring the fact that there are cracks in their doors through which the curious public may peer. Knowing these armor fissures allows a sourcer to do her thing.

Senior Vice President (SVP): One of the more senior levels in an organization. May report to an EVP (in a large layered organization) or to a C level. Many times doesn't have enough to do and may be bored and willing to talk. Sometimes another audio treasure chest and potential Achilles Heel in any organization. Many times possesses an overworked, job-secured-by-confidential-knowledge, Assistant, who can be most helpful in moving you to where you need to go. See Executive Assistant.

Silent keyboard: Any keyboard that allows you to transcribe information as you hear it, furiously into your information portal so as not to alert the person on the other end that you're taking names and kicking butt. Allows for smoother, uninterrupted information flow.

Singing: Accomplished with the lips open, singing is the act of disclosing information. In it's most cantabile form it is smooth and flowing and has a musical quality. Known also as "Spilling". See Spilling and Songbird.

Skell: The art of being a detective.

Songbird: Any person whose vocal organ is developed in such a way as to produce various sound notes that translate into names or information that leads to names. The cant normally sounds like music to your ears and usually requires prompting to elicit.

Spilling: The act of someone "giving up" or "offering up" information. Sometimes accomplished with the knowledge of the one doing the spilling, for reasons known only to them. Usually follows prompting.

Stabbing In: The practice of calling into a company's telephone directory, in an ordered fashion, after you learn the internal prefixes. Requires discerning internal prefix first; sometimes as easy as asking the receptionist for someone's direct dial; usually requires investigation on the internet to uncover. Very effective - for an experienced sourcer, rarely takes beyond three calls to obtain some helpful information from someone inside.

Stinkin' Thinkin': The self immolation we offer ourselves up to before attempting a task. Some of us possess more of it than others. A few are blessed with its absence. Usually precedes or is accompanied by pain and suffering and always leads to failure. Requires professional help.

Strike: Acting on your senses, as in when you sniff a whiff of information, you circle in and when it gives out its blood scent, you strike hard and take all you can get.

Talent: Web definition - a person who possesses unusual innate ability in some field or activity. It's talent that sourcing exists to find. Sourcing is a talent itself.

Target: The organization you're going into to source talent from. Some organizations are sourced repeatedly in certain fields - they're usually the market leaders in their business segment. They know it and many of them, in turn, source talent repeatedly from their competitors.

Telesourcing: No web definition. The act of getting on the telephone and ASKing for information. Very simple. Very effective. Very hard to overcome fear of. A must-do mastery required for sourcing success.

Tenacity: Web definition - doggedness:persistent determination. As in, "He's a real bull-dog sourcer."

Title: Web definition - A title is a prefix or suffix added to a person's name to signify either veneration, an official position or a professional or academic qualification. A "high" title may be nothing more than a trade-off for lower-than-average-pay in an organization. They're FREE and in some organizations loosely awarded. Look beneath the rim of the hat.

Title-Strike: Titles vary depending on the size of the company, but in general, the bigger the company, the lower your title-strike should be, and the smaller the company, the higher the title-strike can be. In other words, a Manager level in a $10 billion sale company could be at the same experience level as a Director in a $900 million sale company or a VP in a $100 million sale company.

Trade Secret: Web definition - Any confidential formula, pattern, process, device, information, or compilation of information that is used in a submitter's business, and that gives the submitter an opportunity to obtain an advantage over competitors who do not know or use it.

Trampolining: In telephone sourcing it is the high strength act of going from "pillar to post" in search of information. Has the appearance of casual contact but is an extremely highly tensile and effective technique in reaching your targets. "Can you please transfer me to the Executive Assistant of (plug in the CFO's name, usually publicly available)". Once at her desk, "(Plug in the receptionist's name) transferred me here - I was trying to reach the Director of External Reporting - can you transfer me there?" Or, dial directly willy-nilly into the company's office location (their direct internal prefixes are usually "findable" with a call/google or two) and state, ever-so-disappointedly, "Darn, I was trying to reach the development department - can you transfer me there?" There are oodles and oodles of trampolining scenarios - get good at it!

Unfair Trade Practice: Very broad definition; decisions can be arbitrary. Hard to prove but cost is likely to be high either way. Web definitions -

  • Unusual government support to firms, ranging from export subsidies to anti- competitive practices by the firms themselves, such as dumping, boycotts or discriminatory shipping arrangements, that result in competitive advantages in international trade for the benefiting firms. www.tefo.org/trade-finance-glossary/u.html
  • This term refers to any act, policy, or practice of a foreign government that:(a) violates, is inconsistent with, or otherwise denies benefits to the US under any trade agreement to which the United States is a party; (b) is unjustifiable, unreasonable, or discriminatory and burdens or restricts United States commerce; or (c) is otherwise inconsistent with a favorable section 301 determination by the US Trade Representative.

Vice President (VP): One of the more senior levels in an organization. May report to an EVP, SVP or directly to one of the C levels in smaller organizations. Sometimes doesn't have enough to do and may be bored and willing to talk. Could be an information bonanza and another potential Achilles Heel in any organization. Many times possesses an overworked, job-secured-by-knowledge, Assistant, who can be most helpful in moving you to where you need to go. See Executive Assistant.

When the Going Gets Tough: The tough get going.

Yapping: That tendency a sourcer has to say too much when ASKing for information. Yapping sends up red flags and intimates that the yapper is nervous about something and makes the person being yapped at cautious. Also known as "babbling", "acting like an idiot" or "talking too much". Loose lips sink ships.

 

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