I am truly excited to be sourcing for COVID-19 Treatment trials. It’s like a dream come true! It is both helping and getting much deeper experience (and fun) sourcing in the Healthcare industry. We need to find:
in NYC and Indiana, several people for each of the four openings, and it’s urgent. Unlike in our typical sourcing projects, we also need to get potential candidates’ interest and screen them before submitting to the client, a Healthcare startup.
This project, naturally, poses the challenge of reaching out to massive numbers of people. Here are some solutions I am using. It’s not an exhaustive list, of course.
- As the first idea, when looking at someone’s profile, you can use some of the contact-finding Chrome extensions. Then, send an email. It “works when it works” but is somewhat slow – clicking on a bunch of tools takes time – and the success rate for these demographics is low.
- You can guess the work email based on the employer’s email format. I have done quite a bit of that. First, I pick the name of a particular employer, like a large hospital, and find the first and last names of its employees (RNs) by Googling and in other ways. I insert the names into Excel and run a formula to generate the emails according to the hospital’s email format (which is always easy to find). I have not tried mass-mailing to the auto-generated lists (and am afraid the bounce rate will be high), but I have uploaded them into LinkedIn Recruiter – and few point to members.
- It’s something I have been doing on various occasions and find to be productive. But when colleagues hear about it they shrug their shoulders (I don’t know why.) I have been talking about it, yet I know nobody who practices the technique except David Galley. I think I should give the method a name, for better recognition. Any suggestions?
Step 1. Google in various ways trying to catch some emails that might belong, in our case, to Registered Nurses in NYC. I simply Google for job titles, locations, and something like “gmail.com”, or “email me at *” examining websites that sound promising – for example, look like attendee lists based on the snippets. If I find a “good” file, I X-Ray the site for more files like it and “see what I can do” on the site itself. To speed the gathering up, I use our Email Extractor that follows me from one page to another, appending scraped lists.
The goal is to collect as many emails as possible. As long as some of those are “ours”, it doesn’t matter that the rest point to the wrong professionals. Their deliverability also does not matter. Any other info including first and last names is not required.
Step 2. I cross-reference the list against LinkedIn using Recruiter import (I am glad we have the “old” version again). I tag all imported records to be able to find them later. Then, I run Recruiter searches with our target locations and job titles. For the profiles identified, I can now message them in Recruiter without spending the points (which I usually do, to record the activity) or email. After cross-referencing, I can be confident the outreach messages are relevant. If you are curious about the numbers, it depends, of course, but after I spend fifteen minutes collecting and uploading lists, I get about a dozen matches for both RNs and CRCs.
There is a way to cross-reference email lists with a basic account, as well!
There are other tools and databases for cross-referencing email lists that I sometimes use, but doing it with LinkedIn would produce results for sure. It would be very far from a complete list, but we only need to find so many.
(By the way, in its help, LinkedIn mentions the possibility of cross-referencing with phone numbers but I have never seen it working.)
There is a lot more to say about the topic. For example, I have found endless scrapable directories of Healthcare professionals, often, with contacts, and now have gigantic lists to utilize. I’ll write about some discoveries in future posts. We have also long wanted to deliver a Sourcing webinar for the Healthcare Industry and now are getting the right experience. It’s better to teach what you practice, right? 😉
So in this case, I spend most of my time outside of LinkedIn and only go there to look up the contacts I find elsewhere or use other tools to find additional prequalified professionals. At that point, I already have their contact emails.
Many of the ways we apply in the COVID project are ways to source on the web that work across industries – and source mostly outside of LinkedIn since (for us) has a tiny fraction of our population. It’s not too early to sign up for the popular Sourcing without LinkedIn Workshop. If you do, make sure you bring concrete challenges to see them addressed in demos.