Show your value, grow your business:

Size: px
Start display at page:

Download "Show your value, grow your business:"

Transcription

1 Show your value, grow your business: A SUPPLIER GUIDE TO MOVE FROM A TRANSACTIONAL PROVIDER TO A STRATEGIC PARTNER KAREN A. CALINSKI

2 INTRODUCTION /02 At KellyOCG we take a holistic approach to talent sourcing and management. Known as Talent Supply Chain Management, this strategy allows clients to focus on having the right talent to achieve their business goals while KellyOCG ensures the right processes and suppliers are in place to provide the needed talent. Unique to the workforce solutions industry, KellyOCG has a Supplier Development team dedicated to supplier growth, mentorship and advocacy with the objective of identifying qualified suppliers and matching them to our client s needs. The team has representation in the Americas, EMEA and APAC regions as well as, representatives that focus on diversity and inclusion initiatives. This Talent Supply Chain team keeps abreast of the growing industry trends; including, but not limited to: Online Staffing Communities, Independent Contractors, Statement of Work Providers and boutique search firms. The intent of this guide is to offers suppliers a few tips on how to break through the clutter and become a trusted business partner. It includes recommendations on how to establish yourself, get on-boarded to a program, and then further expand your relationship from a transactional supplier to a strategic partner and thereby grow your business.

3 INTRODUCTION /03 Staffing Suppliers: businesses that source and supply talent either directly to an end client or through a third-party service provider that acts on behalf of the end client. End Client: the buyer organization to which talent (staff) or the work product is ultimately delivered. Third-party service provider: a workforce solutions company that acts on behalf of an end client to manage their supply chain of staffing suppliers. This is the connection through which staffing suppliers gain access to client-driven opportunities.

4 01 /04 Where should you start?

5 WHERE SHOULD YOU START? /05 A valuable conversation or series of conversations this is the key to a successful relationship. But how do you define value for someone you have never even met? How do you determine what a potential client wants and needs from you before you even get a foot in the door? Leading a valuable conversation requires a little research up front, but it is well worth the effort. Among many other benefits, this will help you determine where the genuine opportunities lie; it will save your time and theirs. The most important piece of advice for beginning a positive sales interaction with a target client is to ask the right questions upfront. This will ensure you re having the right conversation with the right person at each stage of the sales process. Clearly, you re unlikely to land a big new contract in a single phone call, and you will probably need to speak with many different people over a period of time to achieve your outcomes. However, careful consideration of who you re speaking with, and what they need to know at that particular point in time, will help to lay the foundation for a successful relationship. Connect through the established processes: Find out if the third-party service provider has a team responsible for managing their supplier network. For example, KellyOCG has a dedicated supplier advocate team responsible for developing mutually beneficial supplier relationships.

6 WHERE SHOULD YOU START? /06 Do s: Find an advocate: Well-organized businesses that take their supplier relationships seriously will have people whose role it is to advocate for, and work alongside their suppliers. Seek this role out first. Ask them directly about what they expect and need from you. You can do this through LinkedIn, online through the company s website or by calling the organization and asking them to help you find the right contact. Adhere to established processes and protocol. Ask them directly about what they expect and need from you. Ask how you can help: when you find your advocate, consider how you might help them first. What information could you help them gather? How might you supply information on a specific solution that they are unsure about? Sharing your knowledge and information about an industry, client or trend is a way to provide value to any relationship.

7 WHERE SHOULD YOU START? /07 Don ts: Don t rely solely on an existing contact to open doors: If you know someone already inside your target organization it is natural to start out by contacting that person. However, it is important not to rely solely on that relationship to get your entire sales message through to the right people. This can put pressure on the wrong individuals and you may not get the direct feedback you need about targeting future messages. Ask for information to help you target your communications. Don t make assumptions: ask for information to help you target your communications and help solve the end-client s problems. Don t assume you have the right solution already. If there is third-party service provider (MSP) in place, don t go around the system. This will be viewed negatively by the client.

8 02 /08 Know your customer(s)

9 KNOW YOUR CUSTOMER(S) /09 Lead every conversation with knowledge and understanding of the big picture. Clearly, as a supplier you will have two customers: the third-party service provider partner as well as the end client. Understanding how the third-party service provider operates, what they look for, how programs are built, and what their key objectives are is as important as knowing your end client s business inside and out. Being well-researched on both gives you the best possible opportunity to develop a strong relationship. When you know your customers you are in a better position to help them solve any problems. What are the key challenges each of them faces right now? How can you help them without creating more work or asking for large-scale changes in a current program that may already be underway? How can you add value and prove yourself first? When you know your customers, you know their pain points, their preferred ways of operating and their competitive landscape. When you know your customers you are in a better position to help them solve any problems they might have (and land the account).

10 KNOW YOUR CUSTOMER(S) /10 Do s: Research before you talk: most organizations provide information and guides to assist you with your initial conversations. Showing that you took the time to research this information demonstrates that you are interested in building a relationship that goes beyond the transactional. It is critical to understand the complexity of supplier network relationships. Be patient for results: if you re having the right conversations with the right people and you have solutions to offer, the opportunities are likely to follow. However, it s critical to understand the complexity of supplier network relationships and lead-times in different programs. Manage your expectations and those of your own organization realistically. Ask for feedback: when things don t go your way, find out why.

11 KNOW YOUR CUSTOMER(S) /11 Don ts: Don t assume you know how the third-party service provider or the end client feel about other suppliers: It s one thing to understand your differentiating features and why you might be able to offer a better service or product than your competitors. However, your target customers may want to get to know you first before hearing about the weaknesses of their other suppliers. They want and need proof of the benefits of working with you, so work on this first. Your target customers may want to get to know you first. Don t look for different answers from different people: Even when you do have multiple contacts inside an organization, ensure transparency in your conversations and make sure you understand how decisions apply and when they are final.

12 03 /12 Find the right tone

13 FIND THE RIGHT TONE /13 Being a great sales and client relationship manager takes tact and tenacity, in the right measures. You need to know when to push a little harder, and when to back off and that s not always easy. Most end clients and third-party provider partners will accept that it is part of your role as a sales or account manager to create new opportunities for your organization. However, doing this with a tone that respects those company cultures, and the person you re building a relationship with, is crucial. When you know you ve built some genuine trust and interest in your capabilities, ask for a short meeting to give you the opportunity to prove yourself. Once you have it, make it count.

14 FIND THE RIGHT TONE /14 Do s: Ask them what kind of meeting suits them: you may want to present face-to-face every time, but if they would prefer a conference call, be receptive to their needs. Talk about your value (not just why you think you re great). Keep it brief: short, effective meetings are what potential partners want. If they want more information, make it available and keep the conversation going. Send a short, professional information pack before your meeting: pique their interest and give them key background statistics or details so you can spend more time during the meeting focusing on the information that matters. Create a quick value proposition: be clear, convincing and succinct about how you differentiate yourself from your competitors. Talk about your value (not just why you think you re great). Consider issues such as broader strategic relationships or technology you have access to that might make their lives easier. Focus on metrics: Speak about the numbers that matter to both your third-party service provider partner and the end client. Name the top 10 skills you filled this quarter; which locations are your strongest; what is your average cycle time.

15 FIND THE RIGHT TONE /15 Dont s: Don t forget your audience: Focus on the issues that matter to them. Long presentations with a detailed history of your company, or where all your teams are located may not be what they want to hear most. Put yourself in their shoes and tailor each presentation to suit. Don t promise the world: Be honest and upfront about what skills/specialties you can provide, rather than attempting to fill all roles. Value is often created when there was a need and a business partner responded with a solution. By pinpointing your specialty and applying your expertise to a client need you will be seen as strategic and trusted. Value is often created when there was a need and a business partner responded with a solution. Don t ignore errors: Be professional in your communications. Make sure they are spell-checked, accurate and addressed appropriately. Don t use gimmicks: Understand that your may not have the same importance to your client as it may have to you, so don t use fear tactics or misleading subject headings just to get your opened. Your may end up being marked as spam without you realizing.

16 04 /16 Be different, act different

17 BE DIFFERENT, ACT DIFFERENT /17 What differentiates you from your competitors? Have you developed specific high-quality capabilities in Asia-Pacific or do you have experience in developing economies within South America or Eastern Europe? Do you have one thing you can talk about that you know your competitors will find difficult to replicate? When you know what your differentiating points are, focus on them in your conversations so that your service provider partner can make an informed decision about whether or not you are what the end client needs. Help them compare your product and value quickly and easily so they can advocate on your behalf.

18 BE DIFFERENT, ACT DIFFERENT /18 Do s: Be factual: back up your differentiation with metrics and communicate them clearly. Be specific: Statements such as we are a leading... or we are a top provider... are statements you should be able to substantiate with specific proof points. Stick to what s relevant: you may have differentiating features that are less relevant to some end clients than others. Focus on what matters most and provide more information if asked.

19 BE DIFFERENT, ACT DIFFERENT /19 Don ts: Don t try to be everything to everyone: the whole point of being different is that you offer something no one else does. Being clear about this ensures you align with the service provider partners and end clients that really need you. Don t use out-of-date information: When you secure a sales meeting, deliver accurate, up-to-date responses that enable a quick decision. Stay in touch with how the market is evolving so you are seen as a valued industry thought leader. The whole point of being different is that you offer something no one else does.

20 05 /020 Expanding on your success

21 EXPANDING ON YOUR SUCCESS /21 If you do become a supplier to a third-party service provider, remember why you were brought on when you re planning ways to grow accounts. Usually, you re there because: you communicated effectively about your offering Every client relationship is based on demand (and performance). you managed the right relationship in a respectful and helpful way you offered a solution the end client needed you delivered consistently Being added to a new program is not just about your capabilities, but also the maturity of the end clients supplier optimization efforts. Every client relationship is based on demand (and performance). You were successful in responding to demand by supplying a solution, and this is the key to keeping and growing every account.

22 EXPANDING ON YOUR SUCCESS /22 If you do want to grow an account, think of your opportunities in the following ways: Succeed in your offerings meet client demand; perform well during the evaluation (scorecard process) and do so consistently. By having documented, repeated success you have proven your capabilities and become dependable to the third-party service provider Be proactive and help come up with solutions: determine what you can do to improve the service your third-party partner delivers to the end client. How can you support their business objectives in order to secure your own? Your focus should be on marketing the talent you have access to that helps meet the end client s needs. Be flexible and innovate: think of new ways or solutions to partner with a thirdparty service provider. MSP and Master Vendor/Staffing relationships are no longer the only ways to partner or obtain access to new clients. As part of a talent supply chain approach, your focus should be on marketing the talent you have access to that helps meet the end client s needs. If you can alter your own processes to suit these different needs, you will be valuable. Stay on top of trends: what are you seeing in your engagements that is relevant elsewhere? Where do you see new opportunities that both you, your third-party service provider partner and the end client might benefit from? Share information and help your service provider partner to innovate too.

23 /23 Conclusion Every interaction matters when you are looking to evolve your relationship from a transactional supplier to a strategic partner. When you consistently demonstrate a clear understanding of the big picture, and of your distinct capabilities within the solution delivery process, you will provide the kind of value that end clients and third-party service providers want and need more of. Regardless of which third-party solutions provider you work with (or want to work with in the future), here are some recommended best practices: know your customer(s) speak from a position of real knowledge and true capability differentiate your service offering be proactive and flexible

24 /24 Definitions TALENT SUPPLY CHAIN MANAGEMENT (TSCM): is a proactive approach to securing and optimizing talent supply and services through all input channels. It integrates the management of both the permanent and contingent workforces to determine the optimal mix and strategic value of all human capital within the organization. PROGRAM OFFICE (FOR TALENT MANAGEMENT): this is the people, processes and technology set up by an MSP, MV or BPO/RPO provider to manage talent sourcing and management. It is the structure through which all HR/recruitment suppliers are managed. MANAGED SERVICE PROVIDER (MSP): A company that takes on primary responsibility for managing an organization s contingent workforce program and the various sourcing models within it. Typical responsibilities of an MSP include overall program management, reporting and tracking, supplier selection and management, order distribution, and consolidated billing. DIRECT TALENT SUPPLY: this is when individual recruitment and HR companies work directly with an employer to provide talent sourcing and management services. MASTER VENDOR: A staffing supplier that takes overall responsibility for providing clients with temporary staff. All orders will usually go first to the master supplier to either be filled or distributed to secondary suppliers. Sometimes a master supplier will not only provide a significant portion of the temporary staff working at the employer s site but also manage an organization s contingent workforce program.

25 For more thought leadership go to talentproject.com ABOUT THE AUTHOR KAREN A. CALINSKI is a lead consultant in the KellyOCG Talent Supply Chain Management Practice, providing expertise across the Americas. She is integral in developing supply base relationships that support the success of Kelly workforce solutions. In her role she serves as an advocate for the suppliers by providing them guidance in new opportunities and mentorship in existing relationships. Karen joined the KellyOCG Contingent Workforce Outsourcing practice in 2001 and has held progressively more responsible positions in MSP program operations and strategic account development. In her roles she has consulted with clients on their supply strategy and how best to respond to changes in labor demands. Additionally, she has advised clients and suppliers on data analytics and supplier scorecarding. Under her guidance, suppliers have ranked KellyOCG as a Top Provider for MSP services. Karen received her Bachelor s in Science degree from the University of Maryland in She holds the Certified Outsourcing Professional designation from the International Association of Outsourcing Professionals. ABOUT KELLYOCG KellyOCG, the Outsourcing and Consulting Group of workforce solutions provider, Kelly Services, Inc., is a global leader in integrated workforce solution delivery for clients worldwide, utilizing proven talent supply chain strategies. In addition to integrated solutions, KellyOCG specializes in Recruitment Process Outsourcing (RPO), Business Process Outsourcing (BPO), Contingent Workforce Outsourcing (CWO), Human Resources Consulting, Career Transition and Executive Coaching & Development, and Executive Search. Further information about KellyOCG may be found at kellyocg.com. KellyOCG was named in the International Association of Outsourcing Professionals 2014 Global Outsourcing 100 list, an annual ranking of the world s best outsourcing service providers and advisors. EXIT

PART 1: THE WHAT, WHO, AND WHY OF MSP BY JENNIFER SPICHER

PART 1: THE WHAT, WHO, AND WHY OF MSP BY JENNIFER SPICHER THE FUNDAMENTAL S OF MANAGED SERVICE PROVIDER (MSP) PROGR AMS PART 1 OF 3 PART 1: THE WHAT, WHO, AND WHY OF MSP BY JENNIFER SPICHER CONTENTS p3 Introduction p4 Why an MSP is Important p6 What Is an MSP?

More information

5 myths of supplying talent through a third-party provider model. A guide for third-party talent managers and suppliers

5 myths of supplying talent through a third-party provider model. A guide for third-party talent managers and suppliers 5 myths of supplying talent through a third-party provider model A guide for third-party talent managers and suppliers Thorsten Koletschka /02 Suppliers that play a proactive part to deliver genuine talent

More information

strategic workforce planning: building blocks to success

strategic workforce planning: building blocks to success strategic workforce planning: building blocks to success Foreword by Tom Kaminsky The ability to attract and retain people with valuable skills that meet business objectives is vital for companies seeking

More information

WHAT CAN BE MEASURED, CAN BE IMPROVED

WHAT CAN BE MEASURED, CAN BE IMPROVED WHAT CAN BE MEASURED, CAN BE IMPROVED TAKING A CLOSER LOOK AT YOUR CANDIDATE RECRUITING EXPERIENCE MARIA ROSPLOCH AND THOMAS F. KAMINSKY /02 the nearest exit In an ever-increasing struggle to secure top

More information

UNLOCKING THE VALUE OF THE TOP SUPPLIERS

UNLOCKING THE VALUE OF THE TOP SUPPLIERS UNLOCKING THE VALUE OF THE TOP SUPPLIERS THE POWER OF OPTIMIZING YOUR TALENT SUPPLY CHAIN TOM TISDALE TABLE OF CONTENTS 3 Introduction 4 Analytics considers the continuous flow of talent through a business

More information

Part 2: sourcing models

Part 2: sourcing models The Fundamentals of Managed Service Provider (MSP) Programs Part 2 of 3 Part 2: sourcing models By Jennifer Spicher contents This is the second of a three-part series designed to outline key components

More information

The what, why, when and how of Strategic Workforce Planning

The what, why, when and how of Strategic Workforce Planning Future-proof your workforce The what, why, when and how of Strategic Workforce Planning Susan DeFazio Table of contents 3 Introduction 5 What does good SWP look like? 7 Why SWP matters to risk & operational

More information

Making virtual contact Six lessons for building a scalable customer contact model. Kim SOKOL

Making virtual contact Six lessons for building a scalable customer contact model. Kim SOKOL Making virtual contact Six lessons for building a scalable customer contact model Kim SOKOL /02 As service once again becomes a key differentiator for brands, the c-suite and operational staff are finally

More information

Global Trends in RPO & Talent Recruitment 2014. pam berklich

Global Trends in RPO & Talent Recruitment 2014. pam berklich Global Trends in RPO & Talent Recruitment 2014 pam berklich The Recruiting Challenge Map Far from simply filling existing gaps as quickly and economically as possible, recruiting has become a high-stakes

More information

Outsourcing Rigor FIVE STEPS FOR IMPLEMENTING OUTSOURCING ENGAGEMENTS IN HIGHLY REGULATED ENVIRONMENTS MICHAEL KOPER AND JUAN LUEVANO

Outsourcing Rigor FIVE STEPS FOR IMPLEMENTING OUTSOURCING ENGAGEMENTS IN HIGHLY REGULATED ENVIRONMENTS MICHAEL KOPER AND JUAN LUEVANO Outsourcing Rigor FIVE STEPS FOR IMPLEMENTING OUTSOURCING ENGAGEMENTS IN HIGHLY REGULATED ENVIRONMENTS MICHAEL KOPER AND JUAN LUEVANO Regulation can present major obstacles for businesses that outsource

More information

The Future of Workforce Management and Buyer Perspectives

The Future of Workforce Management and Buyer Perspectives The Future of Workforce Management and Buyer Perspectives Bryan T. Peña, CCWP Vice President, Contingent Workforce Strategies and Research bpena@staffingindustry.com What is the future of work? 2015 by

More information

Six key trends in outsourcing Dominic J. Asta

Six key trends in outsourcing Dominic J. Asta Six key trends in outsourcing Dominic J. Asta /02 Outsourcing has never been the same as offshoring, yet it seems the two concepts have become increasingly interchangeable over the past decade. Despite

More information

HOLISTIC TALENT SUPPLY CHAIN MANAGEMENT

HOLISTIC TALENT SUPPLY CHAIN MANAGEMENT A HARVARD BUSINESS REVIEW ANALYTIC SERVICES REPORT HOLISTIC TALENT SUPPLY CHAIN MANAGEMENT Copyright 2015 Harvard Business School Publishing. sponsored by HOLISTIC TALENT SUPPLY CHAIN MANAGEMENT AS MARKETS,

More information

In-house or outsource? 6 steps to a meaningful business case. sally hunter

In-house or outsource? 6 steps to a meaningful business case. sally hunter Talent Acquisition: In-house or outsource? 6 steps to a meaningful business case sally hunter Rethinking the case for change Whether it s managed in-house or outsourced, the Talent Acquisition function

More information

The Power of Relationships

The Power of Relationships The Power of Relationships How to build long-lasting customer relationships to help you do more business 2014 Copyright Constant Contact, Inc. 14-3931 v1.0 Helping Small Business Do More Business When

More information

The War for Talent Retaining critical resources during outsourcing transitions

The War for Talent Retaining critical resources during outsourcing transitions September 19, 2008 The War for Talent Retaining critical resources during outsourcing transitions www.mercer.com What we will talk about today Setting the stage: Outsourcing means transformation The talent

More information

A Guide to Cover Letter Writing

A Guide to Cover Letter Writing A Guide to Cover Letter Writing Contents What is a Cover Letter?... 2 Before you get started - Do your Research... 3 Formatting the letter... 4 Cover letter content... 5 Section 1 - Opening... 5 Section

More information

University of Alberta Business Alumni Association Alumni Mentorship Program 2015-2016

University of Alberta Business Alumni Association Alumni Mentorship Program 2015-2016 University of Alberta Business Alumni Association Alumni Mentorship Program 2015-2016 Program Guidelines This document is designed to be a reference guide, containing information that you will need throughout

More information

Is Recruitment Process Outsourcing Right for Your Organization?

Is Recruitment Process Outsourcing Right for Your Organization? Is Recruitment Process Outsourcing Right for Your Organization? Here s What to Consider In a move to control costs as well as plan for the future, companies are increasingly turning to recruitment process

More information

DOES YOUR TALENT SUPPLY CHAIN MEASURE UP?

DOES YOUR TALENT SUPPLY CHAIN MEASURE UP? DOES YOUR TALENT SUPPLY CHAIN MEASURE UP? APPLYING ADVANCED DATA ANALYSIS TO YOUR HUMAN RESOURCE NEEDS TOM TISDALE IT skills: 8.3 Reliability: 6.4 Affordability: 3.0 Engineering skills: 7.3 Reliability:

More information

SETTING UP YOUR OWN LEGAL BUSINESS

SETTING UP YOUR OWN LEGAL BUSINESS SETTING UP YOUR OWN LEGAL BUSINESS CONTENTS Why do I want my own business? 2 Your business idea 3 Areas of competence and qualifications 4 Reserved legal activities 5 Practice rights 6 What can I call

More information

Part 3: Business Case and Readiness

Part 3: Business Case and Readiness The Fundamentals of Managed Service Provider (MSP) Programs Part 3 of 3 Part 3: Business Case and Readiness By Jennifer Spicher contents This is the final of a three-part series designed to outline key

More information

REPUTATION MANAGEMENT SURVIVAL GUIDE. A BEGINNER S GUIDE for managing your online reputation to promote your local business.

REPUTATION MANAGEMENT SURVIVAL GUIDE. A BEGINNER S GUIDE for managing your online reputation to promote your local business. REPUTATION MANAGEMENT SURVIVAL GUIDE A BEGINNER S GUIDE for managing your online reputation to promote your local business. About Main Street Hub: Main Street Hub is the voice for more local businesses

More information

Recruitment Processing Outsourcing (RPO) 2013: Transforming Your Talent Acquisition Strategy

Recruitment Processing Outsourcing (RPO) 2013: Transforming Your Talent Acquisition Strategy Recruitment Processing Outsourcing (RPO) 2013: Transforming Your Talent Acquisition Strategy Recruitment Process Outsourcing (RPO) has undergone a seismic shift over the past few years. Long viewed as

More information

GETTING THE CONTENT MARKETING JOB YOU WANT

GETTING THE CONTENT MARKETING JOB YOU WANT GETTING THE CONTENT MARKETING JOB YOU WANT Tips to engage the best (progressive) employers by Michael Kirsten and Mark Sherbin Be Part of a Progressive Business To get the job you love, you ll need to

More information

Average producers can easily increase their production in a larger office with more market share.

Average producers can easily increase their production in a larger office with more market share. The 10 Keys to Successfully Recruiting Experienced Agents by Judy LaDeur Understand whom you are hiring. Don t make the mistake of only wanting the best agents or those from offices above you in market

More information

Speakers: Barry Asin, President, Staffing Industry Analysts Ron Mester, President & CEO, ERE Media THURSDAY 11:45 AM PACIFICA 11, 12

Speakers: Barry Asin, President, Staffing Industry Analysts Ron Mester, President & CEO, ERE Media THURSDAY 11:45 AM PACIFICA 11, 12 THURSDAY 11:45 AM PACIFICA 11, 12 Concurrent Session: Threats and Opportunities in a Brave New World: Future State Towards the Staffing Singularity The Evolution of Total Talent Management Speakers: Barry

More information

WHITE PAPER CREATING A CUSTOMER-CENTRIC COMMUNICATIONS STRATEGY

WHITE PAPER CREATING A CUSTOMER-CENTRIC COMMUNICATIONS STRATEGY WHITE PAPER CREATING A CUSTOMER-CENTRIC COMMUNICATIONS STRATEGY CREATING A CUSTOMER-CENTRIC COMMUNICATIONS STRATEGY Executive Summary This white paper is designed to help you create a customer communications

More information

You ve Got the Technology Now What?

You ve Got the Technology Now What? White Paper You ve Got the Technology Now What? Pre-planning for Social Engagement by COMMfusion LLC & Jamison Consulting May 2012 You ve Got the Technology Now What? 2 Going Beyond the Technology to Deployment

More information

Creating a Customer Advisory Board Overview and Checklist by Clearworks

Creating a Customer Advisory Board Overview and Checklist by Clearworks Creating a Customer Advisory Board Overview and Checklist by Clearworks Customer insight programs play an important role for both B2B and B2C companies. The programs advise everything from new product

More information

Graduate Guide to Contracting

Graduate Guide to Contracting Graduate Guide to Contracting Contents What is Contracting? 3 What to Expect on a Contract 4 What to Expect from Contracting 5 Pre-Employment Vetting 6 Umbrella Companies 9 Personal Service Companies 10

More information

TALENT ACQUISITION: IN-HOUSE OR OUTSOURCE?

TALENT ACQUISITION: IN-HOUSE OR OUTSOURCE? TALENT ACQUISITION: IN-HOUSE OR OUTSOURCE? 6 STEPS TO A MEANINGFUL BUSINESS CASE TIM MEEHAN RETHINKING THE CASE FOR CHANGE Whether it s managed in-house or outsourced, the Talent Acquisition function and

More information

Check Out These Wonder Tips About Reputation Management In The Article Below

Check Out These Wonder Tips About Reputation Management In The Article Below Check Out These Wonder Tips About Reputation Management In The Article Below In the business world, reputation is just about everything. Without a good reputation, a business will have a hard time flourishing.

More information

Members respond to help identify what makes RNs unique and valuable to healthcare in Alberta.

Members respond to help identify what makes RNs unique and valuable to healthcare in Alberta. CARNA - Uniquely RN Members respond to help identify what makes RNs unique and valuable to healthcare in Alberta. RNs have expressed that their role is not always understood by colleagues, employers and

More information

MSP NEAT EVALUATION FOR KELLYOCG: NEAT Evaluation: MSP (Talent Management Focus) Market Segment: Talent Management Focus

MSP NEAT EVALUATION FOR KELLYOCG: NEAT Evaluation: MSP (Talent Management Focus) Market Segment: Talent Management Focus NEAT EVALUATION FOR KELLYOCG: MSP Market Segment: Talent Management Focus This document presents KellyOCG with the NelsonHall NEAT vendor evaluation for MSP (Wider Talent Management focus market segment).

More information

Government Communication Professional Competency Framework

Government Communication Professional Competency Framework Government Communication Professional Competency Framework April 2013 Introduction Every day, government communicators deliver great work which supports communities and helps citizens understand their

More information

Are you diluting the value of your outsourced recruitment process?

Are you diluting the value of your outsourced recruitment process? Are you diluting the value of your outsourced recruitment process? Are you capturing the full ROI of RPO? Many enterprises have an outsourced recruitment process solution in place. But is the solution

More information

The New World of Wealth Management: Structuring Your Business for Competitive Advantage

The New World of Wealth Management: Structuring Your Business for Competitive Advantage The New World of Wealth Management: Structuring Your Business for Competitive Advantage Wherever your company is on the wealth management supply chain advisory services provider, product distributor, manufacturer,

More information

EMERGING TRENDS IN HR AND RECRUITMENT SERVICES Martin Nicholls

EMERGING TRENDS IN HR AND RECRUITMENT SERVICES Martin Nicholls EMERGING TRENDS IN HR AND RECRUITMENT SERVICES Martin Nicholls WHO IS KELLY? Since 1946, Kelly has grown to be a global leader in delivering workforce solutions. Revenue exceeds US$5.6 b EMEA AMERICAS

More information

The 2014 Ultimate Career Guide

The 2014 Ultimate Career Guide The 2014 Ultimate Career Guide Contents: 1. Explore Your Ideal Career Options 2. Prepare For Your Ideal Career 3. Find a Job in Your Ideal Career 4. Succeed in Your Ideal Career 5. Four of the Fastest

More information

Top Tier Staffing, LLC. General Information

Top Tier Staffing, LLC. General Information 36 General Information What s In It For You Introduction Staffing Services Managed Services Consulting Services RPO FAQs Contact Info Top Tier Staffing, LLC ASA Member American Staffing Association MWBE

More information

Vendor Credentialing as a Corporate Function; What You Don t Know Can Hurt You

Vendor Credentialing as a Corporate Function; What You Don t Know Can Hurt You Vendor Credentialing as a Corporate Function; What You Don t Know Can Hurt You In this thought leadership series, Ken Carson, a Principal Technology Analyst with The Edenfield Group, interviewed two industry

More information

EXPERTISE NEEDED EXPERTISE FOUND

EXPERTISE NEEDED EXPERTISE FOUND Our global capabilities EXPERTISE NEEDED EXPERTISE FOUND www.nesglobaltalent.com Our global capabilities ManagedServices We offer a range of bespoke managed services, which enable you to outsource part

More information

2015 Trends & Insights

2015 Trends & Insights Asia Pacific Mobility The Asia Pacific Mobility Brookfield Global Relocation Services Trends & Insights report is reflective of the global economy which is strongly tied with the economic realities of

More information

The early days Ensure success for your new hires Expectations set during the

The early days Ensure success for your new hires Expectations set during the Issue No. 4: The early days Ensure success for your new hires Expectations set during the recruitment process are quickly put to the test once a new executive moves into his or her office. The notion of

More information

At Eganknight we re the essential link between business and people. EganKnight Culture

At Eganknight we re the essential link between business and people. EganKnight Culture At Eganknight we re the essential link between business and people We build extraordinary partnerships, working faster, smarter and harder because when it comes to providing transforming solutions in recruitment,

More information

Helping our clients win in the changing world of work:

Helping our clients win in the changing world of work: Helping our clients win in the changing world of work: Recruitment Process: Why Outsource? A Manpower Insights Paper The future of RPO looks strong despite or perhaps aided by the current global recession.

More information

CHOOSING YOUR CONTINGENT WORKFORCE MODEL & BUILDING THE BUSINESS CASE

CHOOSING YOUR CONTINGENT WORKFORCE MODEL & BUILDING THE BUSINESS CASE CHOOSING YOUR CONTINGENT WORKFORCE MODEL & BUILDING THE BUSINESS CASE According to Careerbuilder s national survey, employers recently indicated that contingent hiring is expected to increase 10 percent

More information

Your Recruitment Process & the Recovery:

Your Recruitment Process & the Recovery: Hr WHITEPAPER Your Recruitment Process & the Recovery: Strategies for Success By Josh Sorkin & Jesper Bendtsen P CONTENTS INTRODUCTION: Why Do Companies Outsource? THE Recruitment Models: An Overview Strategies

More information

Quality Thinking in other Industries. Dominic Parry Inspired Pharma Training. WEB www.inspiredpharma.com GMP BLOG inspiredpharmablog.

Quality Thinking in other Industries. Dominic Parry Inspired Pharma Training. WEB www.inspiredpharma.com GMP BLOG inspiredpharmablog. Quality Thinking in other Industries Dominic Parry Inspired Pharma Training WEB www.inspiredpharma.com GMP BLOG inspiredpharmablog.com Welcome The traditional focus on quality Quality in the eyes of GMP

More information

BUILDING STRATEGIC WORKFORCE CAPABILITY

BUILDING STRATEGIC WORKFORCE CAPABILITY BUILDING STRATEGIC WORKFORCE CAPABILITY HOW TO ALIGN RESOURCES WITH STRATEGY FOR BETTER BUSINESS OUTCOMES SUSAN DEFAZIO TABLE OF CONTENTS /04 Creating opportunities with strategic workforce planning /08

More information

Making the Transition to MSP 2.0

Making the Transition to MSP 2.0 PERSPECTIVE ARTICLE Making the Transition to MSP 2.0 From Implementation Impressario to Innovation Incubator Is Your MSP a Strategic Partner or a Tactical Solutions Provider? A discussion on the changing

More information

Then a web designer adds their own suggestions of how to fit the brand to the website.

Then a web designer adds their own suggestions of how to fit the brand to the website. Branding Small to Medium-Sized Businesses For small businesses, the idea of branding can start with a desire to present a uniform image to the world. The challenge comes when the brand is created without

More information

Step 1 Self-assessment (Who am I? What do I have to offer?)

Step 1 Self-assessment (Who am I? What do I have to offer?) Your Job Search Your job search is a process which begins during your studies, when you start thinking about life after you ve completed your studies. It is an ongoing process, from your first job you

More information

Telemarketing Services Buyer's Guide By the purchasing experts at BuyerZone

Telemarketing Services Buyer's Guide By the purchasing experts at BuyerZone Introduction: reasons to outsource The main reason companies outsource telemarketing operations is that setting up a large scale telemarketing call center is expensive and complicated. First you ll need

More information

Closing the Business Analysis Skills Gap

Closing the Business Analysis Skills Gap RG Perspective Closing the Business Analysis Skills Gap Finding the immediate solution and preparing for the long term As the Business Analysis bar is raised, skilled BAS become harder to find. Susan Martin

More information

best practices Employer Branding: Five tips to make your career site your #1 recruiting asset

best practices Employer Branding: Five tips to make your career site your #1 recruiting asset best practices Employer Branding: Five tips to make your career site your #1 recruiting asset Competition for talent is fierce, and employer branding or communicating why your company is a great place

More information

Action Steps for Setting Up a Successful Home Web Design Business

Action Steps for Setting Up a Successful Home Web Design Business Action Steps for Setting Up a Successful Home Web Design Business In this document you'll find all of the action steps included in this course. As you are completing these action steps, please do not hesitate

More information

Developing and Delivering a Winning Investor Presentation

Developing and Delivering a Winning Investor Presentation ENTREPRENEUR WORKBOOKS Business Planning and Financing Management Series Building Block 4 Developing and Delivering a Winning Investor Presentation MaRS Discovery District, December 2009 See Terms and

More information

the growing demand for niche skills: HIGH TECH BY STEVEN SCOTT Vice President of Global Solutions

the growing demand for niche skills: HIGH TECH BY STEVEN SCOTT Vice President of Global Solutions the growing demand for niche skills: HIGH TECH BY STEVEN SCOTT Vice President of Global Solutions 2 THE HIGH TECH INDUSTRY has remained remarkably resilient in riding the economic roller coaster of recent

More information

Converting to Fee-Based A BETTER BUSINESS MODEL FOR TODAY S MARKET AND FOR YOUR FUTURE

Converting to Fee-Based A BETTER BUSINESS MODEL FOR TODAY S MARKET AND FOR YOUR FUTURE Converting to Fee-Based A BETTER BUSINESS MODEL FOR TODAY S MARKET AND FOR YOUR FUTURE CONVERTING TO FEE-BASED 2 Chances are, you ve thought about switching to a fee-based practice before. Maybe you have

More information

Welcome to today s training on how to Effectively Sell SAP ERP! In this training, you will learn how SAP ERP addresses market trends and

Welcome to today s training on how to Effectively Sell SAP ERP! In this training, you will learn how SAP ERP addresses market trends and Welcome to today s training on how to Effectively Sell SAP ERP! In this training, you will learn how SAP ERP addresses market trends and organizations business needs. 1 After completing this lesson, you

More information

Five Core Principles of Successful Business Architecture

Five Core Principles of Successful Business Architecture Five Core Principles of Successful Business Architecture Authors: Greg Suddreth and Whynde Melaragno Strategic Technology Architects (STA Group, LLC) Sponsored by MEGA Presents a White Paper on: Five Core

More information

Treating Customers Fairly. October 2015

Treating Customers Fairly. October 2015 Treating Customers Fairly October 2015 Our promise to treat you fairly At SSE we are committed to giving excellent service and treating customers fairly. Our 2015 Treating Customers Fairly Statement sets

More information

Coaching and Career Development

Coaching and Career Development Coaching and Career Development Overview Five key ways to coach and support career development. What is coaching? Hold frequent coaching meetings with employees Work on your coaching skills Plan and prepare

More information

at various levels tacit knowledge areas groups, offering individual sponsorship, special interest groups, and career development support

at various levels tacit knowledge areas groups, offering individual sponsorship, special interest groups, and career development support To harness ongoing support for your mentoring program, measuring success is key. Conducting a top-down goal analysis should include organizational objectives, key performance indicators (KPIs), targets,

More information

Our Code is for all of us

Our Code is for all of us This is Our Code This is Our Code Our Code How we behave forms the character of our company and dictates how others see us. How we conduct ourselves determines if people want to do business with us, work

More information

REGISTERED APPRENTICESHIP: A GUIDE FOR BUSINESS SERVICES REPRESENTATIVES

REGISTERED APPRENTICESHIP: A GUIDE FOR BUSINESS SERVICES REPRESENTATIVES REGISTERED APPRENTICESHIP: A GUIDE FOR BUSINESS SERVICES REPRESENTATIVES Business Services Representatives (BSRs) in one-stop centers are the front-line professionals from the local workforce system who

More information

A Collaborative Approach to Creating an Agile Workforce

A Collaborative Approach to Creating an Agile Workforce A Collaborative Approach to Creating an Agile Workforce In periods of economic uncertainty, every company strives to increase its agility. During past economic downturns, companies employed tighten your

More information

5 (online) steps to landing the job you want

5 (online) steps to landing the job you want BRAND ou SERIES BRAND SERIES 5 (online) steps to landing the job you want Create, connect, share and customize Even when we have a job, most of us are in search mode we re consistently seeking new ways

More information

Guide To Employee Onboarding Programs. How To Engage New Hires From Day One

Guide To Employee Onboarding Programs. How To Engage New Hires From Day One Guide To Employee Onboarding Programs How To Engage New Hires From Day One The business environment moves fast. It is constantly evolving. New technologies are introduced, processes are optimized, and

More information

Welcome to the training on the TransCelerate approach to Risk-Based Monitoring. This course will take you through five modules of information to

Welcome to the training on the TransCelerate approach to Risk-Based Monitoring. This course will take you through five modules of information to Welcome to the training on the TransCelerate approach to Risk-Based Monitoring. This course will take you through five modules of information to introduce you to the concepts behind risk-based monitoring,

More information

Transform HR into a Best-Run Business Best People and Talent: Gain a Trusted Partner in the Business Transformation Services Group

Transform HR into a Best-Run Business Best People and Talent: Gain a Trusted Partner in the Business Transformation Services Group SAP Services Transform HR into a Best-Run Business Best People and Talent: Gain a Trusted Partner in the Business Transformation Services Group A Journey Toward Optimum Results The Three Layers of HR Transformation

More information

Randstad Managed Services A better brand of managed services

Randstad Managed Services A better brand of managed services Randstad Managed Services A better brand of managed services Staffing procurement plus. In today s world of work, contingent staffing has become a function of both Human Resources and Procurement, reflecting

More information

CONTENTS PLANNING BACKGROUND. PROCESS. GETTING STARTED.

CONTENTS PLANNING BACKGROUND. PROCESS. GETTING STARTED. CONTENTS PLANNING BACKGROUND. PROCESS. GETTING STARTED. 1 Here at SalesLoft, we believe in inside sales and the power of the sales development team. This is the document we equip our SDRs with to ensure

More information

See what cloud can do for you.

See what cloud can do for you. See what cloud can do for you. Uncomplicating cloud business Table of contents Introduction 3 Why cloud is relevant for your business? 4 What is changing? 4 Why organizations are moving to cloud 5 What

More information

MSP & RPO Masterclass Ciett World Employment Conference Rome, 28 th May 2015

MSP & RPO Masterclass Ciett World Employment Conference Rome, 28 th May 2015 MSP & RPO Masterclass Ciett World Employment Conference Rome, 28 th May 2015 John Nurthen Executive Director Global Research jnurthen@staffingindustry.com Francesca Vassallo-Todaro Operations Development

More information

These guidelines can help you in taking the first step and adopt a sustainability policy as well as plan your further sustainability communication.

These guidelines can help you in taking the first step and adopt a sustainability policy as well as plan your further sustainability communication. SUSTAINABILITY POLICY AND COMMUNICATION GUIDELINES Why communicate about sustainability? IFU encourages all our investments to be transparent and informative about business and sustainability performance

More information

Advertising Strategy Advertising, Design & Creative Aspects of Marketing Communications

Advertising Strategy Advertising, Design & Creative Aspects of Marketing Communications Advertising, Design & Creative Aspects of Marketing Communications Chris Price- International Director, MJD Consultancy If you don t do any advertising/marketing promotions (with good creative) something

More information

Redefining RPO: Comprehensive Talent Solutions Changing the Employment Landscape

Redefining RPO: Comprehensive Talent Solutions Changing the Employment Landscape Redefining RPO: Comprehensive Talent Solutions Changing the Employment Landscape EXECUTIVE SUMMARY Recruitment process outsourcing (RPO) has undergone a transformation. What once was a function focused

More information

IS YOUR IT SERVICE PROVIDER A VENDOR OR A PARTNER? by Jake Sollberger

IS YOUR IT SERVICE PROVIDER A VENDOR OR A PARTNER? by Jake Sollberger IS YOUR IT SERVICE PROVIDER A VENDOR OR A PARTNER? by Jake Sollberger What kind of relationship do you have with your IT service providers? Many organizations make the mistake of choosing an IT service

More information

better people in a better way sales@pontoonsolutions.com

better people in a better way sales@pontoonsolutions.com Value of a Managed Service Provider (MSP) July 2015 better people in a better way +1 855.881.1533 sales@ better people in a better way Value of a Managed Service Provider Borrowing a quote from Benjamin

More information

application and on-boarding for engineering professionals

application and on-boarding for engineering professionals application and on-boarding for engineering professionals Start with communication and transparency By joe lampinen introduction /02 On-boarding is becoming one of the most common challenges cited by engineering

More information

Building a career in specification sales A guide to specification sales

Building a career in specification sales A guide to specification sales Building a career in specification sales A guide to specification sales What is specification selling? Who is the specifier? What stages does the specification decision process go through? What are the

More information

Corporate Fundraising Pack

Corporate Fundraising Pack Corporate Fundraising Pack Thank you! By opening this Corporate Fundraising Pack for The Gingerbread Centre you have taken the first step to creating a future for vulnerable families in Staffordshire.

More information

The Top Ten Project Management Trends for 2016

The Top Ten Project Management Trends for 2016 The Top Ten Project Management Trends for 2016 Throughout the years the profession of project management has evolved from a niche, technical-based discipline to a fully embedded approach to the way work

More information

Managing Your Career Tips and Tools for Self-Reflection

Managing Your Career Tips and Tools for Self-Reflection Managing Your Career Tips and Tools for Self-Reflection Your career may well be the primary vehicle for satisfying many of your personal needs, i.e. your need to feel a sense of belonging, to feel appreciated

More information

Explain how Employee Performance is Measured and Managed

Explain how Employee Performance is Measured and Managed Explain how Employee Performance is Measured and Managed For this last section of my report I will be discussing how employee performance can be both managed and measured. In addition to this, I will also

More information

Sales people who are trying to switch your phone service or put you on VoIP. Sales people who work for companies who fix billing errors.

Sales people who are trying to switch your phone service or put you on VoIP. Sales people who work for companies who fix billing errors. Introduction Truth about Managing Telecom Costs. Many people hear all the time from sales people promising to reduce telecom costs. Yet often these promises are never delivered on. There are typically

More information

Planning and conducting a dissertation research project

Planning and conducting a dissertation research project Student Learning Development Planning and conducting a dissertation research project This guide addresses the task of planning and conducting a small research project, such as an undergraduate or masters

More information

How to Choose a Software Development Supplier. 8 Characteristics of the Best Software Development Consultancies

How to Choose a Software Development Supplier. 8 Characteristics of the Best Software Development Consultancies How to Choose a Software Development Supplier 8 Characteristics of the Best Software Development Consultancies Kynetix Technology Group 2012 INTRODUCTION As an executive with responsibility for I.T. you

More information

11 emerging. trends for DIGITAL MARKETING FINANCIAL SERVICES. By Clifford Blodgett. Demand Generation and Digital Marketing Manager

11 emerging. trends for DIGITAL MARKETING FINANCIAL SERVICES. By Clifford Blodgett. Demand Generation and Digital Marketing Manager 11 emerging DIGITAL MARKETING trends for FINANCIAL SERVICES By Clifford Blodgett Demand Generation and Digital Marketing Manager Exploiting your Technology Vendors Customer Engagement and Maintaining a

More information

A Guide to Social Media Marketing for Contractors

A Guide to Social Media Marketing for Contractors A Guide to Social Media Marketing for Contractors Belynda Holt Pinto, Director of Operations Mike Holt Enterprises The way companies market their services is in transition, and keeping up with those changes

More information

REVENUE BUREAU ANNUAL PERFORMANCE EVALUATION PURPOSE & PROCESS SUBJECT TO LMC REVIEW AND REVISION IN SEPTEMBER 2009 INTRODUCTION

REVENUE BUREAU ANNUAL PERFORMANCE EVALUATION PURPOSE & PROCESS SUBJECT TO LMC REVIEW AND REVISION IN SEPTEMBER 2009 INTRODUCTION REVENUE BUREAU ANNUAL PERFORMANCE EVALUATION PURPOSE & PROCESS SUBJECT TO LMC REVIEW AND REVISION IN SEPTEMBER 2009 INTRODUCTION The annual Performance Evaluation (PE) is a communication tool designed

More information

How to. Create Personas For Your B2B Content Marketing Strategy

How to. Create Personas For Your B2B Content Marketing Strategy How to Create Personas For Your B2B Content Marketing Strategy Introduction Content marketers are never short on things to do. Whether it s determining the best time to promote to your social media accounts,

More information

Training Programs for Enterprise-Wide Change

Training Programs for Enterprise-Wide Change Training Programs for Enterprise-Wide Change Top Five Requirements for Programs that Deliver Prepared by VisionCor, Inc. 1 Contents Summary... 3 Before We Get Started... 3 Program Principles... 4 Business

More information

THE SUCCESSFUL JOB SEARCH

THE SUCCESSFUL JOB SEARCH THE SUCCESSFUL JOB SEARCH N U R F C O L D C A L L O X I N T E R N A Y L I I S F E P N W B R T I N T I N T E R V I E W K K A I Z W V E C L E P S E C N J O B S E A R C H D I M D R G U L M F J B I L U E K

More information

27Employer. Branding. Insights. The Insider s Guide to Employer Branding

27Employer. Branding. Insights. The Insider s Guide to Employer Branding The Insider s Guide to Employer Branding 27Employer Branding Best Practice Insights By Scott Eilbes & Klaus Töpfer minutes thought leaders Insights Upsidedown That s how employer branding looks and feels

More information

OUTSOURCE IT OR KEEP IT IN-HOUSE?

OUTSOURCE IT OR KEEP IT IN-HOUSE? OUTSOURCE IT OR KEEP IT IN-HOUSE? RON SELLERS GREY MATTER RESEARCH & CONSULTING Originally published in Quirk s Marketing Research Review, May 1998 To outsource, or not to outsource: that is the question.

More information

Guide to Trade Marketing. A guide to give you support and ideas for reviewing your trade marketing

Guide to Trade Marketing. A guide to give you support and ideas for reviewing your trade marketing Guide to Trade Marketing A guide to give you support and ideas for reviewing your trade marketing Synergy Creative works with clients to plan, design and implement trade marketing campaigns. Here we share

More information