Getting the most out of. business intelligence

Transcription

1 Getting the most out of business intelligence Top Staffing Executives Tell All

2 INTRODUCTION As an owner or manager of a staffing firm or any business for that matter, it is vitally important to keep a strong pulse on the business at all times. Managing the health of your staffing firm and continuously improving business performance requires a comprehensive understanding of your business data. Did you know organizations can earn an incremental ROI of 241% by using business intelligence? In order to get a pulse on how the staffing industry is leveraging business data today, we asked top executive leaders in the space to weigh in on how they view, build and leverage business intelligence in staffing and recruiting. These are their thoughts.

3 CONTRIBUTORS Glen Cathey David Melville Peter Acheson Kim Richardson Danny Cahill Kevin M. Burch, CPC Ryan Pollock Alan G. Bauer Tammi Heaton Mark Morton Rich Miller Greg Cook Tim Jacob Steele Baillie Russ Danford Steven Grover Robert Kruk Todd Springer

4 It s well past time that the same level of business intelligence and analytics that sales, marketing, supply chain and product teams have been enjoying for over 5 years finally comes to recruiting and staffing. There is a significant opportunity to combine the explosive volume, velocity and variety of largely unstructured human capital data being generated via social media with more structured data currently residing in ATS and CRM systems to develop near real-time predictive analytics for Just-In-Time recruiting and next-level workforce analytics. Data is the new ammunition in the war for talent. GLEN CATHEY VP, Global Sourcing and Talent Strategy Randstad Sourceright

5 Virtually every decision we make is now tested and validated through the leveraging of business intelligence tools. Through the use of business intelligence tools like InsightSquared we have been able to increase our revenue per employee by over 25%. david melville CEO and Founder The Bowdoin Group

6 Business intelligence underpins all of Peoplebank s business activities to assess historical performance and make predictions about likely future performance. We use it to drive activity, provide coaching to drive successful recruitment outcomes, gather statistics on our recruitment performance and links our recruitment performance to remuneration. Additionally, we use business intelligence to assess our service performance across the business, underpinning the measurement of the Peoplebank Promise service commitment. Our improved use of business intelligence has allowed us to continue to deliver high performance recruitment outcomes for our clients, contractors and our people. PETER ACHESON CEO Peoplebank Australia Ltd

7 I think business intelligence in the staffing industry is absolutely paramount in driving sales and recruiting to placements. We have found that even though recruiters are doing all the right things with candidates if they don t consistently have the volume the success is not there. We use InsightSquared to measure a variety of KPIs in sales and recruiting and we have found the visibility of these numbers to our employees and management has increased our success by 30%. kim richardson VP of Recruiting/Co-Founder Rylem

8 For years, search firms were metric crazy. How many calls did you make? What did you get from those calls? From that we made sales forecasts, budgets, and set goals. But, recruiters faked their numbers so the ratios were false and the forecasts were crystal balls. The goals, merely the personification of hope unleashed! Then we implemented InsightSquared. Real metrics, based on mathematical formulas, extracted automatically (bypassing the fiction), repeatable, irrefutable. Now we have a metric-driven company where it isn t just the managers drinking the Kool-Aid of numbers. Our recruiters believe. DANNY CAHILL President Hobson Associates

9 As an owner/manager of a recruiting or staffing firm, it is vital to understand all of the metrics that drive our firms. In the past, gathering that information, digging through it and then using it was quite an undertaking. With technology today, none of us should have any excuse to not use this most valuable of all information to help drive our companies, teams and individuals to new heights. Looking for one fast way to improve in all areas, this is it. KEVIN M. BURCH, CPC President/CEO Questpro Consultants and Q TEMPS

10 We measure the overall performance of our three different recruitment service offerings, the firm as a whole and each individual at the firm. By analyzing these metrics, we compare and contrast each unique recruiter to the company s metrics and real ratios/statistics that produce positive results for other recruiters. Not only do we evaluate which activities drive success, we leverage InsightSquared to analyze our clients so we focus on those where our efforts produce the most profitable results or to change our approach with the less productive clients. RYAN POLLOCK President Objective Paradigm

11 In today s business climate, it is more important than ever to have your finger on the pulse of your business. Sendouts and InsightSquared provide a quick and easy way to monitor your business at-a-glance. Inspect what you expect! With this easy-to-use, intuitive business intelligence tool you will know what is happening in real-time. The reports and graphics of this business intelligence tool are awesome. It is like the developers are reading my mind on what is important to me. ALAN G. BAUER President Bauer Consulting Group, Inc

12 In order to run a top-tier organization, you need to measure and analyze key business metrics across all facets of your company. Instead of general statistics like how many applications you receive, we look for more meaningful data to act on. For example, tracking gross margin produced by recruiting source allows us to measure ROI by channel and make more meaningful recruiting and budget decisions. In addition, since we started collecting, analyzing and acting upon Net Promoter scores as a key metric of our business, we have seen tremendous improvement in service level and client satisfaction. Tammi Heaton COO PrideStaff

13 A key component of our business is having a core business platform that gives us the ability to perform advanced analytics on key pieces of information. Bullhorn has given us this foundation and allowed us to tailor our services to fit the needs of our customers. It s the foundation that is key to the success of our business and being able to provide the level of service our business partners expect! MARK MORTON President Morton Consulting Group

14 Peter Drucker was right, if you think you are managing without measuring, you are kidding yourself. If you are not measuring, get started tomorrow by simply counting activities by client, employee and candidate. The data will be dirty, but if this information is shared broadly across the firm, it will cleanse quickly. This simple exercise will create a thirst for more information that can only be quenched with business intelligence technologies. One caution, if you find your firm creating data simply for reporting, stop! Business intelligence information should be generated from the data that is generated from a disciplined search process. RICH MILLER Senior Vice President, Information Technology and Talent Strategies B. E. Smith

15 Truly useful business intelligence must be captured as a natural part of your workflow. Any additional action required purely for information s sake is seen as slowing down the recruitment process. Business Intelligence only becomes useful when you flip the perception of it slowing work down to something that makes recruiting more efficient, therefore something recruiters use to change their own behaviours. If you can t demonstrate how recording and using metrics makes the consultant (and therefore the company) more money, you need to consider seriously whether you are collecting the right information. GREG COOK COO Twenty Recruitment Group

16 Business Intelligence enables and articulates the analysis of the marginal gains. What, who, where and how can the business drive an extra edge. The data is there, business intelligence brings it to your finger tips and starts to drive the conversation on competitive gain. tim jacob Operations Director Rethink Group

17 The ongoing evolution of the recruitment market can be a challenge. Over the years we have seen social media, new technology and client expectations make fundamental changes to the entire market. Every business needs to stay a step ahead of these market changes and understand what is really happening. Using effective business intelligence tools will assist in seeing trends, patterns and making important decisions that can be supported by competitive intelligence. steele baillie Managing Director BTA Sales Recruit

18 Big Data allows executives from companies big and small to go many levels deeper than the high-level operational and financial metrics we ve relied on in the past. We can now start to understand the root causes of our successes and disappointments, see trends we didn t even think to try and measure, and enrich our own data with information from a myriad of disparate sources all in near real-time. Needless to say, the implications are enormous. russ danford Director of Marketing and Training Matrix

19 It has never been more critical to a business s success. With the recent and rapid development of Big Data tools and technologies, it has never been easier to collect and generate insights across terabytes of structured and unstructured data. It is imperative for businesses, across all industries, to maximize the value of their data in order to keep their competitive edge. STEVEN GROVER Director of Marketing Comrise

20 Business intelligence software allows us to be proactive in managing our business. The data allows us to focus our attention on revenue generating activities by prioritizing those clients with the quickest time-to-fill ratios and highest margins. By being vigilant in our approach, we ve reduced time spent on generating reports from disparate systems and now incorporate our phone (Shoretel), ATS (Bullhorn), and financial package (QuickBooks) with InsightSquared to allow management to see the health of the company daily to make the best strategic decisions that drive profitability and revenue. ROBERT KRUK Managing Director EMR/EHR Recruitment bluestone Associates

21 Your top performers are not always the ones that close deals today. They are the ones that meet or exceed activity metrics that ensure deals will close tomorrow, next week and next month. As leaders we know how many placements we need to make; the problem lies in if you don t know how many openings or client connections it will take to accomplish this goal. If you manage to the activities, the results will follow; but if you manage to your results, you ll only be managing your hopes and wishes. todd springer Managing Partner Footbridge Staffing

22 FOR MORE INFORMATION Adding InsightSquared to your ATS and CRM can quickly provide these metrics and additional analytics, to help you get the most out of Bullhorn. InsightSquared for Bullhorn: Scrubs your data automatically, notifying you of any data entry errors to help keep your data quality at 100%. Automatically tracks the actionable goals important to staffing firms recruiters and salespeople: Job Orders, Internal Submissions, Sendouts, Interviews, and Placements. Displays activity ratios at the click of a button. Shows expected value of pipeline over time, by client, or by employee. And advanced filtering options show Job Orders by client, by team, or contract versus permanent. Provides daily summaries of employee activity, and an online employee dashboard, that aggregates important stats and activities GoLive8

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