Jeannine Parise, CEO, VMS Accelerators

Transcription

1 WED, SEPT 10 2:00 PM DALLAS BALLROOM A2 Concurrent Session Ready, Set, VMS! Jeannine Parise, CEO, VMS Accelerators

2 DIGITAL SURVEYS Ready, Set, VMS! Don t forget to rate this session as you exit.

3 READY SET VMS Build, Grow and Optimize Delivery through MSP/VMS Programs Jeannine Parise CEO, VMS Accelerators September 10, :00 3:00pm

4 The only executive workshop for staffing firms working through the VMS VISTA = VMS Intelligence for Staffing Benchmarking MSP Sales Opps Co opetition How to Take Aways International Expansion How to sell into MSPs Marketing to MSPs/F1000 Negotiate. Stop Bargaining Games that get results Offshore recruitment Survive margin compression

5 Experience SOLD COMPANY 2009 PERFORMANCE PROFITABILITY SALES Job Orders 1,400% Top 10% of Suppliers 18 Tier 1 Spots 45 RECRUITING OFFSHORE Foundation Systems, Inc

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7 Scope No-call MSP Accounts

8 Definition of Terms Managed Service Provider (MSP) Vendor Management System (VMS) End Client / Buyer / Fortune 1000 Vendor-Neutral Program No-call Vendor-Neutral Program Gross Margin Cost Basis includes Statutory Burden

9 Is this you? Can t we go around the $%&^ MSP? Sure, If you have nothing better to do Give it to the subcontractor Wish we could talk to the hiring manager These margins are too low Work on high margin, high bill rate only Our Philosophy Do not dabble Fill it, modify it, or FORGET IT

10 7 Keys to Success 2014

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12 Achieve Market Share Top 10% Best Practices, Platinum Trends, Feedback PARTNER Top SUPPLIER Climb the List Heads up, Pick your candidate Results Tier 1 VENDOR Stay on a List Coverage Staffing COMPANY Get on a List Activities MSP Prog Mgr MSP Exec Diversity Procurement Hiring Mgr

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14 What is productivity? Productivity is the ratio of outputs to inputs in production; it is an average measure of the efficiency of production. Efficiency of production = production s capability to create incomes.

15 INPUTS Call Sub What is RECRUITING productivity? Short List Interview Placement (Fill) OUTPUTS START / BILL

16 What is Recruiting Productivity? OUTPUT INPUT Placements Submittals = Productivity For ORGANIZATION (0.1 or 10%) - 20 Fills Subs 10 For RECRUITER (0.05 or 5%) - 2 Fills 1-40 Subs 20 FOR 1 FILL, NEED 10 Submittals FOR 1 FILL, NEED 20 Submittals

17 MEASURE Starts

18 MEASURE Submittals

19 MEASURE Production

20 TOP 5 Productivity improvements

21 5. Supply Chain Recruiting Break down each role into activities and get as many in parallel as possible!

22 Sequential Recruiting Boolean Search Scan Call Qualify Submit Prep Debrief Negotiate Close RECRUITER PROS Simple Less people Less overhead Less management CONS Starting over Lacks momentum All eggs in one basket Delays in response

23 The Supply Chain Premise SOURCER Search SOURCER Present Boolean Scan PROS Cost by output Uncomplicated Built in redundancy Response Call Qualify Submit RECRUITER Debrief Prep Negotiate Close SENIOR RECRUITER CONS Management ATS licenses Infrastructure

24 4. TEAM GAMES drive activities Ante (Qualification) Consistency / regularity Problem inputs only If it ain t in the ATS, it doesn t exist! Award something of value to worker

25 GAMES Case Study GOAL: Most Subs over 80 / week (3 teams of 8 people/team) PRIZES: 1 st Rs. 650pp ($11) 2 nd Rs. 450pp ($8) 3 rd Rs. 250pp ($4) ANTE (To Qualify) 1. Each team must have 80 subs to qualify 2. Each recruiter must have at least 10 submittals 3. Each team must have 25% subs from Sourcing team FINE PRINT All teams must meet ante (if all teams don t ante, 50% to next game) Only data in ATS is considered

26 3. Interview Prep and Debrief Not your initial screening Better performed by a senior recruiter / mgr May be their only job!

27 Interview Preparation Purpose: Get the NEXT interview Candidates do not know how to interview Send interview prep docs to candidate Spend 45+ minutes with the candidate to coach and prep The candidate s job is to not get eliminated!

28 Interview Debrief Recap Interview Gauge Interest

29 2. Absorb branch no call Mitigate perception issues at branch Grandfather commissions Sell Pros of non VMS jobs Sell organization on merits of model Quickly grow market share Low cost delivery / overhead No sales after getting on a list Time tracking and EFT

30 1. Move non calling work Remove all excuses to not make a call No job board access SOURCER Boolean Call Prep SOURC ER Search Present Scan Qualify Submit RECRUITER Debrief SENIOR Negotiate RECRUITER Close

31 READY, SET, CALL! See those little black boxes? They re called telephones. I m gonna let you in on a little secret about these telephones. They re not gonna dial themselves. Okay? Without you, they re just worthless hunks of plastic. Like a loaded M16 without a trained marine to pull the trigger. Jordan Belfort

32 Productivity Improvement Summary 1 Move non calling work to others 20% 2 Absorb branch No Call accounts 15% 3 Interview preparation and debrief 10% 4 Gamesdrive activities 10% 5 Supply chain recruiting 5% Total estimated improvements to productivity 60%

33 Jeannine Parise RAISING THE BAR LOWERING THE BARRIERS

34 DIGITAL SURVEYS Ready, Set, VMS! Don t forget to rate this session as you exit.