Using Business Intelligence to Drive Recruiting Performance

Mike Cleland03/19/14

Using Business Intelligence to Drive Recruiting Performance

Driving Recruiter Performance Understanding Account Success Factors Implementing Improvements

Using Data to Drive Results

The Value of Business Intelligence

Driving Recruiter Performance

How Does Data Drive Behavior? Establishes Benchmarks Reinforces Expectations

Driving Recruiter Performance

Driving Recruiter Performance: Establish Benchmarks

Metrics Portfolio Should Include: Activity Results Quality

Benchmarks vary based on clients, experience level, and role

Experience of your team Expectations of your clients

Benchmarks are Defined by…

Driving Recruiter Performance: Establish Benchmarks

RECRUITER EXPERIENCE LEVEL

Activity Based

No Experience Seasoned Recruiter

Result and Ratio Based

Driving Recruiter Performance: Establish Benchmarks

ACCOUNT EXPECTATIONS

Activity Based

Speed and Volume Service Level

Result and Ratio Based

Driving Recruiter Performance: Establish Benchmarks

One-on-One Meetings Identify Performance Trends Garner Employee Feedback Determine Training Needs Provide One-on-One Coaching

Driving Recruiter Performance: Reinforce Expectations

Team Communication Share Company Trends Recognize Top Performers Conduct Formalized Training

Driving Recruiter Performance: Reinforce Expectations

Driving Recruiter Performance: Reinforce Expectations

Account Success Factors

Account Success Factors

What Do They Care About? Throughput - Volume and Variation Responsiveness - Speed Quality - Service Level

Account Success Factors: Priorities

Activity Based

Responsiveness and Throughput Quality

Result and Ratio Based

Account Success Factors: Priorities and Measures

ACCOUNT EXPECTATIONS

Activity

Job Order Volume

Submittal Volume

Submittal Coverage

Account Success Factors: Job Order Trends

Results and Ratios

Job Order Quality

Candidate Quality

Responsiveness

Account Success Factors

Driving Improvement

How Do You Drive Focus and Commitment? Carefully Select Improvement Commit to Effort Required Consistent Communication

Driving Improvement

Driving Improvement: Selection Process

Driving Improvement: Selection Process

Define Commitment Level Determine Budget Costs Understand Level of Disruption Commit to a Timeline

Driving Improvement: Commitment

For Improvement to be Embraced,

It Must Be… Relevant to the Individual Measureable and Manageable Aligned with Account’s Priorities

Driving Improvement: Consistent Communication

Real World Impact

Real World Impact

Company had Declining Close Rates Experience Indicated Quality was the Issue Fixing Quality would have Worsened Problem Responsiveness was the Issue

Real World Impact: Situation

Real World Impact: Solution and Result

Real World Impact

Workbook

From Job Order Trends to Improvements:1. Prioritize your Accounts

2. Analyze Job Order Coverage

3. Improve Account Productivity

4. Prioritize Improvements

Workbook: Job Order Trends

Connect with Mike Cleland

Email: mcleland@chartedpathllc.comLinked In: Mike ClelandTwitter: @ChartedPath