© Development Dimensions Int’l, Inc., MMI. All rights reserved. Cashing in with the Kevin Cook...

© Development Dimensions Int’l, Inc., MMI. All rights reserved.

Cashing in with theCashing in with the

Kevin Cook

University of South Florida

HR-ROI Conference

January 17, 2003

Note. This presentation has been edited from its original version to protect client proprietary data.

2 © Development Dimensions Int’l, Inc., MMIII. All rights reserved.

AgendaAgenda Web TrendsWeb Trends ROI introROI intro ROI case studyROI case study

Business driversBusiness drivers ChallengesChallenges Hiring solutionHiring solution Benefits, outcomesBenefits, outcomes Dollar returnDollar return


Web Trends – Everyone is doing itWeb Trends – Everyone is doing it Web is becoming ubiquitous in HR Web is becoming ubiquitous in HR

solutions, especially hiringsolutions, especially hiring Increased screening and assessmentIncreased screening and assessment Increasing demand for ESS and portals…Increasing demand for ESS and portals… ……but also aligning with outsourcing for but also aligning with outsourcing for

Access to expertiseAccess to expertise Improved serviceImproved service Leveraging technology without buyingLeveraging technology without buying


Web Trends – Cheap and easyWeb Trends – Cheap and easy Plug ‘n’ play at a low costPlug ‘n’ play at a low cost Seamless integration – ASP and clientSeamless integration – ASP and client Demand for demonstrable ROIDemand for demonstrable ROI XML standardizationXML standardization


Web Trends – Fortune 500Web Trends – Fortune 500 89% have a Career section89% have a Career section 75% post jobs on their Career site75% post jobs on their Career site 74% accept applications via the Web74% accept applications via the Web 34% do not offer offline applications34% do not offer offline applications Significant increases in:Significant increases in:

Online pre-screeningOnline pre-screening Job agentsJob agents Email to a friendEmail to a friend Reusing candidate dataReusing candidate data

Source: Trends in F500 Career Web Site Recruiting, iLogos, 2001Source: Trends in F500 Career Web Site Recruiting, iLogos, 2001


ROI for ASP implementationsROI for ASP implementations

ROI Ranges

0 10 20 30 40

1-50%

51-100%

101-500%

501-1,000%

1,001+%

(%)

n=49

Source: IDC’s The Financial Impact of ASPs multiclient study, 2001


DDI Web History/OptionsDDI Web History/Options Corporate career siteCorporate career site

brandingbranding sourcing and attractingsourcing and attracting

Screening and testing sites/portalsScreening and testing sites/portals Interviewer training and support toolsInterviewer training and support tools

skills trainingskills training interview guide management, generationinterview guide management, generation

In-baskets and simulationsIn-baskets and simulations Candidate managementCandidate management Integration with partnersIntegration with partners


Why the Web?Why the Web? High volume selectionHigh volume selection Speed; immediate decision-makingSpeed; immediate decision-making Decreased time and costDecreased time and cost Applicant data access and managementApplicant data access and management Consistent tools and processConsistent tools and process Impression management; differentiationImpression management; differentiation Complex scoringComplex scoring IntegratabilityIntegratability


Sanofi-SynthelaboSanofi-Synthelabo

ROI Case StudyROI Case Study


Sanofi ProfileSanofi Profile Created in 1973 as a division of Elf-AquitaineCreated in 1973 as a division of Elf-Aquitaine Growth in the 70’s-90’s through acquisitionsGrowth in the 70’s-90’s through acquisitions Merger with Synthelabo to create Sanofi-Merger with Synthelabo to create Sanofi-

SynthelaboSynthelabo 30,000 employees in 100 countries30,000 employees in 100 countries 2000 sales of 7.5 billion Euros2000 sales of 7.5 billion Euros 2001 U.S. sales of $2.8 billion2001 U.S. sales of $2.8 billion


Business imperatives overviewBusiness imperatives overview Expanding product portfolioExpanding product portfolio

Joint venturesJoint ventures Revenue targetsRevenue targets

Transition from contract sales Transition from contract sales organization to in-house teamorganization to in-house team Raise the Bar for a high caliber workforceRaise the Bar for a high caliber workforce

Hiring and training needs in 120 daysHiring and training needs in 120 days 1000 sales reps1000 sales reps 100 district managers100 district managers 14 regional business directors14 regional business directors


The ChallengeThe Challenge Double the size of the Double the size of the trainedtrained sales force in sales force in

120 days120 days Any change in hiring process must not cause delaysAny change in hiring process must not cause delays

Current process could not meet requirementsCurrent process could not meet requirements Management intensive; 1 day per week on recruiting Management intensive; 1 day per week on recruiting

Any change in process must reduce costs Any change in process must reduce costs Reduce time of sales management in screeningReduce time of sales management in screening Reduced use of outside recruiters and agenciesReduced use of outside recruiters and agencies

Raise caliber of workforceRaise caliber of workforce Ensure high quality AND cultural fit of workforceEnsure high quality AND cultural fit of workforce Reduce turnover through better initial screeningReduce turnover through better initial screening


The Hiring Solution – Sales RepsThe Hiring Solution – Sales Reps Complete DDI Web Based SolutionComplete DDI Web Based Solution

Facilitated sourcing partnershipsFacilitated sourcing partnerships Instant evaluation of qualifications and experienceInstant evaluation of qualifications and experience Automated scheduling of top candidatesAutomated scheduling of top candidates DDI phone assessmentDDI phone assessment Sanofi behavioral interviewsSanofi behavioral interviews Conditional job offerConditional job offer Automated background checkAutomated background check Data transfer to HRISData transfer to HRIS

Ad to Offer possible in 1 Week!Ad to Offer possible in 1 Week!


The Hiring Solution – Sales RepsThe Hiring Solution – Sales Reps Web Based Candidate ManagementWeb Based Candidate Management

Instant secure worldwide accessInstant secure worldwide access

• Regional Mgrs, Hiring Mgrs, Agencies, HR Improved candidate processingImproved candidate processing

• All candidate information and results for entire process

• Integration with:– Background Checks, Medical screens, HRIS

Complete reportingComplete reporting

• e.g. EEO, Territory, Source


The Hiring Solution – DM’s, RBDsThe Hiring Solution – DM’s, RBDs ““High Touch” Leadership SelectionHigh Touch” Leadership Selection

Web qualification and work experienceWeb qualification and work experience Phone interviewPhone interview Face-to-face interviewFace-to-face interview Behavioral assessmentBehavioral assessment

DDI Selection SupportDDI Selection Support Process development and managementProcess development and management Robust Sales Leadership/Executive AssessmentRobust Sales Leadership/Executive Assessment

• “Day in the Life” Assessment

• Interviews and Assessments with Sanofi Competencies

• Tailored Executive Processes

• Data Integration Facilitated sourcing partnerships Facilitated sourcing partnerships


Benefits and OutcomesBenefits and Outcomes Reduced administrative overheadReduced administrative overhead

Automated assessment data entryAutomated assessment data entry Automated scoring and progressionAutomated scoring and progression Automated new hire data entryAutomated new hire data entry

Increased management productivityIncreased management productivity Significant reduction in screening timeSignificant reduction in screening time Focus on high potential candidatesFocus on high potential candidates

Reduced agency reliance and costsReduced agency reliance and costs Reduced turnoverReduced turnover


Results overviewResults overview All timelines metAll timelines met Sourced, screened and assessed over Sourced, screened and assessed over

31,000 candidates in less than 100 days31,000 candidates in less than 100 days Hired more than 1,100 sales Hired more than 1,100 sales

professionalsprofessionals Initial savings of more than $3 millionInitial savings of more than $3 million Estimated annual savings of more than Estimated annual savings of more than

$1 million$1 million


ROI evaluation modelROI evaluation model Present/future benefits and costsPresent/future benefits and costs 3-year financial analysis3-year financial analysis Calculate direct and indirect benefitsCalculate direct and indirect benefits Identify all expensed costsIdentify all expensed costs Calculate net values and cumulative Calculate net values and cumulative

ROIROI Include discount rate (DR) and taxesInclude discount rate (DR) and taxes

DR adjusts for inflation, risk of no return and lost DR adjusts for inflation, risk of no return and lost interest opportunitiesinterest opportunities


Sanofi ROI SummarySanofi ROI Summary Annual ROI more than 300%Annual ROI more than 300% Payback period was 3 monthsPayback period was 3 months Net present value (NPV) more than $6MNet present value (NPV) more than $6M Average annual benefits much greater than Average annual benefits much greater than

average yearly cost of ownershipaverage yearly cost of ownership


Calculations: BenefitsCalculations: Benefits Direct benefitsDirect benefits

Reduction in personnel management and Reduction in personnel management and administrationadministration

Commissions to agencies and headhunters Commissions to agencies and headhunters significantly reducedsignificantly reduced


Calculations: BenefitsCalculations: Benefits Indirect benefitsIndirect benefits

Reduction in turnover costsReduction in turnover costs Reduction in time to hireReduction in time to hire


Calculations: CostsCalculations: Costs Software Software

ConfigurationConfiguration Hosting and maintenanceHosting and maintenance

ConsultingConsulting Selection system design and implementationSelection system design and implementation AssessmentsAssessments


Qualifications and ExperiencesQualifications and Experiences


Candidate FeedbackCandidate Feedback


Hiring Management - SummaryHiring Management - Summary


Staffing Manager ToolsStaffing Manager Tools


Staffing Manager ToolsStaffing Manager Tools


www.sanofi-star.comwww.sanofi-star.com

Thanks!Thanks!

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