Workforce Solutions Webinar - RPO Essentials for Success
.
Moderator:Stephen Clancy, CCWP, Director, Contingent Workforce Strategies, Knowledge & Research
Speakers:Mark Hedley, Global Head of Professional Recruiting & RPO Strategy, Deutsche BankElizabeth Rennie, CCWP, Global Workforce Solutions Director, SIA
Thursday 23 March 201715:00 GMT Time (London, GMT)
This webinar is broadcast through your computer speakers via the audio broadcasting icon on your screen. You may adjust the sound volume by using the slide bar on the audio broadcasting icon. You may dial into the call by dialing EUROPEAN NUMBER:44-203-478-5287
or US 650-479-3208 and using access code 661 127 554. Need other assistance? Please contact SIA customer service at [email protected]. The presentation will be available 48 hours after the webinar.
©2017 by Crain Communications Inc. All rights reserved.
• Listen through your computer by turning on your speakers after you log into the event. Sound will be coming through this icon:
• Do not close this audio broadcast box. • To increase the volume of sound coming
through your computer speakers adjust the sound bar on the audio Broadcast box shown above.
• If you continue to have trouble, please submit your need for assistance in the Q&A section.
Audio
• Questions may be submitted at any time during the presentation. To submit a question:
• Click on the Question Mark icon (?) on the floating toolbar (as shown at the right).
• This will open the Q&A window on your system only.
• Type your question into the small dialog box and click the Send Button.
Questions?Q&A icon
This webinar is broadcast through your computer speakers via the audio broadcasting icon on your screen. You may adjust the sound volume by using the slide bar on the audio broadcasting icon. You may dial into the call by dialing EUROPEAN NUMBER:+44-203-478-5287 or US 650-479-3208 and using access code 661 127 554. Need other assistance? Please contact SIA customer service at [email protected]. The presentation will be available 48 hours after the webinar.
©2017 by Crain Communications Inc. All rights reserved.
Audience Poll
©2017 by Crain Communications Inc. All rights reserved.
Thank you to our sponsor…
CCWP Program Partners
©2017 by Crain Communications Inc. All rights reserved.
Contact Member Services for more information:Phone: +44-207-194-7759 Or Email: [email protected]
SIA CCWP Class @
2017 CWS Summit Europe,
Berlin, Germany
April 24th & 25th
or 2017 Online Class:The Anytime, Anywhere Class
2017 CWS Council CCWP Class
Volume Discounts are available.
©2017 by Crain Communications Inc. All rights reserved.
©2017 by Crain Communications Inc. All rights reserved.
VISA
CWS Council Members (partial public list)
©2017 by Crain Communications Inc. All rights reserved.
Terminology
Free to download from www.staffingindustry.com
©2017 by Crain Communications Inc. All rights reserved.
Who We AreStaffing Industry Analysts is the global advisor on staffing and workforce solutions
• Our members comprise many of the largest regional, U.S. and global staffing firms in addition to representatives from all parts of the workforce industry.
• Our CWS Council membership represents over $100 billion in annual workforce spend.
• We are a trusted advisor providing objective research within the workforce ecosystem.
Founded in 1989
• Acquired by Crain Communications ($200M media conglomerate) in 2008, headquarters in Mountain View, California and London, England
• Comprehensive and vast industry and advisory service experience among executive, advisory and research team
©2017 by Crain Communications Inc. All rights reserved.
Today’s speakers…
Stephen M. Clancy, CCWPCCWP, Director, Contingent Workforce Strategies, Knowledge & Research
Mark Hedley, Global Head of Professional Recruiting & RPO Strategy, Deutsche Bank
Elizabeth Rennie, CCWP, Global Workforce Solutions Director, Staffing Industry Analysts
©2017 by Crain Communications Inc. All rights reserved.
Workforce Solutions Webinar - RPO Essentials for Success
©2017 by Crain Communications Inc. All rights reserved.
RPO Market Developments
RPO Buyer Adoption
Source: European WF Solutions Buyers Survey 2016: Trends in supplier management strategies
Use of RPO –In Place Today
Exploring within2 years
NotConsidering
36% 28% 36%
Source: European WF Solutions Buyers Survey
2016: Recruitment Process Outsourcing 14%
18%
21%
21%
39%
54%
64%
68%
Improving workforce analytics
Improving workforce planning
Improving legal compliance
Meeting talent needs of a short term project
Improving quality of hires
Making hiring more scalable
Reducing costs
Improving recruitment efficiency
N= 28
RPO Drivers to Adoption
©2017 by Crain Communications Inc. All rights reserved.
RPO Key Trends
Source: RPO Market Developments 2016
1The Rise of “Sourcers”
2The Candidate is King
3Digital Personalization & Matching
4Strategic Talent Management
5Total Talent Acquisition
©2017 by Crain Communications Inc. All rights reserved.
Audience Poll
©2017 by Crain Communications Inc. All rights reserved.
Critical Steps to RPO Program Success
Service Scope -
Fit for purpose
Capability -
Across markets and technology
Scalability & Agility
Visibility and Control
Culture for Innovation
Level of Investment in Strategic Partnership
©2017 by Crain Communications Inc. All rights reserved.
Fit for Purpose, focus on the organization mission, not the just the stress points/failure modes
Recruiting Service vs RPO Solution
Defines partner roles in the solution structure
Build RPO service components that achieve solution mission
1. Service Scope
©2017 by Crain Communications Inc. All rights reserved.
Adoption Levels across the RPO Client Base
Example Services Scope – Components
2%
10%
24%
38%
39%
43%
43%
50%
56%
60%
72%
87%
90%
Gamification Services
Video CV's, Video Interviews
Strategic Workforce Planning
Interviewing Performed by RPO Provider
Integrated Workforce Planning (Contingent & Permanent)
Vendor Management (where using suppliers/agencies)
Career Site development & branding services
Assessments & Testing
Diversity Program Support
Onboarding
Internal Moves
External Labor Market Data & Benchmark Service
Talent Pool Management & Reporting
Source: RPO Market Developments 2016
©2017 by Crain Communications Inc. All rights reserved.
Inventory provider’s capability strengths and weaknesses by market
Availability of comparative benchmarks
Review by operating market and talent segmentation requirements
Align to talent acquisition mission and strategy
Management capability
Due diligence
2. Capabilities
©2017 by Crain Communications Inc. All rights reserved.
Decentralized model with business leaders not aligned demanding detailed change management. No sourcing, recruitment marketing strategy in place. Need to select and implement ATS/CRM in 45 days. Senior stakeholder within client left after first week of implementation. Projected opening up to 12 Dentist requisitions in 1st month and opened with 60+ requisitionsCompressed deadlines - 30 days to prepare and train the team. Needed to support annual hiring volumes of 1,450 (1,270 Dental Office, 180 Corporate) for Dentists, Hygienists, Dental Assistants, and Patient Care Coordinators across 375 US locations and 18 States.
Standardize implementation plan, workflow, sourcing strategy and reporting methodology
Streamline process and tools for more efficient performance
Leveraged targeted market research and competitive intelligence to identify solutions in challenging markets
Deploy an adjusted, specialized, dedicated team for each ramp
Implemented ATS/CRM in 45 days
111 hires in first 60 days35 unique talent pipelines built in 90 days
1,648 members of the talent community within 30 days of launching
5,252 sourcing leads in first 60 days -4,820 unique applicants in first 60 days
Case Study: Smile Brands Group had no recruitment strategy and it was moving its recruitment activities from a decentralized model to a centralized model
Source: Seven Step RPO
Challenge Solution Result
©2017 by Crain Communications Inc. All rights reserved.
Market-driven demand capability, both up and down
Solution scope growth
People, process, technology and methodology
Agile contract terms that support tactical and strategic change through a continuous improvement framework
3. Scalability & Agility
©2017 by Crain Communications Inc. All rights reserved.
Client's initial interest in a recruitment outsourcing initiative began with new leadership in human resources inheriting a project that was 30% behind the hiring goal in a highly visible growth initiative. They sought a scalable recruitment process to reach growth targets by end of year (8 months). They recognized that a national, niche RPO provider was needed to accommodate the highly specific recruiting needs coupled with the urgency and tight hiring timelines necessary to reach their goals.
Complete talent management system overhaul
Assist in selection, implementation and integration of global applicant tracking system
Implement accurate and verifiable recruitment analytics to pinpoint inefficiency
Scalable solution to support cross-functional, highly specific hiring needs
Reduced time to fill from 77 days to 56 days
Reduced resume to offer ratio from 7:1 to 3:1
100% of growth goal achieved on Aug. 31—4 months ahead of target and under budget
Reduced overall cost per hire by greater than 30%
440 successful, cross-functional requisitions filled across four continents and 14 different countries
Challenge Solution Result
Case Study: Global Biotech manufacturer of high-tech optic systems was 30% behind its hiring goal and needed to find new ways to achieve its hiring targets
©2017 by Crain Communications Inc. All rights reserved.
More then reporting, need real-time analysis to establish control
Stakeholder visibility and not just PMO control
Both transactional and solution mission visibility
An outsourcing solution should enhance your control
4. Visibility and Control
©2017 by Crain Communications Inc. All rights reserved.
The Art, Science and ultimately the competitive development of talent acquisition never stops
Who is driving innovation in your talent acquisition partnership and how?
Being strategic is essential in engaging a workforce solution partner to gain competitive advantage
5. Culture of Delivering Innovation
©2017 by Crain Communications Inc. All rights reserved.
The client, a large German hotel chain with nearly 40 properties in Europe, was experiencing significant recruitment challenges domestically, where the demand for talent with hospitality skills has outpaced supply. Hospitality talent in Germany is scarce—and with the World Travel & Tourism Council stating that the country is now the third largest travel and tourism economy in the world, it’s poised to become even scarcer in the near future. The client’s internal recruitment capabilities were no longer able to meet the company’s need for skilled talent that would also be a good culture fit.
Detailed candidate profiles were defined to design the recruitment strategy that explored new avenues to reach candidates. These helped determine the Internet browsing, lifestyle, and job seeking habits of high potential candidates. Based on this data, an innovative, multi- channel sourcing campaign was created that utilized new avenues—like eBay—to reach candidates while at the same time, communicating the unique, distinguishing characteristics of the hotel chain’s brand and EVP.Talent community software was customized to maintain a continuous pipeline of talent.
Time to hire was reduced by 25% Cost savings exceeded targets by recruiting more than 90% of direct hires.
Additional results included high levels of manager satisfaction and success at meeting oroutperforming every agreed-upon KPI
Case Study: German Hotel facing acute hiring challenges used employer branding and talent community development to reduce time-to-hire by 25%
Source: KellyOCG
Challenge Solution Result
©2017 by Crain Communications Inc. All rights reserved.
Not just tactical, not just a “recruiting service ”
Must participate as a strategic workforce development partner
Tactical success maybe, but still a strategic failure
Some level of dedicated team required that builds a relationship with the business to best understand needs
6. Establishing a Strategic Partnership
©2017 by Crain Communications Inc. All rights reserved.
Local council who offered social care service had ~80% of the production roles were filled with contingent workers—many required training and were susceptible to turnover.
This had a negative effect on the organization’s bottom line because it led to inefficient operations with gaps and inconsistencies in product production.
There was a shortage of skilled children social professionals
Permanent and temporary recruitment responsibility given to one vendor.
Redefined “quality” and developed employment brand.
Built recruitment campaigns, incl. video and social. Performed demographic talent mapping. Initiated a temp-to-perm conversions including microsite promoting permanent benefits, distributing literature, running workshops and delivering bespoke assessment centers, as well as streamlining temporary pay rates and transitioning qualified care workers onto day rates, whilst implementing a pay reduction.
Reduced hard-to-fill social care vacancies by 75% over 9 months
Recruited 137 social care permanent roles at an average of 98% direct fill over 12 months
Reduced reliance on agency staff from 40% to 15%, resulting in a reduction of 50% in staffing costs against these posts. Over six years, the contract has accumulated over £2m of savings
Average time-to-hire of 20 days
Average time-to-clear (safeguarding) of 15 working days
Case Study: A total talent acquisition approach reduced the reliance on agency workers from 40% to 15%, reducing the number of unfilled vacancies by 75% over 9 months for a UK local authority, saving £7m over the contract term
Challenge Solution Result
Source: Capita
©2017 by Crain Communications Inc. All rights reserved.
Questions?
Click on the Question Mark icon (?) on the floating toolbarThis will open the Q&A windowType your question into the dialog box and click Send
©2017 by Crain Communications Inc. All rights reserved.
Links to SIA Resources cited:Workforce Solutions Buyers Survey - Recruitment Process OutsourcingWF Solutions Buyers Survey 2016: Trends in supplier management strategies RPO Market DevelopmentsWhen is RPO a good workforce solution fit (or not so good)? - April 2016
Where to Find More?
©2017 by Crain Communications Inc. All rights reserved.
©2017 by Crain Communications Inc. All rights reserved.
©2017 by Crain Communications Inc. All rights reserved.
©2017 by Crain Communications Inc. All rights reserved.
Contact Member Services for more information:Phone: +44-207-194-7759 Or Email: [email protected]
SIA CCWP Class @
2017 CWS Summit Europe,
Berlin, Germany
April 24th & 25th
or 2017 Online Class:The Anytime, Anywhere Class
2017 CWS Council CCWP Class
Volume Discounts are available.
©2017 by Crain Communications Inc. All rights reserved.
Contact Member Services for more information:Phone: +44-207-194-7759 Or Email: [email protected] * Volume Discounts are available.
CCWP Certification Classes
April 24th & 25th Berlin, Germany CWS Summit Europe
August 1st & 2nd Des Moines, Iowa Agile1 Sponsored Event
September 13th & 14th Dallas, Texas CWS Summit US
October 11th & 12th London, England Executive Forum Europe
SOW Management Expert Certification Classes
May 16th & 17th Atlanta, Georgia Coca Cola/Mid Year Council Mtg.
July 19th & 20th Chicago, Illinois
©2017 by Crain Communications Inc. All rights reserved.
The CWSC Support Team
Bryan PeňaSVP, Contingent Workforce StrategiesE: [email protected]: +1-650- 209-8103
Stephen ClancyDirector , CWS and ResearchE: [email protected]: +1-650- 390-6218
Dawn McCartneySenior Director , CWS and ResearchE: [email protected]: +1-650- 390-6170
Peter ReaganDirector, CWS and Research (Europe, APAC & LATAM)E: [email protected]: +44 207 194 7746
©2017 by Crain Communications Inc. All rights reserved.
Upcoming Webinars
6-Apr-17 Mastering SOW20-Apr-17 Asia Rising-Positioning Your Organisation’s
Workforce to Win in the Future of Work11-May-17 Leveraging Big Data8-Jun-17 Total Talent Management22-Jun-17 Crafting a Pricing Strategy That Works6-Jul-17 Managing SOW Around the World31-Aug-17 Increasing Value in CW Programs5-Oct-17 The Gig Economy and Changing Work9-Nov-17 VMS/MSP Landscape7-Dec-17 2017, Future Shock , The State of Workforce Solutions14-Dec-17 Lessons for CW Managers
Click Here to Register: http://www.staffingindustry.com/webinars-buyer/
©2017 by Crain Communications Inc. All rights reserved.
Links to SIA Resources cited:Workforce Solutions Buyers Survey - Recruitment Process OutsourcingWF Solutions Buyers Survey 2016: Trends in supplier management strategies RPO Market DevelopmentsWhen is RPO a good workforce solution fit (or not so good)? - April 2016
Where to Find More?
©2017 by Crain Communications Inc. All rights reserved.