GettinG the most out of

business intelliGenceto p sta f f i n G e x e c u t i v e s t e l l a l l

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.

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

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 StrategyRandstad sourceright

www.randstadsourceright.com

“

”

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 Founderthe bowdoin Group

www.bowdoingroup.com

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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

CEOpeoplebank australia ltd

www.peoplebank.com.au

“

”

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

www.rylem.com

“

”

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

Presidenthobson associates

www.hobsonassoc.com

“

”

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/CEOQuestpro consultants and Q temps

www.questpro.com

“

”

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

Presidentobjective paradigm

www.oprecruiting.com

“

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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

Presidentbauer consulting Group, inc

www.bauerconsultinggroup.com

“

”

TAMMI HEATON

COOpridestaff

www.pridestaff.com

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.

“

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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

Presidentmorton consulting Group

www.mortonconsulting.com

“

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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

www.besmith.com

“

”

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

COOtwenty Recruitment Group

www.twentyrecruitment.com

“

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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 DirectorRethink Group

www.rethinkgroupplc.com

“

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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

www.btasalesrecruit.com.au

“

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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 Trainingmatrix

www.matrixres.com

“

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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 Marketingcomrise

www.comrise.com

“

”

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 Recruitmentbluestone associates

www.bluestonestaffing.com

“

”

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 Partnerfootbridge staffing

www.footbridgeenergy.com

“

”

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 email summaries of employee activity, and an online employee dashboard, that aggregates important stats and activities.

www.bullhorn.com/products/business-intelligence1.888.Golive8 • sales@bullhorn.com • @bullhorn