for Tailoring an SOW Management Solution to Program’s ... · during the presentation. ... an independent subsidiary of Adecco Group since January 2010 ... • Sit down with your

©2016 by Crain Communications Inc. All rights reserved.

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Presented by:Scott BedellDirector of Solutions Services Procurement,Beeline

Dawn McCartney, Director, Contingent Workforce Strategies & Research, Staffing Industry Analysts

5 Tips for Tailoring an SOW Management Solution to Meet Your Program’s Special Requirements

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February 11, 201610 am PT/ 1 pm ET

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FIRST 2016 CLASS:February 22‐23 Phoenix, Arizona

Scott BedellDirector of Solutions Services ProcurementBeeline

Dawn McCartneyDirector, Contingent Workforce Strategies & ResearchStaffing Industry Analysts

5 Tips for Tailoring an SOW Management Solution for Your Program’s Special Requirements

About Beeline

HistoryFounded in 1999; an independent subsidiary of Adecco Group since January 2010LocationsHeadquartered in Jacksonville, FL with key office locations in Chicago, London, Manila, Singapore and ZurichMissionTo be the market leader in extended workforce solutions – managing active contractors, outsourced workers, and contingent and SOW-based labor spend. Through our ever-expanding global network employing global scale and local knowledge, we partner with Fortune 500 and Global 1000 organizations, giving them award-winning tools to optimize workforce costs, ensure organizational compliance, and improve operational efficiency.Experience

• 155 Enterprise clients with $23.4B+ spend under management• 99% Client retention• 20 Transitions from legacy VMS systems

Your Presenter

Scott Bedell, Director of Services Procurement Solutions for Beeline, has been driving client solutions within the VMS market since 2000.

In 2001, he engineered the design of the first Services Procurement solution for VMS. Since then, he has helped grow the Services Procurement portfolios for three leading VMS providers.

Scott joined Beeline in 2012 where he is responsible for building solutions for prospects and clients, especially as they relate to Services Procurement.

Agenda

• Growing importance of SOW-based professional services

• The balance of the Now and the Later

• How to predict and prevent significant design problems

• 5 tips and tricks for configuring a future-proof solution

• Questions & Answers

Polling Question #1

How do you procure complex services today?

A. Centrally using an automated Services Procurement solutionB. Centrally using manual or semi-automated procurement processesC. At the Business Unit or Departmental level using manual

or other processesD. We are transitioning from a de-centralized to a centralized modelE. We have no process for procuring services

Supplier Management Strategies / Current and Future


Buyers’ 10-year plans for SOW

21%

22%

23%

25%

27%

38%

42%

46%

46%

57%

65%

66%

42%

68%

57%

37%

40%

37%

44%

40%

27%

25%

13%

35%

10%

18%

37%

22%

21%

10%

14%

16%

10%

Online staffing workers

Low‐skill contingent workers

Part‐time employees

Former employees

Ind. contractors/freelancers

Traditional full‐time employees

Agency temporary workers

Offshore workers

Outsourced job functions

SOW, project‐based workers

High‐skill contingent workers

Increase Same Decrease

How will the following employee types change as a share of your total labor force over the next ten years?

(Data from 2014)

Polling Question #2

What is your primary reason for considering an SOW management solution?

A. Gain visibility of overall spendB. Reduce costsC. Mitigate compliance risksD. Improve physical/data securityE. Increase operational efficiencyF. All of the above

What we are hearing…

“I have untracked workers in my facilities.”

“My managers go outside of systems & processes to procure projects.”

“Non-standard SOWs require additional reviews that create bottlenecks in our process.”

“Manual process have caused delayed payments and gaps in productivity.”

“We continue to use poorly performing suppliers that deliver late.”

“Our only performance reports are generated by our suppliers.”

“I have no visibility or safeguards to know if suppliers are following our rules and regulations.”

“I don’t know our true amount of spend for services.”

“We have used consultants when a lower priced contractor would have been more appropriate.”

“Our managers have “reused” project funds or purchase orders to bill for unplanned work.”

Benefits of Services Procurement

Visibility over all services procurement engagements (T&M, Milestone/Deliverable, Unit, Outsourced, Combination)

Compliance for worker classification and engagement parameters

Streamlined business processes for workflows, business rules, and invoicing

Quality and performance metrics for all third party suppliers based on objective SLAs/KPIs

Cost savings from supplier consolidation, rate standardizations, stopping rogue spend, and misclassification

What is Services Procurement?

Services Procurement is a process for buying and managing strategic outsourcing of work and consultancythrough a Statement of Work (SOW)

Competitive

Bidding

source & evaluate

Statement of Work

(SOW)

negotiate & finalize

Project

Tracking

manage & pay

To paraphrase the “Hindenburg” designers…

What could possibly go wrong?

The Challenge

• Recognize your long-term goals as well as your short-term demands

• Prioritize current and future requirements

• Optimize a VMS solution that fits you now – and won’t bite you later

Short-Term Demands

Long-TermGoals

The Solution

• Realistically predictthe evolution of your program

• Anticipate potential problems

• Configure your SP solution to prevent them

5 common problems (and where to find them)

1. Categorization

2. Governance

3. Completion

4. Data

5. Support

23

Tips to prevent program underperformance

PROBLEM:

• Users are unsure of how to approach each service category

SOLUTION:

• Use Decision Support to ensure users are directed to the right template, supplier list, and workflow sequence.

TIP #1


PROBLEM:

• Users are forced to fight governance controls

SOLUTION:

• Manage content via Library and Lock pre-agreed terms/clauses

TIP #2


PROBLEM:

• Little correlation between what is procured and what is paid

SOLUTION:

• Establish Acceptance Criteria to ensure deliverables-based work meets specifications

TIP #3


PROBLEM:

• Meaningful data not readily available to managers/executives

SOLUTION:

• Offer Role-based dashboards and input screens to consolidate meaningful data/activity for distinct user profiles

TIP #4a


PROBLEM:

• A program that doesn’t learn from its data isn’t gaining much

SOLUTION:

• Plan for feedback loops to associate past performance with future opportunity (assisted by analytics)

TIP #4b


PROBLEM:

• Clients underestimate the tactical support required after Go Live

SOLUTION:

• Build a full RA(S)CI and define who will fulfill these functions.

TIP #5

Companies that deploy Services

Procurement management solutions

can achieve positive ROI in less than

one year and realistically expect to

reduce costs by five to ten percent

by using a tool that automates and

centralizes and reports on Services

Procurement processes.

Forrester

Is it worth it? Forrester says “Yes”

Employ our 5 tips to avoid unforeseen problems

________

It’s just a start….

Recap

• Realistically plan out the evolution of your program

• Recognize your long-term goals as well as your short-term demands

• Sit down with your VMS provider’s solution design team – they will help you anticipate potential problems

• Prioritize current and future requirements

• Configure your SP solution to optimize a VMS solution that fits you now –and will not require an expensive re-set later

Questions?

Visit the Services Procurement resources page at beeline.com

Looking for additional ways to cut costs and improve control of your extended workforce? Check out these resources now: data sheets, whitepaper, case study, and video demo.

Beeline.com/services-procurement

For more information:

CCWP Continuing Education and Recertification Program Enhancement Announcement

More ways to earn CE credits,More Third Party CE credits available,

More automation to submit CE credits earned,More affordable.

EXTEND your CCWP Certification for an Additional Three Years!

Today’s Webinar Attendance = 1 CCWP CEU Credit


FIRST 2016 CLASS:February 22‐23 Phoenix, Arizona


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2016 Webinars

• Copies of the slides and a link to the audio recording will be distributed to all attendees within 48 hours following the webinar

• A replay of the webinar will be available for CWS Council Members at www.staffingindustry.com


Documents

for Tailoring an SOW Management Solution to Program’s ... · during the presentation. ... an independent subsidiary of Adecco Group since January 2010 ... • Sit down with your