Leveraging Trends in Direct Sourcing

Speakers:§ Frank Enriquez, Sr. Manager, Contingent Workforce Strategies & Research, CCWP,§ SOW Mgmt, Expert, SIA § Christopher Paden, Manager, Workforce Planning, CareFirst BlueCross BlueShieldModerator:§ Adrianne Nelson, Sr. Director, Global Membership Products, CCWP, SIA

February 21, 2019

Leveraging Trends in Direct Sourcing

SIA | Staffing Industry Analysts Contingent Workforce Strategies Council Webinar

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Staffing Industry Analysts Product Overview


CWS Council (partial list)


Some of Your CWS Council Support Team MembersSpeakers

Christopher Paden, Manager, Workforce Planning, CareFirst BlueCross BlueShield

Frank Enriquez, Sr. Manager, Contingent Workforce Strategies & Research, CCWP, SOW MgmtExpert, SIA Moderator:

Adrianne Nelson, Sr. Director, Global Membership Products, CCWP, SIA


Agenda

§ Defining Direct Sourcing Options§ The Journey for CareFirst§ Q & A Discussion


Direct Sourcing§ A service segment of the Contracting/Consulting Industry, Directly

Sourced Contingent Workers include independent contractors/consultants, temporary workers sourced from an internally developed pool of talent and others such as summer interns, seasonal workers, retirees and other contingent workers not sourced from a third-party staffing supplier. In a Direct Sourcing Model, company most often finds talent and administers the talent pool, but may engage a third party to do so as well.


CRPO Definition

§ A type of Managed Service Provision model of supplying contingent labor whereby the supplier sources contingent labor through client-dedicated recruiters in an outsourcing mode. These recruiters are trained on the company business and employer brand to attract candidates and any candidate data derived pools developed as part of the sourcing process are owned by the client. As such, the candidate database is the IP of the client and sourced candidates not shared with other clients and candidates are not offered roles in other companies. This model is closer to a Direct Sourcing model except that the service is outsourced to a third party.


Captive Staffing Definition

§ An internally, managed resource/group that provides staffing services and solutions that sources and places talent for an organization’s temporary engagements and in some cases full time positions as well. This internal staffing group provides a variety of traditional staffing services that range from sourcing talent that matches an organization’s temporary engagement needs; to ongoing temporary assignment management support; and on-boarding and off-boarding services at the beginning and completion of a temporary engagement.


Use of Supplier Management Strategies

Source: Staffing Industry Analysts 2018 Buyer Research

Q: “Which of the following are currently in place in your organization, or are likely to be seriously explored within two years?”


Foundation for CW Program Decisions

Value Investment

Capability Authority


Value |Investment | Capability | Authority

Value Investment

Capability Authority

§ Value - Can you provide value to the current state based on what you are wanting to achieve/implement/propose

§ Investment - Is your organization prepared and willing to invest in your request?

§ Capability - Are you capable of executing in this endeavor?

§ Authority - Do you or does your leadership have the authority to execute recommended changes


Talent Sourcing Scenario Environment

§ Reliant on staffing partners to appropriately prioritize requests

§ Difficult to get staffing partners to work on hard to fill roles

§ A premium, market margin is paid to staffing partners for recruitment service on common roles

§ Cost of recruitment built into staffing partners’ margin for the life of the contractors assignment

§ Sometimes staffing partners value quantity over quality to meet metrics

§ … and sometimes our program policies drive quantity over quality

Today’s Talent Sourcing Model: Traditional Challenges


What is the core strategy for Contingent Workforce talent in your organizations?


How does or how can Direct Sourcing support your organization’s Contingent Workforce talent

strategy and can it do so effectively?


The CareFirst Journey


Why?The CareFirst Journey

§ Awareness of current state and opportunities§ Ability to generate an ROI§ Supplier – Fit for Purpose § Impacting Quality – Efficiency – Cost – Risk§ Just – In – Time Recruiting§ Brand & promotion – candidate experience


How?The CareFirst Journey

§ Creating a strategy to deliver results§ Leveraging known data to build model§ Creating a funding strategy§ Execution – Curation of talent is important


Steps to Execute a CRPO ModelFunding

• Requires $$$ in operational funding

• Discuss ability to allow sourcing charges back to specific business budgets

Resources

• Identify and interview potential CRPO partner resources

• Make selection and then onboard and integrate new resource partner in operation model

• Build Applicant Tracking System (ATS) support of CRPO requirements

Contracts

• Create addendum to CW Staffing Agreement with sourced rates

Implementation

• Finalize SOP• Promote and market

service to core business clients and CW Program stakeholders

• Populate candidate database


When?The CareFirst Journey

§ Deciding to move as soon as possible / not waiting for the perfect scenarios

§ Pilot (fail fast/learn fast) or big bang


Who?The CareFirst Journey

§ Assessable talent - looking at existing and any talent within the realm of the program

§ Understanding various options/approaches to executing Direct Sourcing• Initially leveraged payroll partner (evolution)• Internal resources or third party team


Hurdles The CareFirst Journey

§ Legal§ Practical§ Executive Support§ Decreased supplier volumes§ Deciding top requirements§ Measuring success


Key Takeaways

§ Understand the opportunity to add value

§ There is not a 1 size fits all approach

§ Fail fast and adjust fast§ Keep your ear to the ground


Time for Your Questions…


Questions?§ Questions may be submitted at

any time.§ Click on the Question Mark section

to open the Q&A window.§ Type your question into the

small dialog box and click theSend Button.


Some of Your CWS Council Support Team MembersSpeakers

Christopher Paden, Manager, Workforce Planning, CareFirst BlueCross BlueShield

Frank Enriquez, Sr. Manager, Contingent Workforce Strategies & Research, CCWP, SOW MgmtExpert, SIA Moderator:

Adrianne Nelson, Sr. Director, Global Membership Products, CCWP, SIA


SIA BUYER WEBINARSDATE TITLE

Thursday, February 21, 2019 Removing the Middle: Trends in Direct Sourcing

Thursday, March 14, 2019 The Future of Europe? Brexit and Beyond

Thursday, April 11, 2019 SOW and Services Procurement- A Guide to SuccessWednesday, May 15, 2019 IR35 Preparing for Change in the Private Sector

Thursday, June 06, 2019 Workforce Solutions Global Buyer Webinar APAC

Thursday, June 20, 2019 Developing a Best in Class Contingent Workforce Program

Wednesday, July 10, 2019 The Future of MSP/VMS What does success look like?

Thursday, August 08, 2019 Tested Strategies- SOW and Services Procurement

Wednesday, August 28, 2019 Background Checks, Immigration and H1B , How to Stay out of Hot Water

Wednesday, September 25, 2019 By the numbers: The best of SIA Research

Wednesday, October 23, 2019 Human Cloud, Artificial Intelligence and the bleeding edge of Talent!

Wednesday, November 13, 2019 Workforce Solutions Global Buyer Webinar APAC

Wednesday, December 04, 2019 2019 and the Year in Review

Tuesday, December 17, 2019 2020 and the Future of Talent*Schedule and topics subject to change with notice


SIA Resources

2018 Buyer Survey: Click Here

Contact the SIA CWS Council team at [email protected]

https://www2.staffingindustry.com/site_member/Research/Research-Reports/Americas/Buyer-Survey-2018-Full-Report

https://www2.staffingindustry.com/site_member/Research/Research-Reports/Americas/Buyer-Survey-2018-Full-Report

mailto:[email protected]


§ 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 this webinar will be available for our CWS Council and Premium Corporate members at: www.staffingindustry.com/webinars-buyer

http://www.staffingindustry.com/webinars-buyer


Founded in 1989, SIA is the global advisor on staffing and workforce solutions. Our proprietary research covers all categories of employed and non-employed work including temporary staffing, independent contracting and other types of contingent labor. SIA’s independent and objective analysis provides insights into the services and suppliers operating in the workforce solutions ecosystem including staffing firms, managed service providers, recruitment process outsourcers, payrolling/compliance firms and talent acquisition technology specialists such as vendor management systems, online staffing platforms, crowdsourcing and online work services. We also provide training and accreditation with our unique Certified Contingent Workforce Professional (CCWP) program.

Known for our award-winning content, data, support tools, publications, executive conferences and events, we help both suppliersand buyers of workforce solutions make better-informed decisions that improve business results and minimize risk.As a division of the international business media company, Crain Communications Inc., SIA is headquartered in Mountain View, California, with offices in London, England.

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Leveraging Trends in Direct Sourcing