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. 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.

1. Getting the most out of
business
intelligence
T o p S ta f f i n g E x e c u t i v e s T e l l A l l

2. 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.

3. 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

4. “ 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 Strategy
Randstad Sourceright
www.randstadsourceright.com

5. “ 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 Founder
The Bowdoin Group
www.bowdoingroup.com

6. “ 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
CEO
Peoplebank Australia Ltd
www.peoplebank.com.au

7. “ 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

8. “ 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
President
Hobson Associates
www.hobsonassoc.com

9. “ 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/CEO
Questpro Consultants and Q TEMPS
www.questpro.com

10. “ 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
President
Objective Paradigm
www.oprecruiting.com

11. “ 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
President
Bauer Consulting Group, Inc
www.bauerconsultinggroup.com

12. “ 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.
”
Tammi Heaton
COO
PrideStaff
www.pridestaff.com

13. “ 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
President
Morton Consulting Group
www.mortonconsulting.com

14. “ 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

15. “ 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
COO
Twenty Recruitment Group
www.twentyrecruitment.com

16. “ 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 Director
Rethink Group
www.rethinkgroupplc.com

17. “ 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

18. “ 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 Training
Matrix
www.matrixres.com

19. “ 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 Marketing
Comrise
www.comrise.com

20. “ 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
Recruitment
blueStone Associates
www.bluestonestaffing.com

21. “ 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 Partner
Footbridge Staffing
www.footbridgeenergy.com

22. 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-intelligence
1.888.GoLive8 • sales@bullhorn.com • @bullhorn