7 Trends Impacting Your Staffing Firm in 2018 and Beyond
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Eric Gregg gives us an inside look at 7 key trends impacting the staffing industry.
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7 Trends Impacting Your Staffing Firm in 2018 and Beyond
- 1. 9/7/2017 © 2017 CareerBuilder Eric Gregg, CEO & Founder 7 Trends Impacting Your Staffing Firm in 2018 and Beyond
- 2. 10 years ago… © 2017 CareerBuilder and Inavero2 2008 TODAY
- 3. 10 years ago… © 2017 CareerBuilder and Inavero3 2008 TODAY
- 4. 10 years ago… © 2017 CareerBuilder and Inavero4 2008 TODAY
- 5. 10 years ago… © 2017 CareerBuilder and Inavero5 2008 TODAY
- 6. Change is Desire + Knowledge © 2017 CareerBuilder and Inavero6
- 7. 9/7/2017 © 2017 CareerBuilder #CBEmpower 7 Key Trends Impacting Our Industry
- 8. © 2017 CareerBuilder and Inavero8 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online… with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 9. © 2017 CareerBuilder and Inavero9 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online… with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 10. Referrals drive your growth. Period. © 2017 CareerBuilder and Inavero10 0% 20% 40% 60% 80% Professional referrals Networking Sales/Account Manager generated leads Personal referrals Online ads/job postings Social media (LinkedIn, Facebook, etc) Marketing generated leads Best Sources For New Job Orders Top ranked 2nd or 3rd ranked 68% 50% 36% 32% 17% 12% 0% 10% 20% 30% 40% 50% 60% 70% 80% Referral Online Past experiences Reputation of firm Sales rep Marketing/Advertising Resources Clients Use to Find Staffing Firms
- 11. The referral is the start of the journey, not the end. © 2017 CareerBuilder and Inavero11 88% of clients take at least one additional step to vet a potential staffing firm partner after receiving a referral 12% 16% 24% 24% 38% 41% 43% 53% 0% 10% 20% 30% 40% 50% 60% No additional research Look for the firm on social media Reach out to sales rep Ask others in personal network Search for firm online Read online reviews of the firm Visit the staffing firm's website Ask others in professional network Other Steps Taken When Clients Receive Referral
- 12. Make sure to map the buyer journey for different buyers. 12 Referral Rhonda ASK ASK OTHERS SEARCH ONLINE Google Gary GENERAL SEARCH SPECIFIC SEARCH CONFIRM WITH PEERS Past Experience Patty PAST EXPERIENCE ASK OTHERS SEARCH ONLINE
- 13. © 2017 CareerBuilder and Inavero13 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online…with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 14. The buyer journey in staffing is likely to involve online. 14 % Online Half of clients spend 20% or more of their time vetting firms online. Growth Millennials go online twice as often as older clients when vetting a firm. Reviews 1 in 4 prospective clients read online reviews as part of their vetting process.
- 15. Online resources are more persuasive than your salespeople are. 15 5 Years From Now5 Years Ago10 Years Ago
- 16. Online is to educate and prove – not to sell. © 2017 CareerBuilder and Inavero16
- 17. © 2017 CareerBuilder and Inavero17 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online… with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 18. Who provides better service? © 2017 CareerBuilder and Inavero18
- 19. This creates an issue for many staffing firms. © 2017 CareerBuilder and Inavero19 79% of staffing firms believe it’s important to have a strong online reputation. 80% of staffing firms believe their online ratings/reviews are not ‘very accurate.’
- 20. Quantity and quality matter when it comes to online reputation. © 2017 CareerBuilder and Inavero20 % of Clients Who Selected… % of Candidates Who Selected… 15% 55% 30% 16% 52% 32%
- 21. 5 Lessons for Building Your Online Reputation © 2017 CareerBuilder and Inavero21 1. Earn it. There are no shortcuts. 2. Identify raving fans and help them tell their story. 3. Go slow. Any quick solution won’t last. 4. Ask. People will help, but not if you don’t ask. 5. Be active. Proactive AND reactive.
- 22. © 2017 CareerBuilder and Inavero22 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online… with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 23. Expanding the View of Employment and Opportunity © 2017 CareerBuilder and Inavero23 Would Consider a Temporary Assignment 38% Would Consider a Freelancing Gig 57% Would Consider Moonlighting 53%
- 24. Are you taking more of the pie or expanding it? © 2017 CareerBuilder and Inavero24 Permanent employment Temporary employment
- 25. © 2017 CareerBuilder and Inavero25 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online… with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 26. Engagement Decline Prior to Start Date Can Be Minimized © 2017 CareerBuilder and Inavero26 35% 35% 33% 29% 9% 6% 0% 10% 20% 30% 40% No attempt to engage Regular emails Regular phone calls Filled out paperwork before first day of work Regular text messages Had me come by the office How Staffing Firms Engage With Talent Prior To Start Date 2x as likely to report lower engagement level with company prior to starting.
- 27. Delay Background Check Timing at Your Own Risk © 2017 CareerBuilder and Inavero27 74% of job candidates keep applying to positions while waiting for background check results. 0% 20% 40% 60% 80% 48 hours or less 3-5 days 1-2 weeks more than 2 weeks % 'Very Likely' To Take Position If Background Check Takes: Permanent Position Temporary Position 0% 20% 40% 60% 80% 48 hours or less 3-5 days 1-2 weeks more than 2 weeks % With Negative Perception If Background Check Takes: Permanent Position Temporary Position
- 28. Share the experience with new hires to help drive engagement. © 2017 CareerBuilder and Inavero28
- 29. © 2017 CareerBuilder and Inavero29 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online… with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 30. A dissatisfied customer tells…15 million and counting © 2017 CareerBuilder and Inavero30
- 31. 9% -25% 0% 25% 50% 75% 2010 2011 2012 2013 2014 2015 2016 2017 Client NPS Since 2010 Client satisfaction increases slightly. © 2017 CareerBuilder and Inavero31 World Class Minimum Promoters (9-10) 32% Detractors (9-10) 23% INCREASED How has your service changed in past year? DECREASED 15% 21%
- 32. 21% -25% 0% 25% 50% 75% 2010 2011 2012 2013 2014 2015 2016 2017 NPS of Placed Talent Since 2010 Satisfaction of placed talent holds steady, but with warning signs. © 2017 CareerBuilder and Inavero32 World Class Minimum Detractors (9-10) 24% INCREASED How has your satisfaction changed in past year? DECREASED 37% 12% Promoters (9-10) 45%
- 33. 5 Hard-Earned Service Lessons © 2017 CareerBuilder and Inavero33 1. Quality is table stakes. It doesn’t build loyalty or drive advocacy. 2. Perception is reality. Create value, but get credit. 3. There is rarely a thing as too much communication. 4. Expertise never goes out of style. 5. Care more than your competitors.
- 34. © 2017 CareerBuilder and Inavero34 7 Key Trends Impacting Our Industry 1. Referrals get you considered, proof gets you hired. 2. The buying process is happening online… with or without you. 3. Online reputation is increasingly important to prospects and candidates. 4. It is the dawn of the nontraditional employee. 5. Pre-hire experience with candidates is costing staffing firms opportunities. 6. Service expectations are on the rise. 7. Account manager and recruiter relationships are key to service success. CONSIDERATION SELECTION JUDGMENT PROOF RE3
- 35. Understanding the Influence of Account Managers and Recruiters 35 Choose Clients are as likely to choose based on their contact’s reputation as they are firm reputation. Connect 80% of promoters say their recruiter got to know them as a person. Coach Promoters are 3x as likely to receive coaching from their recruiter.
- 36. You can’t fake caring. © 2017 CareerBuilder and Inavero36 Cares Cares Doesn’t Care
- 37. Parting thoughts: Deliver something others will try to copy. © 2017 CareerBuilder and Inavero37 F#
- 38. Parting thoughts: Challenge your firm to do something hard. © 2017 CareerBuilder and Inavero38
- 39. 39 © 2017 CareerBuilder Don’t forget to rate this session!
- 40. 9/7/2017 © 2017 CareerBuilder Thank you egregg@inavero.com 503-542-3332 LinkedIn.com/in/ericgregg How did we do? You can tell us now by visiting the app to provide your review.
Notas del editor
- 7 Trends Impacting Your Staffing Firm in 2018 and Beyond Description: Turn insight into action as this session gives staffing firm leaders a sneak peak into the key findings from the 2017 Staffing Advantage Report. As the industry's most comprehensive research into perceptions of clients, job candidates and internal staff for over a decade, this session will drive home key trends and opportunities to accelerate your firm's growth in 2018 and beyond.
- Q10 74% of candidates say negative reviews have an impact on their decision to work with your firm – 80% for Gen Y.
- Musician Dave Carroll said his guitar was broken while in United Airlines' custody. He alleged that he heard a fellow passenger exclaim that baggage handlers on the tarmac at Chicago O'Hare International Airport were throwing guitars during a layover on his flight from Halifax Stanfield International Airport to Omaha, Nebraska's Eppley Airfield. He arrived at his destination to discover that his $3,500 Taylor guitar was severely damaged.[1]Fox News questioned Carroll on why he checked the valuable guitar and Carroll explained that it is difficult to bring guitars onto flights as carry-on luggage.[2] In his song, he sang that he "alerted three employees who showed complete indifference towards me" when he raised the matter in Chicago. Carroll filed a claim with United Airlines which informed him that he was ineligible for compensation because he had failed to make the claim within its stipulated "standard 24-hour timeframe".[3] Carroll says that his fruitless negotiations with the airline lasted about nine months.[4] Then, asking himself, "if Michael Moore was a singer-songwriter, what would he do?", Carroll wrote a song and created a music video about his experience.[5] The song's refrain includes "I should have flown with someone else, or gone by car, 'cause United breaks guitars."[6] Carroll, who has performed as a solo artist and as a member of the group Sons of Maxwell, wrote two sequel songs related to the events.[7] The second video, "United Breaks Guitars: Song 2" was released on YouTube on August 17, 2009.[8] The song takes a humorous look at Carroll's dealings with "the unflappable" United customer service employee Ms. Irlweg, and targets the "flawed policies" that she was forced to uphold.[7] In March 2010, "United Breaks Guitars: Song 3" was released.[9] The song notes that not all employees at United are "bad apples." The final line of the trilogy of songs is, "They say that you're changing and I hope you do, 'Cause if you don't then who would fly with you?"[9] The YouTube video was posted on July 6, 2009. It amassed 150,000 views within one day, prompting United to contact Carroll saying it hoped to right the wrong. The video had over half a million views by July 9,[6] 5 million by mid-August 2009,[3] 10 million by February 2011, and 15 million by August 2015. It has roughly 17.5 million views as of August 2017.
- Dr. Seuss wrote Green Eggs and Ham because someone bet him it was impossible to write a children's book with less than 50 different words in it.
- Dr. Seuss wrote Green Eggs and Ham because someone bet him it was impossible to write a children's book with less than 50 different words in it.