Job Profile Fulfillment Analysis
a sneak peek
The case for evaluating Fulfillment






Job Profiles are considered a key indicator of
Fulfillment  Going by Job Pro...
Analysis objectives

The objective of this exercise, therefore, is –
To explore the following dimensions affecting
Fulfill...
Methodology






Data sample used: Open positions and closures for
one month considered
Open positions and closure tre...




Conversions vary
widely

No apparent
pattern to
fulfillment
achieved across
profiles

• No two profiles,
therefore, ...
Mapping salaries against conversions
Do salaries matter for conversions?
400

• The best salary
data points >>
small numbers or
low conversions

• The best
conversion cases
>> modest salary
level...
• The relationship
between market
rates and
conversions
mirrors the one
between salaries
and conversions
0
Admin Assistant...
Conversions and Companies
Are conversions better for some
companies / industries than for others?
•

Conversions good
for companies
with open
positions <= 200
Open positions
well below this #
mostly; few
among these
comp...
800

700

• Average salary
within a narrow
range of Rs.5,000
to Rs.12,000

• Number of
positions and
conversions
relativel...
Diagnosing Conversions
how to pick dimensions to decide on
fulfillment
Profile-wise throughputs

Throughput: actual closures/total active positions

• Throughput plot
helps differentiate
betwee...
Throughput plot for Salary
•

•

Plot for salaries
illustrates variance
in conversions for
different salary
values
In comp...
Conversions for a salary range
• Profiles sliced by
Rs.5,500 – Rs.8,600
salary band >
Canvassers, DEOs
exactly match the
t...
Conclusions









Irrespective of profiles, and volumes afforded by the various
profiles, Salary, Industry and Comp...
Sweet Spots across Dimensions
Company / Industry

More profitable engagements

Sweet spot

PureIt Water Expert/Communicati...
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inTouchanalytics |

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/company/inTouchanalytics
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Fulfillment Analysis - Staffing Case Study

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Matching Talent Supply and Demand is a task fast gaining traction in the global talent market. However, turnaround time in acquiring talent is a related, unsolved, problem. This deck illustrates an analysis of the degree of difficulty a staffing business is faced with in fulfilling on a sample set of job profiles.

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Fulfillment Analysis - Staffing Case Study

  1. 1. Job Profile Fulfillment Analysis a sneak peek
  2. 2. The case for evaluating Fulfillment    Job Profiles are considered a key indicator of Fulfillment  Going by Job Profiles, more or less, decides if a mandate can be fulfilled This is a single dimensional, and wholly intuitive, approach of choosing and acting on staffing opportunities >> prone to bias and human error There is a need to revisit this approach and check if a data oriented approach can locate fulfillment drivers [other than just Job Profiles]
  3. 3. Analysis objectives The objective of this exercise, therefore, is – To explore the following dimensions affecting Fulfillment: Job Profiles, Salary (CTC), Company / Industry and Delivery Location, and   To evaluate their effect on Fulfillment
  4. 4. Methodology    Data sample used: Open positions and closures for one month considered Open positions and closure trends explored across profiles, companies and delivery locations and salaries mapped against each of these dimensions Throughputs (computed as the ratio of Closures to Open positions) evaluated on all of these dimensions and conclusions arrived at
  5. 5.   Conversions vary widely No apparent pattern to fulfillment achieved across profiles • No two profiles, therefore, are alike in terms of fulfillment patterns Admin Assistant Agent Assistant Manager BDE Business Development Associate Business Development Executive Canvassers. Canvassor CCE Contract Administrator Counter Sales Data Entry Operator District Coordinator DSE Field Sales Executive Graduate Trainee Instore Sales Executive ITI Fitters Junior Associate (OFF ASST) Management Trainees Marketing Executive Marketing Executive Marketing Executives MIS Executive Office Assitant Operations Personal Primary Sales Representatives Processor Promoter Promoters Promotional Executives Pure Water Expert Pure Water Experts Purit Water Expert Receptionist. Relationship Officer Retail Executive Rider Sales Engineer Sales Executive Sales Incharge Sales Manager Sales Promoter Sales Trainee service Advisor Site Engineers Site Supervisor Smart Care Exe Store Front Store Sales Executive Survey Executive Team Leader Technical Helper Technician Tele Caller Telecaller Toll Collector TPWE Trainee Trainee Pureit Water Expert Fulfilling open positions # of positions (open v/s closed) - profile-wise 400 Good conversion for select profiles 350 300 250 200 150 100 50 0 Poor for some others # of positions # of actual closures
  6. 6. Mapping salaries against conversions Do salaries matter for conversions?
  7. 7. 400 • The best salary data points >> small numbers or low conversions • The best conversion cases >> modest salary levels • No clear correlation between salary and conversions 0 Admin Assistant Agent Assistant Manager BDE Business Development Associate Business Development Executive Canvassers. Canvassor CCE Contract Administrator Counter Sales Data Entry Operator District Coordinator DSE Field Sales Executive Graduate Trainee Instore Sales Executive ITI Fitters Junior Associate (OFF ASST) Management Trainees Marketing Executive Marketing Executive Marketing Executives MIS Executive Office Assitant Operations Personal Primary Sales Representatives Processor Promoter Promoters Promotional Executives Pure Water Expert Pure Water Experts Purit Water Expert Receptionist. Relationship Officer Retail Executive Rider Sales Engineer Sales Executive Sales Incharge Sales Manager Sales Promoter Sales Trainee service Advisor Site Engineers Site Supervisor Smart Care Exe Store Front Store Sales Executive Survey Executive Team Leader Technical Helper Technician Tele Caller Telecaller Toll Collector TPWE Trainee Trainee Pureit Water Expert Salary distribution against conversions Small numbers / low conversions # of positions Good conversions # of actual closures 25,000 350 300 20,000 250 15,000 200 150 10,000 100 5,000 50 Sal_ave 0
  8. 8. • The relationship between market rates and conversions mirrors the one between salaries and conversions 0 Admin Assistant Agent Assistant Manager BDE Business Development Associate Business Development Executive Canvassers. Canvassor CCE Contract Administrator Counter Sales Data Entry Operator District Coordinator DSE Field Sales Executive Graduate Trainee Instore Sales Executive ITI Fitters Junior Associate (OFF ASST) Management Trainees Marketing Executive Marketing Executive Marketing Executives MIS Executive Office Assitant Operations Personal Primary Sales Representatives Processor Promoter Promoters Promotional Executives Pure Water Expert Pure Water Experts Purit Water Expert Receptionist. Relationship Officer Retail Executive Rider Sales Engineer Sales Executive Sales Incharge Sales Manager Sales Promoter Sales Trainee service Advisor Site Engineers Site Supervisor Smart Care Exe Store Front Store Sales Executive Survey Executive Team Leader Technical Helper Technician Tele Caller Telecaller Toll Collector TPWE Trainee Trainee Pureit Water Expert Salaries benchmarked against Market • Salary trends fairly 400 comparable across 350 profiles – clients 300 paying market 250 rates 200 25,000 20,000 15,000 150 10,000 100 50 5,000 # of positions # of actual closures Sal_ave Sal_SP 0
  9. 9. Conversions and Companies Are conversions better for some companies / industries than for others?
  10. 10. • Conversions good for companies with open positions <= 200 Open positions well below this # mostly; few among these companies where fulfillment is poor Open and Closed positions by Company 800 700 # of positions • Position status by Company 600 500 400 300 200 100 0 # of open positions # of closed positions
  11. 11. 800 700 • Average salary within a narrow range of Rs.5,000 to Rs.12,000 • Number of positions and conversions relatively better at the lower end of average salary 600 0 Andrew Telecommunication Pvt. Ltd APC India Pvt. Ltd Aster TeleServices Pvt Ltd CIPL EASY TRANSPORT SOLUTIONS PVT Connaught Plaza Restaurants Pvt Ltd. Dawnay Day AV India Advisors Pvt. Ltd. Franklin Templeton Asset Management (India) GE Money Financial Services Limited GE Money Financial Services Limited .. GE-SBI Cards & Payment Services Private Godrej & Boyce Hindustan Lever Ltd HP E Global HP e Global Business Operation ICICI Lombard IL&FS Education and Technology Services ITC LIMITED JK Cements Ltd Kotak Mahindra Asset Management Company L&T Finance Limited L&T Panipat Elevated Corridor Ltd LG ELECTRONICS INDIA LTD (SOUTH) Living Media India LTD. Nand Consultancy NARCINVA DAMODAR NAIK Orange Business Services Pan India Network Infravest Pvt Ltd Pentair Prakruti Industries Pvt. Ltd REC Power Distribution Company Ltd Reliance money Reliance Money Limited Reliance Money Ltd. Sankirtan Seva Trust SAS Machine Tools (P) Ltd Sellwell Food & Beverages Pvt. Ltd. Shakti Enterprise Shriram General Insurance Co. Ltd Sphinax Chemical Industries (P) Ltd Sphoorti Machine Tools Pvt Ltd Sterling Holiday Resorts India Ltd. Sterling Holiday Resorts India Ltd. - Kochi Sterling Holiday Resorts Pvt .Ltd Sun Consultancy Tarang Tata Consultancy Services Tata Consultancy Services Ltd Tata Consultancy Services Ltd. Tata Motors (Thane) tata Motors Ltd Tata Motors Lucknow Tata Motors Lucknow1 Total Home Expressions Vodafone Vodafone Essar - Ltd - Mumbai VODAFONE ESSAR SOUTH LTD Salary / conversions by company # of open positions # of closed positions Ave_Salary 500 400 300 100 30,000 25,000 20,000 15,000 10,000 200 5,000 0
  12. 12. Diagnosing Conversions how to pick dimensions to decide on fulfillment
  13. 13. Profile-wise throughputs Throughput: actual closures/total active positions • Throughput plot helps differentiate between profiles on overall fulfillment rates • Throughput ratio = 1: exact fulfillment of open positions (no spillover). Throughputs << 1: poor fulfillment Throughputs >> 1: spillover Profiles with optimal throughputs are marked with a black dashed line; those with inefficient throughputs (throughput >> 1 or << 1) are marked with a red dashed line.
  14. 14. Throughput plot for Salary • • Plot for salaries illustrates variance in conversions for different salary values In comparison with previous plot, helps identify combination of profiles and salaries that have good throughputs
  15. 15. Conversions for a salary range • Profiles sliced by Rs.5,500 – Rs.8,600 salary band > Canvassers, DEOs exactly match the throughput plot for profiles Match • BDE, PureIt Water Expert, Promoter throughputs do not match this salary range, however – must have a match elsewhere on salary • Points to the need for profiles to be accurately matched against salary Mismatch
  16. 16. Conclusions     Irrespective of profiles, and volumes afforded by the various profiles, Salary, Industry and Company are dimensions that could significantly influence the choice of opportunities to be tapped A single dimensional approach – by profile – is inward looking and completely misses the candidate and the client points of view Choosing better paying jobs increases the chances of attracting better talent and improve on conversions Prioritizing companies helps improve profitability of engagements
  17. 17. Sweet Spots across Dimensions Company / Industry More profitable engagements Sweet spot PureIt Water Expert/Communications/ -5,000 to -1,000 Delivery Locations Communications Preferred Destinations Ahmedabad Admin Assistant/Mumbai/IT IT Mumbai BDE/Bangalore/BFSI BFSI Bangalore -5,000 PureIt Water Experts Admin Assistant Profile BDE Wider variety of profiles 0 +500 Salary (market benchmarked) Better paying jobs
  18. 18. be-in-touch.com | inTouchanalytics | be_in_touch | /company/inTouchanalytics

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