Building Successful Strategies throughMetrics that MatterMichele PorfilioFebruary 9, 2011Source Con
Why Measure?Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member...
Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Hor...
Sourcing Metrics     • Source                                                                                             ...
Building Strategies                                                                                                Strateg...
Data and and Measurement      Data           Measurement                        ROI by SourceCrowe Horwath LLP is a member...
Data AnalysisUse Metrics to Identify Gaps/Pain Points                                                                     ...
Strategic                   Decision Making         • Gaps                  • Candidate pool                              ...
ROI By SOURCECrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each membe...
Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Hor...
Enhancing a Source• Referral ProgramCrowe Horwath LLP is a member of Horwath International Association, a Swiss associatio...
Team EffectivenessCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each ...
Review: Collected Data & Results    Improved statsCrowe Horwath LLP is a member of Horwath International Association, a Sw...
Road BlocksCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member ...
Adjusting with change  1. Level changes  2. Skill set changes  3. Market changes  4. Budget constraints  5. RoadblocksCrow...
Game ChangerCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member...
Plan Revision/New ChallengeCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwat...
Data , Measurement, AnalysisCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwa...
Revised PlanCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member...
Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Hor...
Data Distribution                       and ReportingDepartmentalize Metrics                          TAX Hires by Level  ...
Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Hor...
Analysis: ROI Check• Increased:        • Candidate pool        • Candidate quality        • Firm visibility        • Team ...
Shift Change: A New Chaos• From rock bottom to rock climbingCrowe Horwath LLP is a member of Horwath International Associa...
RebuildingCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member f...
New Strategic InitiativesFull Line of Sight Source Analytics  (Drill Down to Specific Sources by Job Category)       Jobs2...
Setting GoalsCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each membe...
Pull and Analyze DataCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Ea...
StrategizeCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member f...
ImplementCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member fi...
Measure ROICrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member ...
Michele Porfilio                                                                                                   Strateg...
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Building Successful Strategies through Metrics that Matter

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Building Successful Strategies through Metrics that Matter

  1. 1. Building Successful Strategies throughMetrics that MatterMichele PorfilioFebruary 9, 2011Source Con
  2. 2. Why Measure?Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 2
  3. 3. Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 3
  4. 4. Sourcing Metrics • Source • Sourcer/Recruiter • Percentage of applicants • Names sourced • Percentage of hires • Candidates engaged • Cost per applicant • Prescreens • Cost per hire • Submittals/presentations • Number of impressions • Phone/Tech Screens • Cost per impression • Office Visits • Number of clicks • Offers Extended • Cost per click • Offers Accepted • Applicants per job • Offers DeclinedCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 4
  5. 5. Building Strategies Strategic Decision Making Data Analysis Data Distribution and Reporting Measurement DataCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 5
  6. 6. Data and and Measurement Data Measurement ROI by SourceCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 6
  7. 7. Data AnalysisUse Metrics to Identify Gaps/Pain Points Find a cureCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 7
  8. 8. Strategic Decision Making • Gaps • Candidate pool • Actions • Limited channels • Expanded channels • ROI on current channels • Budget-increased and diversified • Vendor management • Increased marketing • Budget • Social media presence • Visibility/Brand • Technology advancements • Social Media • Vendor management program • TechnologyCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 8
  9. 9. ROI By SOURCECrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 9
  10. 10. Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 10
  11. 11. Enhancing a Source• Referral ProgramCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 11
  12. 12. Team EffectivenessCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 12
  13. 13. Review: Collected Data & Results Improved statsCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 13
  14. 14. Road BlocksCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 14
  15. 15. Adjusting with change 1. Level changes 2. Skill set changes 3. Market changes 4. Budget constraints 5. RoadblocksCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 15
  16. 16. Game ChangerCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 16
  17. 17. Plan Revision/New ChallengeCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 17
  18. 18. Data , Measurement, AnalysisCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 18
  19. 19. Revised PlanCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 19
  20. 20. Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 20
  21. 21. Data Distribution and ReportingDepartmentalize Metrics TAX Hires by Level TAX Applicants TAX Hires - Level by Source TAX Hires TAX Hires - Relations by SU Employee Source 4 TAX Hires - Level byEmployeeRelations SU Relations Employee 6 2% 4 Referrals Events Job Boards 5 3% 7% 3 Job Boards 9% Job Boards 3 6% Other FED Talent Pipeline/ 4 Staff 29% Niche sites 25% Niche sites 2 Referrals Research 2 Other 3 42% Other Sr. Staff FED SALT 18% Referrals 1 Vendor SEO/SEM/Job Aggregators 2 Manager 1 Referrals3% 1, 6% Social Networks SALT 43% SEO/SEM/Job Aggregators 1 7% Sr. Manager SEO/SEM/Job Aggregators 0 Social Networks 0 63% Talent Pipeline/Research 0 9% Social Networks 14% Partner Staff Talent Pipeline/Research Sr. Staff Staff Sr. Staff Manager Sr. Manager Partner Manager Vendor Partner Sr. Manager 14% Referrals Talent Pipeline/ Research Vendor Talent Pipeline/Research AFA TAX RISK Vendor PERF MDS ES PS FW/FRM Vendor Want their money? Give them special attention!Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 21
  22. 22. Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 22
  23. 23. Analysis: ROI Check• Increased: • Candidate pool • Candidate quality • Firm visibility • Team Morale• Decreased: • Recruiter workload • Vendor spending by 75%• Improved partnerships • Leadership recognition • Business unit collaboration • Preferred vendorsCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 23
  24. 24. Shift Change: A New Chaos• From rock bottom to rock climbingCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 24
  25. 25. RebuildingCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 25
  26. 26. New Strategic InitiativesFull Line of Sight Source Analytics (Drill Down to Specific Sources by Job Category) Jobs2web Metrics by Source Client ATS Applicant Status Source Costs Crowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP and its affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions of Horwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 26
  27. 27. Setting GoalsCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 27
  28. 28. Pull and Analyze DataCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 28
  29. 29. StrategizeCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 29
  30. 30. ImplementCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 30
  31. 31. Measure ROICrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 31
  32. 32. Michele Porfilio Strategic Sourcing Leader Crowe Horwath LLP 630.575.4397 michele.porfilio@crowehorwath.com www.linkedin.com/in/mporfilio www.twitter.com/mporfilioCrowe Horwath LLP is a member of Horwath International Association, a Swiss association (Horwath). Each member firm of Horwath is a separate and independent legal entity. Crowe Horwath LLP andits affiliates are not responsible or liable for any acts or omissions of Horwath or any other member of Horwath and specifically disclaim any and all responsibility or liability for acts or omissions ofHorwath or any other Horwath member. Accountancy services in several states are rendered by Crowe Chizek and Company LLC, which is a member of Horwath. © 2008 Crowe Horwath LLP 32

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