1. ©2015 by Crain Communications Inc. All rights reserved.Confidential Report – NOT for Distribution | ©2015 by Crain Communications Inc. All rights reserved.
Building a multi-country contingent workforce
strategy for Asia Pacific
Peter Reagan, Director - Contingent Workforce Strategies and Research Europe
and Asia, Staffing Industry Analysts
Roop Kaistha, Director - Center of Expertise Asia Pacific, Randstad Sourceright
Vinos Samuel, Senior Manager (VMS/MSP), Randstad Sourceright
This webinar is broadcast through your computer speakers via the audio broadcasting icon on your screen. You may adjust
the sound volume by using the slide bar on the audio broadcasting icon. If you cannot access the audio, you may dial into
the call by dialing +44-(0)203 478 5287 and using access code 663 683 625. Need further assistance? Contact SIA customer
service at 800-950-9496 or memberservices@staffingindustry.com
02 December 2015

2. Audio for the Webinar
• Listen through your computer by turning on your speakers after you log
into the event. Sound will be coming through this icon:
• Do not close this audio broadcast box.
• To increase the volume of sound coming through your computer
speakers adjust the sound bar on the audio broadcast box shown above.
• If you continue to have trouble, please submit your need for assistance
in the Q&A section.
Confidential Report – NOT for Distribution | ©2015 by Crain Communications Inc. All rights reserved.
This webinar is broadcast through your computer speakers via the audio broadcasting icon on your screen.
You may adjust the sound volume by using the slide bar on the audio broadcasting icon. If you cannot access
the audio, you may dial into the call by dialing +44-(0)203 478 5287 and using access code 663 683 625. Need
further assistance? Contact SIA customer service at 800-950-9496 in the US or + 44 (0)207 194 7754 for
Europe/Asia or memberservices@staffingindustry.com

3. Asking Questions
• Q & A: To ask questions – use the question function on the
webcast control panel
• Tech Support: If at any time you are experiencing problems
with the webinar, please contact our customer service
department at the numbers below. The webinar is
broadcast through your computer speakers, if you are
having trouble with the sound, please send a message to
the webinar host using the question function.
• Slides: Copies of the slides used will be distributed to all
attendees within 24 hours following the webinar
• Replay: A replay of the webinar will be available for
attendees for a limited time at www.staffingindustry.com
Q&A icon
Confidential Report – NOT for Distribution | ©2015 by Crain Communications Inc. All rights reserved.
This webinar is broadcast through your computer speakers via the audio broadcasting icon on
your screen. You may adjust the sound volume by using the slide bar on the audio broadcasting
icon. If you cannot access the audio, you may dial into the call by dialing +44 (0)203 478 5287
and using access code 663 683 625. Need further assistance? Contact SIA customer service at
800-950-9496 in the US or + 44 (0)207 194 7754 for Europe/Asia or
memberservices@staffingindustry.com

4. Who We Are
Over 1000 client organizations benefit from our
international research services
• 80% of the largest 50 U.S. staffing firms and 60% of the
world’s 25 largest staffing firms are corporate members
• Over 70 buyers of contingent labour are members of our
CWS Council, representing over $100 billion in annual
contingent workforce spend
• Customers in more than 80 countries
Founded in 1989
• Acquired by Crain Communications ($200M media
conglomerate) in 2008
• Headquartered in Mountain View, California and London,
England
• 80+ years of industry and advisory service experience
among executive team
Confidential Report – NOT for Distribution | ©2015 by Crain Communications Inc. All rights reserved.

5. CWS Council Members (partial public list)

6. Your Guide to all things Council…..
©2014 by Crain Communications Inc. All rights reserved.

7. ©2015 by Crain Communications Inc. All rights reserved.
0
10
20
30
40
50
60
70
80
90
100
VMS MSP
US
2013 2014
0
5
10
15
20
25
30
35
VMS MSP
EUROPE
2013 2014
0
2
4
6
8
10
12
VMS MSP
APAC
2013 2014
0
20
40
60
80
100
120
140
160
VMS MSP
GLOBAL
2013 2014

8. ©2015 by Crain Communications Inc. All rights reserved.
2014 MSP/VMS client count - APAC
Source: 2015 VMS & MSP Competitive Landscape Report
Country MSP VMS
Afghanistan 1 -
Australia 53 16
Brunel 1 1
China 33 13
India 71 39
Indonesia 16 2
Japan 52 7
Malaysia 37 5
Nepal 1 -
Country MSP VMS
New Zealand 20 7
Pakistan 1 1
Philippines 15 6
Singapore 50 17
South Korea 9 7
Sri Lanka 1 1
Taiwan 10 3
Thailand 14 3
Vietnam 8 3

9. ©2015 by Crain Communications Inc. All rights reserved.
2104 MSP spend by country - Largest 15
Source: 2015 VMS & MSP Competitive Landscape Report

10. ©2015 by Crain Communications Inc. All rights reserved.
Mix of 2014 MSP spend by country – Largest 15
Source: 2015 VMS & MSP Competitive Landscape Report

11. ©2015 by Crain Communications Inc. All rights reserved.
Regions covered by Buyers’ CW programmes, currently and
in near future
Source: 2015 Global Buyers Survey

12. ©2015 by Crain Communications Inc. All rights reserved.
Expected change in contingent share over next 2 years
Source: 2015 APAC Buyers Survey

13. ©2015 by Crain Communications Inc. All rights reserved.
How will your total workforce change over the next 2 years?
Source: 2015 APAC Buyers Survey

14. ©2015 by Crain Communications Inc. All rights reserved.
Contingent share of workforce
Source: 2015 APAC Buyers Survey

15. ©2015 by Crain Communications Inc. All rights reserved.
How will the following employee types change as a share of
your total labour force over the next 10 years?
Source: 2015 APAC Buyers Survey

16. ©2015 by Crain Communications Inc. All rights reserved.
Nepali workers in Malaysia decrease as the
country turns to low-cost recruitment
30 November 2015
Japan to change rules on temporary worker’s
child-care leave
27 November 2015
Hidden unemployment belies China’s encouraging
job figures
02 November 2015
Vietnam faces shortage of IT professionals if growth
of labour supply is not improved
30 November 2015

17. © 2015 Crain Communications Inc.
Strategic
Workforce
Planning
Decisions made in silos
Traditional
Employees
Recruiters,
Direct Hire,
RPO
Managed By:
HR
Outsourced
Services
Contingent
Temps, IC &
SOW
Agencies,
MSP/VMS,
Direct IC
Consulting &
Outsourcing
Firms
Managed By:
HR and/or
Procurement
Managed By:
Procurement
Other Non-
Employed
Workers
Online Staffing,
Offshore
Providers, etc
Managed By:
Various
Departments
Strategic
Workforce
Planning

18. © 2015 Crain Communications Inc.
Workforce Solutions Ecosystem
Source: Staffing Industry Analysts
Training &
Accreditation

19. © 2015 Crain Communications Inc.
Source: Staffing Industry Analysts
Workforce Solutions Ecosystem

20. Thanks to our sponsor!
©2015 by Crain Communications Inc. All rights reserved.

21. Roop Kaistha, director - Center of Expertise, APAC
• 15 years experience in
outsourcing solutions
• MSP thought leader
• responsible for solution design across
regional and global MSP programs
• leads advanced recruiting strategies,
talent analytics and employer branding
in APAC operations
• has held leadership roles in India,
Malaysia, Kong, Singapore and now
across the APAC region within the
Randstad group

22. Vinos Samuel, senior manager – MSP, APAC
• 7 years experience leading MSP programs
across APAC
• 6 years experience in process
management and training in the BPO
space
• MSP thought leader in APAC with key
expertise in MSP program management,
expansion, implementation and consulting
• oversees one of Randstad Sourceright’s
largest MSP accounts in the region
• author of several industry whitepapers
and a regular speaker in MSP events,
most recently at the 2015 CWS Summit

23. Questions

24. building a multi-country contingent workforce strategy in APAC

25. one size does not fit all
cultural antipathy towards non-regular
work
union hostility to temp labour
double dispatch & other labour
regulations
taxation & invoicing
talent availability
key drivers: visibility & compliance

26. key markets – overview
India China Japan Australia Singapore Hong Kong
MSP adoption
Medium Low Medium High Medium Medium
VMS Penetration
Medium Low Medium High Medium Medium
Acceptance of
Supplier funded
models
Low Low Medium High High High
Technology
integration Medium Low High High High High
Supplier
capability and
access to
technology
Low Low High High High High
Legal /
Regulatory /Tax
issues
Medium High High Low Low Low

27. India
• temp staffing laws differ by state
• tech integration - a huge amount of manual processes (paperwork) in Indian
supplier companies
• compliance is a key aspect in the Indian market
• self-billing is not possible in India as each invoice must have a sequential
number. A significant part of the market is based on the “paid when paid”
• unique identifier - the PAN number (Personal Asset Number) is used but it
does not guarantee the uniqueness
• no tenure rule by law, no limits in renewing assignments
• electronic invoice (e-billing) requires electronic signature

28. Australia
• low unemployment and talent
shortage for specialist roles
• complex pay awards by state
• labour laws differ by state
• casual loading of +15% to
+25% applies to casual worker
wages
• most mature MSP market in Asia
Pacific
• double dispatch regulation
• 10% cap on contractor workforce
• labour law varies per municipality,
province and region
• employers need licence per region to
hire staff and hence high demand for
outsourcing
• tax regime is a grey area
China

29. Japan
• the VMS needs to take into consideration various terminology differences,
interview is illegal to use, refer to ‘office tour’; only putting forward one
candidate per agency without any personal details, refer to as ‘skill sheet’
• all candidate information submitted in the VMS must be anonymised
• cultural antipathy towards non-regular work-change
• legislation has been a barrier to rapid adoption of full supply chain MSP
solutions
• MSP cannot legally contract with 3rd party supplier
• suppliers must bill directly with client

30. Singapore
• unemployment rate is 2% resulting to
less appetite to work on a temp basis
• candidates unwilling to take short
term contracts due to buoyant
employment market
• increasing difficulty in getting
overseas workers
• Hong Kong culture – candidates
prefer permanent, more 'stable
roles‘
• minimum labour ordinance
requirements do not make
contingent working attractive to
candidates
• high wage inflation
Hong Kong

31. other countries
• Indonesia, Vietnam, Taiwan: challenging to fund MSPs and very few VMS
implementations
• Korea, Taiwan: co-employment issues for long term, part-time and contract
workers
• Philippines: local labour laws prohibit temporary staff in the Western sense,
however fixed term contracts and seasonal agreements are allowed
• Vietnam: subleasing of employees is illegal
• Thailand: skilled labour shortage, majority of contingent workforce is blue-
collar

32. MSP design approach for Asia Pacific
headcount tracking/ MSP lite
augment technology with manual
processes
procure to pro-forma with direct client
invoicing
client-funded models
hub & spoke delivery
master supplier/ direct delivery

33. case study: APAC MSP for a global financial institution

34. • clear visibility on spend/practices and
direct control on their contingent
workforce procurement and operations
in APAC
• high touch service to hiring managers
with in-country point of contact
• create talent pools and pipelining for
key skills
• drive cost savings
• VMS implemented but with very low
adoption from the hiring committee
client objectives and challenges
• major locations: India, Singapore,
Hong Kong, Australia, China,
Philippines
• secondary locations: Korea,
Indonesia, Malaysia, Taiwan
• labour category: white collar
• spend: $37 million per year
• locations covered: 25+
• suppliers managed in the program:
25

35. • Hub and Spoke model
• process unique for each
country
• phased approach to
ensure thorough due
diligence and change
management
• direct sourcing

36. MY
Non-IT
& IT
TH
Non-IT
& IT
ID
Non-IT
& IT
MY
Non-IT
& IT
onsite presence
delivered from
centralised hub
hub & spoke model
centralised MSP hub

37. • Hub and Spoke model
• process unique for each
country
• phased approach to
ensure thorough due
diligence and change
management
• direct sourcing

38. program roadmap
program
roadmap

39. Workforce
planning and
forecasting
support
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
India
go-live
Low volume
country, due
diligence and
solution design
Australia due
diligence
2013 2014 2015
• Supplier
strategy for niche
roles
• Direct Sourcing –
go live
China
implementation
commence
• Build case for each
country expansion
• Establish direct
sourcing
• Manual processes to
augment
• Overcome HM
objection
• Program Setup
• Program standardization
• Direct Sourcing
• No client champion
• Large supplier panel
• No clear owner of category
• No VMS
Go live
Singapore &
Hong Kong
milestones
• Double Dispatch and dispatch ratio
• Fake outsourcing
• Direct sourcing
Philippines
go live
Australia go
live & low
volume
countries

40. Q3 | 2015 2016 2017 2018 2019 2020
Implement IT
• Spend: $60m
• Savings: $6m
• social media campaigns &
tracking - RCI
• predictive analytics - Talentradar
• total talent strategy
• freelancer management/ crowd
sourcing
• SOW management
• VMS – inherent
sourcing ability
Implement
headcount tracking
for low volume
countries
Program Way Forward
milestones

41. future trends in APAC
• shift in the program office roles
• total talent management
• SOW
• digital marketplace/ talent without
borders

42. old vs new – PMO structure
Program
Management
Office
MSP
Coordinator
MSP
Specialist
Shared
Services
Program
Manager
PROCESS ORIENTED SERVICE OFFERING
FOCUSED ON EXECUTION
Workforce
Program
Supply
Management
Consultant
Talent
Based
Roles
Business
Intelligence
Resource
Relationship
Director
CONSULTANT BASED SOLUTION FOCUSED ON
LEVERAGING TALENT AS A STRATEGIC SOLUTION

43. future trends in APAC
• shift in the program office roles
• total talent management
• SOW
• digital marketplace/ talent without
borders

44. Questions

45. Thanks to our sponsor!
©2015 by Crain Communications Inc. All rights reserved.

46. © 2015 Crain Communications Inc. All rights reserved. October 19-20, 2015 n Omni Dallas Hotel
Next classroom: December 8-9 San
Jose, CA
Or online
www.staffingindustry.com/certification

47. © 2015 Crain Communications Inc. All rights reserved. October 19-20, 2015 n Omni Dallas Hotel

48. © 2015 Crain Communications Inc. All rights reserved. October 19-20, 2015 n Omni Dallas Hotel

49. © 2015 Crain Communications Inc. All rights reserved. October 19-20, 2015 n Omni Dallas Hotel

50. © 2015 Crain Communications Inc. All rights reserved. October 19-20, 2015 n Omni Dallas Hotel

51. Join us next time for:
Full schedule at www.staffingindustry.com
In House vs Outsource
Which Model is Right for You?
N. America Buyer Webinar
Thursday 17 December
02:00 Singapore
18:00 GMT
12:00 CST
13:00 EST