Delivered by Dan McGuire and Gary Cordery

1. Using Data for
Business Success
Dan McGuire
Gary Cordery

2. • Sales Director at cube19
• 12 years recruitment industry experience
• Began life as an IT/Telco recruiter
• 10 years recruitment tech experience at Broadbean &
cube19
About Me

3. Gartner Says Business Intelligence
and Analytics Are The Top
Trending Priorities for CIOs for the
5th Year in a row#1

4. How To Use Data To Achieve Business
Success
• Solve the data quality problem
• Remove the disconnect between perception and reality
• Put data at the heart of your business

5. Solve The Data Quality Problem

6. Using Data for Business Success
Every recruitment company in the
world has a data
quality problem

7. Why Is This?
• People don’t record the right data in the first place
• Too many people don’t have access to key business
information so it’s not important to them
• They don’t trust they information they do get and they’re
not motivated to improve it

8. Solve The Data Quality Problem
Give simple example to drive trust

9. Solve the data quality problem
Top billers add 2x jobs but 5x revenue
Leaderboard
Rank
Jobs
Added
Revenue
Generated
1 to 10 6 £325k +
11 to 20 5 50%
21 to 30 3 20%

10. Solve the data quality problem
• Give people a reason to record data
• How much MORE commission could they earn
• Understand activity vs “high impact” activity

11. Using Data for Business Success
People do what you inspect not
what you expect

12. Using Data for Business Success
The three A’s of
Analytics:

13. Using Data for Business Success
Accessible
Every employee should be able to access relevant,
optimised, real-time information when they need it

14. Using Data for Business Success
Actionable
Make sure the people know what to do with the data and
are held accountable by it
(on a very regular basis)

15. Using Data for Business Success
Auditable
Data must be easy to verify so that people trust it and feel
the need to record good quality data

16. Using Data for Business Success
The great disconnect between
perception and reality
an example…

17. Remove the Disconnect Between
Perception and Reality
Who are your top three clients in the past 12
months?

18. Remove the Disconnect Between
Perception and Reality
Who are your top three clients in the past 12 months?
Client
Rank
Total
Placements
Total
Sales
Ave
Fee
Client 1 12 £241,267 £20,106
Client 2 13 £81,756 £6,289
Client 3 8 £66,432 £8,304

19. Remove the Disconnect Between
Perception and Reality
What service have they received in the past
three months?

20. Remove the Disconnect Between
Perception and Reality
What service have they received in the past three months?
Client Rank Client Calls Client
Meetings
Total Jobs
Added
CVs Sent Total 1st
Interviews
Total
Placements
Total Sales Ave Fee
Client 1 9 - 13 74 45 3 £87,620 £29,207
Client 2 6 4 3 11 6 3 £26,040 £8,680
Client 3 8 - 12 39 32 1 £3,024 £3,024

21. Put data at the heart of your business

22. Put Data At The Heart Of Your Business
• Make Performance Management a shared responsibility
(reducing the management burden)

23. Put Data At The Heart Of Your Business
• Make Performance Management a shared responsibility
(reducing the management burden)
• Consider Target Effectiveness
(hint: many companies REDUCE targets)

24. Put Data At The Heart Of Your Business
• Make Performance Management a shared responsibility
(reducing the management burden)
• Consider Target Effectiveness
(hint: many companies REDUCE targets)
• Analyse Client Delivery/Profitability
(often sharing data with clients)

25. Using Data for Business Success
• 100% growth – Staff
• 50% growth – Managers
• 23% increase – NFI per head
How People Are Putting Data at the Heart of Their Business

26. Using Data for Business Success
• Empower everyone
• Set individual targets
• Change behaviour
How People Are Putting Data at the Heart of Their Business

27. Using Data for Business Success
“In terms of scalability, gut instinct is
unreliable.”
-Jamie Woods, Founder and Director of JCW Search

28. Questions?