Defining your Future Success Ann Swain, Global CEO, APSCo

1. Defining your Future
Success
Ann Swain
APSCo, Global CEO
RLCon Amsterdam
2nd November 2017

2. Agenda
Opportunity out of chaos
Market trends that recruitment firms
need to understand
The key to future growth

3. 1999 2017
IR35 legislation prompts
launch of ATSCo
Merger with FPR creates APSCo
Merger with ASWEB
Launch of PD
Division APSCo Asia
launched
2008
14 members 134 members 850+ members
Introduction
Over 30 years in the recruitment market
ATSCo founded in 1999, APSCo in 2009
The only trade body dedicated to the professional
recruitment sector
Operations in the UK, Germany, Singapore and
Australia
95% member satisfaction
21% growth in global
membership
Professional recruitment is on our DNA
APSCo Germany
launched
Launch of APSCo Australia

4. What does Chaos look like?
The future has never been more uncertain
Volatile stock markets
Brexit
North Korea missile crisis
New legislation
The war against terror
Donald Trump

5. What is the Opportunity?
How to find the road to future success
Understand the market
Understand your customer base
Understand your business
Insight is key:

6. Understanding the Market
Prospects for international staffing markets
Source: Staffing Industry Analysts
Rank Country USD Euro 2016 2017
Billion Billion Growth Forecast
1 USA 139.0 124.7 4.0% 4.0%
2 Japan 58.8 52.8 6.0% 7.0%
3 UK 44.2 39.7 3.0% 1.0%
4 Germany 27.9 25.1 6.0% 7.0%
5 France 25.0 22.4 6.0% 5.0%
6 Netherlands 20.1 18.0 9.0% 7.0%
7 Australia 14.6 13.1 3.0% 2.0%
8 Italy 10.3 9.2 11.0% 5.0%
9 China 10.0 9.0 18.0% 16.0%
10 Switzerland 8.2 7.3 1.0% 2.0%
Global 431.0 369.0 5.0% 5.0%

7. Understanding the Market
Value of global staffing market by region
Source: Staffing Industry Analysts (Regions are to scale)

8. Focus on the EU
The EU staffing market – key statistics
EU recruitment sector
valued at Euro 147.6bn
67,600 agencies (40% of
global total)
285,000 internal staff (19%
of total)
Agency work represents
1.9% of working population
(1.7% global population)
Source: WEC / SIA

9. Number of Agency Workers
Selected countries
Croatia 16,000
France 2,000,000
Germany 949,227
Greece 10,316
Poland 799,727
Netherlands 770,136
United Kingdom 1,198,000
USA 15,600,000
Source: WEC

10. The Agency Work Market
Penetration by country (2015)
Agency work represents
1.7% of the global working
population, with a higher
penetration rate in the USA
(2.2%) and Europe (1.9%)
Source: WEC

11. Sector Distribution
of agency workers by selected countries
3% 24% 11% 15% 39%
20% 7% 34% 24%15%
Source: WEC
Netherlands
United Kingdom
Agriculture Manufacturing Construction Services
Public
Administration Other
KEY
8%
Public
Administration

12. Understanding your Client Base
Trends that will define recruitment in 2018
Talent acquisition has a prominent seat at the executive table – 83%
say talent is #1 priority for their business
Recruiters will be even busier this year and are focusing on quality of
hire – 56% say hiring will increase (58% in UK) with ‘stickability’ being a key
metric
Budgets go to traditional tactics but branding tops investment wish
list – 70% of spend on job boards, recruitment companies etc but most want
to invent more in employer branding
Effective employer brand messaging focuses on culture and career
growth – 80% say employer branding has big impact in ability to hire talent
Diversity, screening automation and data are key future recruitment
trends – to eliminate human bias and time limitations
Growth of MSP / RPO – market spend on MSP in Europe grew by 14% in
2015. 31% of the global RPO market in now in Europe & EMEA
Source: LinkedIn Global Recruitment Trends 2017 (4000 interviews with global HR leaders)

13. Understanding your Client Base
And don’t forget the candidate experience
Source: Future Workplace / Randstad
The Candidate experience need to improve:
60% of candidates have had a poor experience
Of these, 72% shared it with others directly or online
65% of candidates don’t hear from employers about the result of
their application
The new workforce has different attitudes and expectations.
The 20million Gen Z (born 1994-2010):
Are more entrepreneurial
Less influenced by money
Prefer traditional methods of communication
Want to be taken seriously
Look to work for an honest leader

14. In an increasingly uncertain world, businesses that have a
clear goal and a clear idea of how to achieve it will have
significant competitive advantage.
To future-proof you business you need a fully developed
strategic framework:
Vision
Strategy
Plan
Some recruitment firms have a vision; some have a strategy
and some have a business plan. Very few have all three.
Understanding your Business
The key to future success

15. Summary
The key to your future success
The outlook for the EU’s recruitment sector remains strong
with most indicators supporting long term growth.
To define your path to future success in an unpredictable
and increasingly competitive market place it is imperative
that you:
Understand the market
Understand the customer base
Understand your business
Thank you – and good luck with your journey.

16. Any Questions?
www.apsco.org