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©2016 by Crain Communications Inc. All rights reserved.
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Presented by:Scott BedellDirector of Solutions Services Procurement,Beeline
Dawn McCartney, Director, Contingent Workforce Strategies & Research, Staffing Industry Analysts
5 Tips for Tailoring an SOW Management Solution to Meet Your Program’s Special Requirements
Sponsored by
February 11, 201610 am PT/ 1 pm ET
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©2016 by Crain Communications Inc. All rights reserved.
Who We AreStaffing Industry Analysts is the global advisor on staffing and workforce solutions
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©2016 by Crain Communications Inc. All rights reserved.
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FIRST 2016 CLASS:February 22‐23 Phoenix, Arizona
Scott BedellDirector of Solutions Services ProcurementBeeline
Dawn McCartneyDirector, Contingent Workforce Strategies & ResearchStaffing Industry Analysts
5 Tips for Tailoring an SOW Management Solution for Your Program’s Special Requirements
About Beeline
HistoryFounded in 1999; an independent subsidiary of Adecco Group since January 2010LocationsHeadquartered in Jacksonville, FL with key office locations in Chicago, London, Manila, Singapore and ZurichMissionTo be the market leader in extended workforce solutions – managing active contractors, outsourced workers, and contingent and SOW-based labor spend. Through our ever-expanding global network employing global scale and local knowledge, we partner with Fortune 500 and Global 1000 organizations, giving them award-winning tools to optimize workforce costs, ensure organizational compliance, and improve operational efficiency.Experience
• 155 Enterprise clients with $23.4B+ spend under management• 99% Client retention• 20 Transitions from legacy VMS systems
Your Presenter
Scott Bedell, Director of Services Procurement Solutions for Beeline, has been driving client solutions within the VMS market since 2000.
In 2001, he engineered the design of the first Services Procurement solution for VMS. Since then, he has helped grow the Services Procurement portfolios for three leading VMS providers.
Scott joined Beeline in 2012 where he is responsible for building solutions for prospects and clients, especially as they relate to Services Procurement.
Agenda
• Growing importance of SOW-based professional services
• The balance of the Now and the Later
• How to predict and prevent significant design problems
• 5 tips and tricks for configuring a future-proof solution
• Questions & Answers
Polling Question #1
How do you procure complex services today?
A. Centrally using an automated Services Procurement solutionB. Centrally using manual or semi-automated procurement processesC. At the Business Unit or Departmental level using manual
or other processesD. We are transitioning from a de-centralized to a centralized modelE. We have no process for procuring services
Supplier Management Strategies / Current and Future
©2016 by Crain Communications Inc. All rights reserved.
Buyers’ 10-year plans for SOW
21%
22%
23%
25%
27%
38%
42%
46%
46%
57%
65%
66%
42%
68%
57%
37%
40%
37%
44%
40%
27%
25%
13%
35%
10%
18%
37%
22%
21%
10%
14%
16%
10%
Online staffing workers
Low‐skill contingent workers
Part‐time employees
Former employees
Ind. contractors/freelancers
Traditional full‐time employees
Agency temporary workers
Offshore workers
Outsourced job functions
SOW, project‐based workers
High‐skill contingent workers
Increase Same Decrease
How will the following employee types change as a share of your total labor force over the next ten years?
(Data from 2014)
Polling Question #2
What is your primary reason for considering an SOW management solution?
A. Gain visibility of overall spendB. Reduce costsC. Mitigate compliance risksD. Improve physical/data securityE. Increase operational efficiencyF. All of the above
What we are hearing…
“I have untracked workers in my facilities.”
“My managers go outside of systems & processes to procure projects.”
“Non-standard SOWs require additional reviews that create bottlenecks in our process.”
“Manual process have caused delayed payments and gaps in productivity.”
“We continue to use poorly performing suppliers that deliver late.”
“Our only performance reports are generated by our suppliers.”
“I have no visibility or safeguards to know if suppliers are following our rules and regulations.”
“I don’t know our true amount of spend for services.”
“We have used consultants when a lower priced contractor would have been more appropriate.”
“Our managers have “reused” project funds or purchase orders to bill for unplanned work.”
Benefits of Services Procurement
Visibility over all services procurement engagements (T&M, Milestone/Deliverable, Unit, Outsourced, Combination)
Compliance for worker classification and engagement parameters
Streamlined business processes for workflows, business rules, and invoicing
Quality and performance metrics for all third party suppliers based on objective SLAs/KPIs
Cost savings from supplier consolidation, rate standardizations, stopping rogue spend, and misclassification
What is Services Procurement?
Services Procurement is a process for buying and managing strategic outsourcing of work and consultancythrough a Statement of Work (SOW)
Competitive
Bidding
source & evaluate
Statement of Work
(SOW)
negotiate & finalize
Project
Tracking
manage & pay
To paraphrase the “Hindenburg” designers…
What could possibly go wrong?
The Challenge
• Recognize your long-term goals as well as your short-term demands
• Prioritize current and future requirements
• Optimize a VMS solution that fits you now – and won’t bite you later
Short-Term Demands
Long-TermGoals
The Solution
• Realistically predictthe evolution of your program
• Anticipate potential problems
• Configure your SP solution to prevent them
5 common problems (and where to find them)
1. Categorization
2. Governance
3. Completion
4. Data
5. Support
23
Tips to prevent program underperformance
PROBLEM:
• Users are unsure of how to approach each service category
SOLUTION:
• Use Decision Support to ensure users are directed to the right template, supplier list, and workflow sequence.
TIP #1
Tips to prevent program underperformance
PROBLEM:
• Users are forced to fight governance controls
SOLUTION:
• Manage content via Library and Lock pre-agreed terms/clauses
TIP #2
Tips to prevent program underperformance
PROBLEM:
• Little correlation between what is procured and what is paid
SOLUTION:
• Establish Acceptance Criteria to ensure deliverables-based work meets specifications
TIP #3
Tips to prevent program underperformance
PROBLEM:
• Meaningful data not readily available to managers/executives
SOLUTION:
• Offer Role-based dashboards and input screens to consolidate meaningful data/activity for distinct user profiles
TIP #4a
Tips to prevent program underperformance
PROBLEM:
• A program that doesn’t learn from its data isn’t gaining much
SOLUTION:
• Plan for feedback loops to associate past performance with future opportunity (assisted by analytics)
TIP #4b
Tips to prevent program underperformance
PROBLEM:
• Clients underestimate the tactical support required after Go Live
SOLUTION:
• Build a full RA(S)CI and define who will fulfill these functions.
TIP #5
Companies that deploy Services
Procurement management solutions
can achieve positive ROI in less than
one year and realistically expect to
reduce costs by five to ten percent
by using a tool that automates and
centralizes and reports on Services
Procurement processes.
Forrester
Is it worth it? Forrester says “Yes”
Employ our 5 tips to avoid unforeseen problems
________
It’s just a start….
Recap
• Realistically plan out the evolution of your program
• Recognize your long-term goals as well as your short-term demands
• Sit down with your VMS provider’s solution design team – they will help you anticipate potential problems
• Prioritize current and future requirements
• Configure your SP solution to optimize a VMS solution that fits you now –and will not require an expensive re-set later
Questions?
Visit the Services Procurement resources page at beeline.com
Looking for additional ways to cut costs and improve control of your extended workforce? Check out these resources now: data sheets, whitepaper, case study, and video demo.
Beeline.com/services-procurement
For more information:
CCWP Continuing Education and Recertification Program Enhancement Announcement
More ways to earn CE credits,More Third Party CE credits available,
More automation to submit CE credits earned,More affordable.
EXTEND your CCWP Certification for an Additional Three Years!
Today’s Webinar Attendance = 1 CCWP CEU Credit
©2016 by Crain Communications Inc. All rights reserved.
FIRST 2016 CLASS:February 22‐23 Phoenix, Arizona
©2016 by Crain Communications Inc. All rights reserved.
3/10/2016Self Sourcing: Retirees, alumni and returning contingent workers; how to redeploy known resources and recognize a better return on your investment.
3/16/2016Contingent Workforce Technologies ‐ from VMS to ATS, FMS to Online Staffing and Everything in Between
4/6/2016 What’s hot in 2016 – A taste of CWS London4/21/2016 When is RPO (Recruitment Process Outsourcing) a good workforce solution fit, and not so good? 5/5/2016 Leveraging the Flexible Workforce: Buyer Perspectives on the Promise of Total Talent Management 5/11/2016 Total Talent Management‐Fact or Fiction?6/9/2016 Keeping Pace with Worker Misclassifications in the Gig Economy7/14/2016 SOW and Program Management, Metrics and Measurements That Make Sense7/20/2016 APAC ‐ The Legal Minefield ‐ What is your organisation ultimately accountable for?8/11/2016 Leveraging the Human Cloud for Competitive "Talent" Advantage!9/8/2016 Setting the Bar: Standards to Drive CW Program Success9/14/2016 Contingent Workforce Policies That Stick10/13/2016 Legal Update 201610/19/2016 Global SOW Trends and Strategy11/10/2016 VMS / MSP Landscape 2016: The State of the Art
2016 Webinars
• Copies of the slides and a link to the audio recording will be distributed to all attendees within 48 hours following the webinar
• A replay of the webinar will be available for CWS Council Members at www.staffingindustry.com
©2016 by Crain Communications Inc. All rights reserved.