webinar: 6 easy tips to build a winning msp business case
TRANSCRIPT
Agenda
Introductions
What is an MSP?
Why Do I Need an MSP?
3 Keys to Building & Steps
Business Case Primary Audience
Setting Expectations and Goals
Creating the RFP
Client Case Study
Questions & More MSP Content
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SPEAKERS
ERIN FORTUNATO VP ENTERPRISE SOLUTIONS
SALES
MATT RIVERA VP MARKETING
In her role at Yoh, Erin is responsible for new MSP account development. An experienced leader, Erin spent most of her career in strategic global and national account management responsible for some of the largest client programs in the industry. She holds a degree in Mathematics and has been working in the staffing industry for 20+ years.
In his role, Matt is responsible for the strategic direction of Yoh’s marketing efforts, candidate marketing and communications. We get it at Yoh and Matt helps make sure everyone sees it. Matt manages an exceptional team of content and candidate marketers who work on an integrated platform and with leading tools and marketing resources to provide content, information and engagement to our audiences.
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What is an MSP?
A provider that manages the contingent
labor processes, reporting and invoicing
for a client company.
Generally all other temporary/contingent
labor suppliers go through the MSP to
provide temporary resources to the
company. This provides a single point-of-
contact for the client. The MSP is
responsible for dealing with the suppliers,
requisition workflow, time management
and invoicing.
MANAGED SERVICE PROVIDER (MSP)
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Why Do I Need an MSP?
BENEFITS INCLUDE:
COST SAVINGS COMPLIANCE, RISK MITIGATION AND STANDARDIZATION
CENTRALIZATION PROCESS EFFICIENCY
QUALITY
HIRING MANAGER SATISFACTION
REPORTING
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1 UNDERSTAND YOUR CULTURE
Formal and informal Appetite for change and process improvement Is your company comfortable with outsourcing?
2 DEALING WITH CHANGE
Departmental interaction Questions about how and why this is happening Conflicting priorities
3 INVOLVING KEY STAKEHOLDERS
Prior to launching the initiative During the implementation IT involvement from the beginning
3 Keys to Building a Business Case
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The Steps
GATHER DATA
IDENTIFY KEY
STAKEHOLDERS
ACCOMPLISHMENTS What are you trying
to do / accomplish?
CHANGE MANAGEMENT How does it work in
your organization? How has it worked
before? Is it different in
different areas or business units?
IDENTIFY
WHAT’S IN
SCOPE
BUILD A
COMMON-
SENSE RFP
1 2 3 4 5 6
Primary Audience for Business Case
SVP HR PROCUREMENT
(CPO) NON-EXECUTIVE
SPONSOR CFO, CIO, C-SUITE
34% 28% 11%
8
27%
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Setting Expectations
WHAT LEVEL OF SERVICE
DO YOU EXPECT
OVERALL?
WHAT DO YOUR KEY
STAKEHOLDERS EXPECT? ONSITE
SUPPORT VS. VIRTUAL
GROWTH OR CONTRACTION
OF THE PROGRAM
CURRENT SUPPLIER REACTION
MANAGER ADOPTION EXECUTIVE
SUPPORT AND EXCEPTIONS
VENDOR NEUTRALITY (THE MSP)
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Goals of the Business Case Meeting
Answer the “Whys?: Why are We Doing This?
Why Do We Need This? Why Now?
Paint a Clear Picture of the Current State
State Your Intentions – What Will Change?
Paint a Compelling Future State
Results – What Can We Expect?
Resources and Timing
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BE THOROUGH IN COMPILING THE RFP
Identify what information should be provided and provide as much information as possible
Good data/detail = Good responses; Bad data/detail = Uncertain responses
Building an RFP by committee vs. taking control
Creating a Common-Sense RFP
4
1
ONGOING OPERATIONS
Support beyond implementation Program teams familiar with the
technology How will the provider help the client adapt
to changing business and legal conditions?
IDENTIFY THE SOURCING STRATEGY:
MSP only VMS only (which one to do first) MSP and VMS together What are the main goals and priorities of the
program?
IMPORTANT, OFTEN OVERLOOKED RFP ITEMS:
Have provider clearly demonstrate implementation and change management experience
What will be the governance structure to support the program’s development?
How will they handle account/relationship management and program structure?
IMPLEMENTATION
Clarify Roles, responsibilities and costs
Project plans Best-practice configurations
2
5
3
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CLIENT CASE STUDY
Centralized spend management companywide
Optimization of the supply chain driving, including negotiated discounted
rates with incumbent suppliers
Implemented mark-up and rate card standardization across supply chain
Implemented Vendor Management System (VMS)
Delivered reports, supplier performance data and spend management
BENEFITS RECEIVED
KEY CHALLENGES
Industry
Healthcare Data and
Analytics
Headquarters
Global – Danbury, CT
Client Since: 2010
Overview
$40M in spend under
management
Vendor neutral
Yoh MSP+VMS
Global Coverage
Business mix:
Technology 60%,
Clinical 15%, Call
Center 15%,
Administrative 10%
Expanded Partnership
Significant program
expansion. Started at
$10M and has evolved
to $40M
Decentralized use of contingent labor with no standardization,
tracking or accountability. Typical of mid- to large-sized
organizations. Looking for first steps to control costs and manage
suppliers.
$3M in hard dollar cost savings using multiple discount methodologies: tenure,
rebate, pay rate benchmarking, mark up reductions
Increased visibility and control for all spend types
Improved performance and skill set coverage through improved supply chain
management
Increased compliance and tracking with VMS
Added: Direct hire spend under management and SOW spend under
management
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Other MSP Content Available
BLOGS
Understanding the Voice of Your Talent Supply Chain
The 5 Questions You Need to Ask Before Self-Managing Your Contingent Labor Program
One Thing Human Resources and Procurement Can Agree On
Hidden Cost-Savings From Better Contingent Labor Management
Step-by-Step Guide
Buyer’s Guide: MSP Programs
Brass Tactics Video
Evolution of Your Managed Service Program
Template
RFP Form for MSP Services
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COMING SOON!
MSP SAMPLE BUSINESS CASE TEMPLATE ►►►►►
Yoh Background
2013 NEAT LIST
RECOGNIZED RPO LEADER
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Yoh MSP
SOLUTIONS INCLUDE:
Optimize existing suppliers Bring new suppliers Metrics development Compliance tracking
OUR TACTICS INCLUDE:
Business case development – let us help you do the leg work.
Visibility – see where your spend is quickly and easily. Change management – worry-free implementation that
results in happy users. Get market competitive – rate optimization and analysis. An efficient staffing supply chain – managing great suppliers
by building great relationships. High program adoption rate – hiring managers that actually
use the program.
RECOGNIZED BY HRO TODAY:
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14% ANNUAL CLIENT
GROWTH
$360M+ OF SPEND
UNDER MANAGEMENT
VENDOR-NEUTRAL,
HYBRID AND MASTER VENDOR
PROGRAMS
12 COUNTRIES &
MULTIPLE LANGUAGES
SUPPORTED
DEDICATED RECRUITING
CENTERS W/ON & OFFSITE
SUPPORT
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Contact/Further Questions
SPEAKER
ERIN FORTUNATO
(412) 297-3420
CONTACT US. WE CAN HELP!
Need a solution now? Have a question?
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