Integrating SOW into your CW program

Speakers:

Joshua Combs, Category Manager, Contingent Labor/Sourcing, American Family Insurance

Jennifer L. Joppa, Contingent Labor Sourcing Consultant, American Family Insurance

David Scagell, Director of Client Relationship Management, Beeline

Moderator: Dawn McCartney, Sr Director, Contingent Workforce Strategies & Research, CCWP, Staffing Industry Analysts

February 15, 2018 | 10 am PDT/1PM EDT

Sponsored by:

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Staffing Industry Analysts Product Overview

Visit the website for complete list of classes.www.staffingindustry.com/certification800.950.9496 | @SIACCWP #CCWP

Invest in your future. Today.The CCWP accreditation program is designed to elevate the status of HR, procurement, MSP solution providers, staffing providers and others who manage contingent staffing programs. Register Today!

Visit the website for complete list of classes.www.staffingindustry.com/certification

@SIACCWP #CCWP

Expand Your Expertise. Now.Demonstrate your knowledge in SOW management to your company and clients when you become certified.

SOW Management Expert class will help you:• Navigate the complexity of this opportunity.• Increase the relevance of your contingent

workforce program to your company & clients.• Elevate your knowledge and career.

Learn more about becoming a CWSC Member!www.staffingindustry.com/cws-council

@SIAnalysts

INTELLIGENCE FOR REAL RESULTSThe Contingent Workforce Strategies (CWS) Council is a business intelligence and advisory service for corporate buyers of workforce solutions. As a CWS Council Member, you have access to a wide range of regional research with content most relevant to your business, including:

• VMS/MSP • SOW management strategies• Globalization • Workforce planning and talent management• RPO best practices • Program benchmarking

CWS Council Members (partial public list)

CWS Council Members (partial list)

Today’s speakers…

Jennifer Joppa, Contingent Labor Sourcing Consultant, American Family Insurance

Dawn McCartney, Sr Director, Contingent Workforce Strategies & Research, CCWPStaffing Industry Analysts

David Scagell, Director of Client Relationship Management, Beeline

Joshua Combs, Category Manager, Contingent Labor/Sourcing American Family Insurance

SOW Key Market Trends

1Growth in the Usage of SOW Contingent Talent

2Increase in Staffing Providers’ Delivery of SOW Engagements

3Rise in “Rogue” SOW Spend and CW Engagement $

4Expansion of CW Program Management of SOW Engagements

5Expansion of Supply Chain Partner SOW Management Capabilities

1111

How will the following employee types change as a share of your total labor force over the NEXT TEN YEARS? (Americas)

Traditional full-time

employees

Part-time employees

Agency temporary

workers

Internally sourced

temporary workers

Statement-of-work (SOW)

consultants

Other independent contractors/consultants

Workers operating through entirely

outsourced vendors on an ongoing basis

Freelancers sourced via an internally-

managed pool or an online staffing

platform

Response % Response % Response % Response % Response % Response % Response % Response %

Significant decrease in share 15% 2% 4% 5% 3% 2% 2% 2%

Moderate decrease in share 18% 11% 24% 13% 15% 17% 6% 7%

About the same 38% 71% 27% 48% 39% 53% 62% 47%

Moderate increase in share 18% 14% 34% 21% 33% 23% 20% 31%

Significant increase in share 11% 3% 12% 13% 10% 5% 10% 13%

N = 120 N = 109 N = 119 N = 110 N = 108 N = 109 N = 109 N = 102

(% "increase") - (% "decrease") -4% 4% 18% 15% 26% 8% 23% 35%

12

Strategies in Use (Americas)78%

76%

70%

69%

64%

62%

61%

59%

57%

55%

39%

37%

37%

34%

34%

30%

20%

17%

16%

15%

9%

14%

5%

24%

8%

24%

35%

10%

21%

32%

21%

42%

48%

28%

18%

42%

20%

13%

48%

26%

40%

28%

VMS

Use of domestic outsourcing

Consolidation of staffing suppliers

Use of offshoring

Program for diversity suppliers

Analytics for benchmarking bill/pay rates

MSP

Supplier tiering

SOW included in CW Program

Vendor for IC compliance

Trying out new staffing suppliers

CW a part of strategic planning

Direct sourcing of CW

Internally managed CW program

Global management of CW

RPO

Master supplier

Total talent acquisition

Contingent RPO

Company career site for attracting CW

AI/automation project to replace jobs

In place today Likely to be seriously explored within two years

CW Program Management Coverage

SOW Management In Place Today:

57%

Exploring SOW Management within next 2 years:

32%....

Audience Poll

If you are considering a centralized services procurement (SOW management) solution—as an addition to your CWM program, or as a separate program—what is your primary reason?

A. Gain visibility of your overall spend?B. Reduce costs?C. Mitigate compliance risks?D. Improve physical or data security?E. Increase operational efficiency?F. All of the above

A Services Procurement Rapid Deployment Case Study

Why add Beeline as a VMS?

Key drivers:• Single Source of Truth • Security• Quality & Comparability• Process Efficiency

Homegrown system ended December 31!

Rapid Services Procurement Deployment

• Data Gathering Ends• IRD, CRD & FRD

Iterations• Baseline Sign-Off: XRDs,

Test Plan & Project Plan

• Development/Configuration • Complete Data Gathering• Data Cleansing• Internal Unit Testing & Integration Testing• Client SME Testing• Pre-Client Testing Solution Review & Demo• UAT Kick-Off Meeting• Go/No-Go Sign-Off• Distribute Standard Training Materials & Deliver Training• Launch Readiness• Transition to Support

PlanExecute

Initiate

• Kick-off• Project Plan Draft• Solution Review• Data Gathering

Starts• Vendor

Compliance

UAT

Supplier Registration

Initiate Plan Execute Close

Beel

ine

Clie

nt

• Create client site• Demo best practices• Complete contracts• Conduct readiness /

work packet review

• Review & finalize work packet

• Data transition strategy

• IntegrationRequirements

• Supplier vetting• Begin data gathering

• Approve Requirements• Prepare data loads• Begin change

management activities

• Adjust configuration• Build Integrations• Assist with data loads• Manage UAT• Conduct training

• Assist with data loads• Participate in UAT• Schedule training

• Provide Hypercare operational support

• Advisory services• Transition to stabilization

• Monitor and stabilize

Go Live

Strategy: cut complexity by setting priorities

• Initial scope• Business side SOWs to follow

• Results– 75 SOWs under management– 700 contractors

1

243

5

Challenges

• Competing contacts– Potential information gaps– Possible conflicts

• Abbreviated timeline• Collecting information• Ambiguity regarding roles• Smoothed out by:

– Lots of communication– Transparency of SOWs in

the VMS

Pre-launch change management

• Great idea, but overcome by events

System benefits

• Allows more upfront planning• Users and managers better

prepared• Stakeholders can view and

track budget information• Discovery

– SOWs that should be Staff Aug– Rogue spend

Bonus: prescriptive analysis• Staff augmentation:

better data creates new opportunity –VENDOR SUMMIT

• SOW side: analysis shows what works well – and what needs to change

Next steps

• Add business side SOWs

• “Refinement phase”

• Make sure system truly meets clients’ needs

For more information

Visit the Services Procurement Rapid Deployment 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.

http://bit.ly/2FSepaG

https://www.beeline.com/resources/rapid-services-procurement-deployment-get-full-sow-visibility-now/

Questions?Click on the Question Mark icon (?) on the floating toolbarThis will open the Q&A windowType your question into the dialog box and click Send

Thank you to our sponsor…

Industry Insights from the Comfort of Your Own Office!

Register for the complimentary webinars at:www.staffingindustry.com/webinars

27

Upcoming Webinars:

Workforce Solutions CWS EMEA: March 15Workforce Solutions Americas: April 12Total Workforce Optimization EMEA: May 10

The slides will be sent to all registrants 48 hours post webinar.

Visit the website for complete list of classes.www.staffingindustry.com/certification800.950.9496 | @SIACCWP #CCWP

Invest in your future. Today.The CCWP accreditation program is designed to elevate the status of HR, procurement, MSP solution providers, staffing providers and others who manage contingent staffing programs. Register Today!

Visit the website for complete list of classes.www.staffingindustry.com/certification

@SIACCWP #CCWP

Expand Your Expertise. Now.Demonstrate your knowledge in SOW management to your company and clients when you become certified.

SOW Management Expert class will help you:• Navigate the complexity of this opportunity.• Increase the relevance of your contingent

workforce program to your company & clients.• Elevate your knowledge and career.

Join your peers in London for CWS Summit, the premier conference for HR & procurement professionals across Europe, followed by the European launch of SIA's newest event: Collaboration in the Gig Economy. This new award-winning conference brings together staffing suppliers, workforce solutions buyers, VMS, MSP & RPO providers, suppliers to staffing and gig economy/human cloud companies.

Register now at www.cwssummitwe.eu

About Staffing Industry AnalystsFounded in 1989, Staffing Industry Analysts is the global advisor on staffing and workforce solutions. Our proprietary research covers all categories of employed and non-employed work including temporary staffing, independent contracting and other types of contingent labor. SIA’s independent and objective analysis provides insights into the services and suppliers operating in the workforce solutions ecosystem including staffing firms, managed service providers, recruitment process outsourcers, payrolling/ compliance firms and talent acquisition technology specialists such as vendor management systems, online staffing platforms, crowdsourcing and online work services. We also provide training and accreditation with our unique Certified Contingent Workforce Professional (CCWP) program.

Known for our award-winning content, data, support tools, publications, executive conferences and events, we help both suppliers and buyers of workforce solutions make better-informed decisions that improve business results and minimize risk. As a division of the international business media company, Crain Communications Inc., SIA is headquartered in Mountain View, California, with offices in London, England.

For more information: www.staffingindustry.com

For global coverage across the workforce solutions ecosystem, follow us @SIAResearchand connect via

PROPRIETARY DATA, DO NOT DISTRIBUTE OUTSIDE YOUR ORGANIZATION. Your company’s use of this report precludes distribution of its contents, in whole or in part, to other companies or individuals outside your organization in any form –electronic, written or verbal – without the express written permission of Staffing Industry Analysts. It is your organization’s responsibility to maintain and protect the confidentiality of this report.

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