1.
Welcome to the
launch of

2.
Agenda
1. James Osborne – Data, efficiency & profitability in
Recruitment
2. Leveraging LinkedIn Talent Insights to make strategic
business decisions

3.
Yield Management
…a secret ingredient to driving growth and profitability in recruitment
www.therecruitmentnetwork.com @TheRecNetwork1

4.
We enable recruitment organisations to
maximise performance and productivity,
increase profitability and shareholder value,
and outperform the market.
www.therecruitmentnetwork.com @TheRecNetwork1

5.
www.therecruitmentnetwork.com @TheRecNetwork1
In the airline industry, the main goal of yield management is
to maximise revenue with the help of effective management
of three essential domains – pricing strategy, control of
availability and inventory control.
The inventory controls usually depend on the availability of
resources such as aircraft, gasoline, and employees.
The control of availability simply refers to the total number
of empty seats on board the aircraft.
In other words….

6.
www.therecruitmentnetwork.com @TheRecNetwork1
…everything gets measured to
identify where they can generate
additional profit and productivity

7.
www.therecruitmentnetwork.com @TheRecNetwork1
7% to 12%
average revenue increase
Delta
£300m
American Airlines
£500m

8.
www.therecruitmentnetwork.com @TheRecNetwork1
Measuring Customer Yield
Average Spend:
Average number of visits per week:
Average number of weeks in the year they spend:
Average number of years living in the same area:
Average Customer Yield:
£10
2
48
8
£7,680

9.
www.therecruitmentnetwork.com @TheRecNetwork1
Strategy No. 1 - stay longer and spend slightly more…
Average Spend:
Average number of visits per week:
Average number of weeks in the year they spend:
Average number of years living in the same area:
Average Customer Yield:
£12
2
48
8
£9,216

10.
www.therecruitmentnetwork.com @TheRecNetwork1
Strategy No. 2 – come more often and bring a friend…
Average Spend:
Average number of visits per week:
Average number of weeks in the year they spend:
Average number of years living in the same area:
Average Customer Yield:
£14
3
48
8
£16,128

11.
www.therecruitmentnetwork.com @TheRecNetwork1
DATAtrend tracking to optimise performance and productivity

12.
www.therecruitmentnetwork.com @TheRecNetwork1
4 Fundamental Facts
At the very heart of recruitment sits data.
Not all data is equivalent, some holds more weight and importance than
others.
If you don’t understand the data behind what drives your business, you
can’t reproduce it for scale.
If you don’t understand the data behind what holds your business back,
you risk allowing ineffective processes and ways of working to exist.

13.
www.therecruitmentnetwork.com @TheRecNetwork1
3questions to answer

14.
www.therecruitmentnetwork.com @TheRecNetwork1
pick one target area of your business –
what exactly do you want your data to
do for you in this area?

15.
www.therecruitmentnetwork.com @TheRecNetwork1
target
area one:
consultant
performance
increase performance by 20% across the
bottom 25% of my consultants

16.
www.therecruitmentnetwork.com @TheRecNetwork1
which data sets, in particular, will allow
you to do that?
pick 3

17.
www.therecruitmentnetwork.com @TheRecNetwork1
• NFIvsEBITDA
• G.Pto O.PConversionRatio
• AverageG.PPer Recruiter
• Temp : perm ratio
• Average GPDayRate
• No. of Temps / Contractors Out
• Average Temp Margin %
• Average Perm Fee(£ and %)
• Average Debtor Days()
Profitability data sets

18.
www.therecruitmentnetwork.com @TheRecNetwork1
• Headcount Triggers
• Performance Activity
• Annualised Recruiter Churn
• Interviews Per Head
• Interview / PlacementRatio
• Time to Fill
• Customer Spread and spend
• Customer Penetration
• No. of New Customers ()
Performance data sets

19.
www.therecruitmentnetwork.com @TheRecNetwork1
• Source of new candidates / Source of new clients
• Referrals / Reputation
• Retainers / Exclusivity
• % of feedback
• Willingness to recommend 0-10
• Engagement levels (internal)
• Retentions (internal)
• Development (internal)
• Absenteeism (internal)
Productivity data sets

20.
www.therecruitmentnetwork.com @TheRecNetwork1
target
area one:
consultant
performance
average net
contribution per
consultant
interview /
placement ratio
sales overheads vs net
fee income
increase performance by 20% across the
bottom 25% of my consultants

21.
www.therecruitmentnetwork.com @TheRecNetwork1
what adjustments in activity will
positively impact those data sets?

22.
www.therecruitmentnetwork.com @TheRecNetwork1
target
area one:
consultant
performance
average net
contribution per
consultant
interview /
placement ratio
sales overheads vs net
fee income
increase performance by 20% across the
bottom 25% of my consultants
adjust commission plan to
accelerate rewards after
+£20k per month
Review job qualification
process and train on the 8
point plan
% margin assessment
across all accounts vs
minimum corp. standards

23.
www.therecruitmentnetwork.com @TheRecNetwork1
data
drives
strategy
creates
activity
generates
profitability

24.
www.therecruitmentnetwork.com
www.trnworld.com

25.
Introducing
LinkedIn Talent
Insights
For Staffing and Recruitment Firms
Phil Edwards
Global Accounts, LinkedInTalent
Solutions

26.
Recruitment needs to be at the forefront of change
Client and candidate expectations are increasing, recruitment firms need to meet this head on
Social mediaInternet Email
Filing cabinet Offline database
Job channels
Online database
Smart phones
Professional Networks
Digitalisation
Big Data
Advanced AnalyticsCloud
Multi-device
Intelligent apps
Augmented reality
Personalization
Consumer
Recruitment
1980’s 1990’s 2000’s 2010’s 2011 2012 2013 2014 2015 2016 2017 2018

27.
590M
Members
30M
Companies
20M
Jobs
50K
Skills
LinkedIn has billions of data points

28.
For the first time, we’re putting this data in the hands of our customers
to access on-demand.
Introducing

29.
Business challenges that can be supercharged by data
Business
Planning
Recruiting
Strategy
New Business &
Client Development
Marketing
Campaign Strategy
Define your business
strategy and evaluate
new markets and
opportunities that your
team is most likely to
win.
Elevate your recruiting
strategy and set
expectations with hiring
managers.
Find new business
prospects and uncover
growth opportunities within
your book of business.
Define and enhance
campaign media and
content strategy.

30.
t
New Business Development
Improved outreach efficiency
New Business Development
Accurate and efficient prospecting
• Saved time spent on research to source new clients
• Removed guesswork from previous research methods
• Established credibility with prospects
• Prioritised prospects using real-time data
• Increased efficiency, saving hours on research
• Secured new leads with existing contacts
Job
Posts
49
36
12
Attrition
4%
4%
3%
Trevor used Talent Insights to
quickly access job post and
attrition data, helping him target
potential accounts. He then
leveraged unique company data
to set himself apart in his
outreach.
The solution
Kristie used Talent Insights
to quickly access a view of
how nearby companies were
losing and hiring IT talent
over time.
The solution Hires
Departures

31.
Live Demo: LinkedIn Talent Insights