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UPWORK TRENDS REPORT
PRESENTED AT THE WORK WITHOUT LIMITS SUMMIT
THE WORK
REVOLUTION
STEPHANE KASRIEL
CEO, UPWORK
In order to replace most
humans, the AI won’t have
to do very spectacular
things.
YUVAL HARARI
AUTHOR & FUTURIST
2017
“
The cybernation revolution
will create a separate
nation of the poor, the
unskilled, the jobless.
LETTER SENT TO 

PRESIDE...
Industrial technology is a
Frankenstein monster that
threatens to upend
manufacturing and 

devour our civilization.
LETTE...
IS THIS TIME DIFFERENT?
PRODUCTIVITY IS SLOWING DOWNAVERAGEANNUAL
PERCENTCHANGE
1973 TO 1979 1979 TO 1990 1990 TO 2000 2000 TO 2007 2007 TO 2015
+...
LOCATION-
DEPENDENT WORK
IS AN INDUSTRIAL
ERA RELIC
JOBS HAVE
CHANGED …
… BUT WE ARE STILL
DOING THIS TO
OURSELVES …
… EVEN THOUGH
TECHNOLOGY CAN
BRING THE WORK 

TO THE WORKER
FUTURE
TECHNOLOGY WILL
MAKE LOCATION
EVEN LESS
RELEVANT
In thirty years’ time, 

people are going to look
back and wonder why
offices ever existed.
RICHARD BRANSON
FOUNDER, VIRGI...
TEAMS WILL LOOK 

LIKE MOVIE CREWS
MORE PEOPLE WILL MAKE THE
LEAP TO INDEPENDENT WORK
$1,000,000,000,000
“Online talent platforms are
increasingly connecting people to the
right work opportunities. By 2025 they
could add $2.7 t...
MARY MEEKER
INTERNET TRENDS 2015
RETAIL TRANSPORTATION LODGING WORK
UPWORK BY THE NUMBERS
$1B+
GSV PER YEAR
5M+
CLIENTS
12M+
FREELANCERS
180
COUNTRIES
Dev G.
IT Specialist
Firmo S.
Customer ...
WORK WITHOUT LIMITS
WORKFORCE
MARKETPLACE:
INVENT YOUR FUTURE
MICHAEL BILTZ
FUTURIST, ACCENTURE TECHNOLOGY LABS
ACCENTURE.COM/TECHNOLOGY/VISION
CHANGING BUSINESS
PRIORITIES
NECESSITATES
TRANSFORMING THE
TRADITIONAL ORG
STRUCTURE
CHANGING
WORKER
PRIORITIES
NECESSITATES NEW
TYPES OF
RELATIONSHIPS
WITH YOUR
WORKFORCE
TECHNOLOGY
ADVANCEMENT & CHANGE
WILL INCREASE PRESSURE
ON COMPANIES TO FILL
OPEN ROLES
INTERNAL & EXTERNAL
MARKETPLACES
THE FUTURE
WORKFORCE
ERIC GREGG
CEO & FOUNDER, INAVERO
WORKFORCES 

NEED TO EVOLVE …
… OR GET LEFT BEHIND
ABOUT 

INAVERO
ALL SOURCES OF INFORMATION 

ARE NOT CREATED EQUALLY
LINDSAY LOHAN
“WHY is everyone in SUCH
a panic about hurricane (I’m
c...
IT’S NOT JUST
CELEBRITIES,
WE HAVE OUR OWN
BIASES AS WELL
“Disgraceful photo of recreational hunter happily
posing next to...
STUDY OBJECTIVES
CONDUCT A STUDY OF WORKFORCE HIRING IN THE US,
FOCUSING ON KNOWLEDGE WORK, TO
‣ UNDERSTAND THE STATE OF T...
MARKETING
WEB, MOBILE & SOFTWARE DEVELOPMENT
ENGINEERING & PRODUCT MANAGEMENT
SALES
OPERATIONS
LEGAL
THE PROBLEM IS EVEN M...
ENTERPRISES ARE RETHINKING 

THEIR TALENT STRATEGIES
THEIR HIRING
STRATEGIES ARE
EVOLVING
THEY USE 

A RANGE 

OF TALENT
T...
ENTERPRISES ARE CREATING 

THE BEST TEAMS OF THE FUTURE
FREELANCERS ARE
FASTER TO
CONTRIBUTE
FREELANCERS 

HELP 

TEAMS SC...
BLUEPRINTS FOR 

SUCCESSFUL ADOPTION
HIRE BASED ON
QUALITY, NOT PRICE
LEVERAGE
TECHNOLOGY
USE FREELANCERS FOR
MANY PROJECT...
IT’S A MARATHON, 

NOT A SPRINT
A PARTING THOUGHT
WORKFORCES NEED TO
EVOLVE OR GET LEFT
BEHIND
THE FUTURE OF
TEAMWORK:
COLLABORATION
TIM SANDERS
TECHNOLOGY PIONEER
TIMSANDERS.COM/UPWORK
Toy Story was 

a thousand
problems
solved.
ED CATMUL
PIXAR
“
THE POWER OF DIVERSE THINKING
INCREASED PROBABILITY TO FIND A SOLUTION
2 3 4 5 6
75%
200%
300%
100%
50%
UNIQUE PERSPECTIVE...
VERBAL
7%
AUDIBLE
38%
VISUAL
55%
Source: Dr. Albert Mehrabian, University of California.
HOW PEOPLE DECODE MEANING
VIDEO PLACEHOLDER
(16 x 9)
7 HABITS OF
EFFECTIVE REMOTE
COLLABORATION
‣ PREPARE YOUR COLLABORATORS
‣ COMMUNICATE AS VISUALLY AS POSSIBLE
‣ CONDUCT OC...
VIDEO CONFERENCING
REMOTE COLLABORATION TOOLS
PROJECT MANAGEMENT
DOCUMENT SHARING
LOVE IS
THE 

KILLER APP
PLATFORM SOURCING
HOW FORTUNE 500 COMPANIES ARE
ADOPTING ONLINE FREELANCER PLATFORMS
GREETJE CORPORAAL

OXFORD INTERNET IN...
PLATFORM SOURCING GREW 26% 

OVER THE PAST YEAR
Source: Online Labour Index.
ONLINELABORINDEX
100
110
120
130
140
MAY 2016...
Source: Online Labour Index.
WHY
DO ENTERPRISES ADOPT PLATFORMS?
HOW
DO ENTERPRISES ADOPT PLATFORMS?
HOW 

TO ORGANIZE FOR SUSTAINED
ADOPTION?
YOUR BLUEPRINT
FOR SUCCESS
DEVIN FIDLER

RESEARCH DIRECTOR, INSTITUTE FOR THE FUTURE
CATHLEEN NILSON

HEAD OF STRATEGIC SO...
IN-DEMAND & 

ON-DEMAND
CRITICAL SKILL SETS & WHERE TO FIND THEM
RICH PEARSON

SVP OF MARKETING & CATEGORIES, UPWORK
IT’S NEVER BEEN HARDER TO FIND GREAT TALENT
AVERAGE NUMBER OF DAYS TO FILL VACANT JOBS
2009 2010 2011 2012 2013 2014 2015 ...
5,000+ SKILLS
IT & DEVELOPMENT
WEB & MOBILE DEV
NETWORK ADMIN
WEB & MOBILE DESIGN
QA TESTING
DESIGN & CREATIVE
GRAPHIC & P...
HOW ARE ENTERPRISES 

LEVERAGING FREELANCERS
IT & ENGINEERINGOPERATIONS MARKETING
RICHMOND CONCEPT
‣ OWNED BY MELODY RICHMOND
‣ BASED IN FLINT, MICHIGAN
‣ TOP RATED AGENCY 

ON UPWORK
‣ 10 FREELANCERS
‣ C...
POWER
PATTY MCCORD
WORKPLACE CULTURE MAVERICK
TEAM
PLAY TO WIN
HIGH PERFORMANCE & RESULTS
ARE ALL THAT MATTER
BE A GREAT TEAM TO BE FROM
TALENT
PATTY’S
ALGORITHM FOR
SUCCESS
IS WHAT YOU LOVE TO DO—

THAT YOU ARE
EXTRAORDINARILY GOOD AT
DOING—SOMETHING WE NEED
SOMEON...
DESIGN FOR
CHANGE
‣ FREEDOM
‣ FLEXIBILITY
‣ FUTURE
TRANSFORMATION
ERIC GILPIN
SVP, UPWORK ENTERPRISE
YEAR ONE:

HIRING ON 

UPWORK ENTERPRISE
THERE’S A 

TALENT REVOLUTION
HAPPENING NOW
TECHNOLOGY IS
ENABLING
FREELANCING
ESTIMATED
FREELANCER
EARNINGS IN
PAST YEAR
AMERICANS
FREELANCING
LAST YEAR
START
FREELA...
$55MU.S. FREELANCE 

WORKFORCE
$7BINVESTED IN 

HR TECH STARTUPS
ONLINE MANAGEMENT 

OF WORK
ON DEMAND 

LABOR FORCE
ADVAN...
CONNECTING
BUSINESSES
WITH QUALITY
TALENT
REGARDLESS OF
LOCATION
FASTER THAN
EVER BEFORE
OUR VISION
TALENT
SOURCING
TECHNOLOGY
PLATFORM
WHITE-
GLOVE
SERVICE
THE DIGITAL TALENT
PLATFORM SOLUTION
HOW A GLOBAL 100 CPG COMPANY GREW
ADOPTION & INCREASED REALIZED SAVINGS
COST SAVINGS
‣ 80% TO 90%
TIME SAVINGS
‣ 92% TIME-...
MARGARET SHAW LILANI
VP OF TALENT SERVICES, UPWORK
TALENT
FIRST
WHY YOUR TALENT
ACQUISITION STRATEGY
IS FALLING SHORT
INTRODUCTION & STAFFING
INDUSTRY HISTORY
UPWORK-CURATED TALENT
UPWORK TALENT DELIVERED
RECAP & TAKEAWAYS
MARGARET SHAW LILANI
VP, TALENT SERVICES
‣ GLOBAL TEAM LEADERSHIP EXPERIENCE
‣ DEEP STAFFING INDUSTRY & RECRUITING
BACKGRO...
TRADITIONAL STAFFING
THE OLD WORLD
UPWORK
TALENT
SERVICES:
THE NEW
WORLD
‣ FLEXIBLE
‣ SCALABLE
‣ ON DEMAND
‣ EVERYWHERE
TALENT SERVICES
CONNECTS UPWORK
TALENT WITH
UPWORK ENTERPRISE
CLIENTS
CURATED TALENT
FREELANCER
TALENT SERVICES
TALENT SUPPLY
AGENCY
“INDIVIDUAL CONTRACTOR” OR
“CONSULTANT”
HAS EXPERTISE IN A SPECIFIC
SKILLS...
TALENT SERVICES
TALENT SUPPLY
12M FREELANCERS
~1% TOP RATED
~3% PREMIUM
TOP RATED
FREELANCERS
PROVEN EXPERIENCE
ON UPWORK
...
RICHMOND CONCEPT
‣ OWNED BY MELODY RICHMOND
‣ BASED IN FLINT, MICHIGAN
‣ TOP RATED AGENCY 

ON UPWORK
‣ 10 FREELANCERS
SOFTERMII
‣ ON UPWORK SINCE 2014
‣ BASED IN LA & UKRAINE
‣ $130K 12M FLE
‣ TR, 97% JSS
‣ $30 HOURLY RATE
‣ $13K AVERAGE 

...
TALENT
DELIVERED
TALENT SERVICES
CLIENT SERVICE
TALENT 

SOURCING
PROGRAM
MANAGEMENT
SPECIALISTS TO HELP YOU FIND
THE RIGHT FREELANCERS FOR...
TALENT SERVICES
HANDS-ON CLIENTS
AN ENTERPRISE CLIENT NEEDED A LARGE TEAM
OF DATA ENTRY FREELANCERS TO IDENTIFY &
PERFORM ...
TALENT SERVICES
HANDS ON CONSULTATIVE SERVICES
PROGRAM
MANAGEMENT
ON-DEMAND
TALENT STORES
LARGE TEAM
SUPPORT
STEP-BY-STEP ...
PROGRAM MANAGEMENT
TALENT STORES
CHALLENGE
F500 COMPANY HAS MANY TIME-SENSITIVE
PROJECTS, WHICH ARE SIMILAR IN SCOPE &
SKI...
RESULTS
TRANSLATION STORE
‣ TRANSLATE DOCUMENTS INTO
DIFFERENT LANGUAGES
‣ EXAMPLE: 200 PAGES FOR TRANSLATION
INTO 9 LANGU...
TALENT SERVICES SUMMARY
CURATED TALENT
‣ VET TALENT FROM A POOL OF OVER 

12M FREELANCERS
‣ IDENTIFY & PROMOTE TOP TALENT ...
UPWORK
ENTERPRISE
A PEEK AT UPWORK’S
FUTURE EVOLUTION
BONNIE SHERMAN
VP OF PRODUCT, UPWORK
SCOTT DICKIE
SENIOR DESIGN DIRE...
VIDEO CREATED BY
OLEKSANDR ZAICHENKO
ZAPORIZHZHIA, UKRAINE
4 DAYS
PROJECT DURATION
10 HOURS
PRODUCTION TIME
$200
TOTAL COST
MARK
CUSTOMER SERVICE MANAGER
SAMANTHA
CHIEF MARKETING OFFICER
AN UPWORK ENTERPRISE CLIENT
REBECCA
DIRECTOR OF MARKETING,
...
REBECCA
DIRECTOR OF MARKETING, BEVERAGE
BRANDS
Rebecca needs a microsite
with video content for the
global launch of Sulli...
TAKEAWAYS
‣ QUICKLY IDENTIFY
PREMIUM VETTED
TALENT
‣ VIEW AGENCY
FEEDBACK &
EXPERIENCE
‣ COMPARE PROPOSALS
FROM MULTIPLE
A...
MARK
CUSTOMER SERVICE MANAGER
Mark needs to add 

4 customer support
agents to support the
beverage campaign. Mark
wants a...
TAKEAWAYS
‣ HIRE CONFIDENTLY
WITH ACCESS TO 

PRE-VETTED TALENT
‣ SEARCH GLOBALLY OR
FOCUS ON SPECIFIC
GEOGRAPHICAL AREAS
...
SAMANTHA
CHIEF MARKETING OFFICER
A number of managers on
Samantha’s team are hiring
talent on Upwork. She
would like to tr...
Intermediate Entry Level
TAKEAWAYS
‣ VIEW SPEND &
BUDGET DATA AT 

A GLANCE
‣ ACCESS TO SAVINGS &
TRENDS REPORTS
‣ COMPARE & SPEND
USAGE WITH 

OTH...
WRAP-UP
‣ COMPLETE LARGE
PROJECTS
‣ HIRE WITH CONFIDENCE
‣ INTERACT WITH WORLD-
CLASS REPORTING
WRAP-UP
‣ DO THESE STORIES
RESONATE WITH YOU?
‣ WHAT CHALLENGES ARE
YOU FACING?
‣ HOW ARE YOU BRIDGING
THE SKILLS GAP?
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
Upwork's Work Without Limits™ Executive Summit 2017
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Upwork's Work Without Limits™ Executive Summit 2017

According to PwC, 63% of global CEOs are concerned about the availability of key skills. As a result, corporate demand for freelance workers is increasing. Labor economists expect freelancers to comprise as much as 50% of the workforce by 2019, allowing companies access to the talent and skill sets that fit their precise needs.

Upwork’s Work Without Limits™ Executive Summit brought forward-thinking executives from Fortune 1000 companies to discuss the trends driving the future of work and how enterprise are rethinking and revising the talent frameworks of their organizations.

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Upwork's Work Without Limits™ Executive Summit 2017

  1. 1. UPWORK TRENDS REPORT PRESENTED AT THE WORK WITHOUT LIMITS SUMMIT
  2. 2. THE WORK REVOLUTION STEPHANE KASRIEL CEO, UPWORK
  3. 3. In order to replace most humans, the AI won’t have to do very spectacular things. YUVAL HARARI AUTHOR & FUTURIST 2017 “
  4. 4. The cybernation revolution will create a separate nation of the poor, the unskilled, the jobless. LETTER SENT TO 
 PRESIDENT LYNDON B. JOHNSON 
 IN 1964 “
  5. 5. Industrial technology is a Frankenstein monster that threatens to upend manufacturing and 
 devour our civilization. LETTER SENT TO 
 PRESIDENT HERBERT HOOVER FROM THE MAYOR OF PALO ALTO “
  6. 6. IS THIS TIME DIFFERENT?
  7. 7. PRODUCTIVITY IS SLOWING DOWNAVERAGEANNUAL PERCENTCHANGE 1973 TO 1979 1979 TO 1990 1990 TO 2000 2000 TO 2007 2007 TO 2015 +1.2 PTS +2.6 PTS +2.2 PTS +1.5 PTS +1.2 PTS
  8. 8. LOCATION- DEPENDENT WORK IS AN INDUSTRIAL ERA RELIC
  9. 9. JOBS HAVE CHANGED …
  10. 10. … BUT WE ARE STILL DOING THIS TO OURSELVES …
  11. 11. … EVEN THOUGH TECHNOLOGY CAN BRING THE WORK 
 TO THE WORKER
  12. 12. FUTURE TECHNOLOGY WILL MAKE LOCATION EVEN LESS RELEVANT
  13. 13. In thirty years’ time, 
 people are going to look back and wonder why offices ever existed. RICHARD BRANSON FOUNDER, VIRGIN GROUP “
  14. 14. TEAMS WILL LOOK 
 LIKE MOVIE CREWS
  15. 15. MORE PEOPLE WILL MAKE THE LEAP TO INDEPENDENT WORK
  16. 16. $1,000,000,000,000
  17. 17. “Online talent platforms are increasingly connecting people to the right work opportunities. By 2025 they could add $2.7 trillion to global GDP, ameliorate many of the persistent problems in the world’s labor markets. MCKINSEY GLOBAL INSTITUTE
  18. 18. MARY MEEKER INTERNET TRENDS 2015 RETAIL TRANSPORTATION LODGING WORK
  19. 19. UPWORK BY THE NUMBERS $1B+ GSV PER YEAR 5M+ CLIENTS 12M+ FREELANCERS 180 COUNTRIES Dev G. IT Specialist Firmo S. Customer Service Danila V. Data Scientist Tracey G. Graphic Designer
  20. 20. WORK WITHOUT LIMITS
  21. 21. WORKFORCE MARKETPLACE: INVENT YOUR FUTURE MICHAEL BILTZ FUTURIST, ACCENTURE TECHNOLOGY LABS ACCENTURE.COM/TECHNOLOGY/VISION
  22. 22. CHANGING BUSINESS PRIORITIES NECESSITATES TRANSFORMING THE TRADITIONAL ORG STRUCTURE
  23. 23. CHANGING WORKER PRIORITIES NECESSITATES NEW TYPES OF RELATIONSHIPS WITH YOUR WORKFORCE
  24. 24. TECHNOLOGY ADVANCEMENT & CHANGE WILL INCREASE PRESSURE ON COMPANIES TO FILL OPEN ROLES
  25. 25. INTERNAL & EXTERNAL MARKETPLACES
  26. 26. THE FUTURE WORKFORCE ERIC GREGG CEO & FOUNDER, INAVERO
  27. 27. WORKFORCES 
 NEED TO EVOLVE …
  28. 28. … OR GET LEFT BEHIND
  29. 29. ABOUT 
 INAVERO
  30. 30. ALL SOURCES OF INFORMATION 
 ARE NOT CREATED EQUALLY LINDSAY LOHAN “WHY is everyone in SUCH a panic about hurricane (I’m calling Sally)…? Stop projecting negativity. Think positive and pray for peace” JADEN SMITH “If We Exhale More Than Inhale We Feed The Plants. This Will End World Hunger. #Letitout #Veggies #LikeDUH” RON ARTEST “Damnit I lost 70lbs I look anoronix” KANYE WEST “Damn… the NFL been around longer than our government. We’ve had 48 Super Bowls and only 44 presidents. I didn’t know that.”
  31. 31. IT’S NOT JUST CELEBRITIES, WE HAVE OUR OWN BIASES AS WELL “Disgraceful photo of recreational hunter happily posing next to a Triceratops he just slaughtered. Please share so the world can name and shame this despicable man.”
  32. 32. STUDY OBJECTIVES CONDUCT A STUDY OF WORKFORCE HIRING IN THE US, FOCUSING ON KNOWLEDGE WORK, TO ‣ UNDERSTAND THE STATE OF THE WORKFORCE TODAY & FUTURE TALENT DEMANDS ‣ ESTABLISH A BLUEPRINT FOR THE EVOLUTION OF WORK ‣ EXPLORE HOW TEAMS ARE LEVERAGING FREELANCERS ‣ EXAMINE NEW AREAS RIPE FOR HIRING INNOVATION
  33. 33. MARKETING WEB, MOBILE & SOFTWARE DEVELOPMENT ENGINEERING & PRODUCT MANAGEMENT SALES OPERATIONS LEGAL THE PROBLEM IS EVEN MORE ACUTE FOR ENTERPRISE ORGANIZATIONS HIRING HAS 
 GOTTEN HARDER IT STILL TAKES 
 TOO LONG POSITIONS ARE 
 OPEN LONGER 37.25 38.5 39.75 41 37 37 38 39 39 41 3XSAY IT’S HARDER THAN EASIER 40DAYS TO FILL A POSITION
  34. 34. ENTERPRISES ARE RETHINKING 
 THEIR TALENT STRATEGIES THEIR HIRING STRATEGIES ARE EVOLVING THEY USE 
 A RANGE 
 OF TALENT THEY EMBRACE LOCATION INDEPENDENCE 77%BELIEVE COMPANIES WHO DON’T EVOLVE ARE AT A LOSS 50%USE FLEXIBLE WORKERS 62%HAVE AT LEAST 1 PERSON WORKING REMOTELY
  35. 35. ENTERPRISES ARE CREATING 
 THE BEST TEAMS OF THE FUTURE FREELANCERS ARE FASTER TO CONTRIBUTE FREELANCERS 
 HELP 
 TEAMS SCALE FREELANCERS 
 GET MORE 
 DONE 1/2 TIMETO DELIVER RESULTS VS. 
 A FULL-TIME EMPLOYEE 66%USE FREELANCERS TO 
 MEET PROJECT DEMANDS 84%WOULD EXPERIENCE SIGNIFICANT PROJECT SETBACKS
  36. 36. BLUEPRINTS FOR 
 SUCCESSFUL ADOPTION HIRE BASED ON QUALITY, NOT PRICE LEVERAGE TECHNOLOGY USE FREELANCERS FOR MANY PROJECT TYPES 2XMORE SATISFIED 81%OF COMPANIES USE 2+ TECH TOOLS 2XMORE LIKELY IN 3+ TYPES 
 OF SITUATIONS
  37. 37. IT’S A MARATHON, 
 NOT A SPRINT
  38. 38. A PARTING THOUGHT WORKFORCES NEED TO EVOLVE OR GET LEFT BEHIND
  39. 39. THE FUTURE OF TEAMWORK: COLLABORATION TIM SANDERS TECHNOLOGY PIONEER TIMSANDERS.COM/UPWORK
  40. 40. Toy Story was 
 a thousand problems solved. ED CATMUL PIXAR “
  41. 41. THE POWER OF DIVERSE THINKING INCREASED PROBABILITY TO FIND A SOLUTION 2 3 4 5 6 75% 200% 300% 100% 50% UNIQUE PERSPECTIVES ON A TEAM (N=186)
  42. 42. VERBAL 7% AUDIBLE 38% VISUAL 55% Source: Dr. Albert Mehrabian, University of California. HOW PEOPLE DECODE MEANING
  43. 43. VIDEO PLACEHOLDER (16 x 9)
  44. 44. 7 HABITS OF EFFECTIVE REMOTE COLLABORATION ‣ PREPARE YOUR COLLABORATORS ‣ COMMUNICATE AS VISUALLY AS POSSIBLE ‣ CONDUCT OCCASIONAL REAL-TIME MEETINGS ‣ MAKE CONVERSATIONS IDEA-BASED ‣ REWARD CONTRIBUTORS WITH RECOGNITION ‣ EXPECT COLLABORATION FROM ALL TALENTS ‣ LEAD WITH ENERGY, HUMOR & SPIRIT
  45. 45. VIDEO CONFERENCING REMOTE COLLABORATION TOOLS PROJECT MANAGEMENT DOCUMENT SHARING
  46. 46. LOVE IS THE 
 KILLER APP
  47. 47. PLATFORM SOURCING HOW FORTUNE 500 COMPANIES ARE ADOPTING ONLINE FREELANCER PLATFORMS GREETJE CORPORAAL
 OXFORD INTERNET INSTITUTE VILI LEHDONVIRTA
 OXFORD INTERNET INSTITUTE
  48. 48. PLATFORM SOURCING GREW 26% 
 OVER THE PAST YEAR Source: Online Labour Index. ONLINELABORINDEX 100 110 120 130 140 MAY 2016 JUL 2016 SEP 2016 NOV 2016 JAN 2017 MAR 2017 MAY 2017 JUL 2017
  49. 49. Source: Online Labour Index.
  50. 50. WHY DO ENTERPRISES ADOPT PLATFORMS?
  51. 51. HOW DO ENTERPRISES ADOPT PLATFORMS?
  52. 52. HOW 
 TO ORGANIZE FOR SUSTAINED ADOPTION?
  53. 53. YOUR BLUEPRINT FOR SUCCESS DEVIN FIDLER
 RESEARCH DIRECTOR, INSTITUTE FOR THE FUTURE CATHLEEN NILSON
 HEAD OF STRATEGIC SOURCING, SAMSUNG RICH POSTLER
 VP OF HUMAN RESOURCES, PROCTER & GAMBLE PAUL ESTES
 SENIOR DIRECTOR OF CONTENT STRATEGY, MICROSOFT
  54. 54. IN-DEMAND & 
 ON-DEMAND CRITICAL SKILL SETS & WHERE TO FIND THEM RICH PEARSON
 SVP OF MARKETING & CATEGORIES, UPWORK
  55. 55. IT’S NEVER BEEN HARDER TO FIND GREAT TALENT AVERAGE NUMBER OF DAYS TO FILL VACANT JOBS 2009 2010 2011 2012 2013 2014 2015 2016 2017 20 25 30 15 Source: Dice Holdings, Haver Analytics, DB Global Markets Research.
  56. 56. 5,000+ SKILLS IT & DEVELOPMENT WEB & MOBILE DEV NETWORK ADMIN WEB & MOBILE DESIGN QA TESTING DESIGN & CREATIVE GRAPHIC & PRINT UX/UI ILLUSTRATION VIDEO EDITING SALES & MARKETING EMAIL MARKETING SEO LEAD GENERATION TELEMARKETING CONTENT BLOG & ARTICLE WRITING TECHNICAL WRITING EDITING TRANSLATION OPERATIONS PROJECT MANAGEMENT VIRTUAL ADMIN WEB RESEARCH CUSTOMER SERVICE
  57. 57. HOW ARE ENTERPRISES 
 LEVERAGING FREELANCERS IT & ENGINEERINGOPERATIONS MARKETING
  58. 58. RICHMOND CONCEPT ‣ OWNED BY MELODY RICHMOND ‣ BASED IN FLINT, MICHIGAN ‣ TOP RATED AGENCY 
 ON UPWORK ‣ 10 FREELANCERS ‣ CLIENTS INCLUDE: SUBARU, COCA-COLA, AIRBNB, CHEVY, WALMART, BALLPARK 
 & BROOKLYN NETS
  59. 59. POWER PATTY MCCORD WORKPLACE CULTURE MAVERICK
  60. 60. TEAM
  61. 61. PLAY TO WIN HIGH PERFORMANCE & RESULTS ARE ALL THAT MATTER BE A GREAT TEAM TO BE FROM
  62. 62. TALENT
  63. 63. PATTY’S ALGORITHM FOR SUCCESS IS WHAT YOU LOVE TO DO—
 THAT YOU ARE EXTRAORDINARILY GOOD AT DOING—SOMETHING WE NEED SOMEONE TO BE GREAT AT?
  64. 64. DESIGN FOR CHANGE ‣ FREEDOM ‣ FLEXIBILITY ‣ FUTURE
  65. 65. TRANSFORMATION
  66. 66. ERIC GILPIN SVP, UPWORK ENTERPRISE YEAR ONE:
 HIRING ON 
 UPWORK ENTERPRISE
  67. 67. THERE’S A 
 TALENT REVOLUTION HAPPENING NOW
  68. 68. TECHNOLOGY IS ENABLING FREELANCING ESTIMATED FREELANCER EARNINGS IN PAST YEAR AMERICANS FREELANCING LAST YEAR START FREELANCING MORE BY CHOICE FREELANCING IS ON THE RISE 55M $1T 63% 73% Source: Freelancing in America (2016) study commissioned by Freelancers Union & Upwork, administered by Edelman Berland.
  69. 69. $55MU.S. FREELANCE 
 WORKFORCE $7BINVESTED IN 
 HR TECH STARTUPS ONLINE MANAGEMENT 
 OF WORK ON DEMAND 
 LABOR FORCE ADVANCEMENTS IN 
 TECH & TALENT SUPPLY ARE DRIVING THE 
 DIGITAL TRANSFORMATION OF LABOR
  70. 70. CONNECTING BUSINESSES WITH QUALITY TALENT REGARDLESS OF LOCATION FASTER THAN EVER BEFORE OUR VISION
  71. 71. TALENT SOURCING TECHNOLOGY PLATFORM WHITE- GLOVE SERVICE THE DIGITAL TALENT PLATFORM SOLUTION
  72. 72. HOW A GLOBAL 100 CPG COMPANY GREW ADOPTION & INCREASED REALIZED SAVINGS COST SAVINGS ‣ 80% TO 90% TIME SAVINGS ‣ 92% TIME-TO-HIRE ‣ 50% TO 66% PROJECT TIME QUALITY OF WORK ‣ 4.92 OUT OF 5 AVERAGE FEEDBACK SCORE YEAR 1 YEAR 2 YEAR 3 YEAR 4 YEAR 5 21 PROJECTS 
 2 COUNTRIES 
 $4K SPEND 153 PROJECTS 
 2 COUNTRIES 
 $69K SPEND 473 PROJECTS 
 5 COUNTRIES $1.1M SPEND 1332 PROJECTS 
 28 COUNTRIES $4.5M SPEND 3808 PROJECTS 
 30 COUNTRIES $10M+ SPEND
  73. 73. MARGARET SHAW LILANI VP OF TALENT SERVICES, UPWORK TALENT FIRST WHY YOUR TALENT ACQUISITION STRATEGY IS FALLING SHORT
  74. 74. INTRODUCTION & STAFFING INDUSTRY HISTORY UPWORK-CURATED TALENT UPWORK TALENT DELIVERED RECAP & TAKEAWAYS
  75. 75. MARGARET SHAW LILANI VP, TALENT SERVICES ‣ GLOBAL TEAM LEADERSHIP EXPERIENCE ‣ DEEP STAFFING INDUSTRY & RECRUITING BACKGROUND (12+ YEARS) ‣ EXPERIENCE SUPPORTING FORTUNE 100 & AMLAW 100 ‣ CREATED, BUILT & GREW LEGAL TEMP STAFFING DIVISION FROM $3M STARTUP TO $100M+ IN 3 YEARS (EPIQ SYSTEMS) ‣ JOINED UPWORK IN DECEMBER 2016
  76. 76. TRADITIONAL STAFFING THE OLD WORLD
  77. 77. UPWORK TALENT SERVICES: THE NEW WORLD ‣ FLEXIBLE ‣ SCALABLE ‣ ON DEMAND ‣ EVERYWHERE
  78. 78. TALENT SERVICES CONNECTS UPWORK TALENT WITH UPWORK ENTERPRISE CLIENTS
  79. 79. CURATED TALENT
  80. 80. FREELANCER TALENT SERVICES TALENT SUPPLY AGENCY “INDIVIDUAL CONTRACTOR” OR “CONSULTANT” HAS EXPERTISE IN A SPECIFIC SKILLSET GREAT TO AUGMENT YOUR TEAM IN A FLEXIBLE MANNER OR FOR SHORT-TERM PROJECTS TEAM OF 2-200+ PEOPLE INCLUDES AN ACCOUNT MANAGER AND / OR PROJECT MANAGER GREAT FOR LARGER PROJECTS REQUIRING MORE COORDINATION OR VARIED SKILLS
  81. 81. TALENT SERVICES TALENT SUPPLY 12M FREELANCERS ~1% TOP RATED ~3% PREMIUM TOP RATED FREELANCERS PROVEN EXPERIENCE ON UPWORK PREMIUM FREELANCERS SKILL-VERIFIED, INTERVIEWED
  82. 82. RICHMOND CONCEPT ‣ OWNED BY MELODY RICHMOND ‣ BASED IN FLINT, MICHIGAN ‣ TOP RATED AGENCY 
 ON UPWORK ‣ 10 FREELANCERS
  83. 83. SOFTERMII ‣ ON UPWORK SINCE 2014 ‣ BASED IN LA & UKRAINE ‣ $130K 12M FLE ‣ TR, 97% JSS ‣ $30 HOURLY RATE ‣ $13K AVERAGE 
 PROJECT SIZE ‣ 25 TEAM MEMBERS
  84. 84. TALENT DELIVERED
  85. 85. TALENT SERVICES CLIENT SERVICE TALENT 
 SOURCING PROGRAM MANAGEMENT SPECIALISTS TO HELP YOU FIND THE RIGHT FREELANCERS FOR YOUR NEEDS EXPERTS TO HELP YOU DELIVER SUCCESSFUL OUTCOMES
  86. 86. TALENT SERVICES HANDS-ON CLIENTS AN ENTERPRISE CLIENT NEEDED A LARGE TEAM OF DATA ENTRY FREELANCERS TO IDENTIFY & PERFORM TASKS REGARDING GEOLOCATION DATA POINTS WORKING CLOSELY WITH HIRING MANAGERS, TALENT SOLUTIONS HELPED SCOPE THE 
 SKILLS & TALENT LEVEL NEEDED THE RESULTS ‣ 5 TEAMS TOTALING 620 FREELANCERS ‣ 200 FREELANCERS HIRED WITHIN 
 30 DAYS ‣ 161,000 TOTAL HOURS BILLED
  87. 87. TALENT SERVICES HANDS ON CONSULTATIVE SERVICES PROGRAM MANAGEMENT ON-DEMAND TALENT STORES LARGE TEAM SUPPORT STEP-BY-STEP GUIDANCE ON WHEN AND HOW TO USE UPWORK STANDARDIZED OPERATIONS TO DELIVER PROJECTS FASTER GREAT FOR FREQUENT/ SMALL NEEDS WITH QUICK SLAs TALENT & SETUP FOR ONGOING OR ONE-TIME PROJECTS
  88. 88. PROGRAM MANAGEMENT TALENT STORES CHALLENGE F500 COMPANY HAS MANY TIME-SENSITIVE PROJECTS, WHICH ARE SIMILAR IN SCOPE & SKILL REQUIREMENTS SOLUTION ‣ ESTABLISH STANDARDIZED PROJECT DESCRIPTIONS, DELIVERY SLAs & 
 OUTPUT QUALITY STANDARDS ‣ UPWORK PRE-VETTED TALENT READY 
 TO ACCEPT & DELIVER WORK ‣ PREDEFINED REQUEST & DELIVERY PROCESSES, INTEGRATED WITH 
 CLIENT SYSTEMS & TOOLS
  89. 89. RESULTS TRANSLATION STORE ‣ TRANSLATE DOCUMENTS INTO DIFFERENT LANGUAGES ‣ EXAMPLE: 200 PAGES FOR TRANSLATION INTO 9 LANGUAGES IN LESS THAN 
 5 BUSINESS DAYS DATA VISUALIZATION STORE ‣ DESIGN FOR MARKETING & 
 BUSINESS MATERIALS ‣ EXAMPLE: POWERPOINT BEAUTIFICATION & CHART BUILDING IN LESS THAN 4 BUSINESS DAYS
  90. 90. TALENT SERVICES SUMMARY CURATED TALENT ‣ VET TALENT FROM A POOL OF OVER 
 12M FREELANCERS ‣ IDENTIFY & PROMOTE TOP TALENT VIA 
 THE TALENT AGENCY DELIVERED TALENT ‣ HELP CLIENTS WRITE & POST JOBS ‣ SOURCE TALENT FOR CLIENT JOBS ‣ MANAGE CLIENT FREELANCER 
 PROGRAMS & SUPPORT 
 LARGE PROJECTS
  91. 91. UPWORK ENTERPRISE A PEEK AT UPWORK’S FUTURE EVOLUTION BONNIE SHERMAN VP OF PRODUCT, UPWORK SCOTT DICKIE SENIOR DESIGN DIRECTOR, UPWORK
  92. 92. VIDEO CREATED BY OLEKSANDR ZAICHENKO ZAPORIZHZHIA, UKRAINE 4 DAYS PROJECT DURATION 10 HOURS PRODUCTION TIME $200 TOTAL COST
  93. 93. MARK CUSTOMER SERVICE MANAGER SAMANTHA CHIEF MARKETING OFFICER AN UPWORK ENTERPRISE CLIENT REBECCA DIRECTOR OF MARKETING, BEVERAGE BRANDS SULLIVAN INTERNATIONAL
  94. 94. REBECCA DIRECTOR OF MARKETING, BEVERAGE BRANDS Rebecca needs a microsite with video content for the global launch of Sullivan’s new beverage brand. She needs the site localized into 3 languages & completed in 30 days. She has a $100K budget.
  95. 95. TAKEAWAYS ‣ QUICKLY IDENTIFY PREMIUM VETTED TALENT ‣ VIEW AGENCY FEEDBACK & EXPERIENCE ‣ COMPARE PROPOSALS FROM MULTIPLE AGENCIES ‣ EASILY COMMUNICATE THROUGHOUT THE BIDDING PROCESS
  96. 96. MARK CUSTOMER SERVICE MANAGER Mark needs to add 
 4 customer support agents to support the beverage campaign. Mark wants agents based in New Orleans who are familiar with the Mardi Gras festivities.
  97. 97. TAKEAWAYS ‣ HIRE CONFIDENTLY WITH ACCESS TO 
 PRE-VETTED TALENT ‣ SEARCH GLOBALLY OR FOCUS ON SPECIFIC GEOGRAPHICAL AREAS ‣ SHARE PROFILES & HIRES WITH PROJECT TEAM
  98. 98. SAMANTHA CHIEF MARKETING OFFICER A number of managers on Samantha’s team are hiring talent on Upwork. She would like to track her team’s spend & get a sense of how other companies are leveraging Upwork.
  99. 99. Intermediate Entry Level
  100. 100. TAKEAWAYS ‣ VIEW SPEND & BUDGET DATA AT 
 A GLANCE ‣ ACCESS TO SAVINGS & TRENDS REPORTS ‣ COMPARE & SPEND USAGE WITH 
 OTHER COMPANIES
  101. 101. WRAP-UP ‣ COMPLETE LARGE PROJECTS ‣ HIRE WITH CONFIDENCE ‣ INTERACT WITH WORLD- CLASS REPORTING
  102. 102. WRAP-UP ‣ DO THESE STORIES RESONATE WITH YOU? ‣ WHAT CHALLENGES ARE YOU FACING? ‣ HOW ARE YOU BRIDGING THE SKILLS GAP?

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