Crafting a Pricing Strategy That Works

Transcription

1 Crafting a Pricing Strategy That Works Presented by: Bryan T. Peña, Senior Vice President, Contingent Workforce Strategies, CCWP Jason Ezratty, President & Founder, Brightfield Strategies Thursday June 22, am PT 1 pm ET This webinar is broadcast through your computer speakers via the audio broadcasting icon on your screen. You may adjust the sound volume by using the slide bar on the audio broadcasting icon. You may dial into the call by dialing EUROPEAN NUMBER: or US using access code Need other assistance? Please contact SIA. customer service at memberservices@staffingindustry.com. The presentation will be available 48 hours after the webinar.

2 Audio Listen through your computer by turning on your speakers after you log into the event. Sound will be coming through this icon: Do notclose this audio broadcast box. To increase the volume of sound coming through your computerspeakers adjust the sound bar on the audio Broadcast box shown above. If you continue to have trouble, please submit your need for assistance in the Q&A section. Q&A icon Questions? Questions may be submitted at any time during the presentation. To submit a question: Click on the Question Mark icon (?) on the floating toolbar (as shown at the right). This will open the Q&A window on your system only. Type your question into the small dialog box and click the Send Button. Presentation and audio will be shared 48 hours post webinar This webinar is broadcast through your computer speakers via the audio broadcasting icon on your screen. You may adjust the sound volume by using the slide bar on the audio broadcasting icon. You may dial into the call by dialing EUROPEAN NUMBER: or US and using access code Need other assistance? Please contact SIA customer service at memberservices@staffingindustry.com. The presentation will be available 48 hours after the webinar.

3 Who We Are Staffing Industry Analysts is the global advisor on staffing and workforce solutions Our members comprise many of the largest regional, U.S. and global staffing firms in addition to representatives from all parts of the workforce industry. Our CWS Council membership represents over $100 billion in annual workforce spend. We are a trusted advisor providing objective research within the workforce ecosystem. Founded in 1989 Acquired by Crain Communications ($200M media conglomerate) in 2008, headquarters in Mountain View, California and offices in London, England Comprehensive and vast industry and advisory service experience among executive, advisory and research team

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5 CWS Council Members (partial public list)

6 Your Guide to all things Council.. Download

7 Visit the website for complete list of classes #CCWP Invest in your future. Today. The CCWP accreditation program is rigorously designed to elevate the status of HR, procurement, MSP solution providers, staffing providers and others who manage contingent workforce programs.

8 Todays Webinar Brought to You by: +.

9 Today s speakers Bryan T. Peña, CCWP Sr. VP, Contingent Workforce Strategies, Staffing Industry Analysts Jason Ezratty, President & Founder, Brightfield Strategies

10 What Goes into the Bill Rate? Markup Gross Margin Markup Statutory Expenses Operating Expenses + Profit Statutory Expenses Pay Rate Direct Pay to Worker Confidential and Proprietary by Crain Communications Inc. All rights reserved.

11 Framework

12 Sourcing Model Framework

13 Sourcing Model Framework Rate Elasticity Degree to which CW demand affects rates

14 Evaluating Rate Elasticity

15 Sourcing Model Framework Competitiveness Degree to which agencies are invited to bid against each other with respect to submission time, candidate quality, and price

16 Evaluating Competitiveness

17 Sourcing Model Framework Vendor Integration Degree of external resource integration with your CW program

18 Evaluating Vendor Integration

19 Sourcing Model Framework

20 What Defines Quality? Talent Quality Right fit, right price Supplier Quality Speed and accuracy Program Operation Quality Delight internal customers and meet CW resource demand requirements No Noise

21 How Do You Define Cost Management? Cost savings Lowering costs by negotiating deals, incentives, and discounts Cost correction Getting the right value for your money

22 Staffing Partner Considerations Client risk Cost to deliver Availability of candidates Brand and industry Strategic vs tactical Competitive advantage Revenue/Gross Margin

23 Incentives and Discounts Conversion discount Spend volume discount Early payment discount Overtime discount Tenure discounts Fees at risk Gain share Revenue share

24 Incentives and Discounts (cont d.) Conversion Discount Volume Discount Early Payment Discount Overtime Discount Tenure Discounts Fees at Risk Statutory Discounts Gain Share Revenue Share Percent of Buyers Reporting Use of Selected Discounts/Incentives with Suppliers/MSPs 0% 10% 20% 30% 40% 50% 60% 70% 80% Source: SIA, Buyers Survey. Confidential and Proprietary by Crain Communications Inc. All rights reserved.

25 Don t Be Greedy SIA data shows that most buyers only apply 2-4 discounts per contract. Average Number of Discounts/Incentives as a Function of Buyer Annual Spend <$10 million $10-$499.9 million $500MM+ Source: SIA, Contingent Buyers Survey.

26 Pricing Strategies Drive Behavior

27 Theory vs Application How are rates effected by: Geography Tenure Sourcing Channel Title/Job Description

28 Jason Ezratty, President, Brightfield Strategies Confidential Please do not distribute.

29 It All Looks So Logical on Paper Job Title X Location Buckets Low Cost Mid Cost High Cost Premium Level Level Level Level Proprietary & Confidential 29

30 Rate Cards Set Parameters Across Multiple Dimensions Job Title Job Level Work Location (country, state/province, city) Supplier or Supplier Type Candidate Source (recruited, pre-identified) Assignment Duration (very short vs very long) Volume Discount Thresholds Other Embedded Costs (insurance, equipment, per diem) NA NA 720,000 Combinations! Proprietary & Confidential 30

31 The 4-step Analytics Journey 1. Are my rates where I want them? 2. If no, what are the underlying causal factors? 3. And, what rates should I be expecting to pay? 4. How can I get there? Proprietary & Confidential 31

32 Taxonomy Issues: Isolating Segments Within Job Titles Non-IT Project Manager Proprietary & Confidential 32

33 Granular Details Drive Machine Learning Nuances to Better Reflect the Many Realities Proprietary & Confidential 33

34 Comparing Distributions Can Be Done with Statistics (e.g. t-test) H0: A = B, H1: A < B Group A Group B Proprietary & Confidential 34

35 Each Dimension of Rate Card has its Own Associated Distribution: e.g. Source Type RFQ Master Self-sourced Direct-source Sparsity becomes an issue the more you slice and dice Proprietary & Confidential 35

36 Comparison of PAYE & Ltd Company Proprietary & Confidential 36

37 Location is Important, to Some Degree, Sometimes Proprietary & Confidential 37

38 Granularity & Conformity of Data is Key to Successful Analysis Level 1 High Cost Location Level 2 Level 3 Low Cost Location Level 4 Proprietary & Confidential 38

39 Time for your questions..

40 18-19 July 2017 Grand Hyatt Singapore Join us in Singapore for two power-packed days of networking, knowledge sharing and learning with Asia s global enterprise executives. Featuring a Keynote Presentation on Creating the Future Workforce: Leading your Organisation Through Rapid Change with Futurist, Author and Entrepreneur, Ross Dawson.

41 18-19 July 2017 Grand Hyatt Singapore Join hundreds of your peers at the annual CWS Summit followed by the game-changing Collaboration in the Gig Economy event. Collaboration in the Gig Economy delegates include: Staffing Firms RPO providers Workforce solution buyers Suppliers to Staffing Gig economy/human cloud companies VMS/MSP

42 Industry Insights from the Comfort of Your Own Office! Upcoming Global Webinars: Managing SOW Around the World: July 6 The Gig Economy and Changing Work: August 5 Increasing Value in CW Programs: August 31 VMS/MSP Landscape: November , Future Shock, The State of Workforce Solutions: December 7 Lessons for CW Managers: December 14 Register for the complimentary webinars at: 42

43 Thank you! Jason Ezratty, Co-Founder & President, Brightfield Strategies Bryan Peña, SVP, Contingent Workforce Strategies, CCWP Crain Communications Inc. All rights reserved.

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