Business Process Re Engineering Suggestions for a Boston Staffing Agency
There are several identifiable processes that need to be implemented.
1. Global Strategy
Team breaks into new clients and procures outsourcing, staffing, and off-shoring opportunities. We are should also be interested in ANY IT related initiative within the company no matter how large or small, perm or contract. Every opportunity to build a relationship with the client must be exploited.
2. Marketing
We are a global IT Consulting Company with solid capability in India to carry out complicated outsourcing and off shoring projects. Our value added proposition in the USA is that we have project experience and can help a client out of a tough technical situation by providing instant expertise that resides within our consulting company.
3. Sales
The role of sales is to generate leads through research and cold calling and to close those leads through strategic relationship building. 80-85% of all leads should come from the sales team themselves and augmented by the recruiting only slightly.
4. Recruiting
The role of recruiting is to build a network of qualifies professionals through systematic calling of candidates to introduce the staffing agency and present opportunities with the company. If there are no opportunities, recruiting should either continue to build the database by calling everyone or merge into the sales role.
Recruiters should attempt to get leads, but this should not be their primary function in the company.
What can we do in the next 3 months to improve performance?
1. Assign sales territories to everyone. Engage everyone on the sales team
2. Hammer the phones calling every company in the Boston area marketing the company. Approach the sale as a partner, not as another boring agency. How can we help you in your business rather than do you have a req open.”
3. Expand to taking perm reqs until we have more contract then we can handle.
4. Take all reqs not limiting to app dev.
5. Require productivity reports from EVERYONE, daily at first, then weekly.
6. Morning meetings at 9:00 sharp, everyone. Friday Afternoon meetings to recap progress and set goals for next week.
7. Discuss with India ways to collaborate more closely, possibly import a Solutions Architect on an L3 to go out with the sales team.
8. Sell Solutions rather than one offs.
9. Require team to learn the technology by giving him home work assignments that count towards a bonus.
10. At the end of 3 months, conduct comprehensive review and readjust payroll accordingly.
Note:
I think the whole approach of “I represent a global IT consulting company specializing in contract consultants” is boring… it’s awful. I would change it to sell our outsourcing and off-shoring expertise and develop the conversation rather than getting a “no” and hanging up. But for that the sales guy has to understand what issues the company may be having and talk about possible solutions.
I’d also be interested in some R&D into some process or product we can develop. Being a staffing company is nice, but I know we want more than that.
