Tips and Tricks for Winning

the War for Talent

IQNavigator

Matt KatzVP Strategic Solutions

www.sig.org/eval

Tips and Tricks for Winning theWar for Talent

Matt Katz, VP Strategic Solutions

SIG Summit, Huntington Beach

October 28, 2015

Proprietary and Confidential to IQNavigator Inc.3

IQN is the leading independent technology provider of vendor management system (VMS) software for Global 2000 companies. Our cloud-based software enables enterprises to

intelligently manage and optimize complex contingent workforce programs.

Proprietary and Confidential to IQNavigator Inc.4

Matt KatzVP, Strategic Solution

CCWP

@beergeek90

CWM Strategy

VMS Optimization

• Optimization Services / Configuration Review

• Value Realization Workshop

• Develop best practices in utilizing IQN platform

• Analyze and recommend changes to program

• Integration service:

o Optimize system integrations

• CW Strategy Workshop

• Services Spend Analysis

• Supplier Management Strategy

• Advise on and develop client policies and business rules, including taxes, localizations, and regulations

Thought Leadership

• IQN Community and Industry Events

• Partner Ecosystem Events

• CCWP Certified

Proprietary and Confidential to IQNavigator Inc.

Winning the War for Talent

Goal #1: Get the right people in the door, for the right:

o Time

o Price

o Quality

Goal #2: Architect yourNon-Employee Workforce Program to grow andcontinue to ‘win’ in this economy.

ArchitectingYour Non-Employee Program

The Non-EmployeeWorkforce

IndustryBenchmarks

Proprietary and Confidential to IQNavigator Inc.

A few questions to get us started…

1. Does your company have a Non-employee WorkforceManagement (Contingent Worker) Program today?

2. For those that have a program, when was this program established?

a) Within the past 2 yearsb) Between 2 and 4 years agoc) Between 5 and 9 years agod) More than 10 years ago

3. For those that have a program, do your original program goals match your current business need?

a) Yesb) Noc) Maybe, but not entire sure

Proprietary and Confidential to IQNavigator Inc.

WHO IS IN THE NON-EMPLOYEE WORKFORCE?

7

Proprietary and Confidential to IQNavigator Inc.

Employees vs. External Workers

8

• Someone else has employer relationship• Budget controls• Outcome management• External skillset market• Assignment management• Invoices

EXTERNAL WORKERS

• You have employer relationship• Headcount controls• Talent management• Internal talent market• Ongoing relationship• Payroll

EMPLOYEES

Proprietary and Confidential to IQNavigator Inc.

Where is Your Hidden Workforce?

9

By Deliverable

• SOW & Projects• Consultants• Deliverable-based Services

By Hour

• Temporary Workers• Industrial Labor• Independent Contractors (IC)

Full and Part Time Employee

• Find and develop talent• Predictable payroll costs• Processes and software are Fairly mature• HR owns the processes

By Unit

• Outsourcers• Unit-Based Services• Catalog Services

Proprietary and Confidential to IQNavigator Inc.

Types of Workers

10

Temporary• Information Technology• Administrative & Clerical• Independent Contractors• Light Industrial

Outsourced• IT Outsourcing• Back-Office BPO• Call-Center

Outsourcing• Field Services

Task-Based

• One-off small projects (e.g., Elance)

• Task-based work (e.g., TaskRabbit, Mechanical Turk)

Consulting• IT Consulting• Finance & Audit• Legal Services• Other project-based

SOW services• Outsourcing• Field Services

Proprietary and Confidential to IQNavigator Inc.

Complexity requires decision

guiding predictive

analytics at the user level

Mounting compliance and

security concerns: ACA penalties; Snowden effect

Escalating war for talent drives the need for new

sourcing strategies

Convergence of permanent and non-employee workforces

requires total workforce planning

and analytics

Increased spend (and complexity) requires companies to better

manage SOW spend in their workforce program

11

Seamless mobilityexperience required for tech-savvy users

Non-Employee Workforce Trends

Proprietary and Confidential to IQNavigator Inc.

The Rise of the Contingent Worker

12

30% 34% 45% 83% 92%

Procurement spend goes toward

non-employees

Global workforce did freelance work

in 2014

Global workforce will be contingent workers by 2017

Executives use contingent workers on an ongoing basis

Enterprises say non-employees are important to

their overall business strategy

Proprietary and Confidential to IQNavigator Inc.

MANAGE M&A FLUCTUATIONS

INCREASE AGILITY

WIN THE WAR FOR TALENT

GAIN COMPETITIVE EDGE

GENERATE REVENUE FASTER

MANAGE PROCUREMENT GLOBALLY

ACCELERATE WITH MOBILITY

Benefits of a Well-Managed Non-Employee Workforce

13

ENHANCE VISIBILITY & CONTROL

INCREASE EFFICIENCY & AUTOMATE PROCESSES

ONBOARD AND OFFBOARD QUICKLY AND EFFECTIVELY

CONTROL COSTS

Proprietary and Confidential to IQNavigator Inc.

ARCHITECTING YOUR NON-EMPLOYEE PROGRAM FOR RESULTS

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

15

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

16

• Measurable goals• Defined objectives

• Implementation • Accurate Scoping

Spend and Process

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

17

Program Strategy• Operations• Compliance

• Business Process• Change Mgmt.

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

18

Technology• Integration• Implementation

• Globalization• Roadmap

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

19

Legal Infrastructure • Subscription vs

transactional• Direct vs Indirect

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

20

Sourcing and Supply Chain• Vendor on premise• MSP’s program

office

• Self-managed• Multiple MSP’s

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

21

Risk and Compliance• Worker

classification• Co-employment

• Security and access• Affordable Care Act

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

22

Supply Management• Optimization• Supplier mix• Non-traditional sources

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

23

Workforce Analytics• Bill rates• Worker type mix• Growth planning

Proprietary and Confidential to IQNavigator Inc.

Future State Design of a Non-Employee Workforce Program

24

Workforce Analytics• Bill rates• Worker type mix• Growth planning

Supply Management• Optimization• Supplier mix• Non-traditional sources

Program Strategy• Operations• Compliance

• Business Process• Change Mgmt.

Technology• Integration• Implementation

• Globalization• Roadmap

Legal Infrastructure • Subscription vs.

transactional• Direct vs Indirect

Risk and Compliance• Worker

classification• Co-employment

• Security and access• Affordable Care Act

Sourcing and Supply Chain• Vendor on premise• MSP’s program

office

• Self-managed• Multiple MSP’s

• Measurable goals• Defined objectives

• Implementation • Accurate Scoping

Spend and Process

Proprietary and Confidential to IQNavigator Inc.

INDUSTRY BENCHMARKS FOR SUCCESSFULNON-EMPLOYEE WORKFORCE PROGRAMS

25

Proprietary and Confidential to IQNavigator Inc.

Re

q.

T.O

.

Oth

er

Financial ServicesCWM Program Comparisons

Industry2014 Spend

(US Only)Assignments

Job Titles

Suppliers Sourcing Method:% CW complete

assignment

North AmericaFinSvcs

$390MM 4,500 206 115

Global FinSvcs(multiple MSP’s)

$685MM5,400 226 44

Large Investment Co(evolving program)

$145MM 2,900 181 14

Global FS(Early stages of deployment)

$80MM 1,100 79 53

8416 0

31 1059

490

51

17 27 56

Proprietary and Confidential to IQNavigator Inc.

Telco and Tech ServicesCWM Program Comparisons

Industry2014 Spend

(US Only)Assignments

Job Titles

Suppliers% Sourcing

Method% CW complete

assignment

Telco – Regional $124 MM 1,300 150 76

Telco – National $182 MM 2,300 200 41

Technology –Product and Retail

$361 MM 8,300 725 29

Technology –Services only

$1.2+ B 28,100 6,800 1,350 83%

8218 0

48 520

70 300

27 730

Re

q.

T.O

.

Oth

er

Proprietary and Confidential to IQNavigator Inc.

Re

q.

T.O

.

Oth

er

Oil Gas IndustryCWM Program Comparisons

Industry2014 Spend

(US Only)Assignments

Job Titles

Suppliers Sourcing Method:% CW complete

assignment

Global, multi-national program; fully matureprogram

$2+ B 12,625 1,597 205

Multi-national program, highlysegmented job assignments, not fully matured program

$120MM 71,866 156 16

Multi-national program, European HQ

$240MM 10,234 1,321 203

33 661

0 0100

1249 39

Proprietary and Confidential to IQNavigator Inc.

Tips you can take with you…

29

1. Do you have policies to mitigate risk?• On-boarding / Documentation / Training policies

• Off-boarding / Renewal / Evaluation policies

• Tenure policies

2. Do you have policies to drive best value?• Conversion policies

• Supplier engagement

• Supplier performance management

3. Have you established Program Office roles?• Key role(s) in Hiring Manager education and Reporting

• Supplier Education and On-boarding

• Rate Card Optimization

• Contracting and Procurement Operations

• Talent pool development and curation

4. Program analytics and insight generation

5. Anticipate Program Expansion / Integration of other Corporate Hiring programs

Proprietary and Confidential to IQNavigator Inc.

Thank You

@IQNavigator303-513-8600

Proprietary and Confidential to IQNavigator Inc.31

• 16 YEARS OLD

• GTCR OWNED

• 5.2m GLOBAL USERS

• 40% TOTAL SPEND IN SOW

• 750,000+ DAILY PLATFORM USERS

• 25,000+ SUPPLIERS

Proprietary and Confidential to IQNavigator Inc.

Trusted Advisor To The World's Leading Brands

32

Financial Services Manufacturing Technology

Proprietary and Confidential to IQNavigator Inc.

CPG & Retail Professional ServicesEnergy & Utilities

Healthcare & Pharma

Trusted Advisor To The World's Leading Brands

33

Aerospace/Transportation

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Tips and Tricks for Winning the War for Talent

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IQNavigator

Matt Katz

303-563-1584

mkatz@iqnavigator.com