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Using Data For Business Success
- 1. Using Data for BusinessSuccess Dan McGuire Gary Cordery
- 2. • Sales Directorat cube19 • 12 years recruitment industry experience • Began life as an IT/Telco recruiter • 10 years recruitment tech experience at Broadbean & cube19 About Me
- 3. Gartner Says BusinessIntelligence and Analytics Are The Top Trending Priorities for CIOs for the 5th Year in a row#1
- 4. How To UseData To Achieve Business Success • Solve the data quality problem • Remove the disconnect between perception and reality • Put data at the heart of your business
- 5. Solve The DataQuality Problem
- 6. Using Data forBusiness Success Every recruitment company in the world has a data quality problem
- 7. Why Is This? •People don’t record the right data in the first place • Too many people don’t have access to key business information so it’s not important to them • They don’t trust they information they do get and they’re not motivated to improve it
- 8. Solve The DataQuality Problem Give simple example to drive trust
- 9. Solve the dataquality problem Top billers add 2x jobs but 5x revenue Leaderboard Rank Jobs Added Revenue Generated 1 to 10 6 £325k + 11 to 20 5 50% 21 to 30 3 20%
- 10. Solve the dataquality problem • Give people a reason to record data • How much MORE commission could they earn • Understand activity vs “high impact” activity
- 11. Using Data forBusiness Success People do what you inspect not what you expect
- 12. Using Data forBusiness Success The three A’s of Analytics:
- 13. Using Data forBusiness Success Accessible Every employee should be able to access relevant, optimised, real-time information when they need it
- 14. Using Data forBusiness Success Actionable Make sure the people know what to do with the data and are held accountable by it (on a very regular basis)
- 15. Using Data forBusiness Success Auditable Data must be easy to verify so that people trust it and feel the need to record good quality data
- 16. Using Data forBusiness Success The great disconnect between perception and reality an example…
- 17. Remove the DisconnectBetween Perception and Reality Who are your top three clients in the past 12 months?
- 18. Remove the DisconnectBetween Perception and Reality Who are your top three clients in the past 12 months? Client Rank Total Placements Total Sales Ave Fee Client 1 12 £241,267 £20,106 Client 2 13 £81,756 £6,289 Client 3 8 £66,432 £8,304
- 19. Remove the DisconnectBetween Perception and Reality What service have they received in the past three months?
- 20. Remove the DisconnectBetween Perception and Reality What service have they received in the past three months? Client Rank Client Calls Client Meetings Total Jobs Added CVs Sent Total 1st Interviews Total Placements Total Sales Ave Fee Client 1 9 - 13 74 45 3 £87,620 £29,207 Client 2 6 4 3 11 6 3 £26,040 £8,680 Client 3 8 - 12 39 32 1 £3,024 £3,024
- 21. Put data atthe heart of your business
- 22. Put Data AtThe Heart Of Your Business • Make Performance Management a shared responsibility (reducing the management burden)
- 23. Put Data AtThe Heart Of Your Business • Make Performance Management a shared responsibility (reducing the management burden) • Consider Target Effectiveness (hint: many companies REDUCE targets)
- 24. Put Data AtThe Heart Of Your Business • Make Performance Management a shared responsibility (reducing the management burden) • Consider Target Effectiveness (hint: many companies REDUCE targets) • Analyse Client Delivery/Profitability (often sharing data with clients)
- 25. Using Data forBusiness Success • 100% growth – Staff • 50% growth – Managers • 23% increase – NFI per head How People Are Putting Data at the Heart of Their Business
- 26. Using Data forBusiness Success • Empower everyone • Set individual targets • Change behaviour How People Are Putting Data at the Heart of Their Business
- 27. Using Data forBusiness Success “In terms of scalability, gut instinct is unreliable.” -Jamie Woods, Founder and Director of JCW Search
- 28.