Keeping Customers

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Keeping Customers Holding Your Margin A Case
Study

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The Problem is Not Sourcing!
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Look across the office.Do you see your successor?
Poor succession planning is wiping 2bn a year
from the FTSE 250. Thats 0.6 of U.K. annual
profit.
Source Realising Human Potential The
importance of talent management by Pilat HR
Solution
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24bna year is spent on managing poor performers
Source Future Foundation project Getting the
Edge in the New People Economy
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3 out of 4 hires for business are wrong!
Source Chartered Institute of Personnel and
Development (CIPD) Report
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Choosing the right people
Two candidates, both the same age, the same
degree at the same university and with very
similar work experience... Which ones
right for your client?
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How could you know?
You couldnt! Choosing a candidate by CV and
interview alone is at best 25 accurate.
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Predictive Assessment - The Result
Accuracy of predicting future success in role
Chemistrys Minimum Performance!
BEI/Psychometrics/ Assessment Centre and
shadowing 95
BEI/Psychometrics/Assessment Centre 75
Most Recruitment Companies Performance!
Behavioural / Competency Interview 40
CV Interview 20
Selection Methodology
Source British Psychological Society
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Predictors of success
Values
Intellect
Values
Values
Motivations
Motivations
Behaviours
Behaviours
Experience/Skills
Experience/Skills
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Amazing results for Yell
Results
Increased sales
Profiled each individual per group Analysed data
and established predictors of success
Redesigned selection process to select on
predictors Revised sourcing strategy Embeded
knowledge of tools and process within HR Line
community
Faster to hit target
Halo Effect Improvements to
Induction Improvements to sales
training Improvement to succession planning
Intellect
Values
Motivations
Behaviours
Experience/Skills
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Amazing results for LexisNexis
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Amazing results for Chemistry

• Average Fee 25 (Roles from 25-80,000)
• 80 of selection work is retained
• Lost 1 client in five years (EasyJet, our cock
  up ?)
• Frequently kept aside from PSL and RPO
  relationships, viewed
• as credible experts
• Never made a cold call! new business is 100
  referral
• Built 1.5M Consulting business in 12 months

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Roger Philby T 01344 418300 M 07968
178876 Follow me on Twitter http//twitter.com/R
ogerPhilby chemistryrecruitment.com