Staffing Discussion SES Chicago, Dec. 2006 Dave Williams, Chief Strategist and Co-Founder.
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Staffing Discussion SES Chicago, Dec. 2006 Dave Williams, Chief Strategist and Co-Founder
2 Copyright 2006 360i, LLC. All Rights Reserved Managing A Search Agency is Not Easy Search marketing industry is a fast growing, rapidly evolving and highly competitive industry characterized with: 1.Significant turnover (not at 360i) 2.rapid pay increases 3.lack of skilled and senior employees 4.fast moving and stressful work environment 5.constantly changing technology 6.increased sophistication of skill sets required 7.No recognized industry training (SEMPO to launch) 8.Right employee in 2002 not necessary right today
3 Copyright 2006 360i, LLC. All Rights Reserved How do you hire? Do you plan and budget for your hiring in advance? Are you hiring to replace employees or are you hiring for growth? Do you have a strong hiring process? Do you have a strict hiring criteria? Are your staff and management trained in how to interview? What differentiates your firm from others?
4 Copyright 2006 360i, LLC. All Rights Reserved Things To Consider When Hiring Size and sophistication of clients -Different clients require different skill sets Industry focus (Travel vs. Financial Services) Agency or in-house Reputation will help in recruitment: -What do people think of your agency, management, and clients? Do they read about you in the press? Are you a thought leader? Leave room in the budget for pay increases and even consider things such as stock incentives, 401k plan, matching contributions, health plan, etc.
5 Copyright 2006 360i, LLC. All Rights Reserved Things To Consider Is there upward mobility, or is the job a perceived dead end? There needs to be opportunities to grow. Really need to consider the threat of poaching and try to put contractual language in employee work agreements that minimize this risk. What relevant experience do they have? Don’t just focus on search, but look for economics, investment banking, agency, data skills, project management, etc.
6 Copyright 2006 360i, LLC. All Rights Reserved Staffing Need to have senior level people running and managing major client relationships. For example, we recently won NBC and JCPenney. To successfully run these relationships requires a minimum of 8-10 years of experience. Key team members are: -Account Director -Media Services -Director of Data Analytics -Director of Natural SEO
7 Copyright 2006 360i, LLC. All Rights Reserved Staffing – Where you look Internal candidates SEMPO Monster, etc. Craigslist Local universities Local job-search firms Search marketing shows such as SES Staff referrals Conferences
8 Copyright 2006 360i, LLC. All Rights Reserved Staffing – Educational Experience ECommerce Statistics Computer Science Marketing Business Investment Banking Good schools College or higher Degree/diploma Previous work in online fields
9 Copyright 2006 360i, LLC. All Rights Reserved Turnover Prevention Turnover can have a big negative effect on key client relationships and continuity and can be contagious with other staff – more money, more opportunity, etc. Turnover makes a tough hiring situation even worse 1 st step should be to take care of existing employees -Thirsty Thursdays -Skill training -Strong management -Strong processes -Company events -Knowledgeable about company -Excellent benefit programs -Working environment (office space, location, etc.)
10 Copyright 2006 360i, LLC. All Rights Reserved Hiring the Right People Think of yourself running a professional sports team. Do you want to win the Superbowl, the division, or is it a rebuilding year? Bad hiring decisions take a long time to correct and have a negative effect on existing employee morale. Hire for the future and not just for today, especially in a rapidly evolving industry. Not be afraid to let go of bad performers – send them back to the minors. Referrals from employees and industry contacts are the best and least expensive.
11 Copyright 2006 360i, LLC. All Rights Reserved Company Benefit Programs Do you have a 401k program? Do you offer matching benefits? Or, even a profit sharing program? Do you have a strong health care package, maternity leave package, etc. Do you offer a stock incentive program? Benefits can play a key role in hiring senior level employees. Lower level staff don’t place as much value on these programs and many times don’t participate. Educate your employees on your benefits as many times they don’t understand/appreciate the value.
12 Copyright 2006 360i, LLC. All Rights Reserved Hiring Best Practices Do things to reduce turnover. Have strong employee benefits. Have a hiring process. Budget and plan in advance. Hire for the future and not just today. Focus hiring based on hard skills. Make sure you have strong mentors. Compensation is very important. Employee and industry referrals are key.
13 Copyright 2006 360i, LLC. All Rights Reserved Thank You One Peachtree Pointe 1545 Peachtree, Suite 450 Atlanta, GA 30309 Work: 678-303-5899 Cell: 404-822-7939 DaveW@360i.com Dave Williams Chief Strategist & Co-Founder