All posts tagged: VMS

The VMS Test

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Not all VMS opportunities are bad; they’re just not all created equal.

Next time you have a prospect you are pursuing using a VMS system to manage the process, apply the VMS Test. Your results will guide you in learning if it is worth your time, energy, and effort to accept this business.

Answer each question “yes” or “no.”

  1. Have you been provided with detailed job descriptions, required and desired skills, details on cultural fit, and specifics on compensation and benefits (if applicable)?
  2. Will you have access to the managers to whom the positions report to ask questions and discuss important details?
  3. Has the client committed to providing detailed feedback about submittals within one to two business days (at most) from submission?
  4. Does the client appear to be using the VMS system in a manner which reduces labor intensity?
  5. Has the customer designed and communicated a hiring process, using the VMS, that appears to be fair, reasonable, and workable, especially when compared with how you normally do business?
  6. Does the amount of labor intensity required to do the work seem reasonable when compared to potential profits?
  7. Has your primary contact been highly responsive to calls and e-mails?
  8. Does this business opportunity seem to be sustainable over the weeks, months, and even years ahead?
  9. Has the customer indicated an openness to feedback when their process is not working effectively?
  10. Having carefully thought about and answered these questions, are you excited about this VMS opportunity?

SCORING

Count the number of “yes” answers and compare to the scores below.

If you had 10:
There is a better than average likelihood that this business is worth the effort.

9
This has potential as long as the prospect adequately addresses your “no” response.

7-8
You’re likely to be disappointed with your return on your investment of time, energy, and effort. Proceed with extreme caution, working with the prospect to deal with your “no” responses.

5-6
This prospective customer will become a drain on your time, energy, and efforts. Pursuing this is not recommended.

0-4
RUN AWAY NOW! This account is not worth pursuing.

Scott WintripThe VMS Test
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HR’s Diabolical Plot

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A host of human resource leaders are embroiled in a conspiracy—protecting their companies from the likes of you. Their evil sidekick, procurement, has their back. They make you jump through hoops called the RPF process, leaving you thinking this is your shot, when really it’s a process of exclusion rather than inclusion. They even deploy technological advancements, including VMS, as a shield to protect their companies from too much contact from the perceived toxic interactions with account reps and recruiters. Combined as a force, this dynamic duo is kicking butts, taking no names, and winning the battle while also losing the war for talent.

Whose to blame for this situation? Those who sell staffing and recruiting services.

If combative HR and procurement professionals really understood the value of staffing, at least some of them would join the Justice League. They would welcome the opportunity to fight the good fight alongside you, their partner, in the talent wars. Even more importantly, if everyone in the staffing and recruiting business did a better job of creating and directly communicating tremendous, irresistible value to hiring managers, these decision makers would demand an alliance between parties that should never act like foes.

Three-quarters of companies don’t buy from staffing and recruiting firms each year. This crime can only be adjudicated in one way—by the staffing industry doing a better job of selling the value of staffing. This won’t be accomplished through old school tactics like client control, skill marketing, feature-benefit selling, or Always Be Closing. These are a significant contributing factor to the status quo. Instead, the new ABC’s of selling—Always Be Collaborating—has the power to create lasting relationships based upon trust that the needs of all parties will be met.

Are You Inspiring People to Buy?

Are buyers clamoring to buy from you, seeming almost inspired to buy? Or are many of your sales efforts met with resistance, roadblocks, and even, at times, derision? The Inspired Sale will show you how to engage Sales Flow to create opportunities where buyers feel a compelling need to buy and buy from you. When you sign up by January 31st, this special class is half price. Learn more

Scott WintripHR’s Diabolical Plot
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The VMS Drug

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Like a powerful and addictive drug, the anticipated high offered by VMS (Vendor Management System) business often lures willing participants, only to leave them strung out and hungover when they reap the minimal rewards for their efforts. Not all VMS is bad VMS and you must have a process that allows you to evaluate the efficacy of these opportunities. One such process, which I call PPAA, covers four key areas:

1. Profit – What is the anticipated profit? What is the sustainability of this piece of business at that level of profit?

2. Process – What is the process before and after the onboarding of a hire through the VMS. What is the level of labor intensity? When comparing that amount of labor intensity to the profit, does working this account make fiscal sense?

3. Access – How will you access hiring managers for feedback and input? Will that access give you the information you need to do outstanding work?

4. Accountability – Who is accountable and for what? Is the buyer committing to a level of accountability, especially in providing information and feedback, that will enable you to provide quality service?

Rather than just popping a pill and hoping for the best, responsible drug use can promote health and longevity. The same is true of choosing VMS opportunities. Instead of just diving in and hoping for the best, taking the time to responsibly review PPAA will help you spot the good ones and run from the bad.

Scott WintripThe VMS Drug
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