How to Be the Best Sub-Vendor in the VMS/MSP Supply Chain

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How to Be the Best Sub-Vendor in the VMS/MSP Supply Chain

Concurrent Session:

Speakers:§ Bryan Peña, SVP, Contingent Workforce Strategies, CCWP,

Staffing Industry Analysts§ Dawn McCartney, Sr. Director, Contingent Workforce Strategies

& Research, The Americas, CCWP, Staffing Industry Analysts


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The Good, The Bad and The Ugly

Understanding the MSP/VMS – Supplier Relationship


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The Cast:§ Managed Services Program (MSP) – Manages the day to day responsibility of acquiring and managing

temporary workforce to promote an effective and efficient operation. § Vendor Management System (VMS) – Technology tool, specifically a software program that distributes job

requisitions, facilitates the interview and hire process as well as time collection, approvals, reporting and invoicing.

§ Supplier aka; Temporary Agency– Recruiting companies placing workers in jobs (on assignment) on a contract

or temporary basis.§ Temporary Worker aka: Temp, Contingent Worker, Contractor,

Supplemental Employees– Workers who accept assignments for organizations on a non-permanent

basis.


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Why would a client consider an MSP?


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§ Vendor Neutral– Jump Ball– Anonymous

§ Prime Supplier

§ Vendor Engaged– Smaller, hand-selected supplier base

§ Hybrid Program– May include multiple worker classifications

§ Mixed Model – Labor distribution profile based on skill category

MSP Program Types


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§ Have access to requisitions

§ See their administrative burden diminished

§ Can more easily focus on their core business – recruiting

§ Experience opportunities for additional revenue

§ Expand their client base

§ Participate and benefit from Mentorship and Development programs

§ Achieve financial rewards

§ Believe in and respect the MSP/VMS partnership

When it Works Well, Suppliers….


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§ Confusing communicators§ Missing Aretha Franklin§ Administrative avalanche§ Uneven playing field– Changing rules of engagement

§ Cultural disconnect§ Unclear role

MSP/VMS: The Bad and The Ugly


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§T&C Tantrums§Bill Rate Bullies§Core Competency and the

Pinocchio Factor§Background Bandits§Compliance Con Artists

Suppliers: The Bad and The Ugly


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Top 10 “Stupid Supplier Tricks” when working with VMS Programs and Building Relationships with MSPs


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#10 - Explaining to them that you know more about their business and company

than they do.(even though this might sometimes be true)


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#9- Not Respecting the Process


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#8- Sending resumes of people you’ve never spoken to


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#7- Feigning shock and awe when an issue arises

(we all know it happens – tell the customer the truth and fast)


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#6- Going around the system(you will be caught, and it wont be pretty)


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#5- Keeping a high paid account manager on the account

(manage your costs and you can win at this game)


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#4- Ignoring screening requirements (most clients are serious about compliance so keep your criminals at home)


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#3- Creating your own metrics and timekeeping processes

(Clients like their own metrics and processes for whatever reason)


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#2- No Whining (your MSP can read drama on their own time – stick to facts)


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#1- Why you?


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Workshop Activities

§ Handout on Table with Number§ 10-15 Minutes§ Collectively Brainstorm Table Problem

§ Be prepared to share


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Tips – Improving Your Success in an MSP


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The Good: Achieving Success as a Supplier

• Strategically approach MSP/VMS opportunities. Set Up an MSP-VMS Service Model

• Adhere to critical success factors

• Flex with the changing needs of the client and market

• Approach the partnership with an attitude of reciprocity

• Do not go around the system/program

• Ask for help and address issues in a productive manner

• Evaluate the contract terms thoroughly. Know what makes sense for your organization.

• Offer ideas for program improvement


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MSP/VMS: Doing the Right Thing, Gets the Right Result

• Establish supplier base that creates opportunity for success

• Acculturate Suppliers

• Train and retrain

• Approach the partnership with an attitude of reciprocity

• Uplift and promote your suppliers

• Respond quickly.

• Collaborate with Suppliers – work as a team

• Communicate, communicate, communicate • Know the temporary

workers are priority #1

• Include suppliers in your RFP process. Eliminate surprises.


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Develop relationships§ With supplier management functions in these MSPs§ With the program management team on site at the

customer§ With the client’s management – procurement,

diversity, and business unit leaders


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Rethink your delivery model

§ Time to fill becoming more important than sales/account mgmt

§ Centralized or dedicated recruitment models§ Focus on quality – don’t “throw paper”


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Build (on) successes

§ Track, manage, and improve your success in these programs

§ Market that success to other clients/programs


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Share information § VMS/MSP practices that work well§ Keep the program team informed of changes within

the client site§ Other customers that may benefit from a VMS/MSP§ Emerging needs of diversity vendors


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Ask for Help

~ Don’t be bashful


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Other thoughts~ Diversity Providers: Don’t rely solely on that~ Consider developing a niche capability or service


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§ Rate sessions on the Conference Community(all sessions)

§ Fill out the Evaluation Card on your chair (concurrent sessions)

Two Easy Ways to Give Feedback


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Presentations Available to Download§ Available on March 2§ www.staffingindustry.com/ppts_efna18

Audio Recordings with Screen Capture§ Available to purchase§ Place your order at Conference Media Kiosk outside the

Exhibit Hall located near the Conference Registration Desk at Luster Gallerie


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Coming up…§ Transition Break | 11:00-11:15 am

§ Concurrent Sessions | 11:15 am-12:15 pm

– Trends and Opportunities in Latin American Staffing

Markets | Flicker 3

– Digital Transformation for Staffing Firms | Splash 9/10

– Staffing Sector Focus: Clinical/Scientific | Splash 11/12

§ Ideas in Action Session: The Ever-Expanding Landscape of Compliance – And What You Need to Know Presented by easyBackgrounds | Splash 15/16

2018 Executive Forum North America

February 26 – March 1, 2018Future Forward

How to Be the Best Sub-Vendor in the VMS/MSP Supply Chain

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