SUPPLIER DIVERSITY WITHIN A MANAGED SERVICE

7TH December 2011

INTRODUCTIONS

Name Company

Jason Dunwell Hays

Leanne Johnston IBM TSC Sourcing Lead UK

AGENDA

•  IBM and Hays: a changing, maturing relationship •  Why there is an opportunity •  What do Managed Service Providers look for in a supplier •  Discussion

IBM & HAYS A CHANGING AND MATURING RELATIONSHIP

A CHANGING AND MATURING RELATIONSHIP

IBM and Hays began there engagement in 1994 via a PSL relationship, at the time Hays were a small supplier (CTG)

As IBM has developed it’s requirements of it’s suppliers have changed and as such Hays has also evolved.

Including evolving from a PSL business to a Managed Service Provider

IBM now expects Hays to respond to more of their Corporate Social Responsibility work streams, namely DIVERSITY.

WHY THERE IS AN OPPORTUNITY

DIVERSITY WHY IS THERE AN OPPORTUNITY?

We already know that companies that embrace diversity at a strategic and operational level benefit from an engaged, more motivated workforce with reduced levels of attrition and increased retention.

As an agency we can:

- Show our processes are in line with our clients

- Add value to our client strategic goals

- Take work and responsibility away from our clients

- Deliver a service that most temporary agencies do not believe it their responsibility.

WHAT DO MANAGED SERVICE PROVIDERS LOOK FOR IN A SUPPLIER?

WHAT IS KEY?

In a time of cost cutting and general austerity the ‘value’ that can be added is always key:

-  Are you a ‘niche’ supplier if not what is your unique selling point (consultancy, employed models, known skills gaps)

-  Ease of supply, do you have a structure to respond to corporate accounts? Will you follow the rules or attempt to circumvent?

-  Legal and commercial, are you aware of how flexible you are prepared to be?

-  Speed and quality, above all things we have a service to deliver. Will you add or detract from this.

DISCUSSIONS

QUESTIONS AND ANSWERS