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Positioning to Win Series:
Recruiting to Win!
www.neosystemscorp.com
Positioning to Win Series:
2 © 2015 NeoSystem Corp
Pricing to Win!
Cash Flow and Financial Preparedness
Are you ready for CAS compliance?
Leveraging the Cloud
Recruiting to Win Tuesday, May 12
Navigating your new HR Compliance Requirements Tuesday, June 16
Making the case for out-sourced services Thursday, July16
Agenda
Introductions
NeoSystems Recruiting to Win Timeline
Best Practices for Recruiting
Recruiting and Pricing
Q&A
3 © 2015 NeoSystems Corp
NeoSystems Strategic Focus
For Non-Profits, Government Contractors and
Commercial Enterprises
4 © 2015 NeoSystems Corp
NeoSystems Overview
COMPANY HIGHLIGHTS
5 Consecutive years
Over
575 Number of Clients
Over
45,000 Number of Users
90%+ Client Retention Rate
#1 Finance and Accounting Outsourcing (“FAO”) provider to
Government Contracting (“GovCon”) and NPO/NGO market
Deltek Premier Partner
Largest team of Deltek accounting system experts in industry
Comprehensive suite of strategic back office services
Accounting
Contract Management
Financial Planning & Analysis
HR Management
IT Infrastructure & Management
Consulting and Training
Deltek Systems Integration and Implementation
Governance and Compliance
Founded in 2000
Office Locations
Tysons Corner, VA (HQ)
Huntsville, AL
San Diego, CA
Orlando, FL
Leading Strategic Back Office services for NPOs and Government Contractors with integrated Accounting, HR and IT solutions for highly-regulated industries
2013 2003
5 © 2015 NeoSystems Corp
Poll Question:
6 © 2015 NeoSystems Corp
How many of (believe) you have…
1) Lost to a team with better or more resumes?
2) Lost because you priced talent too high?
3) Won and then couldn’t find talent because you under-bid?
4) Won and then had to scramble to fill slots?
5) Reached incumbents, but they were told not to talk?
Chris Maslyn
Senior Recruiting Manager
Recruiting to Win!
Recruiting is an investment in your business
Wrong candidates Loss
To increase win probability, recruit: – Early
– Effectively
– Strategically
8 © 2015 NeoSystem Corp
When to start Recruiting
Recruiting takes time
Quality personnel critical to success of bid
Lock up a candidate for the best team
Start early!
9 © 2015 NeoSystem Corp
2015 May Jun Jul Aug
3 months out 2 months out 1 month out
Proposal due
Award Kick-Off
Key PMs/SMEs
Pipeline for all employees
Identify holes and fill them
Competitive and Pricing/Salary Information
Customer Key Issues
Pre-Award Incumbent Capture Post Award Capture
NeoSystems Recruiting Timeline
When to start Recruiting Key Candidates
11 © 2015 NeoSystem Corp
2015 May Jun Jul Aug
3 months out 2 months out 1 month out
Proposal due
Award
Key PMs/SMEs
Pipeline for all employees
Identify holes and fill them
Competitive and Pricing/Salary Information
Customer Key Issues
Leverage network of Executive Team
Manual, Personal, Strategic
Quiet/Internal
Pre-Award Incumbent Capture
When to start Recruiting Staff
12 © 2015 NeoSystem Corp
2015 May Jun Jul Aug
3 months out 2 months out 1 month out
Proposal due
Award
Key PMs/SMEs
Pipeline for all employees
Identify holes and fill them
Competitive and Pricing/Salary Information
Customer Key Issues
Pre-Award Incumbent Capture
Leave No Stone Unturned
Labor intensive
Efficiency is critical for cost containment.
When to fill the Gaps
13 © 2015 NeoSystem Corp
2015 May Jun Jul Aug
3 months out 2 months out 1 month out
Proposal due
Award
Key PMs/SMEs
Pipeline for all employees
Identify holes and fill them
Competitive and Pricing/Salary Information
Customer Key Issues
Pre-Award Incumbent Capture
“All Hands On-Deck”
Build a Pipeline
14 © 2015 NeoSystem Corp
2015 May Jun Jul Aug
3 months out 2 months out 1 month out
Proposal due
Award
Key PMs/SMEs
Pipeline for all employees
Identify holes and fill them
Competitive and Pricing/Salary Information
Customer Key Issues/Aspiration
Pre-Award Incumbent Capture
Final proposal details
Incumbent Capture
15 © 2015 NeoSystem Corp
2015 May Jun Jul Aug
3 months out 2 months out 1 month out
Proposal due
Award
Key PMs/SMEs
Pipeline for all employees
Identify holes and fill them
Competitive and Pricing/Salary Information
Customer Key Issues
Pre-Award Incumbent Capture Post Award Capture
Congratulations – You Win!
When to “stop” Recruiting
16 © 2015 NeoSystem Corp
2015 May Jun Jul Aug
3 months out 2 months out 1 month out
Proposal due
Key PMs/SMEs
Pipeline for all employees
Identify holes and fill them
Competitive and Pricing/Salary Information
Customer Key Issues
Pre-Award Incumbent Capture Post Award Capture
Kick-Off Award
Brian Pariroo
Senior Recruiting Consultant
Where to Recruit Candidates
Leave No Stone Unturned – Job boards
– Employee Referrals
– Candidate Referrals
– Internal Applicant Tracking System
– Postings
– Job Fairs
18 © 2015 NeoSystem Corp
How to Recruit Candidates
Recruit early to beat the competition
Sell them on your company • Company overview and mission
• Company benefits and culture
• Growth opportunity within company
• Why your company is going win the work
• Write good position descriptions
Moving candidates through the process quickly
19 © 2015 NeoSystem Corp
How to Close Candidates
Work fast to get the necessary paperwork in place
Let candidates know it’s okay to sign with multiple organizations
Collect Signed Letter of Intent or Contingent Offer Letter early on
20 © 2015 NeoSystem Corp
How to Manage Candidates
Remain engaged
Keep them involved
Utilize them as a source of competitive information: • What other companies are recruiting them for the project
• What are competitors willing to pay
• Knowledge about the customer that can be used in the proposal
Let them help you recruit
21 © 2015 NeoSystem Corp
How Recruiting helps with Pricing
LPTA increasingly price competitive bids
If bid is too high, you lose
If bid is too low, you lose – Can’t staff contract
– Forced to hire unqualified personnel
– High turnover
– Low client satisfaction
22 © 2015 NeoSystem Corp
How Recruiting helps with Pricing
There are no accurate salary guides in cleared staffing
Collect current salary information from each recruit
Screen several qualified candidates for each position
Base pricing on real candidates to avoid: – Positions remaining unstaffed
– High turnover
– Poor project performance
23 © 2015 NeoSystem Corp
Summary
Start recruiting early
Utilize multiple sources
Effectively close candidates
Manage closed candidates
Base your pricing on real candidates
24 © 2015 NeoSystem Corp
Poll Question:
25 © 2015 NeoSystems Corp
What are your biggest challenges today? 1) Can’t find and close on key PM/SMEs
2) Can’t find enough resumes for a current proposal
3) Worried that you will price too high and lose
4) Worried that you will price too low and then can’t staff
5) Not enough hours in a day to do it all!
Positioning to Win Series:
26 © 2015 NeoSystem Corp
Pricing to Win!
Cash Flow and Financial Preparedness
Are you ready for CAS compliance?
Leveraging the Cloud
Recruiting to Win Tuesday, May 12
Navigating your new HR Compliance Requirements Tuesday, June 16
Making the case for out-sourced services Thursday, July16
Q&A
Brian Giblin Sr Dir of Product Marketing [email protected]
Brian Pariroo Sr Recruiting Consultant [email protected]
27 © 2015 NeoSystems Corp
Chris Maslyn Sr Recruiting Manager [email protected]