Metrics Portfolio Development

Profile Summary:

As a staffing organization grows, management relies on metrics to provide the visibility necessary to ensure the company is staying on the right track. How effectively an organization develops these metrics has a direct impact on critical management decisions and thereby on company performance in both the short and long term. Because the staffing industry relies on individual performance, most staffing companies have a system of metrics in place. However, having an incomplete portfolio of metrics can undermine growth since it can misdirect management on solving the wrong problems, further undermining performance. In essence, the metrics we use act as the lens into your business and building a balanced portfolio ensures you have the facts necessary to make the right decisions.

Approach:

While the staffing industry has standard benchmarks that are measured by industry associations, metrics development should be tailored based on the company’s needs. In order to define what needs to be measured, the first step is to understand the success factors of the following:

• Financial model
• Company sales strategy
• Delivery model
• Organizational structure
• Improvement initiatives

Once the success factors are defined, the balanced scorecard management system is used as a framework to capture metrics to measure the performance of the organization as a whole. For companies that are comprised of multiple operating units, separate scorecards will be developed for each. Performance metrics are then developed taking into consideration the organizational metrics to ensure alignment.

Deliverables:

At the conclusion of the project, clients will have measures and targets for corporate and divisional scorecards as well as sales and recruiting review forms. Account planning templates may also be developed depending on the complexity of the company’s sales strategy.