2012 BENCHMARK DATA: HOW DOES

YOUR FIRM STACK UP?Joe Zeff

BASEBALL AND STAFFING

YOUR BULLHORN DATA

MONEYBALL AWARD – BEST DATA QUALITY

HOW GOOD IS YOUR DATA?

Positions Starts

22,432

36,973

• Bullhorn implementation

• Internal processes

Free Agents

vs.

Homegrown Talent

BEST FARM SYSTEM – CANDIDATE SOURCING

CANDIDATE SOURCING

Most Effective (according to you):

1. Attend networking events

2. Join professional groups

3. Participate in online social networking

…

6. (last on the list) Job Boards & others

11%

41%

BATTING AVERAGE AWARD – HIGHEST FILL RATE

• Clean data

• Internal & External

• Caveats

PERFORMANCE AND CONSISTENCY

15% 20% 25% 30% 35% 40% 45% 50%0%

10%

20%

30%

40%

50%

60%

PerformanceFill Rate (Starts/Positions)

Va

ria

tio

nD

iffe

ren

ce

Be

-tw

ee

n B

ran

ch

es

Small, 17%

Medium, 18%

Large, 22%

• Hit Rate: Starts / Client Submissions

• Most important metric

• Client/ candidate fit

CY YOUNG AWARD – PITCHING THE BEST CANDIDATES

PERFORMANCE AND CONSISTENCY

4% 6% 8% 10% 12% 14% 16% 18%0%

5%

10%

15%

20%

25%

30%

PerformanceStarts/Client Submissions

Va

ria

tio

nD

iffe

ren

ce

Be

twe

en

B

ran

ch

es

,

Small, 6%

Medium, 7%Large 16%

MVP AWARD – VALUE ADDED TO CLIENT

DO YOU ADD VALUE TO ALL OF YOUR CLIENTS?

0-25% 26-50% 51-75% 76-99.9%0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

Small Medium Large

Fill Rate (Range)

% o

f C

lie

nts

• Report

• Compare

• Track

BENCHMARKING

Q&A

2012 BENCHMARK DATA: HOW DOES

YOUR FIRM STACK UP?Appendix

ABOUT THE DATA

• Source: Bullhorn’s new Standard Reports

– Recruiting Activity

– Source Effectiveness

– Job Activity, by Client

• Methodology:

– Data set: 71 agencies in attendance at Bullhorn Live

– Grouped by number of recruiters (1-20, 21-50, 51+)

HOW TO READ THE FOLLOWING CHARTS

25th Percentile 50th Percentile 75th Percentile Overall (n=71)0%

5%

10%

15%

20%

25%

30%

35%

10%

20%

30%

20%

11%

21%

31%

21%

12%

22%

32%

22%

Small Medium Large

Company Size

Data is broken down into quartiles

Example: the bottom 25% (25th percentile) of small

companies had a success rate of 10% or lower

Example: the top 25% (75th percentile) of small

companies had a success rate of 20% or higher

SAMPLE DATA

AVERAGE FILL RATE

Fill Rate defined as:

# Starts# Positions

25th Percentile 50th Percentile 75th Percentile Overall (n=71)0%

5%

10%

15%

20%

25%

30%

35%

2%

7%

19%17%

5%

15%

20%18%

9%

16%

31%

22%

Small Medium Large

AVERAGE HIT RATE

25th Percentile 50th Percentile 75th Percentile Overall (n=71)0%

5%

10%

15%

20%

25%

2%

4%

10%

6%

2%

7%

10%

7%

3%

9%

21%

16%

Small Medium Large

Hit Rate defined as:

# Starts# Client Submissions

% OF CANDIDATES SOURCED FROM REFERRALS + SOCIAL NETWORKS

25th Percentile 50th Percentile 75th Percentile Average (n=63)0%

2%

4%

6%

8%

10%

12%

14%

16%

3%

6%

13% 14%

3%

7%

10%

7%

2%

5%

13%14%

Small Medium Large

Relevant sources include referrals and personal connections on online

social networksNote: the average for Small and Large companies

appears higher than the 75th %-ile because of a small number of firms with extremely high rates. The Median

(50%-ile) may be a more representative measure).

AVERAGE FILL RATE ACROSS CLIENTS

25th Percentile 50th Percentile 75th Percentile Overall (n=71)0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

8%

15%

24% 23%

11%14%

19% 18%17%

24%

39%

26%

Small Medium Large

Fill Rate across clients determined by:

1. Calculating Fill Rate (# Starts / # Positions) for each client

2. Calculating the average Fill Rate across all clients