Keep a Pulse: Turning Data into Relationship Insights and (Automated) Action
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The document outlines a strategy for leveraging data insights to optimize relationships and automate actions in sales processes. It highlights a five-step data audit to assess and organize existing data, gather insights from stakeholders, and identify gaps for improvement. The author emphasizes the importance of utilizing emerging technologies for automation and enhancing engagement with clients and candidates.
Keep a Pulse: Turning Data into Relationship Insights and (Automated) Action
- 1. Keep a Pulse: Turning Data into Relationship Insights and (Automated) Action Sinead Daly Regional Sales Manager, Bullhorn 4 October, 2017
- 2. That’s 375 days worth of video content in 30 minutes!
- 3. But What is Data Doing for You?
- 8. What is Your ATS & CRM Data Doing for You?
- 9. Work Smarter, Not Harder Are you missing opportunities to automate? 1 Assess the Data You Have Gain command over the information you have and introduce ways to capture data you are missing. 2 Gather Relationship Insights Look at the data with a new lens, evaluating how you can engage your diverse audiences more proactively. 3 Identify Action Items and Execute Create a plan based on analysis, potentially automating low value tasks or gaps now possible with emerging technologies.
- 10. You Don’t Have to be a Data Scientist...
- 11. Assess the Data you Have
- 12. 5 Steps for Quick Data Audit Step 1 List Data You Have ● CRM ● ATS ● Back Office ● Marketing Automation / Email ● Social Media
- 13. 5 Steps for Quick Data Audit Step 1 Step 2 List Data You Have Identify Where Data is Housed ● CRM ● ATS ● Back Office ● Marketing Automation / Email ● Social Media What’s outside the system? ● LinkedIn ● Spreadsheets ● Old systems
- 14. 5 Steps for Quick Data Audit Step 1 Step 2 Step 3 List Data You Have Identify Where Data is Housed Interview Stakeholders ● CRM ● ATS ● Back Office ● Marketing Automation / Email ● Social Media What’s outside the system? ● LinkedIn ● Spreadsheets ● Old systems What data do they value? ● Executives ● Front line leaders ● Technology team
- 15. 5 Steps for Quick Data Audit Step 1 Step 2 Step 3 Step 4 List Data You Have Identify Where Data is Housed Interview Stakeholders Prioritize & Organize ● CRM ● ATS ● Back Office ● Marketing Automation / Email ● Social Media What’s outside the system? ● LinkedIn ● Spreadsheets ● Old systems What data do they value? ● Executives ● Front line leaders ● Technology team Organize your findings: ● What’s most important? Why? ● Where are there gaps?
- 16. 5 Steps for Quick Data Audit Step 1 Step 2 Step 3 Step 4 Step 5 List Data You Have Identify Where Data is Housed Interview Stakeholders Prioritize & Organize Track How Data is Used ● CRM ● ATS ● Back Office ● Marketing Automation / Email ● Social Media What’s outside the system? ● LinkedIn ● Spreadsheets ● Old systems What data do they value? ● Executives ● Front line leaders ● Technology team Organize your findings: ● What’s most important? Why? ● Where are there gaps? Take objective view: ● What’s being used in daily operations? ● Is data used In long term planning?
- 17. 5 Steps for Quick Data Audit Step 1 Step 2 Step 3 Step 4 Step 5 List Data You Have Identify Where Data is Housed Interview Stakeholders Prioritize & Organize Track How Data is Used ● CRM ● ATS ● Back Office ● Marketing Automation / Email ● Social Media What’s outside the system? ● LinkedIn ● Spreadsheets ● Old systems What data do they value? ● Executives ● Front line leaders ● Technology team Organize your findings: ● What’s most important? Why? ● Where are there gaps? Take objective view: ● What’s being used in daily operations? ● Is data used In long term planning?
- 19. GDPR Requirement Comes into effect 25th May 2018 Requires more robust and specific data audit Check Information Commissioner's Office (ICO) for updates
- 22. Ask Second Level Questions How many Silver Medal candidates do we have in our database over the last 6 months? What recruiters worked on these roles? How many contractors on assignment are ending their contract in the next 3 months? How many connections have we had with this group? Over the last 12 months, what clients have added the most open reqs? What is the rank of the fill rate for these clients? What prospective clients have generated the most opportunities this quarter? Are there similar roles and sectors? ClientsContractors ProspectsCandidates
- 23. Relationship Insights to Drive Results • Account penetration • Client and candidate Satisfaction • Increased productivity • Recruiter efficiency
- 24. Identify Action Items and Execute (and Potentially Automate)
- 26. Opportunities for Automation? How many Silver Medal candidates do we have in our database over the last 6 months? What recruiters worked on these roles? How many contractors on assignment are ending their contract in the next 3 months? How many connections have we had with this group? Over the last 12 months, what clients have added the most open reqs? What is the rank of the fill rate for these clients? What prospective clients have generated the most opportunities this quarter? Are there similar roles and sectors? ClientsContractors ProspectsCandidates Generate an email to the recruiters that had a Silver medal candidate in the previous month to encourage them with current roles matched to their skill set. Send texts to everyone at set intervals to gauge satisfaction as contract is set to expire and their availability for a new project Rank clients by fill rate and send automated reports to managers mentioned with ranking to give accountability. Matching technologies to identify right fits
- 29. Recap: 3 Stages Work Smarter, Not Harder 1 Assess the Data You Have Gain command over the information you have and introduce ways to capture data you are missing. 2 Gather Relationship Insights Look at the data with a new lens, evaluating how you can engage your diverse audiences more proactively. 3 Identify Action Items and Execute (and Potentially Automate) Create a plan based on analysis, potentially automating low value tasks or gaps now possible with emerging technologies.
- 30. Thank You! Questions? Sinead Daly Regional Sales Manager s.daly@bullhorn.com @sineadbullhorn