How We Recruit Across The European Procurement Solutions Market

 

Edbury Daley is widely acknowledged as the market leading recruiter in the Spend Management sector in the UK. We are now bringing hiring success to our clients across Europe.

Our recent projects have included:

  • Business leaders for appointments in UK, France & Northern Europe.
  • Regional sales leadership roles for Europe, Nordics, France, Italy, Sweden & UK
  • Senior procurement technology consulting roles in  the UK, France, Netherlands, Germany, Italy & Spain
  • Project Management & Implementation appointments in England, France & Germany

We offer broad coverage of Procurement Solutions which include Analytics, Payments, Vendor Management Solutions and Supply Chain Finance.

Our international network of contacts across the procurement technology sector allied to a deep expertise in the procurement profession enable us to provide an unrivalled service. Here’s how:

  • Identifying proven sales people with experience of selling to finance and procurement audiences across Europe.
  • Head hunting geographically flexible Implementation and Transformation Consultants with experience of international projects.
  • Building an outstanding network of EU nationals currently working in the sector wishing to move to the UK, and those already in the UK willing to work/relocate across Europe.

If you need a recruiter who understands your product, your target markets and the availability of the skills your business needs to grow then it’s time to get in touch with us via info@edburydaley.com

If you want to read our quarterly analysis on the recruitment market conditions affecting the sector, and gain evidence of our expertise in the market you can access the reports here: The Procurement & Spend Management Quarterly Market Updates.
To keep up to date with news from the sector and the career opportunities we are working on please visit http://www.spendmanagement.co.uk/ or follow us on Twitter via @SpendMgmt_UK or @EdburyDaley

 

 

How Did Talent Mapping Make The Difference For A Leading Consultancy?

How Did Talent Mapping Make The Difference For A Leading Consultancy?

 

The Client – An international multi disciplinary consultancy looking to build on its growing presence in the UK procurement and supply chain sector.

The Challenges They Faced:

Their limited track record in the sector gave them a relatively low profile as a potential employer

They were struggling to hire specific skill sets, particularly in competition with established major players players

A shortage of available talent in procurement and supply chain consulting generally

Market conditions meant that the market rate was out of kilter with their existing salary bands

We recommended a detailed Talent Mapping exercise because it offered the following:

  • Thorough audit of the relevant market
  • Detailed analysis of all competitors
  • Accurate up to date evidence of what the market rate for various skill sets was
  • It enabled us to begin a marketing awareness campaign amongst the relevant talent pool

How Did It Solve The Problems?

Enabled us to identify “value” in the market and focus on affordable candidates

We acted as front line for selling careers with our client making them a more desirable employer

It helped develop a clear Talent Attraction strategy to suit prevailing  market conditions

We also identified alternative talent pools through detailed research

Results

Ultimately the process enabled us to create a Talent Pipeline of candidates for interview over three months as the client looked to hire several people in response to a number of new client projects.

By providing accurate evidence of market rate salaries, the client was able to adapt its current grades and make a more informed choice on whether candidates were worth their salary expectations.

They interviewed candidates from more established players in the market who might not have previously considered our client as a potential employer.

They hired all the people they need for the first half of 2015 and have a clear idea of who they might consider later in the year.

Summary

Talent Mapping and Pipelining are not necessarily new concepts in recruitment, however many companies have previously found them to be a disappointment as recruiters have often oversold and under delivered to HR and line managers.

We have worked closely with a handful of valued clients to develop our offering in this area.  By only working in the markets we know intimately and constantly refining our techniques we have been able to make a real difference for our clients.  

Our detailed proposal explains in detail how and why our service is different. It is only available upon request largely because we don’t want to share our intellectual property with our competitors.

Please contact Andrew Daley for more details.

Recruitment Excellence In The Procurement Technology Sector

Recruitment Excellence In The Procurement Technology Sector

 

Why A Quality Focus To Recruitment Makes A Difference

The Situation

One of our key clients is a rapidly growing Spend Management Company that is gaining market share because of the quality of both its product and its people.

It recognises that to attract the best talent and to retain its staff it has to give them exciting career paths, and needs to send a clear message to the market place so that talented individuals understand the opportunities they can provide.

They understand the value that we can bring by acting as their ‘ambassadors’ in the market and the value we add by both Talent Identification and also by how we present a consistent and compelling message about their business.

They have invested considerable time with us to jointly build the relationship so that we fully understand their business and the skills and attributes they require and the kinds of opportunities they offer. They recognise that they need an external partner who can sell their brand and position them well and not just source  CV’s. They need a business that really understands a very competitive candidate marketplace.

How Does This Approach Make A Difference?

For one Senior Consultant role we had two offers rejected – one was very aggressively counter offered by their current employer and the other candidate was offered £10k more basic salary elsewhere.

We realised that market conditions may have changed so we undertook some salary benchmarking research on their behalf.

It is easy and all too common for recruiters to drive salary increases and to claim that a client needs to raise their pay bands – we will always advise a client based on real data so that they can make an informed decision.

In this situation based on our research and a full open discussion with the client they reviewed and raised their basic salaries and with them we refined the message we took to the market – the role has now successfully been filled as a result.

Based on this success this approach was adopted further and we have since successfully filled a number of other roles and have candidates in reserve for future appointments such as:

  • Account Manager
  • Pre- Sales Director
  • Consultant
  • Senior Analyst

We are currently working on four more roles for this client

It is clearly a success story for us and the client. It proves that even when facing incredibly competitive market conditions because we work together and they trust our advice we have some superb recruitment success and have together driven and produced market leading KPI’s

  • Our interview to offer rate this year of 75%.
  • Our interview to appointment rate this year is 50%
  • Our interview to appointment rate since our client realigned their salary bands using our research is 80%

The Lesson Learnt?

If your organisation achieved these levels of performance in your recruitment process how much time and money would be saved?

Yes we usually cost more than those rates typically quoted on many PSL’s but our value and advice on key issues like process, salary, availability of relevant skills and market conditions makes a significant difference to the actual cost.

Equally our expertise is understood and recognised by candidates and this allows us to influence and persuade the best people to consider leaving their current jobs to join a new team when others may not. Detailed sector knowledge is critical, particularly in a job market like procurement technology.

Ultimately to save time and money and to add real value, you must invest time together with a business that knows the market. We seek to understand your recruitment challenges and give credible advice so that we can deliver candidates that fit your brief.

So ask yourself this, do you want a low price/high volume option for your recruitment or do you want value and a source of competitive advantage?

If it’s the latter, I look forward to hearing from you.

 

Case Study: International Search For A European Supply Chain Director

Case Study: International Search For A European Supply Chain Director


Client brief & Objective

We were engaged by the HR Director of a Fortune 500 organisation to help them identify an outstanding candidate for their newly created European Supply Chain Director position.

The challenge was that the position could be based in any one of five countries in Europe necessitating a broad geographical Search and potentially time consuming candidate and identification selection process.

Our Methodology And Solution

The client detailed their criteria, objectives, timescales for the position and we gave  our advice on a suitable process by identifying:

  • the recruitment market conditions for the desired skill set
  • salary differentials across the five possible locations.

We then designed and proposed a solution to meet their specific criteria which had the following key activities to produce an initial long list of candidates

  • Searching our existing database of procurement and supply chain professionals
  • Networking across a wide range of contacts in each of the local markets where this person could be based: France, Denmark, UK, Italy or Germany
  • Use of online research tools to research specific target organisations

After the initial screening the best candidates were then to use an online video interviewing tool to record their answer to the same standard questions. These question were agreed between ourselves and the client in advance.

Their responses were then used to jointly create a shortlist for face to face interviews with the European VP and HR Director.

These have proved to be excellent for sifting when undertaking senior leadership appointments and are particularly effective for international appointments across different locations as it significantly reduces the time and expense required and actually increases candidate engagement with the process.

The Results

Eight candidates recorded video interviews, five of which were invited for face to face interviews in the UK.

After face to face interviews with the European MD and HR Directors, the chosen candidate was offered the role and accepted despite a strong counter offer due to the relationship that had been built.

The process was a great success and took up far less senior management time than the client had anticipated.

Our client had never used video interview facilities in this way before, but they will do so again in the future.

The Key Benefits For Our Client

  • This project was delivered on an exclusive contingency basis, de-risking it for our client
  • Approximately 10 hours interviewing time was saved plus associated travelling time & costs for the two senior executives.
  • Three candidates were ruled out upfront by the video interviews
  • This equates to 16 flights across Europe costing roughly £5000
  • We used several different candidate sourcing processes to maximise interest in the role across Europe resulting in an outstanding shortlist (see client comments below)

Here’s the note sent to Andrew Daley by the HR Director upon completion of the process:

Hi Andrew

Just a last note to say a big thank you for your support.

XXXX (the European MD) and I were really impressed by your responsiveness, the calibre of the shortlist and of course the result.

Thanks again

 

International Appointments – Proven Recruitment Processes Applied Globally

International Appointments – Proven Recruitment Processes Applied Globally

2014 has seen Edbury Daley make senior procurement appointments across the UK, Ireland, Continental Europe and Latin America. Here is how we provide global procurement recruitment solutions from a single UK office:

International database of procurement professionals – working with an existing network of talented, geographically mobile candidates

Leading edge technology – utilising on and offline technology solutions for virtual meetings and video interviewing

Global market knowledge – understanding regional market dynamics, candidate availability and salary expectations

Multi-lingual research capability – communicating with clients and candidates in their native language

As a product of global commercialisation the world gets smaller and major procurement functions increasingly move to international structures. We have adapted our capability to apply our superior level of recruitment consultancy effectively in international markets.

We now have a truly international network which spans all the key business locations in Europe and beyond.  This enables us to consistently outperform local suppliers in cities as diverse as Dublin, Munich and Mexico City. Recent successes include:

  • Appointed the European Procurement Director in Dublin for a Fortune 500 Company based on the East coast of the US
  • Recruited an Albanian national as Global Category Leader based in Switzerland with the hiring manager based in the UK.
  • Identified an excellent short list of Marketing Procurement Specialists in Mexico for a global banking group. Read the case study here.
  • Sourced three Polish nationals for Category Management roles for a British company with offices in Warsaw.

If your procurement function has an international dimension we can ensure you attract the very best procurement people, wherever you need them.

Contact our team for further information:

Andrew Daley +44 (0)161 924 2385 andrew@edburydaley.com

Simon Edbury +44 (0)161 924 2384 simon@edburydaly.com

Raluca Pirvu +44 (0)161 924 2387 raluca@edburydaley.com