1 BU EXECUTIVE SEARCH HUMAN RESOURCES CONSULTANCY SOUTHERN STATES UNIVERSITY BUSINESS PLAN by BILAL USTA December 17, 2009
Nov 17, 2014
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BU EXECUTIVE SEARCHHUMAN RESOURCES CONSULTANCY
SOUTHERN STATES UNIVERSITY
BUSINESS PLAN
by
BILAL USTA
December 17, 2009
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ContentsEXECUTIVE SUMMARY..................................................................................................................................2
1.1 KEYS TO SUCCESS...................................................................................................................................4
1.2 MISSION STATEMENT............................................................................................................................4
1.3OBJECTIVES.............................................................................................................................................4
2. MARKET ANALYSES..................................................................................................................................5
2.1 HUMAN RESOURCES INDUSTRY.........................................................................................................5
2.2 OUTLOOK FOR HR(HEADHUNT) INDUSTRY........................................................................................6
2.2.1 Ratings of HR among top five growing professions.....................................................................6
2.2.2 Economic crisis: Disadvantage for HR indstry, Advantage for headhunters...............................7
2.2.3 Outsourcing decreases time consumption and reduces cost......................................................7
2.3 COMPETITORS...................................................................................................................................7
2.4 BARRIERS TO ENTRY..........................................................................................................................8
2.4.1 Brand Recognition:.....................................................................................................................8
2.4.2 CUSTOMER LOYALTY...................................................................................................................8
2.5 TARGET MARKET................................................................................................................................8
GROWTH OF TARGET MARKET.......................................................................................................8
3. LEGAL STRUCTURE...................................................................................................................................9
3.1 MANAGEMENT AND OWNERSHIP.....................................................................................................9
3.2 ORGANIZATIONAL STRUCTURE........................................................................................................10
4. PLACEMENT PROCESS............................................................................................................................10
5. STRATEGIES...........................................................................................................................................12
5.1 MARKETING STRATEGY....................................................................................................................12
5.2 SALES STRATEGY..............................................................................................................................13
5.3 SWOT ANALYSES..............................................................................................................................13
5.3.1 STRENGTHS...............................................................................................................................13
5.3.2 WEAKNESSES............................................................................................................................14
5.3.3 OPPORTUNITIES........................................................................................................................14
5.3.4 THREATS...................................................................................................................................14
6. FINANCIAL TABLES.................................................................................................................................15
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EXECUTIVE SUMMARY
BU Executive search is a human resource consulting company is going to be located in
Istanbul, Turkey founded by BILAL USTA. The company will be starting business January
2010. Istanbul is the heart of trade in Turkey. Also, most of the large firms’ headquarters are
located in Istanbul.
What is the most important asset of the companies?
For a company, the biggest asset is the staff of theirs. Because, if they do not have good
staff, they can not produce quality products. But even if the company has the best staff, they are
not going to be able to produce quality. Because, they have to be managed by quality managers.
If you make a research about what do large firms compete for with the competitors is not only
catching customers. The first thing they compute about is to recruit the best staff and managers.
Because, they know the importance of quality staff and managers. When they put all of the
reasons together, some professional companies are asking for help from the professional
recruitment companies. The most common of these companies are consulting companies. Those
companies help their clients to find all level of staff and managers. The consulting company has
database about all the candidates’ resumes. So they try to find the staff with this process. By this
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way the clients do not have to deal with recruitment process. For some companies, this method is
cheaper than creating a recruitment department. The less common consulting companies are the
headhunters. For finding high, middle and lower level managers, some companies use
headhunters. Headhunters make deep research for finding the best managers who match with the
job requirements. In their research, they use different methods. The first method that they are
using is benefiting from their database. Every day they put on new resumes to their database. So,
when they receive a new job description, they check their database and update the resumes of
possible candidates. Finally if the candidate matches with job requirements, they arrange an
interview. If they think he/she is component, they send him/her to their client to be interviewed.
If the client hires, they get commission. The second method is headhunting. This method is the
extraordinary one. The headhunters try to reach the names from the client’s competitors. After
reaching the names, they call them one by one to tell about the job and ask for their resumes. If
they are interested in new job opportunity, they send their resumes. Finally, if they are adequate,
the same process starts and goes on.
1.1 KEYS TO SUCCESS
The keys to success are to provide the best service to reach new customers by the clients’
references and establish plans and commitment to the plans.
1.2 MISSION STATEMENT
Providing our clients the best solution in their recruitment process for managerial
positions and providing executives in finding new positions to be more productive, satisfied and
long lasting.
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1.3OBJECTIVES
Concluding agreements with at least two of the top10 largest banks:
By courtesy of the strong contacts and references, the company will be introducing themselves;
also they will present their services and projects to the top 10 largest banks in Turkey. Bilal
Usta’s aim is concluding agreements with at least two of them.
Increasing the number of clients through superior service
For the service companies, reaching new clients comes from quality service. So, the company
will be aiming to reach new clients by providing quality service and getting references from
them.
Becoming a profitable company within the first year of operation
For headhunter companies the start-up expenses are not high. There is only an office, furniture
and legal fees is needed for establishing the company. Also after setting up the company, there is
no cost. Only they need to pay salaries and taxes. So becoming a profitable company within the
first year of operation is not that difficult.
2. MARKET ANALYSES
2.1 HUMAN RESOURCES INDUSTRY
The industry is really competitive. Because of the knowledge of the importance of having
quality staff, the companies are competing about hiring the most productive and long
lasting staff. The researchers are expecting from companies and countries around the
world to invest in their human resources infrastructure enormous growth in the next 10
years. The industry is one of the biggest with a hundred billion dollar investment,
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thousands of suppliers selling hundreds of different products and services. These services
are recruitment and staffing, employee benefits, payroll, training and development and
more.
There are six branches in human resources industry.
1. Recruitment and Staffing: This branch includes searching for and hiring new
employees. This category ends when the employee is hired.
2. Compensation/Payroll: This includes payroll processing. Some companies specialize in
specific payroll and compensation services, compensation design, and salary statistics
services.
3. Employee Benefits: This category is about employee benefit and related services.
4. Talent Management/Employee Relations: Starts from hiring as an employee and goes
on appraisal, evaluation, recognition, promotion, retention, and succession planning
services.
5. Training and Development: This category is all about the employees’ training and
developing their skill.
6. Compliance: This branch is about labor relations, legislation, litigation, alternative
dispute services, OSHA, HIPPA, etc.
As a result, HR industry is a large industry with large investments and big
opportunities.
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2.2 OUTLOOK FOR HR(HEADHUNT) INDUSTRY
2.2.1 Ratings of HR among top five growing professions
According to the analysts, HR industry is in the five groving profession. High-rate
growth for small and aggressive companies presents challenges and possibilities to human
resources (HR) managers. As a company grows, HR executives become more involved in
personnel decisions such as applicant searching, hiring, training and developing benefit plans.
They are tasked with recruiting people with the technical know-how and with the proper work
attitude embodying cooperation, flexibility, innovation, aggressiveness and marketing-
orientedness.1
2.2.2 Economic crisis: Disadvantage for HR indstry, Advantage for headhunters
The economic crisis is always seen to be problems for the most industries. Economic
crisis in 2009 effected HR industry negatively. Because of the companies’ economic weakness
brought less job openings than previous years. So, this is the negative side of the HR industry.
But if we look at the other side of the medallion, this can be a good opportunity for headhunters.
The companies need to be managed very carefully and professional in these years. So, the quality
managers are needed for every company. So, the best way to find the best managers is working
with headhunters. Because headhunter companies will provide their clients most productive and
long lasting managers. So, the economic crisis can be a good opportunity for headhunters if they
can realize.
1 http://www.faqs.org/abstracts/Human-resources-and-labor-relations/HR-in-growing-companies-Industry-standards-in-workplace-drug-testing.html
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2.2.3 Outsourcing decreases time consumption and reduces cost
In the recent years for some companies, outsourcing means reducing cost and less time
consumption. So, this is a good opportunity for outsourcing HR companies.
2.3 COMPETITORS
ROYAL EXECUTIVE SEARCH
This is the only competitor for BU Executive Search. The company is a human resources
management consulting company founded in March 1999. Their aim is building trustworthy
partnerships with each candidate and corporate alike, leading to consistent and reliable quality of
executive level selection and recruitment. Their biggest client is AKBANK. Also they work with
OTOKOC which is the largest automotive company in Turkey. Also they have some smaller
clients.
2.4 BARRIERS TO ENTRY
2.4.1 Brand Recognition:
Headhunting is a new industry for Turkish market and a lot of people know nothing about
the service until they see how it works. As brand recognition is low it needs high effort to
introduce the service to professionals.
2.4.2 CUSTOMER LOYALTY
The second barrier to entry is customers’ loyalty to the existence company. But also this
problem can be solved with introducing yourself professional and having strong contacts and
references. The owner Bilal Usta has many strong contacts because of his experiences.
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2.5 TARGET MARKET
BU Executive Search’s target market is financial investment firms and banks. BU has
expertise in staffing and recruiting. The company will be offering this market to help them to
find the best matches managers with the job requirements. These companies are always trying to
improve the quality of their service in Turkey. And they know quality comes with quality staff
and managers.
GROWTH OF TARGET MARKET
Because of the economical situation, the people think that all the industries are going
down. But according to 2008 financial statements, when all the major economies of the world
have many difficulties under the pressure of financial crisis, the banking industry in Turkey
continued to grow and foreign participation also increased. So, until 2012 analysts are expecting
high growth in the Turkish banking industry.
3. LEGAL STRUCTURE
BU Executive Search is a Limited Liability Company (LLC) registered in Istanbul,
Turkey. There are several different options to choose but LLC is the best option for BU. First of
all BU wants to secure the owner with limited liability so sole proprietorship is being eliminated
with this idea.
Other than limited liability preference, taxation is another reason to choose LLC among other
structures. According to irs.com LLC provides the benefit of pass-through taxation. As a small
business company, being a Limited Liability Company is the best option for BU.
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3.1 MANAGEMENT AND OWNERSHIP
Bilal Usta is the owner and he will be responsible for operational and financial
management, sales, marketing and promotion. HR manager is going to be responsible for
interviewing executives and in charge of the headhunters. Headhunters will be searching for
possible candidate from other firms. They will be finding the names and will ask them for
resumes. BU has a highly qualified owner and this is very important for a small business to
improve and expand. The owner Bilal Usta has barely knowledge about the human resources and
headhunting industry. He graduated from University of Istanbul in Business Administration.
While he was studying in university, he worked for Turkish Airlines in 2006 for one year as a
call center staff. And then he started work for Royal Executive Search as a headhunter. At this
time he learned a lot about the recruitment process and met many people who can be good
contacts in the future for him. Finally, he came to San Diego to study MBA in Southern States
University. So, after graduating MBA he decided to create this company. And he has a big self-
confidence about this business
.
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3.2 ORGANIZATIONAL STRUCTURE
4. PLACEMENT PROCESS
BU will be working on contingency basis means they will be paid after placement. How
does the placement process work?
a) Receiving job description, title and requirements
First of all, the client send the job description about what the person who will be hired
must do for company. At the same time they send the consulting firm who the candidate will
work for and who and how many people will be in charge of. Also the client sends the
qualifications of person to be hired.
BILAL USTA(OWNER)
HR MANAGER
HEADHUNTER HEADHUNTER
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b) Brain Storming
After receiving job description, title and requirements Bilal Usta starts to make a quik
research about industry and job. He searches which bank or firm is good at that field. And then
he calls headhunters and HR Manager for meeting. He tells about the opening and asks for ideas
individually about how to work on it. Everybody tells their opinions objectively and the others
talks about different ideas and make comments about them. So, this makes company creative and
open-minded. And they agree about how to work on it. Everybody takes some responsibility and
empowerment makes things happen easier.
c) Action time
After empowerment everybody starts to work on their tasks. Most of the time
headhunters try to reach the names of the people in the similar position who work for
competitors of the client’s. This part is the most difficult part of the task. Because when a
stranger calls a professional firm and asks for the names of their managers, they do not want to
share this information. So, at this point, headhunters should show their abilities. The best way to
reach names is saying white lies to them. Most common lie is calling them from a fake magazine
about the field that they are working on and lie about sending the magzine free to the managers.
By this way they can easily reach the names. After reaching names, other headhunter calls the
firm and same person answer the phone. So, now he/she can ask to talk with that person. When
the headhunter reach that person, he/she tells about the job opening without giving the name of
the client’s name. If the person on the phone is interested in the job opportunity, he/she sends the
resume to the headhunter.
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d) Interview
After receiving resumes HR manager analyses the resumes and decides to the person who is
going to be invited for interview. After the headhunters arrange the interview time, HR manager
interviews candidates. After that gives the resumes of chosen people by him for the second
interview. Then Bilal Usta interviews the candidates again. Than he decides who are going to be
sent to the bank to be interviewed. And their names and resumes are shared with the client.
e) Final Decision
After the client receives the names and resumes, they interview the candidates and final decision
is made by them. If they hire one of the candidate, BU gets the commission. Commision is one
month salary of the person hired.
5. STRATEGIES
5.1 MARKETING STRATEGY
PRODUCT: The company is in the service sector. So the product line will be upper, middle and
lower level managers.
PLACE: The office will be in Spring Giz Plaza. This location is convenient because of the
transportation. Most of the large firm’s headquarters are located in Maslak/Istanbul. So, for the
people who are already working, time is very important. So, this place is very close to the
business centers.
PROMOTION: If the person who is hired resigns or the company does not satisfies, BU will be
working on the same task again free. So, the quality is insured by the company.
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PRICING: It is going to be on contingency basis means that BU will be paid for placement as of
one month salary of the candidate’s.
In the first year there will be magazine ads in the economical magazines like CNBC-E
Business and Capital. Also Bilal Usta will join to the trade shows every two months. So,
this will provide him meeting with new contacts.
5.2 SALES STRATEGY
Interpersonal communication skills, getting references from satisfied clients, presentations
of the firm and services to potential clients are going to be the company’s sales strategy.
Giving the idea of the company’s values are: Confidentiality,commitment, collobaration,
trust should be aimed by HR manager and Bilal Usta.
5.3 SWOT ANALYSES
The following SWOT analysis captures the key strength and weaknesses within the company,
and describes the opportunities and threats that BU Executive Search will be facing
5.3.1 STRENGTHS
Well-educated Owner
Simple management
Our methodology
Large database
Sectorial know-how
Dynamic and young organization
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5.3.2 WEAKNESSES
Overwhelming possibility
Limited Budget
Not well-known as the competitor
5.3.3 OPPORTUNITIES
Desire of foreign investors
High growth is expected next 10 years
Economical crisis
Existence of high quality and strong banks in Turkey
The largest and most professional companies located in Istanbul
5.3.4 THREATS
Increasing competition
Criticism
Consolidation of Turkish banking sector
Big competitors
Possibility of new entries
Economical crisis
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6. FINANCIAL TABLES
OPENING DAY BALANCE SHEET
BU EXECUTIVE SEARCH Assets Liabilities & Net Worth Current Assets Current Liabilities
Cash in Bank $ 50,000 Accounts Payable
Inventory - Taxes Payable 1,200 Prepaid Expenses 5,000 Notes Payable (due within 12 months) - Other Current Portion Long-term Debt -
Total Current Assets $ 55,000 Other current liabilities (specify) -
Total Current Liabilities $ 1,200 Fixed Assets Machinery & Equipment $ - Long-term Liabilities
Furniture & Fixtures 10,000 Bank Loans Payable (greater than 12 months) $ -
Leasehold Improvements - Less: Short-term Portion - Real Estate / Buildings - Notes Payable to Stockholders - Other Other long-term debt (specify) -
Total Fixed Assets $ 10,000 Total Long-term Liabilities $ -
Total Liabilities $ 1,200 Owners' Equity (Net Worth) $ 63,800
Total Assets $ 65,000 Total Liabilities & Net Worth $ 65,000
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START UP EXPENSESCapital Equipment List
Furniture $10,000
Equipment 7,500
Fixtures -
Machinery -
Other -
Total Capital Equipment $17,500
Location and Admin Expenses
Rental $ 4,200
Utility deposits 200
Legal and accounting fees 700
Prepaid insurance -
Pre-opening salaries -
Other -
Total Location and Admin Expenses $ 5,100
Advertising and Promotional Expenses
Advertising $ 4,000
Signage -
Printing -
Travel/entertainment -
Other/additional categories -
Total Advertising/Promotional Expenses $ 4,000
Summary Statement
Startup Expenses
Buildings/real estate
Leasehold improvements
Capital equipment 17,500
Location/administration expenses 5,100
Opening inventory -
Advertising/promotional expenses 4,000
Other expenses
Contingency fund
Working capital
Total Startup Expenses $26,600
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ADVERTISING
Jan Feb March April May June Jul Aug Sept Oct Nov Dec Year 1
Total
Flyers 0
Radio 0
TV 0
Trade shows 200 200 200 200 200 200 1,200
Magazines 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 48,000
Other 0
Other 0
Totals $4,200 $4,000 $4,200 $4,000 $4,200 $4,000 $4,200 $4,000 $4,200 $4,000 $4,200 $4,000 $49,200
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BALANCE SHEET
Balance Sheet
BU EXECUTIVE SEARCH Assets Liabilities & Net Worth Current Assets Current Liabilities Cash in Bank $ 82,605 Accounts Payable
Inventory Taxes Payable 1,210
Prepaid Expenses Notes Payable (due within 12 months) - Other Current Portion Long-term Debt - Total Current Assets $ 82,605 Other current liabilities (specify) -
Total Current Liabilities $ 1,210
Fixed Assets Machinery & Equipment $ 2,000 Long-term Liabilities
Furniture & Fixtures Bank Loans Payable (greater than 12 months) $ -
Leasehold Improvements - Less: Short-term Portion - Real Estate / Buildings - Notes Payable to Stockholders - Other Other long-term debt (specify) - Total Fixed Assets $ 2,000 Total Long-term Liabilities $ -
Total Liabilities $ 1,210
Owners' Equity (Net Worth) $ 83,395
Total Assets $ 84,605 Total Liabilities & Net Worth $ 84,605
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7. WHY SHOULD WE INVEST? Low start-up expenses
High profit margin
High potential for expansion
Simple business structure
Flexible pricing and possible promotions
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