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
