Growth Strategies for HR Outsourcing firm - HRO.pdf · strategy for their HR Outsourcing and...
Transcript of Growth Strategies for HR Outsourcing firm - HRO.pdf · strategy for their HR Outsourcing and...
Growth Strategies for HR Outsourcing firm
Prepared by
Ritesh Anand
The client is referred as “ABC” for confidentiality purpose
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Table of Contents
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Back Ground and Context
• ABC engaged Ritesh Anand to help them identify the right growth strategy for their HR Outsourcing and consulting services in the Indian market
• As part of the initial phase of the project, input was sought on current trends in HR Outsourcing and consulting market focusing on:
• ‐Product Portfolio
• ‐Sales Process
• ‐Marketing Strategies
• ‐Pricing
• ‐Growth trends
• ABC engaged Ritesh Anand to help them identify the right growth strategy for their HR Outsourcing and consulting services in the Indian market
• As part of the initial phase of the project, input was sought on current trends in HR Outsourcing and consulting market focusing on:
• ‐Product Portfolio
• ‐Sales Process
• ‐Marketing Strategies
• ‐Pricing
• ‐Growth trends
• Gathered information on ABC and HR Outsourcing industry through 1‐on‐1 interview with senior professionals at ABC HR
• Extensive research was conducted through the secondary sources
• 1‐on‐1 interviews were held with various industry professionals
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Objective
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Industry facts
Market Size of domestic HR Outsourcing market
in India
Year
Rs in Cr
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Industry Players
Players Products / Services
Pricing Turnover BD Strategy
Unique Selling Proposition
Technology
Cross Domain
PayrollTerminal BenefitsReimbursements
On a higher sideRs 100‐Rs 200
9‐10Cr Word of mouth, Direct Sales, mailers
Goodwill and specialization, quality service
Delphi and Oracle qi
Talent Maximus
PayrollTemp Staffing
Rs 40‐ Rs60
5‐7Cr Direct Sales, industry events
Proprietary SW –Oracle/VB
Hewitt PayrollBenefit Admin
Rs 50 –Rs 250
NA Direct Sales, mailers, events
Technology, error free, ESS, brand name
Proprietary SW
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Industry Players Contd….
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Industry Conclusions
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Pros and Cons of HRO from Client Perspective
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SWOT for ABC
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Recommendations
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Client Acquisition
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Business Development ProcessHeads of HR or finance may not entertain in all cases but will refer it to the next in line and since you are referred by the functional Head, the next in line will treat it as important and this will help in reducing the sales cycle.
Appointment meetings are important as it helps in getting dedicated time from the client and also helps in creating professional image. 13Confidential
SPANCOSPANCO tracks the status of the client during its interaction with an organization. This is very important because it helps the sales person organize and plan its sales activity and prioritize as per the status of the client.
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Enhancing Hit Ratio
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Guidelines for communication
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Marketing Support
Its important for ABC to work towards creating a good brand image in the market. As this is a fragmented market and every company has very little differentiator, image of the brand will play a key role in generating leads and revenue in mid to long run.
Explore the possibility of unpaid editorial in the news papers. News paper articles provides good word of mouth
Regularly use mailer campaign and Google ad words to generate leads
ABC can also organize annual event inviting existing and prospective customers along with some top companies which will help in creating a buzz. It will also help in creating a better brand image and word of mouth.
These marketing activities are cost effective and can be done simultaneously. The importance of these stems from the fact that familiarity with brand name plays an important role in generating revenue for the organization and also since ABC provides high quality service to the clients, marketing effects would be much more.
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Goals and Objectives
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Defining goals and Objectives
Organization level goal setting
The goals of ABC should be clearly defined because it keeps the employee focused, bring improved performance, keep them motivated and they don’t get into activity trap. It will also help in improving employee level communication with management
Goal setting for departments or business units
ABC’s goals should be broken down to department and business unit level such as ERP or HRO unit goals, which should be further broken down into months and quarters. These objectives will be reviewed and will help both employees and management will take corrective action on regular basis to meet objectives.
Goal setting process is an important activity which differentiates a successful company from an unsuccessful one. This will also help the employees to avoid activity trap which means doing the normal activity on a daily basis without having clearly defined goals or driving a car without knowing the destination. Goal setting process will help employee’s become more accountable, it will provide clear direction and sense of urgency to compete and survive, which will help ABC get the best out of their employee.
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Guidelines for Strategic Planning
ABC can use S.M.A.R.T. to plan the desired objectives. S.M.A.R.T is an acronym which helps the organization in deciding the objectives which is specific, measurable, agreed to, realistic and time based.
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Customer Centric Approach
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