Kara YarnotFounder & President

Moe HuttPrincipal Consultant

How to Ask for Money: 6 Steps to

Building a Winning Business Case for

Your Talent Acquisition Program

Who Does This Remind You Of?

Kara Yarnot•18 years Talent Acquisition experience

•Former VP of TA at SAIC

•TA leader at multiple Fortune 500 companies

•www.linedin.com/in/karayarnot

•@klyarnot

Moe Hutt•15 years Talent Acquisition experience

•Grew from recruiting coordinator to Enterprise

Program Manager

•www.linkedin.com/in/moehutt

•@huttm

FromFrom 2008 - 2011

What You Will Learn Today

The 6 Steps to Building a Winning

Business Case for Investment

Step #1: Document Info on the Problem

State the

Problem

Document

the Pain

Points

Identify

Quantitative

Issues

Identify

Qualitative

Issues

Example

Recruiter spends 2 hours/week reviewing unqualified referral

resumes and responding to employees and candidates.

10 recruiters on team 10 hours/week or 1,040 hours/year

Average recruiter salary is $50/hour

Example

Recruiter spends 2 hours/week reviewing unqualified referral

resumes and responding to employees and candidates.

10 recruiters on team 10 hours/week or 1,040 hours/year

Average recruiter salary is $50/hour

$50per hour

x 1,040 hours/year

=in lost recruiter

productivity per year$52k

Step #2: Explain the Solution

Explain Proposed

Solution

Document Expected

Outcomes

Step #3: Outline Resources Required

Labor Tools/Techno

logy

Marketing Total Cost

Example

Labor

HRIS Analyst for 2

hours/week to administer

system

$4K / Year

IT resource for 1 week to

set-up ATS integration$3k – one time expense

2 hour training for

recruiters on new tool

$1k to develop training –

one time expense

Tools / Technology3rd party tool to meet our

needs

$35k/year subscription

$5k – one time set-up free

MarketingOnly internal employee

communication required$0

Total Cost $48k

Step #4: Capture Gains

Quantitative Gains Qualitative Gains

We fill 1000 positions per year

Average employee generates $400 in revenue per day

1000 positions x $400 = $400k per year

Example

Recruiter Productivity Gains: $52k/year

Reduce Time to Fill by 1 day:

$

We fill 1000 positions per year

Average employee generates $400 in revenue per day

1000 positions x $400 = $400k per year

Example

Recruiter Productivity Gains: $52k/year

Reduce Time to Fill by 1 day:

$400k + $52k == $452k in first yearTotal Gains

$

Step #5:Calculate ROI

ROITotal Gains

x 100%Total Costs

=

Example

Total Gains = $452k in first year

Total Costs = $48k in first year

$

$

ROI$452K

x 100%$48K

=in first year = 941%

Step #6: Offer Comparison Cost

Celebrate

Other Programs

College / University Recruiting

Military Recruiting

Internal Mobility

Branding / Marketing / Advertising Campaigns

Contingent/Temporary Labor

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