SSi People's Data-Driven Strategy with Bullhorn for Salesforce

SSi People is a company that has been placing highly-specialized consultants in the IT space since 1998. They have learned how to serve their market and understand the importance of technology to underpin their business strategy. As they planned for their next phase of growth, they invested in Bullhorn for Salesforce as the central platform of their operation. They needed a powerful CRM in addition to ATS capacity and strong data processing and reporting to drive their performance. The company serves both clients directly and works with MSPs, which often use scorecards to rate their suppliers and offer more business opportunities to those that score well.

SSi People, a company specializing in placing IT consultants, was planning for its next phase of growth in 2017. They needed a robust CRM platform with strong data processing and reporting capabilities to drive their performance. The challenge was to find a platform that could serve as the central hub of their operations, providing both ATS capacity and powerful CRM features. They also needed a system that could help them maintain the health of their data and facilitate smart process design. The company was facing increased competition and needed to change its approach to meet the needs of their eight largest clients. They needed to predict client demand for a just-in-time submission model and needed a system that could help them track their clients' buying behavior.

SSi People chose Bullhorn for Salesforce as their central platform. The platform allowed them to maintain good data quality and automate processes. They used the system to run daily reports for coding mistakes and contacts set up as candidates and not clients and vice versa. To meet the needs of their clients, they started running reports in Bullhorn for Salesforce to track their buying behavior. This allowed them to predict when job openings would be released, pre-qualify candidates, and build out call lists for matches to the job. They used Bullhorn Marketplace Partner SMSmagic to push SMS notifications and emails to pre-selected candidates. They also set up reports in Bullhorn for Salesforce to track the same KPIs that their MSPs rate them on, allowing them to monitor their performance against these metrics on a continual basis.

• The implementation of Bullhorn for Salesforce has allowed SSi People to take an innovative approach to their system, which can be considered a best practice for all. They have been able to strengthen relationships with clients and candidates, speed up submission times, and respond to crises. They have changed the way they submit candidates to job reqs, predicting when they will be released and pre-qualifying candidates. They have also been able to monitor their performance against the KPIs that their MSPs rate them on, ensuring they deliver on them. The company has also been able to build strong consultant relationships through alerts and notifications. They have also been able to respond quickly to the COVID-19 crisis, making quick decisions and pivoting to serve its clients better in new ways.

• SSi People's NPS score has shot up from 55 to 78.

• They were able to set up a COVID-19 dashboard within three hours to show senior management all new reqs coming in in real-time, their losses, how many consultants and clients they were losing, the submittals and the trends across all those.

• They were able to react quickly to load balance their 65 recruiters across the organization based on which customers had slowed down and which ones had picked up.