SSi People has been placing highly-specialized consultants in the IT space since 1998. In this time, the team has learned how to serve their market and the importance of technology to underpin their business strategy. In 2017, as SSi People planned for their next phase of growth, they invested in Bullhorn for Salesforce (formerly known as Talent Rover) as the central platform of their operation. As they needed a powerful CRM in addition to ATS capacity and strong data processing and reporting to drive their performance, the Salesforce platform was the obvious choice.
Since implementing Bullhorn for Salesforce, SSi People has proven to be anything but your average user, taking an innovative approach to the system in what can be considered a best practice for all. Integral to their success is the health of their data as well as automation and smart process design. “Our data quality is very good since we’ve gone over to Bullhorn for Salesforce. I run reports every day for coding mistakes and contacts that are set up as candidates and not clients and vice versa,” shares James (Jim) Selker, Director of Customer Care, Technical Interviewing, and Project Management, as well as the Salesforce mastermind at SSi People.
This is how the SSi People team uses the system to strengthen relationships with clients and candidates, speed up
submission times, and respond to crises.
Predicting client demand for a just-in-time submission model
As competition increased, SSi People realized it needed a change in approach to deliver to the needs of their eight largest clients, so the team began running reports in Bullhorn for Salesforce to track their buying behavior. The insights they discovered have made them change the way they submit candidates to job reqs. Instead of waiting for an open job to come in, they can now predict when they will be released, then pre-qualify candidates, and build out call lists in Bullhorn for Salesforce for matches to the job. When the job arrives, they use Bullhorn Marketplace Partner SMSmagic to push SMS notifications as well as Email to the pre-selected candidates and if they are happy to be submitted for the job, can process the candidates in a matter of minutes. With this approach, SSi People can serve its clients better and provide a truly differentiated service.
Using reports to mimic MSP scorecards
As well as servicing clients directly, SSi People work with MSPs, which often use scorecards to rate their suppliers and offer more business opportunities to those that score well. To ensure they rate well during the assessment process, SSi People sets up reports in Bullhorn for Salesforce to track the same KPIs that their MSPs rate them on. That way, the team can monitor their performance against those metrics on a continual basis and act on them to ensure they are delivering on them, rather than being surprised by a score at the end of a project. The approach has paid off; “This has been a key factor in our growth with our MSP clients,” says Ron Seibert, CEO and President.
Birthday cards, redeployments and coaching consultants
It’s simple but powerful: SSi People use alerts and notifications to drive activity and build strong consultant relationships. Whether it’s alerting reps that a consultant is coming off of an engagement and it’s time to start the redeployment process, or triggering a birthday card send just in time for a consultant's birthday—through adopting new technology and processes, SSi People’s NPS score has shot up from 55 to 78. This is a fantastic result for the newly formed Consultant Care Group, which Jim leads.
Another way the SSi People team ensures that they are supporting their consultants is by surveying the client on the consultant’s performance 3 separate times - after onboarding, mid-assignment, and end of assignment. “At mid-assignment, we asked our consultants if they got feedback on the job and 99.9% of the time they said no. So we put a whole process in place—once the consultant is onboarded, we run reports in Bullhorn for Salesforce, then look at who is coming up on their three months and we generate a performance review form and we send it to the clients,” says Jim.
Responding to the COVID-19 crisis
“Ron came to me and said: ‘We need a COVID-19 dashboard,’” said Jim. “He just said, ‘we need to know what’s happening in the business,’ and within maybe three hours we had spun one up to show senior management all new reqs coming in in real-time, our losses, how many consultants and clients we were losing, the submittals and the trends across all those.” Having access to real-time data within Bullhorn for Salesforce allowed SSi People to make quick decisions when reacting to the unstable situation and pivot to serve its clients better in new ways.
“We have a large recruiting team of 65 recruiters and it became really important to know which customers had slowed down and which ones had picked up. So to be able to load balance our recruiters across the organization became important and we were able to react very quickly,” said Ron. “We also saw a new trend - our clients were sending reqs late on Friday, so we created a weekend shift to make sure we were working those jobs.”
“We’re just at the tip of the iceberg in terms of what could be done,” Ron said. SSi People is currently looking into implementing Herefish, Bullhorn’s recruitment-specific automation tool. “The value that we see in Herefish is the blueprint workflows. It takes a long time to gather requirements and work out best practices when designing a process,” Jim said. “With Herefish, all that’s been done for you—someone’s gathered that expertise and designed the process in a way that will drive maximum value.” Bullhorn also works with Herefish clients to define the right configuration for them specifically to make sure they are getting the best out of automation and smart data handling.
As for the partnership? “It’s been a great partnership with Salesforce and Bullhorn,” Jim said, explaining that he’s become friends with employees from Kansas City all the way to Ireland. “You can always say it’s a great team between buyer and seller, but in this case, we really do work hand in hand with this group. The support group has been fantastic!”
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Built for recruiters by recruiters, Bullhorn for Salesforce gives firms a competitive edge with real-time dashboards, recruitment-specific software integrations, and the global capabilities of the Salesforce platform. Our feature set is designed to help you quickly find the perfect candidate and to streamline all workflows.
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SVP of Product and Salesforce
Jonathan Novich is SVP of Product and Salesforce for Bullhorn, the global leader in CRM and operations software for the recruitment industry. A staffing technology innovator, he has developed broad and deep product and technical experience consulting to staffing firms over the past 15 years. Jonathan has acted as an independent consultant for some of the largest staffing companies in the world and advised companies on acquisition targets.
At Bullhorn, he oversees product initiatives as more than 10,000 staffing companies rely on Bullhorn’s cloud-based platform to drive sales, build relationships, and power their recruitment processes from end to end. He graduated with honors from Princeton University, earning a Bachelor of Science in Engineering in Computer Science and a certificate in Operations Research.
SVP, Workforce & Revenue Cloud
As Bullhorn’s SVP of Workforce & Revenue Cloud, Ed drives the company’s middle office strategy and overall product offering. Ed joined Bullhorn as part of the Peoplenet acquisition where he spent 7 years as the President/CEO leading up to the acquisition in late 2017. Prior to joining the Bullhorn family, Ed has spent his career designing, building and managing technology solutions for numerous Fortune 500 companies. He has been a Partner in an ERP-focused consulting firm, a CIO for a global pharmaceutical company, a supply-chain leader for a retail company and the leader of a services company from its inception to $50MM in revenue. Ed was born in Florida but has spent the last 20+ years in Atlanta, GA. Ed loves to play golf, tennis and basketball and occasionally gets out kite boarding when the wind is just right.
Ed holds a Bachelor of Science in Industrial and Systems Engineering from the Georgia Institute of Technology and an MBA from Goizueta Business School at Emory University.
Brian Sylvester is Bullhorn’s Chief Financial Officer (CFO) with more than 15 years of financial leadership experience. Brian leads Bullhorn’s financial, accounting, and legal functions. Prior to becoming CFO, Brian spent three years at Bullhorn in various finance & accounting roles. Prior to Bullhorn, Brian was Corporate Controller at Pegasystems, a global provider of business process management software where he scaled the finance organization during a period of 2.5x revenue growth. Brian began his career at PricewaterhouseCoopers in their technology audit practice.
Brian is a CPA in Massachusetts, has a Master’s of Science in Accounting from Boston College and a Bachelor’s of Science in Accounting from Bryant University.
SVP, Customer Success
As the Senior Vice President of Customer Success, Tamsyn leads Bullhorn’s Services and Customer Success teams. She is responsible for the successful delivery of all products and services globally and is committed to creating and maintaining incredible long-term customer experiences in the Candidate to Cash process. Tamsyn has been delivering implementations for over 25 years with companies such as SAP, Ariba, Zuora and Apttus: specializing in HR, Payroll, Procurement and Quote To Cash capability. She trained as a software engineer after studying Maths, Statistics, and Computing in England.
Founder & CEO
Art Papas is the Founder and CEO of Bullhorn, Inc, the global leader in software for the staffing & recruitment industry. Art was the original architect of Bullhorn’s flagship Customer Relationship Management (CRM) system, which now helps more than 8,000 companies around the world run their businesses. Art is the Chairman of the Board at Career Collaborative, an organization that teaches unemployed and underemployed adults how to build careers that change lives and strengthen families. In 2014, Ernst & Young named Art an EY Entrepreneur of the Year Award Winner in New England. Prior to starting Bullhorn, Art started his career as a software engineer at Thomson Reuters. Art is a graduate of Tufts University, holding a Bachelor of Science degree in Mathematics.
President and Chief Technology Officer
As President and CTO, Matt leads Bullhorn’s architectural, technical, and software design and development efforts. He also directs the product management team’s work defining product strategy, and global customer support and success. Since joining Bullhorn in 2004, Matt has held a variety of leadership positions managing the growth of various technical and services teams, including Vice President of Professional Services. Prior to Bullhorn, Matt worked at PricewaterhouseCoopers, specializing in systems process assurance for such companies as Fidelity and State Street Global Advisors. Matt holds a Bachelor of Science in Business Administration with a concentration in Finance from Boston University’s School of Management.
Chief Revenue Officer
As Bullhorn’s Chief Revenue Officer, Mike drives the company’s global revenue growth. Mike was one of the first 15 team members of Bullhorn Inc. in Boston and relocated to London in 2010 to start up the International team. In his 6 years in London, Mike drove regional expansion into the Netherlands, Germany, Singapore, and Australia. He has supplied cloud-based solutions to recruitment consultancies in over 50 different countries worldwide for the past 10 years. Mike was born and raised in the Boston-area where he grew up an avid sport fan. He earned his Bachelor of Science in Business Management from Babson College.
Chief People Officer
Kristin oversees Bullhorn’s human resources function in her role as Chief People Officer. Kristin joined Bullhorn in 2020 and is responsible for helping Bullhorn scale to the next level, build leadership capacity, and accelerate growth in global markets. Kristin brings to the role over 20 years of experience leading high-potential companies through breakthrough growth and brings a depth of knowledge in organizational design, scalable processes, and flexible systems culled from some of the most successful global companies in the world. Leary joins Bullhorn from Hitachi Vantara, where she served as Chief Human Resources Officer, and before that she worked as Chief Human Resources Officer at Forcepoint, a private equity-backed company with 3,000 employees operating in more than 45 countries. She has also worked at high-growth enterprise technology companies like Alphatec Spine, Boston Scientific, and Hewlett-Packard.
Executive Vice President of Corporate Development and International
Peter oversees Bullhorn’s international operations across EMEA and APAC in his role as Executive Vice President of Corporate Development and International. Peter joined Bullhorn in 2009 and was responsible for its highly successful UK launch. In addition to growing the international team to over 50 staff and establishing Bullhorn as the UK’s market leading recruitment software in fewer than three years, Peter has expanded Bullhorn’s reach into EMEA and APAC and achieved a user base of more than 10,000 international users. Prior to taking on the launch of Bullhorn in the UK, Peter spent 20 years working in the recruitment industry and held a number of senior director roles before moving into the technology space.
Executive Vice President of Enterprise and Salesforce
Ryan Murphy is the Executive Vice President of Enterprise and Salesforce. He began his 10-year career at Bullhorn as a finance and sales intern, affording him a 360-degree view of the software-as-a-service industry and Bullhorn’s business model. Prior to his current role, Ryan served as an Enterprise Account Executive where he honed his customer-first leadership style and championed Bullhorn’s offerings to its most strategic clients. Today, Murphy is charged with leading the enterprise strategy and go to market for both Bullhorn and Bullhorn for Salesforce, enabling customers to maximize their investments on both platforms and deliver an incredible experience to their customers and candidates. Ryan has a Bachelor of Arts in Business Administration from Boston University.
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