Fast-Growing Recruiting Firm Improves Performance Through B.I. Dashboard

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VCG Gateway enables Cambridge Professional Group to proactively monitor key performance indicators.

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Cambridge Professional Group], an Atlanta-based full service search and staffing company specializing in legal, financial, technical and office support services has expanded their operations to include a location in Washington, D.C. Recently, Cambridge was ranked #15th on Staffing Industry Analyst's "America's Fastest-Growing Private Staffing Companies 2007" list with an average annual growth rate of 49 percent.

Steve Sullivan, President of the Cambridge Group, needed a solution for his fast growth firm that would enable him to track the real-time sales and recruiting performance as well as provide other operational metrics and financial analysis. He knew that tracking and managing key performance indicators (KPIs) in each of his offices was critical to their success. Sullivan even considered developing his own software to track performance. He ultimately selected VCG's Gateway, the first Web-based business intelligence dashboard designed to analyze, measure and predict staffing and recruiting firm performance.

And how has Sullivan liked the results?

Sullivan states, "Purchasing Gateway was a no-brainer for us. We have eliminated all manual reporting. Before Gateway, every revenue producer and manager spent at least an hour a week preparing reports that are now developed once, and then automatically updated. VCG's Gateway has a graphical interface that is very user-friendly and gives us immediate visibility into revenue-generating activities and performance measures. All revenue-generating employees at Cambridge use Gateway."

The Cambridge team can easily access their performance metrics and individual managers can view the KPIs for their teams and individual staff at anytime through the Internet. Additionally, managers can drill down to the detail behind specific metrics that can help them more effectively manage their team. The simplicity of this process enables Sullivan's staff to focus on what's important - revenue generation.

Sullivan points out that a key report Cambridge uses is what they call the "Recruiting Metrics Report." This view of his business details individual revenue by month for both temporary and direct hire lines of business as well as revenue year-to-date and commissions. It also tracks the activities of their recruiting pipeline and provides key efficiency ratios and statistics in real-time.

Because of Gateway's ease-of-use, Sullivan, on his own, has created 30-plus reports relating to his business.

"The result is quicker reporting and real-time feedback. For example, I realized one employee was receiving a 15 percent higher candidate rejection average than the company as a whole. This immediately gave me the information I needed to discuss this issue with the employee and positively affect his job performance." Sullivan adds, "Finding performance issues and dealing with them before they become a problem is invaluable. Instead of seeing a report of the business metrics which are a week old due to a manual, time-intensive process, we see what is happening right now."

Sullivan notes, "We also have realized cost savings. We no longer need a dedicated person to create specific reports for divisions, branches or lines of business. Any employee can create a report with minimal training. VCG provided the tools to measure goals specific to our company."

"One employee has come up to me and said that Gateway is addictive. It is very easy for them to get their reporting to the appropriate manager in a timely manner. Easy, comprehensive self-reporting improves accountability as revenue-generating staff always know where they stand in relation to their goals," said Sullivan.

Moreover, Sullivan says that they have only just begun to use Gateway to its full capacity. Cambridge will soon start using Gateway for trending and predictive analysis in addition to its current monitoring of KPIs and other activity metrics.

It's this kind of proactive management that keeps Cambridge at the top of its game. Recognized as one of Atlanta's Top 25 Staffing Companies by the Atlanta Business Chronicle, there is no limit to the growth and success that Sullivan and team can achieve.

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