Keep a Pulse: Turning Data into Relationship Insights and (Automated) Action Sinéad Daly, Regional Sales Manager for UK & Ireland, Bullhorn

1. Keep a Pulse:
Turning Data into Relationship Insights
and (Automated) Action
Sinead Daly
Regional Sales Manager, Bullhorn
4 October, 2017

2. That’s 375
days worth of
video content
in 30 minutes!

3. But What is Data Doing for You?

8. What is Your ATS & CRM Data Doing for You?

9. Work Smarter, Not Harder
Are you missing opportunities to automate?
1
Assess the Data You Have
Gain command over the information you have and introduce
ways to capture data you are missing.
2
Gather Relationship Insights
Look at the data with a new lens, evaluating how you can engage
your diverse audiences more proactively.
3
Identify Action Items and Execute
Create a plan based on analysis, potentially automating low value
tasks or gaps now possible with emerging technologies.

10. You Don’t Have to be a Data Scientist...

11. Assess the Data you Have

12. 5 Steps for Quick Data Audit
Step 1
List Data You Have
● CRM
● ATS
● Back Office
● Marketing
Automation / Email
● Social Media

13. 5 Steps for Quick Data Audit
Step 1 Step 2
List Data You Have
Identify Where Data is
Housed
● CRM
● ATS
● Back Office
● Marketing
Automation / Email
● Social Media
What’s outside the system?
● LinkedIn
● Spreadsheets
● Old systems

14. 5 Steps for Quick Data Audit
Step 1 Step 2 Step 3
List Data You Have
Identify Where Data is
Housed Interview Stakeholders
● CRM
● ATS
● Back Office
● Marketing
Automation / Email
● Social Media
What’s outside the system?
● LinkedIn
● Spreadsheets
● Old systems
What data do they
value?
● Executives
● Front line leaders
● Technology team

15. 5 Steps for Quick Data Audit
Step 1 Step 2 Step 3 Step 4
List Data You Have
Identify Where Data is
Housed Interview Stakeholders Prioritize & Organize
● CRM
● ATS
● Back Office
● Marketing
Automation / Email
● Social Media
What’s outside the system?
● LinkedIn
● Spreadsheets
● Old systems
What data do they
value?
● Executives
● Front line leaders
● Technology team
Organize your findings:
● What’s most
important? Why?
● Where are there
gaps?

16. 5 Steps for Quick Data Audit
Step 1 Step 2 Step 3 Step 4 Step 5
List Data You Have
Identify Where Data is
Housed Interview Stakeholders Prioritize & Organize Track How Data is Used
● CRM
● ATS
● Back Office
● Marketing
Automation / Email
● Social Media
What’s outside the system?
● LinkedIn
● Spreadsheets
● Old systems
What data do they
value?
● Executives
● Front line leaders
● Technology team
Organize your findings:
● What’s most
important? Why?
● Where are there
gaps?
Take objective view:
● What’s being
used in daily
operations?
● Is data used In
long term
planning?

17. 5 Steps for Quick Data Audit
Step 1 Step 2 Step 3 Step 4 Step 5
List Data You Have
Identify Where Data is
Housed Interview Stakeholders Prioritize & Organize Track How Data is Used
● CRM
● ATS
● Back Office
● Marketing
Automation / Email
● Social Media
What’s outside the system?
● LinkedIn
● Spreadsheets
● Old systems
What data do they
value?
● Executives
● Front line leaders
● Technology team
Organize your findings:
● What’s most
important? Why?
● Where are there
gaps?
Take objective view:
● What’s being
used in daily
operations?
● Is data used In
long term
planning?

19. GDPR Requirement
Comes into effect 25th May 2018
Requires more robust and specific
data audit
Check Information Commissioner's
Office (ICO) for updates

20. Gather Relationship Insights

22. Ask Second Level Questions
How many Silver
Medal candidates do
we have in our
database over the
last 6 months?
What recruiters
worked on these
roles?
How many
contractors on
assignment are
ending their contract
in the next 3 months?
How many
connections have we
had with this group?
Over the last 12
months, what clients
have added the most
open reqs?
What is the rank of
the fill rate for these
clients?
What prospective
clients have
generated the most
opportunities this
quarter?
Are there similar roles
and sectors?
ClientsContractors ProspectsCandidates

23. Relationship
Insights to Drive
Results
• Account
penetration
• Client and
candidate
Satisfaction
• Increased
productivity
• Recruiter
efficiency

24. Identify Action Items and Execute
(and Potentially Automate)

26. Opportunities for Automation?
How many Silver
Medal candidates do
we have in our
database over the
last 6 months?
What recruiters
worked on these
roles?
How many
contractors on
assignment are
ending their contract
in the next 3 months?
How many
connections have we
had with this group?
Over the last 12
months, what clients
have added the most
open reqs?
What is the rank of
the fill rate for these
clients?
What prospective
clients have
generated the most
opportunities this
quarter?
Are there similar roles
and sectors?
ClientsContractors ProspectsCandidates
Generate an email to
the recruiters that had
a Silver medal
candidate in the
previous month to
encourage them with
current roles matched
to their skill set.
Send texts to
everyone at set
intervals to gauge
satisfaction as
contract is set to
expire and their
availability for a new
project
Rank clients by fill rate
and send automated
reports to managers
mentioned with
ranking to give
accountability.
Matching
technologies to
identify right fits

28. Example:
Insight-Driven Automation

29. Recap: 3 Stages
Work Smarter, Not Harder
1
Assess the Data You Have
Gain command over the information you have and introduce
ways to capture data you are missing.
2
Gather Relationship Insights
Look at the data with a new lens, evaluating how you can engage
your diverse audiences more proactively.
3
Identify Action Items and Execute (and Potentially Automate)
Create a plan based on analysis, potentially automating low value
tasks or gaps now possible with emerging technologies.

30. Thank You!
Questions?
Sinead Daly
Regional Sales Manager
s.daly@bullhorn.com
@sineadbullhorn