1. SUPPLIER DIVERSITY WITHIN A
MANAGED SERVICE
7TH December 2011

2. INTRODUCTIONS
Name Company
Jason Dunwell Hays
Leanne Johnston IBM TSC Sourcing Lead UK

3. AGENDA
• IBM and Hays: a changing, maturing relationship
• Why there is an opportunity
• What do Managed Service Providers look for in a supplier
• Discussion

4. IBM & HAYS
A CHANGING AND
MATURING RELATIONSHIP

5. A CHANGING AND
MATURING RELATIONSHIP
IBM and Hays began there engagement in 1994 via a PSL relationship,
at the time Hays were a small supplier (CTG)
As IBM has developed it’s requirements of it’s suppliers have changed
and as such Hays has also evolved.
Including evolving from a PSL business to a Managed Service Provider
IBM now expects Hays to respond to more of their Corporate Social
Responsibility work streams, namely DIVERSITY.

6. WHY THERE IS AN
OPPORTUNITY

7. DIVERSITY
WHY IS THERE AN OPPORTUNITY?
We already know that companies that embrace diversity at a strategic
and operational level benefit from an engaged, more motivated workforce
with reduced levels of attrition and increased retention.
As an agency we can:
- Show our processes are in line with our clients
- Add value to our client strategic goals
- Take work and responsibility away from our clients
- Deliver a service that most temporary agencies do not believe it their
responsibility.

8. WHAT DO MANAGED
SERVICE PROVIDERS
LOOK FOR IN A SUPPLIER?

9. WHAT IS KEY?
In a time of cost cutting and general austerity the ‘value’ that can be
added is always key:
- Are you a ‘niche’ supplier if not what is your unique selling point
(consultancy, employed models, known skills gaps)
- Ease of supply, do you have a structure to respond to corporate
accounts? Will you follow the rules or attempt to circumvent?
- Legal and commercial, are you aware of how flexible you are prepared
to be?
- Speed and quality, above all things we have a service to deliver. Will
you add or detract from this.

10. DISCUSSIONS
QUESTIONS AND
ANSWERS