9 months ago

Half Times Fall 2017 yumpu

teams in action | the

teams in action | the creative group From left, branch manager Eric Kimble and division directors Kate Doble, Erin Desrosiers and Shayne Ravin MILE-HIGH WIN FOR DENVER TCG Kate Doble doesn’t shy away from a challenge, especially when it comes to requests for hard-to-find creative talent. When a project from a new client required resources unlike any the Denver team had previously staffed, Kate, The Creative Group division director in Denver, knew it called for a customized solution. When learning about the 1,700 pieces of collateral needed for a company rebranding project while on a client visit, Kate texted TCG Managed Services senior vice president Soowan Scheuermann to join the conversation. This type of project was tailor-made for TCG Managed Services, which offers companies personnel support and project management for strategic business initiatives. “We help clients who need more than what most staffing firms offer but don’t want to engage an agency,” Soowan said. “We translate the project into people, layers of project coordination, management and reporting.” In addition to the big scope of the project, there was a tight timeline. To keep the client engaged, Soowan partnered with managing director of consulting solutions for Robert Half Legal Steven Baron to identify a technology solution that would meet the client’s secure, version-control requirements. “We had a call with the client on a Wednesday afternoon and presented our tech solution the next day,” said Dallas-based Soowan. “On Friday, Robert Half Legal provided a demo of their cloud-based hosting tool. I drafted a proposal, flew to Denver and met with the client on Monday.” With the help and insight of managing vice president of Professional Staffing Services Strategic Accounts Irene Gardner, the proposal quickly made it through the client’s procurement, purchasing and vendor management groups. Once the job was awarded to TCG, Erin Desrosiers, TCG division director in Denver, found the talent: a mix of freelance and salaried professional project managers, graphic designers and copywriters. “The client never asked to interview the candidates we presented. That demonstrated a lot of trust in Erin and TCG,” Soowan said. With a happy client, the work keeps rolling in. “This has been a huge win in a lot of ways,” Kate said. “We had a chance to show how we are different from other staffing firms and a great resource for creative talent and project oversight. As a result, we’ve received about 10 additional job orders for the company’s digital team.” A critical step in successfully winning this type of work is to introduce clients to TCG Managed Services right away. “In the past year, I completely changed my marketing outreach,” Kate said. “Now, I tell all clients about Managed Services and our Salaried Professional Service. I’m also more confident contacting companies that may have more complex project needs, because I know we can meet their requirements.” 18 HALF TIMES

obert half management resources | teams in action Teaching Clients Why They Need Us our clients saw the unique offering we can provide them.” The events were great avenues for networking and relationship building, and resulted in immediate business. “We landed a new revenue recognition project for a client in the pharmaceutical industry because of one of the seminars,” Thomas said. “Our Protiviti partners were able to answer very detailed questions, and provide guidance and recommendations going forward.” Robert Half Management Resources has conducted research on the new standards that can also enable Accountemps and OfficeTeam professionals to help clients. From left, client services director Gary Pittman, division director Don Plato, SPS staffing executive Jules Parmentier and senior resource manager Jenny Addison in Raleigh, N.C. ROBERT HALF MANAGEMENT RESOURCES and Protiviti hosted more than 25 client seminars this year in North America on new revenue recognition and lease accounting standards — topics of interest to CFOs in all industries. With each seminar, we gained business and solidifed our position as an expert resource. Based on the participants’ response, the information shared at the events was exactly what clients needed. And, by partnering with Protiviti, we delivered it in a way no competitor could equal. “We provided industry-leading expertise on a subject a lot of people are still trying to understand,” said Thomas Vick, regional manager in Dallas. “None of our competitors have people with knowledge on these standards.” These new standards issued by the Financial Accounting Standards Board give companies specific deadlines for adoption, with some beginning late this year. There is a lot to do before then. Not only do companies need to be aware of the standards and their new requirements, they need to find professionals with the expertise to meet them. “Other providers can’t offer professionals for this type of work,” said Dave King, district director in Toronto, who hosted a seminar attended by nearly 100 clients. “With Protiviti’s technical expertise and RHMR’s ability to staff these needs, Lease accounting is and will remain a major business opportunity, noted Tim Hird, Robert Half Management Resources executive director. “Companies need help in many areas to complete the transition, including external subject matter experts and consultants to staff openings as full-time employees are pulled to support lease projects.” He added, “Our work with Protiviti is a competitive differentiator. No other firm can match our combination of consulting and staffing services.” Companies recognize that Protiviti brings premier methodologies and project oversight, while Robert Half Management Resources provides highly skilled consultants, said Protiviti managing director Chris Wright. “Working together to identify clients and present our capabilities has led to a number of wins and opportunities for all of us.” Search for “lease accounting: local infographics” on the intranet for client outreach tools. HALF TIMES 19