SIA Webinar 1 11 11 Final (2)

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Staffing Industry Report Webinar January 2011

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Sona

Sharma

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•

Barry Asin, President, Staffing Industry

Analysts

•

John Kao, Chairman, World Economic

Forum’s Global Advisory Council on

Innovation

•

Alan Beaulieu, President, Institute for

Trend Research

•

Stephen Dubner, Award‐winning co‐

author of FREAKONOMICS and

SUPERFREAKONOMICS

Keynotes


So, You Lost a Contract. Why and What to Do About It?

Speaker: Ken Allred, CEO, Primary Intelligence

Win/Loss Analysis


SIA’s

Sales Compensation & Sales Job Practices 2011

Survey

Speaker: Mark Donnolo, Managing Partner,

SalesGlobe

Getting Staffing Salesforce

Compensation Right


The Role of Finance in a Staffing Firm’s Strategic Planning

Panelists:

Julie Krey, VP Finance, the Americas, Manpower

Jon Neff, CFO, Hire Dynamics

Shawn Poole, EVP & CFO, Employbridge

Holding Co.

Mark Smith, EVP & CFO, SFN Group Inc.

For The CFOs …


CFO Networking Lunch

Wednesday, March 2, 12:00 – 1:30 p.m.

For The First Time Ever …


Implementing Staffing Technology: Best Practices from Experts

Panelists:

David Buzzell, CIO, The Sedona Group

Martin Perry, CIO, Randstad

Professionals

Rob Waddell, SVP and CIO, Apex Systems, Inc.

For the CIOs

…


Be a secret shopper for…

(a) A job board(b) Application tracking system(c) Front or back office system

Email: [email protected]

Looking to Buy Support Technology or Service?


•

Best Staffing Firms to Work For

As determined by a survey of

25,000+ staffing firm employees

•

Peter Yessne Staffing Innovator

Award Top mover and

shaker who has changed the

industry

Two Major Awards


Industry leaders provide their insights on pressing issues

Speakers:

Carl Camden, CEO, Kelly Services

Cheryl Jones, Chairman, Impellam

Group plc

Executive Perspective


Panelists:

Julia Braun, Group Manager, Contingent Staffing, Microsoft Corp

Tony Marino, Manager, GSC Indirect Procurement, Hess Company

Traci Ramsey, Global Contingent Labor Lead, Monsanto

Voice of the Customer


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•

Trends in economy & employment

•

Staffing trends by segment & sector

•

Buyer survey results, Part 1

•

Questions and answers

Agenda


Source: Economic Cycle Research Institute (ECRI) Weekly Leading Index

ECRI gradually getting more optimistic

100

110

120

130

140

150

Dec‐00 Dec‐02 Dec‐04 Dec‐06 Dec‐08 Dec‐10

Level of W

eekly Leading Index


PM Manufacturing

Index: still indicates expansion, but at a slower rate

Source: Purchasing Manager’s Manufacturing Index

25

30

35

40

45

50

55

60

65


Index

Recession

PMI

EI


PM Non‐Manufacturing

Index: accelerating expansion but limited hiring

Source: Purchasing Manager’s Nonmanufacturing Index

25

30

35

40

45

50

55

60

65


Index

Recession

PMI

EI


Source: U.S. Department of Labor

Initial unemployment claims finally resume downward progress

0

100,000

200,000

300,000

400,000

500,000

600,000

700,000

Dec‐00 Dec‐02 Dec‐04 Dec‐06 Dec‐08 Dec‐10 Initial Claims for Unemployment (4‐Week Average)


U.S. GDP projected growth, 2011‐2012U.S. GDP growth projections 2011 2012The Conference Board

Nov. 9, 2010 1.3%Dec. 7, 2010 1.7% 2.1%

Post‐tax deal 2.3% tbd

Goldman SachsBefore tax deal 2.7% 3.6%Dec. 17, 2010 (after tax deal) 3.4% 3.8%

tax deal accounts for roughly 2/3 of upgradeMorgan Stanley

Dec. 2010 ‐ Projection without tax deal 3.0%Dec. 2010 ‐ Projection with tax deal 4.0%‐4.2%

key drivers of upgrade: stronger consumer and capital spending

key drivers of upgrade: 1 year reduction in employee Social Security tax


Trends in total employment

Source: Bureau of Labor Statistics & Staffing Industry Analysts

Change in Nonfarm Employment Versus Year Earlier

‐5%‐4%‐3%‐2%‐1%0%1%2%

Dec‐08 Jun‐09 Dec‐09 Jun‐10 Dec‐10

Change in Nonfarm Employment Versus Previous Month

‐800

‐600‐400

‐200

0

200400

600


Thou

sand

s

+103,000


Trends in total private employment


Change in Private Employment Versus Year Earlier

‐6%‐5%‐4%‐3%‐2%‐1%0%1%2%


Change in Private Employment Versus Previous Month

‐800

‐600

‐400

‐200

0

200

400


Thou

sand

s

+108,453


In December, which sectors gained/lost jobs?


‐16

‐14

‐10

‐9

‐4

4

4

9

10

10

12

16

44

47

Construction

Other

Government

Professional srs (excluding temp)

Information

Financial activities

Natural resources/mining

Wholesale trade

Transportation & util ities

Manufacturing

Retail trade

Temporary help

Education and health

Leisure and hospitality

Thousands of Jobs


Best‐performing U.S. industry markets


Industries Job Growth ScoreLast 12 Months

Last 6 Months

Last 3 Months

Total Nonfarm Employment

1 Temporary help services 94 22.0 26.2 23.5 2,219

2 Food services and drinking places 93 14.0 26.1 20.5 9,560

3 Educational services 83 6.2 9.0 8.5 3,187

4 Motor vehicle and parts dealers 79 3.4 7.2 7.5 1,664

5 Other social assistance (NAICS 6241, 6242, 6243) 79 5.9 6.4 5.5 1,809

6 Hospitals 79 3.5 6.3 7.8 4,745

7 Support activities for mining 78 6.3 5.7 4.8 333

8 Other ambulatory health care (NAICS 6212, 6213, 6215 75 5.9 5.3 3.8 2,014

9 Durable goods 75 3.2 5.0 6.5 2,801

10 Computer systems design and related services 73 4.4 5.3 3.7 1,481

11 Home health care services 71 3.7 4.3 4.1 1,092

12 Clothing and clothing accessories stores 71 3.8 6.3 1.7 1,419

13 Fabricated metal products 70 5.7 2.5 3.3 1,329

14 State government, education only 70 4.5 4.8 1.9 2,431

15 Couriers and messengers 68 1.0 3.1 6.1 536

Average Monthly Change in Jobs Over…


Employment trends in food/drinking places

Employment in thousands.


Food Services & Drinking Places Employment1990‐2010

0

2,000

4,000

6,000

8,000

10,000

12,000

1990

1991

1992

1993

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

Food Services & Drinking Places Employment2010

9,300

9,350

9,400

9,450

9,500

9,550

9,600

Jan

Feb

Mar

Apr

May Jun

Jul

Aug Sep

Oct

Nov Dec


Employment trends in private educational svcs

Private Educational Services Employment1990‐2010

0

500

1,000

1,500

2,000

2,500

3,000

3,500

1990

1991

1992

1993

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

Private Educational Services Employment2010

3,060

3,080

3,100

3,120

3,140

3,160

3,180

3,200

Jan

Feb

Mar

Apr

May Jun

Jul

Aug Sep

Oct

Nov Dec




Employment trends in hospitals

Hospital Employment1990‐2010

0

500

1,000

1,500

2,000

2,500

3,000

3,500

4,000

4,500

5,000

1990

1991

1992

1993

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

Hospital Employment2010

4,680

4,690

4,700

4,710

4,720

4,730

4,740

4,750

Jan

Feb

Mar

Apr

May Jun

Jul

Aug Sep

Oct

Nov Dec




Employment trends in mining/oil support activities

Support Activities for Mining/Oil Employment1990‐2010

0

50

100

150

200

250

300

350

400

1990

1991

1992

1993

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

Support Activities for Mining/Oil Employment2010

0

50

100

150

200

250

300

350

Jan

Feb

Mar

Apr

May Jun

Jul

Aug Sep

Oct

Nov Dec




Employment trends in home healthcare

Home Healthcare Employment1990‐2010

0

200

400

600

800

1,000

1,200

1990

1991

1992

1993

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

Home Healthcare Employment2010

1,030

1,040

1,050

1,060

1,070

1,080

1,090

1,100

Jan

Feb

Mar

Apr

May Jun

Jul

Aug Sep

Oct

Nov Dec




Employment trends in computer systems design

Computer Systems Design Employment1990‐2010

0

200

400

600

800

1,000

1,200

1,400

1,600

1990

1991

1992

1993

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

Computer Systems Design Employment2010

1,400

1,410

1,420

1,430

1,440

1,450

1,460

1,470

1,480

1,490

Jan

Feb

Mar

Apr

May Jun

Jul

Aug Sep

Oct

Nov Dec




Worst‐performing U.S. industry markets


Industries Job Growth ScoreLast 12 Months

Last 6 Months

Last 3 Months

Total Nonfarm Employment

91 Chemicals 35 ‐1.3 ‐1.3 ‐1.2 773

92 Sporting goods, hobby, book, and music stores 35 ‐1.0 ‐2.0 ‐0.8 601

93 Services to buildings and dwellings 34 1.2 ‐1.9 ‐3.5 1,724

94 General merchandise stores 33 2.4 ‐2.1 ‐4.8 2,945

95 Rental and leasing services 33 ‐0.8 ‐1.7 ‐2.2 526

96 State government, excluding education 33 ‐3.4 ‐0.9 ‐0.5 2,753

97 Printing and related support activities 33 ‐1.3 ‐1.9 ‐1.8 485

98 U.S. Postal Service 31 ‐2.7 ‐1.8 ‐1.6 644

99 Building material and garden supply stores 29 ‐3.3 ‐2.4 ‐1.3 1,135

100 Telecommunications 28 ‐3.5 ‐1.8 ‐2.4 912

101 Residential building 27 ‐2.5 ‐2.5 ‐3.3 563

102 Health and personal care store 27 ‐1.2 ‐2.0 ‐5.1 961

103 Insurance carriers and related activities 25 ‐3.9 ‐2.5 ‐3.0 2,166

104 Local government, excluding education 12 ‐9.8 ‐9.1 ‐9.3 6,324

105 Local government, education only 10 ‐12.8 ‐13.2 ‐7.4 7,900

Average Monthly Change in Jobs Over…


Manufacturing sectors with high overtime hours


Tools & vehicles Energy Food Basic materials

Rank NAICS Description Jun‐10 Jul‐10 Aug‐10 Sep‐10 Oct‐10 Nov‐10

1 3231120009 Grain and oilseed milling 7.3 8.2 6.6 7.1 8.4 9.2

2 3232411009 Petroleum refineries 7.6 7.8 8.6 8.2 9.1 9.1

3 3133110009 Iron and steel mills and ferroalloy 7.1 6.7 7.6 7.9 7.9 8.6

4 3133635009 Motor vehicle power train components 8.9 6.9 8.9 7.9 8.1 8.2

5 3133310009 Agricultural 5.7 5.6 5.9 5.9 7.3 7.4 *6 3133140009 Other nonferrous metal production 6.2 6.0 7.2 6.2 6.3 7.2

7 3231141209 Frozen specialty food 5.5 5.7 6.4 7.3 7.1 7.2 *8 3133272209 Bolts 7.2 6.0 7.7 6.8 6.7 7.0

9 3232210009 Pulp 5.6 6.1 6.2 6.8 6.2 7.0

10 3132732009 Ready‐mix concrete 6.4 7.7 7.4 6.7 7.9 6.6

11 3133240009 Boilers 5.2 5.9 6.3 6.0 5.9 6.4

12 3231141009 Frozen food 5.6 5.9 6.4 7.5 7.6 6.4

13 3232400009 Petroleum and coal products 6.4 6.1 6.7 6.6 7.0 6.4

14 3231110009 Animal food 4.2 4.3 5.7 5.5 5.8 6.2 *15 3231140009 Fruit and vegetable preserving 5.2 5.6 7.6 8.3 7.1 6.2


Manufacturing sectors with high overtime hours


Tools & vehicles Energy Food Basic materials

Rank NAICS Description Jun‐10 Jul‐10 Aug‐10 Sep‐10 Oct‐10 Nov‐10

16 3133100009 Primary metals 5.6 5.5 5.7 5.5 5.9 6.1

17 3133351309 Metal cutting and forming machine tools 3.5 3.1 3.1 4.7 5.7 6.0 *18 3133610009 Motor vehicles 4.9 4.5 5.2 6.0 5.7 6.0

19 3133641109 Aircraft 4.9 5.5 5.7 5.6 5.9 6.0

20 3231142009 Fruit and vegetable canning and drying 4.9 5.3 8.5 8.9 6.7 6.0

21 3133351109 Industrial molds 5.5 5.4 5.5 4.8 6.2 5.9

22 3231190009 Other food products 4.2 4.0 4.6 4.2 5.7 5.9 *23 3232521109 Plastics material and resin 5.7 6.1 5.5 5.7 5.8 5.9

24 3132730009 Cement and concrete products 5.7 6.8 6.6 5.5 6.4 5.8

25 3133351409 Special tools 4.6 4.7 4.8 5.6 5.8 5.8

26 3231161109 Animal slaughtering and processing 6.3 5.0 6.0 6.3 6.1 5.8

27 3133231009 Plate work and fabricated structural 3.7 3.7 4.7 5.0 5.7 5.7 *28 3133272009 Turned products and screws 5.3 4.8 5.4 5.3 5.5 5.7

29 3133360009 Turbine and power transmission equip 5.8 5.3 5.1 5.1 4.2 5.7

30 3232510009 Basic chemicals 5.6 5.4 5.2 5.1 5.7 5.7


Trends in hours worked


Average Weekly Hours of All Employees

33.2

33.4

33.6

33.8

34.0

34.2

34.4

34.6

34.8

Jun‐08

Sep‐08

Dec‐08

Mar‐09

Jun‐09

Sep‐09

Dec‐09

Mar‐10

Jun‐10

Sep‐10

Dec‐10

Hou

rs

Average Weekly Overtime of Production & Non‐Supervisory Employees

0.00.51.01.52.02.53.03.54.04.5

Jun‐08

Sep‐08

Dec‐08

Mar‐09

Jun‐09

Sep‐09

Dec‐09

Mar‐10

Jun‐10

Sep‐10

Dec‐10

Hou

rs


Jan Feb Mar Apr May Jun

Accounting/

Bookkeeping

Accounting/

Bookkeeping

Building material

and garden

supply stores

Scenic and

sightseeing

transportation

Scenic and

sightseeing

transportation

Scenic and

sightseeing

transportation

State government

educationPerforming arts

and spectator

sports

Amusements,

gambling, and

recreation

Educational

servicesServices to

buildings and

dwellings

Heavy and civil

engineering

construction

Seasonal Peaks in Hiring—Who Hires When

Bureau of Labor Statistics & Staffing Industry Analysts


Trend in total unemployment


U.S. Total Unemployment RateRate down 35 basis points in Dec, to 9.42%

5%

6%

7%

8%

9%

10%

11%

Jul‐08 Oct‐08 Jan‐09 Apr‐09 Jul‐09 Oct‐09 Jan‐10 Apr‐10 Jul‐10 Oct‐10

U.S. Total Unemployed

8,000

10,000

12,000

14,000

16,000



Trend in college‐graduate unemployment


U.S. College‐Graduate Unemployment RateRate down 33 basis points in Dec, to 4.79%

2.0%

2.5%

3.0%

3.5%

4.0%

4.5%

5.0%

5.5%


U.S. College‐Graduate Unemployed

1,000

1,500

2,000

2,500



•


•


•


•


Agenda


Trends in staffing employment


Change in Temp Employment Versus Previous Month

‐100

‐50

0

50

100


Thou

sand

s

+15,900

Percent Change in Temp Employment Versus Year Earlier

‐30%

‐20%

‐10%

0%

10%

20%

30%



Temp Employment Penetration Rate

1.2%

1.4%

1.6%

1.8%

2.0%

Dec‐07

Jun‐08

Dec‐08

Jun‐09

Dec‐09

Jun‐10

Dec‐10

Temp Employment Penetration Rate

1.0%

1.2%

1.4%

1.6%

1.8%

2.0%

1990

1992

1994

1996

1998

2000

2003

2005

2007

2009



1.70% = 1997




Percent Change in Exec Search Internal Employment Vs. Year Earlier

‐16%

‐10%

‐4%

2%

8%

14%

Nov‐08 May‐09 Nov‐09 May‐10 Nov‐10

Percent Change in Direct Hire Internal Employment Versus Year Earlier

‐25%‐20%‐15%‐10%

‐5%0%5%

10%

Nov‐08 May‐09 Nov‐09 May‐10 Nov‐10




Layoffs as a Percent of Total Employment

1.0%

1.2%

1.4%

1.6%

1.8%

2.0%

Oct‐07

Apr‐08

Oct‐08

Apr‐09

Oct‐09

Apr‐10

Oct‐10

Percent Change in PEO Covered Employees Versus Year Earlier

‐30%‐25%‐20%‐15%‐10%‐5%0%5%

10%

Nov‐07

May‐08

Nov‐08

May‐09

Nov‐09

May‐10

Nov‐10


Revenue trends by segment & sector

↑ Widespread Improvement

↗ Mild Improvement

‐‐ Flat ↘ Mild Deterioration

↓ Widepsread Deterioration

Source: Staffing Industry Monthly Pulse Survey

Apr to May

May to Jun

Jun to Jul

July to Aug

Aug to Sep

Sept to Oct

Oct to Nov

Nov to Dec

Dec to Jan

Jan10 to Feb

Feb to Mar

Mar to Apr

Apr to May

May to Jun

Jun to Jul

Jul to Aug

Aug to Sept

Sept to Oct

Oct to Nov

Temporary Staffing ↗ ↗ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑

Temp‐to‐Hire ‐‐ ‐‐ ↗ ↗ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↗ ↑ ↑ ↑ ↑

Direct Hire ‐‐ ‐‐ ‐‐ ‐‐ ↗ ↗ ↗ ↗ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑

Retained Search↘ ↓ ↘ ↘

↗ ‐‐↘

‐‐ ↑ ↑ ↑ ↑ ↑ ‐‐ ↗ ↑

PEO ↑ ↗ ‐‐ ‐‐ ‐‐ ‐‐↘

↑ ↑ ↑ ↗ ↗ ‐‐

Outplacement ‐‐ ‐‐↘ ↘ ↘

‐‐↘ ↓

‐‐ ‐‐↓

Staffing sectors month‐to‐month sequential revenue trends


Revenue trends by segment & sector

↑ Widespread Improvement

↗ Mild Improvement

‐‐ Flat ↘ Mild Deterioration

↓ Widepsread Deterioration


Apr to May

May to Jun

Jun to Jul

July to Aug

Aug to Sep

Sept to Oct

Oct to Nov

Nov to Dec

Dec to Jan

Jan10 to Feb

Feb to Mar

Mar to Apr

Apr to May

May to Jun

Jun to Jul

Jul to Aug

Aug to Sept

Sept to Oct

Oct to Nov

Industrial ↗ ↗ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑

IT ↗ ↑ ↑ ↗ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑

Office/Clerical ↗ ↗ ↗ ↗ ↗ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑

Engineering ↑ ↗ ↗ ‐‐ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↗ ↗ ↑ ↑ ↑ ↑ ↑

Fin./Accounting ‐‐ ↗ ‐‐ ‐‐ ↑ ↑ ↗ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↗ ↑ ↑ ↑ ↑

Allied/other ↘ ↗ ↑ ‐‐ ↗ ↗ ↗ ‐‐ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↑ ↗

Clincial/scientific ↗ ‐‐ ↗ ‐‐ ↗ ↗ ↗ ↑ ↗ ↗ ↑ ↑ ‐‐ ↗ ↑

Travel nurse ↘ ↘ ‐‐ ↘ ‐‐ ↗ ‐‐ ↘ ↑ ‐‐ ↑ ↘ ↗ ↑ ↑ ↑ ↑ ↑ ↑

Legal ‐‐ ‐‐ ‐‐ ‐‐ ↑ ↗ ‐‐ ‐‐ ‐‐ ↗ ↑ ↑ ↑ ↗ ‐‐ ↑

Locum tenens ‐‐ ↗ ↗ ‐‐ ‐‐ ‐‐ ↗ ‐‐ ↑ ‐‐ ↑ ↗ ↑

Per diem nurse ‐‐ ↓ ↗ ‐‐ ↗ ↗ ‐‐ ↘ ↗ ↗ ↑ ↗ ↗ ↑ ↘ ↑ ↑ ↑

Marketing/creative ↘ ‐‐ ↗ ↗ ‐‐ ‐‐ ↘ ‐‐ ‐‐ ↗ ↗ ↗ ↗ ↗

Temp staffing segments month‐to‐month sequential revenue trends


Which is greater challenge—selling or recruiting?


Jan‐10

Feb‐10

Mar‐10

Apr‐10

May‐10

Jun‐10

Jul‐10 Aug‐10

Sep‐10

Oct‐10

Nov‐10

0%

20%

40%

60%

80%

100%

Selling

Recruiting


Staffing industry balance sheet

+ ‐ •BLS reports temp gain of 15.9K

•Weak employment report, just 103K jobs

•Economic indicators trending better•Unemployment likely to stay high for forseeable future

•Pulse: Most staffing firms still reporting sequential improvement

•Selling/recruiting difficulty ratio improving over last nine months


Staffing industry balance sheet

+ ‐ •BLS reports temp gain of 15.9K

•Weak employment report, just 103K jobs

•Economic indicators trending better•Unemployment likely to stay high for forseeable future

•Pulse: Most staffing firms still reporting sequential improvement

•Selling/recruiting difficulty ratio improving over last nine months


•


•


•


•


Agenda


How much expense does contingent labor save?

Source: Staffing Industry Contingent Buyer Survey

Median Reported Total Expense Savings Due to Use of Contingent

Labor, 2008‐2010

17%

9%

13%

2008 2009 2010


Reported savings as a function of buyer industry


Median Reported Expense Savings, 2008‐2010, by Industry of Buyer

7%

8%

12%

13%

13%

17%

Healthcare

Pharma/Biotech/Med

Finance/Insurance

Manufacturing

Technology/Telecom

Energy/Chemica l


Polling question:

About what portion of contingent buyers are confident they are completely IC compliant?

A) Pretty much all of them

B) Most of them C) About half of them

D) About a quarter of them E) Around one in ten

F) None of them


Only 1/8 buyers believe they are 100% compliant


In your best estimate, what percent of your 1099/independent contractors are properly classified?

<90%, 41%

Don't know, 26%

100%, 12%

95‐99%, 15%

90%‐94%, 6%


Large buyers project yet more contingent usage


Respondent Estimates of CW Usage Rates

8% 9%7%

11%13% 12% 13% 12%

15%17%

10% 10% 10%

15%

2005 2006 2007 2008 2009 2010 2012

Median Mean


How much do large buyers typically spend?


Industry Median

Energy/Chemcal$90‐$99.9 million

Finance/Insurance $70‐$79.9 million

Technology/Telecom $70‐$79.9 million

Manufacturing $50‐$59.9 million

Pharma/Biotech/ Medical Equipment

$50‐$59.9 million

Retail/Consumer $40‐$49.9 million

Healthcare $30‐$39.9 million

Size (employees) Median

1,000 ‐ 1,999 <$10 million

2,000 ‐ 4,999 $10‐$19.9 million

5,000 ‐ 9,999 $30‐$39.9 million

10,000 or more $100‐$149.9 million


HRO, RPO usage gradually increasing


Trend in Percent of Buyers Using RPO

17%

22%

14%

21%

2007 2008 2009 2010

Trend in Percent of Buyers Using HRO

14%

18%

13%

16%

2007 2008 2009 2010


IC compliance screening trending up


Do You Use a Vendor for Independent Contractor Screening/Compliance?

No, 21%

Yes, 41%

Maybe Over Next 2 Years,

34%

Don't know, 4% Trend in Percent of Buyers Using IC Screening Vendor

37%41%

2009 2010


Offshore outsourcing also on the rise


Do You Use a Significant Amount of Offshore Outsourcing?

38%42%

34%

2008 2009 2010


CW increasingly managed on a global basis


Trend in Percent of Buyers Managing on a Global Basis

21%24%

16%

2008 2009 2010


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Agenda


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