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Unleashing the Power of Direct Sourcing

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19 © Crain Communications Inc. | All Rights Reserved | Unleashing the Power of Direct Sourcing | September 2023 Recruit an Executive Sponsor Many leaders address this need by presenting executives and business leaders with a formal business case that explains the benefits of pursuing a workforce optimization plan, its potential for cost savings and why it should be executed. This approach can be highly effective in organizations where managers make decisions and take actions independently. "Our business environment is more entrepreneurial," explained the senior director of recruiting for a global network of professional firms. "We needed to secure buy-in from the partners before moving forward. Everyone needed to feel good about it." Others leaders took the opposite approach: They educated executives on the systemic changes in the labor market but placed the greatest emphasis on the risks and costs of staying the course. The increasingly fierce competition to attract and retain top talent and the potential for cost savings provides a powerful argument for engaging in direct sourcing as part of a workforce optimization framework. While research suggests that contingent workforce leaders don't necessarily need a formal business case to get executives on board, the most impactful discussions focus on education, including technological advancement, outsourcing and changing worker attitudes and values. Ideally, however, executives should push for change from the top down and tie manager compensation to multichannel sourcing goals, because they are linked to the company's business strategy and have been successful in driving meaningful change in professional service organizations. We needed to secure buy-in from the partners before moving forward. Everyone needed to feel good about it. – Senior director of recruiting for a global network of professional firms 19 Build a Case for Support Support is critical to the success of any direct sourcing program or major change initiative, especially one that requires a change in thinking and engrained talent acquisition practices. In the absence of a sponsor or compelling evidence-based case study, even the most well-designed programs will struggle to succeed.

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