Cashing in with the Kevin Cook University of

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Cashing in with the Kevin Cook University of South Florida HR-ROI Conference January 17, 2003 Note. This presentation has been edited from its original version to protect client proprietary data. © Development Dimensions Int’l, Inc. , MMI. All rights reserved.

Web Trends – Everyone is doing it · · Web is becoming ubiquitous in HR solutions, especially hiring Increased screening and assessment Increasing demand for ESS and portals… …but also aligning with outsourcing for Access to expertise - Improved service - Leveraging technology without buying - 3 © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Web Trends – Cheap and easy · · 4 Plug ‘n’ play at a low cost Seamless integration – ASP and client Demand for demonstrable ROI XML standardization © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Web Trends – Fortune 500 · · · 89% have a Career section 75% post jobs on their Career site 74% accept applications via the Web 34% do not offer offline applications Significant increases in: Online pre-screening - Job agents - Email to a friend - Reusing candidate data - Source: Trends in F 500 Career Web Site Recruiting, i. Logos, 2001 5 © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

DDI Web History/Options · Corporate career site branding - sourcing and attracting - · · Screening and testing sites/portals Interviewer training and support tools skills training - interview guide management, generation - · · · 7 In-baskets and simulations Candidate management Integration with partners © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Why the Web? · · · · 8 High volume selection Speed; immediate decision-making Decreased time and cost Applicant data access and management Consistent tools and process Impression management; differentiation Complex scoring Integratability © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Sanofi Profile · · · 10 Created in 1973 as a division of Elf-Aquitaine Growth in the 70’s-90’s through acquisitions Merger with Synthelabo to create Sanofi. Synthelabo 30, 000 employees in 100 countries 2000 sales of 7. 5 billion Euros 2001 U. S. sales of $2. 8 billion © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Business imperatives overview · Expanding product portfolio Joint ventures - Revenue targets - · Transition from contract sales organization to in-house team - · Raise the Bar for a high caliber workforce Hiring and training needs in 120 days 1000 sales reps - 100 district managers - 14 regional business directors - 11 © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

The Challenge · Double the size of the trained sales force in 120 days - · Current process could not meet requirements - · Any change in hiring process must not cause delays Management intensive; 1 day per week on recruiting Any change in process must reduce costs Reduce time of sales management in screening - Reduced use of outside recruiters and agencies - · Raise caliber of workforce Ensure high quality AND cultural fit of workforce - Reduce turnover through better initial screening - 12 © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

The Hiring Solution – Sales Reps · Complete DDI Web Based Solution - · 13 Facilitated sourcing partnerships Instant evaluation of qualifications and experience Automated scheduling of top candidates DDI phone assessment Sanofi behavioral interviews Conditional job offer Automated background check Data transfer to HRIS Ad to Offer possible in 1 Week! © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

The Hiring Solution – Sales Reps · Web Based Candidate Management Instant secure worldwide access • Regional Mgrs, Hiring Mgrs, Agencies, HR - Improved candidate processing • All candidate information and results for entire process • Integration with: - – Background Checks, Medical screens, HRIS - 14 Complete reporting • e. g. EEO, Territory, Source © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

The Hiring Solution – DM’s, RBDs · “High Touch” Leadership Selection Web qualification and work experience - Phone interview - Face-to-face interview - Behavioral assessment - · DDI Selection Support Process development and management - Robust Sales Leadership/Executive Assessment - • • 15 - “Day in the Life” Assessment Interviews and Assessments with Sanofi Competencies Tailored Executive Processes Data Integration Facilitated sourcing partnerships © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Benefits and Outcomes · Reduced administrative overhead Automated assessment data entry - Automated scoring and progression - Automated new hire data entry - · Increased management productivity Significant reduction in screening time - Focus on high potential candidates - · · 16 Reduced agency reliance and costs Reduced turnover © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Results overview · · · 17 All timelines met Sourced, screened and assessed over 31, 000 candidates in less than 100 days Hired more than 1, 100 sales professionals Initial savings of more than $3 million Estimated annual savings of more than $1 million © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

ROI evaluation model · · · Present/future benefits and costs 3 -year financial analysis Calculate direct and indirect benefits Identify all expensed costs Calculate net values and cumulative ROI Include discount rate (DR) and taxes - 18 DR adjusts for inflation, risk of no return and lost interest opportunities © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Sanofi ROI Summary · · 19 Annual ROI more than 300% Payback period was 3 months Net present value (NPV) more than $6 M Average annual benefits much greater than average yearly cost of ownership © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Calculations: Benefits · Direct benefits Reduction in personnel management and administration - Commissions to agencies and headhunters significantly reduced - 20 © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.

Calculations: Costs · Software Configuration - Hosting and maintenance - · Consulting Selection system design and implementation - Assessments - 22 © Development Dimensions Int’l, Inc. , MMIII. All rights reserved.