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All About People
Strategy and Implementation Summary
AAP is completely service minded, customizing personnel packages and offering the most it can to both employers and employees. The company brokers professional workers to Willamette Valley businesses. Because we serve two distinct groups of people, both businesses and employees will be considered equally important to AAP.
The company consists of five divisions, targeting the following types of workers and needs in businesses:
- Computer Application Specialists
- Computer Hardware Specialists
- Computer Programmers
- Network Administrators
- Web Specialists
- Large and Small
Language Interpreters and Translators
- Multiple Languages
Within these categories, we originally set up a system of single sheets on card stock and filed them in binders. Since then, an electronic database has been created by one of our professionals. With the push of a button, AAP can search for a client or an employee needed.
Businesses and employees will be able to communicate with AAP via both new technological and traditional methods. Our Web page provides information about AAP including what professional fields we serve, what clients we are working with, and what services we offer. A second-generation Web page will provide information about employees for businesses through a password-protected area. AAP forwards candidates’ resumes and other information through a variety of methods: phone, fax, personal visit, mail, and the Web page.
In August 1999 we moved the offices to the center of town. Accounting is handled electronically by the proprietor through QuickBooks, with the complex needs handled by our CPA. All payroll is generated through the payroll service, Paychex. The office is furnished with all of the technology needed to operate on a daily basis, increase market share, and serve clients.
5.1 Competitive Edge
When a business is contacted and expresses interest in contingent employees that the company can provide, the following procedures will be followed:
- Consult with client and create a follow-up plan.
- Complete the contact, client, and job sheet in the database.
- Print one of each and forward a copy of the job sheet on yellow paper to the employment specialist.
- File original sheets in the appropriate binders.
- Search for matches in the database and pull each folder that looks like it will work.
- Review that folder to assure a match.
- Call each potential candidate and discuss the job and pay to its fullest.
- Fax, e-mail, or otherwise contact client with information and/or resumes for review.
- Schedule interviews or make a decision on appropriate candidates.
5.2 Sales Strategy
When an employee seeks to work with the company, the following procedures will be followed:
- Complete the professional’s form in the database.
- While completing this sheet, screen the employee for experience levels, requiring professional experience in each arena they wish to work.
- Set up an interview with the employment specialist if the professional is qualified.
- Create a file for each employee and place all paperwork, along with a copy of the professional’s form.
- Keep in touch with the professional quarterly if nothing comes up, more often if at all possible.
- When the professional agrees to a position, they will be supplied with an employee policy manual, pieces of letterhead for invoicing, and will complete the IRS I-9 and W-4 forms prior to beginning work.
5.2.1 Sales Forecast
Our sales forecast projections are presented in the chart and table below. Three years annual projections are shown in the table. The chart shows first year monthly forecast. First year monthly table is included in the appendix.
|Year 1||Year 2||Year 3|
|Direct Cost of Sales||Year 1||Year 2||Year 3|
|Subtotal Direct Cost of Sales||$0||$0||$0|
5.2.2 Target Market Segment Strategy
The pay rate data will be determined by changing market factors including business demand.
Our experience shows that the following is true in regards to pay and bill rates. A “good deal” for most temporary agencies is a 50% of pay rate markup. Thus, if the pay is $10, the bill is $15. However, we have traditionally used a flat markup that seemed appropriate. Pay and bill rates generally are outlined as follows:
Most editors require between $25 and $35 per hour, and our history has shown a $10 per hour markup is acceptable. One exception is in the technical arena, garnering between $45 and $55 per hour pay; again a $10 per hour markup is typical.
The only writing we have done is creative for [client name omitted], and we paid $15 with a $10 markup.
Event planners often will work for between $12.50 and $25 per hour, depending on the length of the job, requirements, and experience needed. We find a $5 per hour markup on the $12.50-$17.50 is reasonable, and a $10 per hour markup on anything over $17.50 per hour.
Fundraisers can start at $10 per hour (nonprofit) and go up to $20 per hour. This usually depends on client and length of assignment. Bill rate markup for nonprofits is $5 per hour, others between $7.50 and $10 per hour.
Entry level beginning at $12.50 per hour, intermediate at $15 per hour, and a top of the line professional at $25 per hour. The exception may run about $50 per hour. Bill rates are between $7.50 per hour markup ($12.50-$15), and $10 markup.
This is a tricky arena. Pricing depends on the language (typical/atypical) and the length of the assignment. Interpreters have been known to work for as little as $15 per hour and for as much as $35 per hour. A $10 per hour markup is acceptable.
This division is difficult as each language and situation varies slightly. Translators tend to work by page or by word. Technical translation can be as much as $.30 per word. Other translation can be $10 per hour (an hour a page). We are unsure of markup at this time, but would suggest 50% of pay rate.
- Application-Starting at $12.50 an hour based on Xerox experience. Markup $5 per hour.
- Programmer-Starting at $20 an hour based on AlbertIQ experience. Markup $10 per hour at a minimum. Try for $15.
- Web Designer-Entry level positions can start at $10 per hour with a markup of $5. Project work typically starts at $15 an hour, markup at least $10 per hour.
- Administration-Pay rates range between $50 and $75 per hour, with a preferred markup of $25 per hour.
When determining the bill rate, additional expense factors to remember above the pay rate are 15% employer taxes, advertising, and staff time to fill the position.
The company has an outstanding client list and an incredible number of qualified employees available. AAP has a good reputation for providing qualified people in a timely manner.
AAP just moved its offices and in 2000 will add employees. The company will soon have one front office person, one employment specialist, as well as the proprietor who will concentrate on sales and running the business. We own all necessary equipment and are in the process of acquiring more to make our jobs easier. Most notably, we are in the process of completing our customized data base.