robert walters group | capital markets presentation 2019 · indonesia (gojek, traveloka, tokopedia,...

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© Robert Walters plc

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ASIA PACIFICToby Fowlston, CEO Asia Pacific

Antoine Morgaut, CEO EMEA and Americas

EMEA and AMERICAS

Oliver Harris, CEO Resource Solutions

RESOURCE SOLUTIONS

INNOVATIONFaye Walshe, Group Innovation Director


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Mission: to be the leading global specialist professional recruitment group

Specialist professional recruitment

Clerical recruitment Europe

Recruitment process outsourcing


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Robert Walters Group

PurposePowering people and organisations to fulfil their unique potential

PrinciplesInnovation, teamwork, integrity and passion – these principles are the foundation stones of the activity of all staff worldwide

StrategyThe Group’s strategy for growth is centred on organic international expansion and discipline diversification; ensuring a balanced footprint covering mature and developing markets:

▪ International expansion – driving growth through expansion into new geographic locations

▪ Discipline diversification – driving growth through the building of scale in existing disciplines and the launch of new disciplines


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5*denotes length of tenure

ROBERT WALTERS

Chief Executive

Officer

ALAN BANNATYNE

Chief Financial

Officer

34 * 17 *

ANTOINE MORGAUT

CEO

EMEA and Americas

TOBY FOWLSTON

CEO

Asia Pacific

20 * 20 *

OLIVER HARRIS

CEO

Resource Solutions

21 *


6

77%

23%

Regions 2014: 16%

31%

21%

23%

13%

38%

22%

6%

8%

12%

London 2014: 84% Japan 2014: 26%

Australia 2014: 29%

Hong Kong 2014: 12%

Singapore 2014: 11%

New Zealand 2014: 7%

France 2014: 51%

Netherlands 2014: 17%

Belgium 2014: 14%

Spain 2014: N/A

Germany 2014: 8%

Other 2014: 5%

13%

7%

6%

USA 2014: 64%

Middle East 2014: 7%

South Africa 2014: 18%

Chile 2014: N/A

Canada 2014: N/A

Brazil 2014: 11%

73%

15%

6%

Europe – 27% of Group NFI

UK – 28% of Group NFI APAC – 37% of Group NFI

Other International – 8% of Group NFI

Other 2014: 15%

2%2%2%


7


33%

4%

4%

4%

4%4%

5%

10%

13% 19%

Commerce

IT

Banking

Sales and Marketing

HR

Engineering

Support

Other

Legal

Procurement


8

0

50

100

150

200

250

300

350

400

450

2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

£m


9

0

500

1,000

1,500

2,000

2,500

3,000

3,500

4,000

4,500

5,000

2012 2013 2014 2015 2016 2017 2018 2019


10

10%

12%

10%

22%

0%

5%

10%

15%

20%

25%

Hays Page Group Sthree Robert Walters


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0.0

2.0

4.0

6.0

8.0

10.0

12.0

14.0

16.0

2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Pen

ce


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US average

Asia average

UK average

SThree

Staffline

Hays

Page Group

Europe average

Robert Walters

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15

201920152013201220112005200319991997

Qualified Solicitor

CEO Asia Pacific

Managing Director Singapore

Managing Director Permanent London

Manager Banking London

Joined Robert Walters London

Managing Director SEA

Managing Director London & Guildford

Director London

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16

JAMES NICHOLSON

MD, Australia & New Zealand

*denotes length of tenure

16*

*

JEREMY SAMPSON

MD, Northeast Asia

MATTHEW BENNETT

MD, Greater China

KIMBERLYN LUCountry Manager,

Malaysia

ERIC MARYCountry Manager,

Indonesia

MONTY SUJANANICountry Manager,

Philippines

ROB BRYSONMD, Singapore

GERRIT BOUCKAERT

MD, Thailand & Vietnam

TOBY FOWLSTON

CEO

Asia Pacific

11*8*13*

20*

6* 6*7*18*


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▪ Net fee income: £36.4m (2018: £32.6m)

Asia Pacific Permanent/contract recruitment

Average Tenure

Recruitment net feeincome by discipline

6%

5%

19%

5%

14%

16%8%

27%

24%Contract2018: 24%

76%Permanent2018: 76%

Commerce Finance 2018: 21%

Banking Finance 2018: 13%

HR 2018: 5%

Sales and Marketing 2018: 16%

Procurement 2018: 6%

Engineering 2018: 5%

Other 2018: 9%

Locations:AustraliaChinaHong KongIndiaIndonesiaJapanMalaysia

New ZealandPhilippinesSouth KoreaSingaporeTaiwanThailandVietnam

12 years

Directors

10 years

Associate Directors

6 years

ManagersIT 2018: 26%


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▪ Strong financial services growth and demand for regulatory, compliance and risk professionals in Australia

▪ Thriving technology and transformation market across the region

▪ Investment in public sector has driven both permanent and contract hiring activity in Wellington

▪ Healthy government investment in infrastructure across the region – $80bn investment by the NSW government over the next four years, projects in Queensland reaching execution stage, and the Auckland City Rail project in New Zealand

Key Market Strengths

▪ Market leader and dominant player in New Zealand

▪ Sustained growth in technology offering across the region – Wellington has 10+ consultants creating scale in a small market and Sydney has four specialist technology teams

▪ International career management programmes reduce the impact of candidate shortages and help bring experienced expats back to the local market

▪ Strong experience and length of tenure in banking, regulatory and compliance – scaling to a 20+ strong team in Sydney alone

Current Market Trends


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▪ Continued focus on margin enhancement and developing SME market in Australia

▪ Recovery of the mining sector in Australia

▪ Booming technology and transformation sectors

▪ Infrastructure and engineering government investment

Mobilising global talent to solve New

Zealand’s skill shortages

Salary Survey: Recruitment trends in

Australia

Salary Survey: Top jobs with the

strongest wage growthTechnology driving jobs growth across

New Zealand

Industry Award Winners: British & Irish

Lions Sponsorship in New ZealandIndustry Award Winners: Recruitment

International, Australia

Growth Opportunities


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▪ Strong demand for bilingual professionals with international experience

▪ Increasing number of international businesses setting up R&D centres in Taiwan

▪ Mainland China is now one of the leading global investors in digital technologies and e-commerce

▪ US-China trade war


▪ Strong market reputation and length of senior management tenure in Hong Kong

▪ Renowned for quality of service in Southern China – increasing exclusivity with clients

▪ Known as a prestigious brand in Taiwan

▪ Headcount growth in technology – three of top five clients now in Shenzhen



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▪ Strong demand for professionals with the technical expertise to help companies implement digitalisation projects

▪ Shenzhen fast developing as a major tech hub for Chinese businesses – strong demand for skills in emerging technologies such as machine learning and AI (Internet Plus strategy)

▪ Taiwan government is implementing a Green Energy Industries and Technological Innovation plan to boost renewable energy development, driving demand for engineering and supply chain professionals


The impact of the trade war on banking

professionals in ChinaSalary Survey: Recruitment trends

Thought Leadership events:

Recruitment trends

The impact of Brexit: bringing local

professionals home

Whitepaper: How to attract talent to

grow your business internationally


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▪ Acute bilingual professional talent shortage across all sectors and disciplines allowing further margin enhancement

▪ 20 – 25% salary inflation for hard to fill roles commonplace

▪ Skill shortages across specialised roles such as technology, digital, engineering, sales and marketing


▪ Record year in 2018 – Japan and Korea

▪ Dominant specialist recruitment consultancy across all markets

▪ Strong brand and media presence in Japan

▪ Ever-increasing specialisation within existing disciplines, such as technology

▪ Unrivalled database of bilingual professionals



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Growth Opportunities ▪ Demand strong from both MNCs and increasingly Japanese businesses looking to expand internationally – increased need for

bilingual professionals

▪ Some softening of visa restrictions in Japan to aid inward talent flow

▪ Increased participation of women in the workforce in Japan

▪ Increase in foreign direct investment in Korea

▪ Opening of new contract teams – Osaka IT, Industrial and Healthcare

6 tips for women interested in moving

to foreign-affiliated companies in Japan

Granted highest level of L-Boshi: recognition of female participation

Award winner: Ranked #16 as best place to work in Japan, mid-sized companies

Thought leadership: Salary Survey media launch

Salary Survey: Salary and hiring

trends, NikkeiBenefits of international talent, Japan

Times


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Current Market trends

▪ Digitalisation and transformation a major theme across the region – e.g. the success of four tech unicorns in Indonesia (GoJek, Traveloka, Tokopedia, Bukalapak)

▪ Greater injection of foreign investment, in particular from China, into the region

▪ Increased need for local talent with international experience

▪ Bilingual talent shortages, particularly within middle management


▪ International candidate management programmes and award-winning ‘return home campaigns’

▪ Singapore – Balik Kampang

▪ Indonesia – Pulang Kampung

▪ Philippines – Bayan Balik

▪ Vietnam – Come Home Pho Good

▪ Strong brand name and presence

▪ Unrivalled footprint in emerging markets of Indonesia, Thailand, Vietnam and the Philippines (operating profit growth in excess of 50% yoy)

▪ Growth of technology teams – opening of team in Indonesia, increasing specialisation of teams in Philippines and Malaysia and 25+ consultants in Singapore


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▪ Booming technology and digital sectors as companies transform their digital operations and e-commerce activity grows

▪ War for talent and strong wage inflation for hard-to-source skills (circa 20 – 30%)

▪ Expansion into the Eastern Economic Corridor in Thailand due to strong industrial growth – opened office in April 2019

▪ Thailand has emerged as the sub-regional HR HQ for ‘Indochina’ countries – ideal location to springboard into new frontier markets such as Myanmar and Cambodia

Award winner: Best Places to Work,

ThailandAward winner: Best Employer Brand,

Indonesia

Thought leadership: Hiring international

talent, Vietnam

Whitepaper: A guide to securing skilled

Singaporean talent based overseas

Award winning ‘Return home

campaigns’

Salary Survey: Salary and hiring

trends, Philippines


Q&A

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2019201620102009200720051999

Managing Director

France

Managing Director

Europe

CEO

Europe & South America

CEO

EMEA & Americas

29


29*denotes length of tenure

ANTOINE

MORGAUT

CEO

EMEA & Americas

19 *

14* 15*9* 18*22*20* 16*

ROB VERMAAK

RMD

Benelux

LOUISE

CAMPBELL

MD

Ireland

NICK DUNNETT

MD

Germany &

Switzerland

MARCO LAVEDA

MD

Iberia

KEVIN GIBSON

CEO

LATAM

CHRIS HICKEY

CEO

UKMEA

SIMON

BROMWELL

MD

North America


Europe


31

8%

▪ Net fee income: £26.2m (2018: £24.2m)

Europe Permanent/contract/interim recruitment

Average Tenure


7%

5%

8%

54%

6%

12%



Support 2018: 7%

Engineering 2018: 6%

IT 2018: 5%

Other 2018: 8%

Locations:BeneluxFranceGermanyIrelandPortugalSpainSwitzerland

10 years

Directors

6 years

Associate Directors

6 years

Managers

22%Interim2018: 21%



HR 2018: 3%


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▪ Europe’s economy continued to expand but at a slower rate

▪ “Gilets Jaunes” chaos in France and political uncertainty across Europe

affected decision making

▪ Benelux and Germany – extremely candidate driven markets at all levels of

seniority


▪ Good geographical mix: 9 countries (6 of the biggest European economies) and a strong regional office

network

▪ Healthy business mix of temp (Walters People), perm and a growing senior interim business

▪ Balanced discipline mix – including commerce finance, legal, financial services, business support and

technology



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▪ Germany

▪ France temp & perm

▪ Benelux – continued expansion in line with market growth

▪ Rapid growth in Spain

▪ Expansion of Walters People across Europe

▪ Increased focus on interim management



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▪ Uncertain economic forecast (US-China trade war)

▪ Immature recruitment market but developing

▪ Distinct regional markets – at present we only cover 3 regions


▪ Strong reputation and perceived as a premium brand. Business culture

fits well with traditional German standards

▪ Skilled talent shortage across our core disciplines of financial services,

commerce finance and technology

▪ Reputation as the predominant Brexit recruitment specialist in Frankfurt

FOCUS GERMANY OPENED IN 2010

Footprint Dusseldorf, Frankfurt, Hamburg and Cologne


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▪ Three years of consecutive quarterly growth

▪ Investment in Walters People and Barcelona office has proven very

successful

▪ Well balanced business mix across engineering, technology, commerce

finance and business support at all levels of seniority

Footprint Madrid and Barcelona

FOCUS SPAIN OPENED IN 2009


▪ High growth economy

▪ Educated, specialist workforce and light touch labour regulations.

Competitive

▪ Political environment is volatile due to Catalonia question and elections


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United Kingdom


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▪ Net fee income: £27.7m (2018: £25.2m)

UK Permanent/contract recruitment

Average Tenure


19%

17%

46%

4%

14%Commerce Finance 2018: 47%


Legal 2018: 16%

IT 2018: 8%

Other 2018: 6%

Locations:

Birmingham

Bracknell

London

Leeds

Manchester

Milton Keynes

St Albans

14 years

Directors

7 years

Associate Directors

5 years

Managers




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UNITED KINGDOM OPENED IN 1985


▪ Uncertainty around Brexit has undoubtedly had an effect on general client sentiment, particularly in

London

▪ Candidate confidence across most industries is relatively subdued due to continued Brexit uncertainty

▪ Tech market continues to grow across the UK


▪ Business has proven resilient and agile by morphing where necessary from financial services to

non-financial services focus

▪ Strong regional office footprint

▪ Industry leading technology and legal divisions, both extremely candidate short areas

Footprint Bracknell, Birmingham, London, Leeds, Manchester, Milton Keynes and St Albans


39Footprint Bracknell, Birmingham, London, Leeds, Manchester, Milton Keynes and St Albans

UNITED KINGDOM GROWTH OPPORTUNITIES

▪ Temp and interim

▪ Technology recruitment

▪ Post Brexit stabilisation


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Other International


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▪ Net fee income: £8.3m (2018: £6.5m)

Other International Permanent/contract recruitment

Average Tenure


17%

7%

34%

22%19%



Sales and Marketing 2018: 13%

Legal 2018: 6%

Other 2018: 5%

IT 2018: 15%

Locations:BrazilChileCanadaMiddle EastSouth AfricaUSA

8 years

Directors

8 years

Associate Directors

4 years

Managers

100%Permanent2018: 100%

1%


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NORTH AMERICA OPENED IN 1994


▪ California: Tech firms continue to grow rapidly – an incredibly dynamic

and competitive hiring market

▪ Candidate driven. Strong competition for qualified talent


▪ Cement our position as a leader in the tech market in San Francisco

▪ Huge opportunity to grow offering in New York

▪ Potential for expansion in Canada, supported by high oil price

▪ Other States…. we have a small share of a big cake

Footprint San Francisco, Los Angeles, New York and Toronto


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LATAM OPENED IN 2010


▪ New Brazilian government has generated business expectation but

reforms are pending and we have seen no material upside yet

▪ Latam economy is expected to strengthen somewhat this year, due to

improved sentiment and flexible monetary policy

Footprint Brazil, Chile and Mexico


▪ Fast growing and immature recruitment markets

▪ New offices in Mexico and Chile

▪ Brazil rebound


Q&A

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201020082004200120001998

Team Leader

Banking Operations Contract

London

Managing Director Financial Services

Contract

London

CEO

Resource Solutions

Trainee Recruitment Consultant

London

Manager

Finance & Accountancy Contract

London

Managing Director Contract division

UK & South Africa


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▪ Incremental recruitment income

▪ Wholly separate recruitment database

▪ Defending the supply channels of the Group

▪ Close working relationship between Robert Walters and Resource Solutions

Clients

Agency

Non-Agency Channels

ReferralInternal Direct

Value Add:

▪ Workforce Planning

▪ Role sign-off

▪ Market Insights

▪ Variety of tools


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▪ VIP concierge service facilitating movement within a company

▪ Helping clients retain and grow their talent

Agency

Non-Agency Channels



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▪ Social advertising

▪ Promotional events

▪ Reward schemes

Agency

Non-Agency Channels



50

Agency

Non-Agency Channels


▪ Sourcing tools include:


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Agency

Non-Agency Channels


Underpinned by


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Resource Solutions On-site Locations

Australia

China

Czech Republic

France

Germany

Hong Kong

Hungary

India

Indonesia

Ireland

Japan

Lithuania

Malaysia

Netherlands

New Zealand

Philippines

Singapore

South Africa

South Korea

Switzerland

Taiwan

Thailand

UAE

United Kingdom

United States

Vietnam

MANCHESTER

HYDERABAD

JACKSONVILLE

JOHANNESBURG

SHENZHEN

Opening May

2019

MANILA

PRAGUE

Opened 2018GLOBAL SERVICE

CENTRE

50+Global clients

75+Countries placed

into

7Global Service

Centres

123On-site Teams


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Technology Financial Services

Insurance and

Professional Services Media and Leisure Business Services

Pharmaceutical and

Manufacturing

New

Client

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54

OLIVER

HARRIS

CEO

*denotes length of tenure

SIMON

BRADBERRY

MD, EMEA & US

DAVID

BARR

MD, APAC

NORMA

GILLESPIE

MD, Enterprise

Accounts

*Average tenure: 10.5 years

20*

7* 18* 11*

ED SNOW

Global Head of

Business

Transformation

CHRIS

CARTWRIGHT

Global Director,

Operational

Infrastructure

16* 1*


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▪ Global RPO market forecast to grow by 11.8% per annum through to 2021*

▪ Organic growth with existing clients:

▪ Internationally e.g:

▪ Schroders (Luxembourg)

▪ MUFG (Hong Kong)

▪ New products and services such as:

▪ Statement of Work (SOW)

▪ IR35 Consultancy and Audit

▪ Lean Process Optimisation

▪ Discipline diversification – expansion into new sectors such as:

▪ Financial telecommunications – SWIFT

▪ Online payment services – PayPal

▪ Clinical trial services – Q2

• Appetite for Total Talent (temp and perm) and multi-geography solutions

▪ Man Group (US)

▪ Honeywell (Sub-Saharan Africa)

▪ Semiconductors – ASM

▪ Chemical engineering – BASF

* Source: Nelson Hall


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▪ 90% of employees willing to go the extra mile for Resource Solutions

▪ 89% of employees feel Resource Solutions promotes diverse hiring and can be their authentic self at work

▪ 89% of employees feel their manager cares about them as a person and takes the time to listen to them

2019 Employee Engagement Survey Awards

Recent Awards

Best Recruitment Firm –Client Experience

RESOURCE SOLUTIONS

Top 10Pre-Employment Screening Consulting/Services

Companies 2019

3.5

Would recommendApprove of CEO


Q&A

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▪ Innovation strategy

▪ Key industry trends

▪ Focus on successful trials and implementations across the Group

• LinkedIn Talent Insights

• RS Heatmaps

• Power BIData & Analytics

• Video My Job

• AdifyDiversity & Video

Ads

• Arya & GDPR UpdateAI

• Interview Scheduling

• Dot The Bot

• Impress.ai

Automation & ChatBots

• Workplace by Facebook

• O365 & New Ways of WorkingWorkforce:

Mobility & Social


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At Robert Walters we see technology as an enabler, not a threat.

Our test & trial strategy ensures that we are evaluating innovative new technology and determining whether it delivers productivity enhancements to our recruiters before we decide to talk credibly about it to our clients.

“

”


Industry Trends


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2016

June

July

Nov2017

May

Google Hire

Google Jobs

Search

2018May

Waves of change

Radical consolidation in the recruitment market 2016 – 2018


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2018

Oct

July

Dec

2019April

▪ +AI into Google Hire

▪ Talent Solutions: Job

Search, Commute Search &

Profile Search + 61%

“New Work”

Consolidation 2018 – 2019


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Trend:

▪ Some start-ups feel like features, rather than fully fledged businesses

▪ Acquired, pivot or disappear

185+

Explosion in start-ups seeking funding


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“We track consumer trends and identify early changes in the recruitment market as the impact hits.”

Team Purpose:

▪ Monitor consumer trends which shape recruitment landscape

▪ Consult to our clients

▪ Seek out innovative recruitment technology for trial

▪ Challenge our existing processes and service offerings to ensure maximum benefit for our business, our candidates and our clients


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Mega Trends in Recruitment

▪ Madrid 26 Sept

▪ Barcelona 27 Sept

▪ Singapore 21 Nov

▪ Jakarta 22 Nov

▪ Kuala Lumpur 23 Nov

▪ Paris 10 Dec

▪ Shanghai 11 Jun

▪ Taipei 12 Jun

▪ Hong Kong 13 Jun

▪ Dusseldorf 25 Jun

▪ Frankfurt 26 Jun

▪ Amsterdam 27 Jun

▪ Sydney, Melbourne Oct

▪ Auckland, Wellington Oct

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18

20

19


Innovation Delivered: Successful trials & implementations

AIData &

Analytics

Diversity &

Video Ads

Automation &

ChatBots

Workforce:

Mobility &

Social


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▪ Resource Solutions’ unique market mapping capability draws from a number of credible sources of information to produce bespoke heat maps within a client’s specific location or job function.

▪ RS Heatmaps provide clients’ hiring community with real-time data to support and shape their strategy by gaining as much understanding of the relevant talent pool as possible.

RS HEATMAPS


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▪ Talent Pool Reports

▪ Geographic spread of talent/demand/ finding hidden gems

▪ Company Reports

▪ Workforce distribution/where is talent being lost gained/attrition alerts

▪ Rolled out to all global RW consultants with videos, events and training

▪ Company research & BD

▪ Inform client recruiting strategy

▪ Competitor analysis & media planning

▪ Uptake of circa 90% and rising

▪ Future-state thinking


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▪ Increasing recruiter productivity with real-time reporting and analytics suite

▪ Strategic vision: moving from static data and visibility to predictive analytics to guide future activity


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▪ Australia-based VideoMyJob enables us to bring jobs to life and challenge assumptions

▪ Videos are authentic and can be produced in minutes

▪ Video Job Ads are a great way to challenge assumptions about your vacancy

▪ Rolled out across multiple regions

▪ Great results and engagement


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▪ Thousands of ads (clients and RS & RW) analysed through our bespoke tool, leading to more gender balanced long and shortlists

▪ Measures:

▪ Readability

▪ Sentiment

▪ Tone

▪ Mobile appeal

▪ Gender appeal

▪ Clients positively reviewing our ability to change the gender make up of shortlists


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▪ AI sourcing platform which automates the early recruitment process

▪ 12 month trial proved Arya could read job specs and accurately source in multiple geographic locations

▪ Leading the way in GDPR compliance for us and for our clients

▪ CRITICAL VALUE: Learning at pace, handling data responsibly. Evaluating new suppliers


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▪ Online interview scheduling tool which connects to candidates’ calendars to facilitate 24/7 booking and improved CX

▪ Recruiters’ time was saved by the removal of the “back and forth” communications with candidates

▪ Over circa 60 interviews

▪ 4.5hrs recruiter time saved

▪ 3 hrs co-ordinator time saved

▪ 20% booked from 12am-5am

▪ Next steps: rolling out to selected client sites


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▪ Meet Dot the Bot our new contractor query bot

▪ Programmed to answer Contractor questions in over 100 different categories

▪ CX gains: Improving immediacy of contractor care

▪ Productivity wins: Free up our co-ordinators time to field more complex queries

▪ Next Steps: Measuring Operational Model Impact

▪ How much of our co-ordinators’ time will be freed up to answer more complex queries?

▪ What proportion of the workforce will then be able to transition over to Bot programming?


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▪ Impress.ai is a chatbot-led product which enables automated screening interviews and is able to engage with applicants intelligently through an AI-powered chatbot. Uses machine learning software

▪ The proof of value trial at Barclays in India commenced on 25th March 2019

▪ Frictionless application experience:

▪ Phase 1: AI screening

▪ Phase 2: AI screening + online assessment

▪ Phase 3: AI screening + online assessment + instant interview scheduling

▪ Building our capability to automate at scale – where appropriate


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▪ Global roll out of Workplace by Facebook

▪ 77% uptake within the first week

▪ 150 Groups set up

▪ Country News & Updates Groups

▪ Resources Groups

▪ Global training and L&D Groups

▪ Social Groups

▪ Wellbeing, Charitable & CSR Groups

▪ Transformed our ability to communicate visually and made us a more connected entity

▪ Idea and best practice sharing


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▪ New Ways of Working launched across 24 countries over last 18 months.

▪ Live for over circa 1500 RW staff

▪ Productivity gains:

▪ Updating notes on database while on the move

▪ Speed of response to client and candidate queries

▪ Higher-tech client presentations

▪ #LifeAfterWow shows how passionate teams in SEA embraced new mobility & productivity goals


Q&A

robert walters group | capital markets presentation 2019 · indonesia (gojek, traveloka, tokopedia,...

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