01
Client context
The staffing market was commoditised, with clients consolidating vendors.
02
Business challenge
The firm risked being dropped in vendor consolidation exercises.
03
Research objective & questions
Understand vendor selection criteria and define differentiators that secure preferred status.
- How do enterprises select and consolidate staffing vendors?
- Which factors — speed, quality, rates, compliance — matter most?
- How does the firm compare with competitors?
- Which value-added services would clients pay for?
04
Methodology & approach
- Hiring manager interviews
- Technology and HR leaders.
- Procurement interviews
- Vendor management teams.
- Client survey
- Vendor performance ratings.
- Competitor review
- Offers and positioning.
05
Sample & geography
- ~20 hiring manager interviews
- ~10 procurement interviews
- ~120 survey responses
- Geography — India and the US
06
Key findings
- Quality of first submissions mattered more than speed alone.
- Procurement prioritised compliance and rate transparency.
- Clients valued vendors who understood their technology stack.
- Managed services were seen as the next step beyond staffing.
07
Business implications
- Invest in specialised screening for key technology stacks.
- Strengthen compliance and reporting.
- Develop managed services offers for top accounts.
08
Outcome
The firm received a vendor selection model and differentiation plan.
Example engagement — Shows how Hoog approaches this type of question. Not a specific client project. Findings are directional.