DIVERSANT
DIVERSANT is a provider of IT staffing solutions and diversity initiatives for Fortune 500 companies with offices across the Eastern United States. It is also a fully-certified Carolinas MSDC MBE (Minority-owned Business Enterprise) dedicated to increasing diversity in the American workforce and corporate supply chain. Being active in the Carolinas MSDC gave DIVERSANT great exposure and access to key personnel within the Fortune 500 companies headquartered in Charlotte, NC. It was with high hopes then, that we received the news that DIVERSANT had become an approved vendor for IT one of the nation’s largest employers, that we envisioned a large volume of business with the Company, and looked forward to demonstrating our ability to quickly respond to requisitions with highly-qualified talent. Our hopes were not quickly realized, however.
In the Shadows
At the time we joined the program, it was extremely difficult for smaller vendors, especially MBEs such as us, to compete for business. The tiered program structure highly favored large primer vendors that leveraged their positions to act as gatekeepers, restricting sub-vendors’ access to opportunities. These prime vendors charged sub-vendors profit-draining fees for distributing requisitions and processing invoices. Many also delayed the distribution of the requisitions, keeping the most attractive ones for themselves. This meant that smaller sub-vendors such as DIVERSANT were paying high fees for the opportunity to fulfill difficult requisitions that were weeks old. Sub-vendors were unable to establish relationships with hiring managers and we were left to languish in the shadow of the larger prime vendors.
During our first few years as an approved vendor, DIVERSANT placed some 20 consultant.
A New Philosophy
In the fall of 2009, a larger firm was brought in to manage the major corporation’s program, and with this change came a new philosophy in program management. The new firm worked hard to control costs and to level the playing field for suppliers. Direct selling was prohibited and performance-based requisition distribution was implemented. These and other initiatives dissolved the barriers that had kept smaller suppliers from competing for business and under this system DIVERSANT began to thrive.
By removing direct selling activities from the program, suppliers could focus their resources on candidate quality and service delivery and DIVERSANT took full advantage of this. This led to good working relationships between the firm and DIVERSANT personnel which, in turn, led to smooth program operations.
A Prime Opportunity
DIVERSANT placements are up dramatically; during the first third of 2010 we’ve placed more than one and half times the number of candidates we did than during our first three years with the program! Much of this success is attributable to the philosophy of treating vendors as partners, and by their focus on demanding and rewarding great recruiting. We believe that this model of program represents a model for how an MSP can operate effectively, serving both the business needs of both the client and the supply base. We’re very pleased to be part of the program and are looking forward to continuing and developing our relationship with Adecco.
