Date: February 21, 2025

Navigating Intense Competition to Deliver high quality IT Staffing

Background

Indotronix works with the state’s Centralized Procurement to place quality IT candidates in various state government agencies from healthcare, transport and education to the military. The government’s no-touch policy means that vendors cannot liaison with the agencies hiring managers directly regarding any aspect of staffing. The state government procurement program mandated that a fixed percentage of our business must be in historically underutilized business zones.

Challenges

• Single Point of Contact: The State Government’s Centralized Procurement is the only touchpoint between vendors and government agencies. There can be no direct solicitation by a vendor to an agency hiring manager at any point regarding staffing. This keeps the process fair and affords equal opportunity to all vendors. However, it can be challenging to build a relationship and gain insight into the specific requirements of each agency when one can’t speak to them directly.
  • Attrition at Centralized Procurement: There is a lot of attrition in the Centralised Procurement office with high staff turnover. Any effort to personalise our approach to staffing for a certain role must be revisited and adjusted for every shift in management.
• Increased Competition: Since the account manager’s first year staffing for this state, the number of vendors has increased by 85%. In this increasingly competitive landscape, it takes a great deal of research, preparation and effort to ensure our resume and approach stand out.

Approach:

• Pipelining: Over the course of their time on this account, the account manager examined the types of roles that were coming from each agency. As all agency data is publicly available, the account manager did their due diligence and investigated the history of the roles that have been filled and combed through all available details. By looking through historical data and aligning it with trends in current job openings, they steered their team into strong pipelining.
  • Identifying Strong Diverse vendors: To identify strong and best-fit vendors the account manager has conducted extensive research on local companies. They also refer to their own pipelining strategies to understand the kind of roles coming from each agency and then proceed to look for strong Diverse vendors to fulfill that specific requirement.
• Research-Driven Approach: Since we can’t consult with any agency directly, our account managers and recruitment team conduct extensive research to stay ahead. They analyze historical records, track hiring trends, and continuously refine staffing strategies. This research-intensive method proves invaluable when working with centralized procurement, especially given organizational attrition.
• Building Trust: The account manager takes an active role in building and maintaining a network of industry players from which they can glean insights of the hiring trends and requirements of that specific agency.

Results:

• 255% increase in revenue over the past three years.
• Talent delivered included senior Infrastructure IT Project Managers, Business Analysts and IAM Engineers.
• 20% of our active placements are sourced from Diverse companies.
• Notable Success: In one instance, we sourced a candidate for an Infrastructure Project Manager position 33% below client mandated bill rate. We submitted a qualified candidate 26% below the lowest rate quoted by competitors. The candidate was successfully placed and has been on the project for the past two and a half years.
• Indotronix has significantly expanded its footprint since 2022. We have been working with more agencies and have also deployed additional consultants at the agencies we were already engaged with.