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On Rebranding and the Evolution of the MSP: A discussion with CPO Rising

Guidant Global’s very own Brian Salkowski, President Americas was interviewed this month by Christopher Dwyer from CPO Rising, one of the largest websites solely dedicated to procurement and supply management.


The discussion covered Bartech and Guidant Group’s rebrand to Guidant Global, evolution of the MSP model, and much more. Below is just an extract from the discussion, you can read the full interview here.

Christopher Dwyer: Congratulations on the rebrand. What is the ultimate mission of Guidant Global?

Brian Salkowski: Thank you so much. Simply put, the ultimate mission of Guidant Global is to challenge and transform the quick-fix, impersonal, and rush-to-revenue approach which prevails across the MSP market today by delivering solutions in a better way.

Christopher Dwyer: The MSP model has been evolving to meet the dynamic needs of the average enterprise. How do you feel Guidant Global is equipped to deliver progressive value in the market?

Brian Salkowski: The industry is crying out for someone to deliver MSP services in a better way and – thanks to Guidant Global’s unrivalled experience, people-centric approach, and core values – we are best equipped to deliver services which reflect clients’ dynamic needs. We are led by our long-held values and guiding principles: we challenge conceptions, we have a global perspective, we think agilely, we are inventive, and we work collaboratively.

Christopher Dwyer: What’s the role of the MSP in the Future of Work/changing world of work?

Brian Salkowski: The fourth industrial revolution is not only impacting skills demand, it is also facilitating cloud-based working, enabling individuals to work in more flexible ways. Our workforces are also increasingly global: a recent study by Wakefield Research found that 83% of gig-workers in the UK, US, and Singapore are interested in relocating to another country for a contract job.

Against this backdrop, it is clear that the new world of work needs better business solutions delivered through a forward-thinking, genuinely people-driven approach. MSP providers must be able to manage flexible, global workforces in an agile way, by taking a human approach to enable businesses to thrive in a robot age.

Now is the time to take bold action and break through existing conventions to challenge the status quo to deliver better results, outcomes, and solutions for all. We need to be inventive – we can no longer do things the way they’ve always been done. Any good business is only as good as its people and we are moving beyond the binary to deliver a flexible service model which accommodates the changing needs and expectations of our clients, both now and in the future.

Christopher Dwyer: Why is it critical for an MSP to have the ability to balance both cost savings and talent quality for its clients?

Brian Salkowski: The perception of “value” always brings an element of subjectivity, however our extensive analysis of the current market leaves no doubt that clients demand quality talent above all else. The ‘recruitment by numbers’ mentality that once dominated the industry is now a thing of the past and there is a greater desire for strategic thinking and solutions.

Clients don’t want an “off the shelf” solution – they want to be challenged by market leaders with breadth and depth of global experience. Cost effectiveness comes not from scrimping or cutting corners, but as a by-product of innovation and agile thinking.

Christopher Dwyer: Services procurement and SOW-based work comprise the largest sub-group of contingent labor today. Why do you feel the MSP model is ideal for managing this subset of the contingent workforce?

Brian Salkowski: The MSP model can offer enormous benefits to both the buying organization and solution providers for this subset. There are quick wins immediately wherein the MSP can leverage the vendor management system to streamline processes, enhance expense controls, and bring action-oriented insights based on analytics. However, one of the largest value drivers of the MSP for SOW extends from our unique position as a single and consistent entry point for new service requests.

In this situation, the MSP has no vested interest other than a better outcome for the requester and the customer. We are able to provide consultation that can drive a decision to hire an FTE, engage a SOW provider, enlist staff augmentation resources, or outsource delivery based upon a rational consideration set considering factors that include skill requirements/availability, cost, intellectual property, capability and more.

Through buy optimization, we have been able to deliver better outcomes and real savings that far exceed normal competitive bidding. In fact, direct savings have been as high 30%+ in some circumstances, and our experience has shown that, on average, 20% of SOW resources could be more effectively engaged through staffing channels.

Christopher Dwyer: Looking ahead, where do you see contingent workforce management headed in the years to come?

Brian Salkowski: While no one knows what the future holds, there is no doubt that workforce management strategies will become increasingly global in the coming years.

We will continue to see new channels emerge as viable strategies for sourcing talent, and intelligent technology will continue to make both sourcing and selection more efficient and effective. We see these as huge opportunities.

However, in the age of automation, the “human” ability to listen, understand, advise, and partner will also become increasingly important. People will always be the vibrant force that drives thriving businesses, and by working collaboratively we can deliver in a way that benefits the entire work ecosystem.

For the full interview, click here.

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