Consulting experts recognize that workforce planning is rapidly evolving and are investing in data to meet the challenge. Proper use of analytics focuses engagements on people and processes to deliver superior business outcomes.
A 2022 study by Forrester Research, Inc. on workforce planning revealed the following:
- 80% of business leaders say workforce planning activities are important or critical in driving company success.
- 87% agree they need more in-house capabilities to manage workforce planning.
- Two out of three said their organizations plan to upgrade workforce planning technology.
Long-term relationships with clients are built on a foundation of best practices to deliver exceptional value. From initial interaction to the recommendation stage, using Aura’s premier SaaS workforce analytics platform to uncover critical insights, tailor proposals, and present precise recommendations ensures successful engagement.
The Role of Workforce Analytics in Client Engagement
There is an inherent competitive edge when analytics-based consulting is used to drive decisions and recommendations in client engagements.
- Efficiency: Streamline processes and eliminate guesswork, leading to more efficient projects.
- Opportunity: Clients recognize the value of evidence-based planning and tend to prefer consultants who provide data-driven services.
- Transparency: A clearer understanding of the data used to inform decisions facilitates open communication and collaboration between consultants and clients.
- Accuracy: Data provides a clearer picture of the situation and supports better analysis and interpretation.
- Prioritization: With a clear understanding of the data, consultants can prioritize projects and tasks to focus on critical tasks first.
- Outcomes: Improve engagement performance, leading to increased profits and higher customer satisfaction.
- Confidence: Alleviates uncertainty and increases confidence in the choices made.
Effective Workforce Planning Consultancy
The global workforce analytics market was valued at $1.8B in 2023, is projected to grow to $2.07B in 2024, and will reach $6.04B by 2032.
To most benefit from this momentum, consultants must develop their expertise in assessing workforce data, blending strategic foresight with data-driven decision-making.
Aura's workforce analytics platform can simplify the overall complexities and enable quicker, more informed decisions. It builds a comprehensive portrait of a company's workforce and produces the detailed insights clients need to predict talent gaps and devise strategic plans that align with long-term objectives.
The execution process must be agile and inventive, ensuring flexibility to remain responsive to changing market demands and organizational goals. This approach yields a competitive edge and fosters sustainable growth.
Initial Client Interaction: Setting the Foundation
In initial meetings, consultants should focus on building rapport and trust with clients. This involves asking insightful questions, actively listening, and gaining a deep understanding of the client's business.
Consultants might start by inquiring about the client's current workforce challenges, long-term goals, and any previous attempts at workforce planning.
For example, Smartmatic, the election technology company, faced challenges in delivering secure, user-friendly election systems on time. They struggled with scattered and siloed information, making it difficult to obtain a comprehensive view of their operations. They needed a way to enhance their human resources planning.
During initial consultations, Smartmatic communicated their challenges, and consultants, using a workforce management solution, presented a detailed analysis of resource management and how to streamline processes effectively. A plan was built to identify capacity issues, anticipate potential roadblocks, and manage risks.
Ultimately, consultants built a strong foundation that helped Smartmatic maintain its high quality and security standards. They ensured that Smartmatic election day deadlines were met without team overload and positioned Smartmatic for future success, illustrating the critical importance of a solid foundation in client-consultant interactions.
Proposal Stage: Crafting Data-Driven Proposals
A data-driven workforce analytics solution can provide analytics and insight to support consultants during the proposal stage.
Consultants can more easily uncover headcount growth, attrition, and shifting role ratio trends using Aura’s aggregated data from over 1 billion data points, including job boards, social platforms, and corporate sources.
This detailed insight equips consultants with real-time data to tailor consulting proposals for specific workforce composition, skills, and capabilities. Benchmarking features help consultants compare workforce metrics against industry standards to highlight areas where the client excels or needs improvement. This comparative analysis adds credibility and depth to proposals, demonstrating a thorough understanding of the client’s position within the industry.
For example, Aura's data-driven workforce management solution was instrumental in developing data insights for a real estate company. The platform's ability to aggregate data from multiple sources provided critical analytics that shaped the proposal's foundation. Insights included the company's highly educated workforce compared to industry peers, which could be a competitive advantage or an indicator of higher human capital expenses. Consultants suggested hiring less-educated full-time employees for certain roles to save costs without compromising performance.
Additionally, analyzing employee tenure revealed shorter tenures than industry peers, prompting an investigation into attrition causes and strategies to enhance retention through better career development opportunities and competitive benefits. Consistently high attrition rates were another key insight, leading to recommendations for surveys to understand root causes and guide retention strategies.
Lastly, a higher proportion of senior roles compared to peers suggested balancing the workforce by promoting internal talent or hiring externally, fostering innovation, and reducing burnout among senior staff.
Recommendation Stage: Delivering Value with Precision
Consulting firms can truly demonstrate their value by delivering actionable, insight-driven recommendations. Firms that use advanced workforce management analytics can develop precise strategies that align with the client's objectives and address their most pressing challenges.
Ensuring that recommendations are practical and achievable is key to driving successful outcomes. By leveraging comprehensive data, consultants can pinpoint specific areas for improvement and provide tailored solutions that resonate with the client's business goals.
For instance, a consulting firm working with a retail client to analyze sales performance data and workforce productivity revealed that optimizing staff schedules could significantly enhance peak-hour sales. This recommendation was based on a detailed analysis of transaction data and employee availability, highlighting the potential for increased efficiency.
By implementing this data-driven strategy, the client saw a marked improvement in revenue, demonstrating the tangible benefits of leveraging advanced workforce analytics to drive business outcomes.
Ongoing Engagement: Sustaining Client Relationships
Sustaining long-term client relationships requires continuous engagement and monitoring. Workforce data should be used to track progress, identify emerging trends, and adjust strategies as needed. Aura's interactive dashboards and reports provide real-time insights, enabling consulting firms to make timely adjustments and maintain the effectiveness of their recommendations.
Building long-term trust involves regularly demonstrating value and proactively addressing new challenges. For example, a consulting firm used Aura to monitor employee attrition and retention continuously. By promptly addressing any issues and making data-driven adjustments, the firm helped the client maintain high employee engagement and performance levels.
Transform Your Client Engagements Today
Incorporating data-driven solutions into workforce management consultancy delivers more precise, actionable recommendations that align with client goals. By leveraging advanced HR data platforms, consultants can transform initial client interactions, proposal development, and ongoing engagements into value-driven, insightful processes.
Here are five best practices for top consulting firms to master enterprise engagements:
- Build Rapport and Trust:
During initial meetings, ask insightful questions, actively listen, and demonstrate a deep understanding of the client's business. This helps gather essential information and shows genuine interest in the client's unique needs, setting a strong foundation for the engagement.
- Utilize Comprehensive Data Analysis:
Leverage workforce data platforms to quickly aggregate and analyze vast amounts of data from various sources. This allows for an accurate, detailed understanding of the client's workforce composition, skills, and capabilities, ensuring proposals are based on up-to-date information and tailored to the client's needs.
- Incorporate Benchmarking and Predictive Analytics:
Use benchmarking features to compare a client's workforce metrics against industry standards, highlighting areas of strength and improvement. Predictive analytics can forecast future workforce trends and challenges, enabling consultants to propose talent acquisition, development, and retention strategies.
- Present Clear and Engaging Visualizations:
Employ customizable dashboards and visualizations to communicate complex data insights effectively. This makes it easier for clients to understand and buy into proposed strategies, enhancing the overall impact and persuasiveness of the proposals.
- Foster Continuous Engagement:
Maintain long-term client relationships by continuously engaging and monitoring progress. Use real-time data to track performance, identify emerging trends, and adjust strategies. Regularly demonstrating value and proactively addressing new challenges helps sustain trust and drive successful outcomes.
By following these best practices, consulting firms can enhance their engagements, deliver superior business outcomes, and build lasting client relationships.
Unlock the full potential of your consulting services with data-driven workforce analysis. Start leveraging Aura’s premier SaaS workforce analytics platform to deliver superior business outcomes. Contact us today to schedule a demo and discover how Aura can revolutionize your client engagements.
