Existing Client Revenue (FY)
Consultant Realization (By Region) (FY)
100% 105%
75% 80% 85% 90% 95%
FY2013 FY2014 FY2015 FY2016 FY2017
Figure 7.2-11 Revenue Growth: Account Management
Central
Eastern
Western Company
Average Annual PMC Headcount by Region
FY '13 FY '14 FY '15 FY '16 FY '17
- 10 20 30 40 50 60
Benchmarks SPI Mgmt. Consultancies SPI 95 th %tile
2013
2014
2015
2016
2017
70.9%
70.9% 79.5% 91.6%
71.8% 84.6% 91.0%
Previous Baldrige Award recipient
89.1%
89.8%
90.7%
Figure 7.3-4 PMC Realization Company growth and greater name recognition have increased the overall demand for IPM services resulting in the continual need for additional PMCs, as reflected in Figure 7.3-5 . Budgeted headcount serves as a guide for recruiting but is also impacted significantly by retaining employees and actual demand for our services. In 2013 through 2015, we experienced a higher volume of terminations than budgeted, meaning more new hires were required to meet demand. In 2016, lower-than-anticipated turnover meant fewer new hires were needed. In 2017, IPM experienced significantly lower- than-anticipated turnover but significantly greater demand for our services, which required us to hire more resources than budgeted. In 2015, we implemented a 90-day candidate pipeline to better manage supply and demand. The pipeline (Figure 7.3-6) is calculated by multiplying the number of candidates at each stage of the recruiting pipeline (i.e., phone screen through offer accepted) by the percentage of historical candidates who are hired from each recruiting stage. The 90-day candidate pipeline flows from the BD backlog; therefore, the pipeline target correlates with movement in the BD backlog. Both the 90-day pipeline and backlog are in-process measures.
Central
Eastern
Western
FY 2013 FY 2014 FY 2015 FY 2016 FY 2017
Figure 7.3-1 PMC Headcount by Region
Average Annual Company PMC Headcount
100 120
99.1
92.3
82.7
69.4
0 20 40 60 80
66.4
FY2013 FY2014 FY2015 FY2016 FY2017
Figure 7.3-2 Average Annual Company PMC Headcount
YOY Headcount Growth (FY)
10.0% 12.0% 14.0%
New Hires: Actual vs. Budgeted (FY)
0.0% 2.0% 4.0% 6.0% 8.0%
0 10 20 30 40 50
41
40
35
34
34
34
33
31
31
30
27
18
2015
2016
2017
2012
2013
2014
2015
2016
2017
IPM Growth SPI Mgmt Consultancies Benchmark
New Hires - Budgeted New Hires - Actual
Figure 7.3-3 YOY Headcount Growth
Figure 7.3-5 New Hire: Actual vs. Budgeted
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