TCC INTRO

Production meeting

office morning meet. Both Recruiters and Account Managers go through the interviews/pending offers that are in play, yesterday’s production, open Listings, and the direction for the day.

Contractor/Candidate

an individual who works on contract basis

Client

the company and/or manager

Traffic

a contractor that meets the requirements to get added to a Recruiter’s secure database.

ADD

a client manager that meets the requirements to get added to an Account Manager’s secure database.

Recruiter Secure Layer

a Recruiter’s database filled with contractors that the recruiter exclusively represents.

Sales Secure Layer

an Account Manager’s database filled with managers that the account manager exclusively represents.

MSP Secure Layer

an MSP Recruiter’s database filled with contractors that they exclusively represent.

Recruiter Hot Sheet

collection of secure contractors in Bullhorn that are currently looking for their next contract or will be in the next 6 weeks.

Sales Hot Sheet:

 collection of secure managers in Bullhorn that have an upcoming need in the next 6 weeks.

Recruiter Pipeline

 a layer in Bullhorn of prospected candidates who have shown interest in contract work. Recruiters have exclusivity, if actively pursuing them.

Sales Pipeline

a layer in Bullhorn of prospected contacts who have potential to become an ADD. Account Managers have a period of exclusivity

MSP Pipeline:

an exclusive layer in Bullhorn of candidates prospected by MSP Recruiters

Talent Showcase/Pre-market

marketing a contractor to a client in hopes of generating business.

Redeploy

 a contractor who recently completed an assignment with Triple Crown within the last 8 weeks.

Contractor referral/K-ref

the name of a contractor you have been referred to by another candidate.

Manager K ref

 the name of a contractor that a client manager has referred Triple Crown to.

Manager ref

 the name of a manager that has been referred to Triple Crown by another manager.

Manager Lead:

 the name of a manager that a contractor has previously worked for.

Hot Lead:

 the name of a manager that is looking to hire or has recently hired a contractor within the last 4 weeks.

Verifying a lead:

calling a company to make sure the manager still works there.

Market information

the information that a candidate provides about a company that hires contractors. Note: the manager’s name was not provided

Hot Market Information

the information that a candidate provides about a company that is hiring contractors now. Note: the name of the manager was not provided.

Ocean

a layer in Bullhorn that lists candidates or clients that can be contacted by anyone.

Blacklist

 contractors and clients we don’t work with anymore for various reasons.

DO Not Call (DNC)

 contractors or clients that cannot be called for various reasons. Ability to call requires permission from Recruiting Support or Sales Support.

Restricted Account (RA)

clients that have restrictions on which account managers can reach out.

Enterprise Account (EA):

clients that are currently or have the potential to generate $1M in revenue.

Listing:

 a job opening. When a client is ready to hire a contractor, a listing is created in Bullhorn.

Engineering Services (ES)

an engagement model with a client that is either hybrid or TCC fully managed.

Strategic Account Executives (SAE):

a group of previous Account Managers with 10+ years of experience that help win business with Enterprise Accounts and/or Engineering Services.

Technical Program Manager (TPM)

Technical expert that helps Triple Crown win Engineering Services business.

Master Service Agreement (MSA):

a contract agreement between Triple Crown and a Client outlining the basic terms for future business.

Statement of Work (SOW)

 a document between Triple Crown and a Client outlining the scope, deliverables, timeline, and cost for the provided contractor.

Credit Report (D&B)

a report that lets Triple Crown see a company’s payment behavior and their ability to fulfill contractual obligations.

Vendor Management System (VMS)

a system or portal a client uses to manage their hiring process.

Vendor List (VL):

a list of approved agencies that a client can work with for hiring needs.

60-day rule:

When a Recruiter/Account Manager takes a contractor/client from a secure layer and adds them to theirs. This happens if the original Recruiter/Account Manager fails to talk to the contractor/client for 60 days.

Per diem split

a tax break Triple Crown offers contractors working or relocating more than 50 miles away from their permanent residence.

TN-Visa:

Canadian/Mexican citizens who are coming to the US to work on a contract.

H1B

non-citizens who need sponsorship to work in the US. TCC does not sponsor.

Green card holders:

United States permanent residents

Billing:

the weekly total amount Triple Crown bills to a client for a contractor.

Red Flag

something is not adding up. There is a reason to be concerned about this.

Owner

the Account Manager who represents Triple Crown to the client.

Lead Recruiter:

 the Recruiter who qualifies a listing to make sure the need is real and makes the listing better. They determine which resumes to send to the client.

Sendout:

when a client is interested in a specific contractor for an interview.

Duration

 length of the contract.

Process (Interview Process):

refers to how many and what methods the client uses to do the interviews.

Bill Rate:

the dollar amount per hour that a client can pay Triple Crown for the contractor’s services.

Pay Rate:

the dollar amount per hour that a candidate is asking Triple Crown for payment for his services.

Budget

the dollar amount that a client has allocated for the duration of the contract.

Remote:

the ability to work from home/offsite.

Backburner

 the contractor is not ruled out but is a backup for the position. If the client cannot find a better solution, they will revisit them.

Internal submittal

a recruiter submits a contractor to a listing in Bullhorn.

Client submittal:

 Lead Recruiter or Account Manager sends a contractor’s resume to the client.

Backdoor submittal:

a recruiter submits a candidate who is not in their secure layer to a listing.

Offer:

a contractor is selected by the client to fill the listing.

Pre-close:

 before the offer stage, the recruiter has confirmed with the contractor who is interviewing, their pay rate, soonest start date, their ability to work onsite, and what else they have going on regarding interviews to identify the likelihood of them accepting an offer if extended.

Take the Listing:

when a client manager is ready to hire a contractor, the Account Manager will take down the details involving budget, start date, end date, skills, and willingness to buy our talent.

Qualify the Listing:

 after an Account Manager has taken the listing, the Lead Recruiter will jump on a call with the manager to double check that the listing is real and will focus on making the listing easier to fill.

Run the Listing

The process between qualifying a listing and the listing being filled. The Account Manager and the Lead Recruiter will client submit resumes and schedule sendouts for the candidates that are selected.

Close the Listing:

 Reach out to the manager to identify which candidate they would like to move forward with an offer and to negotiate the bill rate.

Shopping:

when a manager has no urgency to make an offer, they are picky, and/or rule out contractors for no specific technical reason.

Customer Managed

Staff Aug or Temp to Perm

TCC Managed

Hybrid or Full Managed Services

MSP/VMS

Portal Listings

Perm

Client is looking for a permanent employee

Staff Aug

Pure Contract and qualified by Lead Recruiter

MSP/VMS

Listing through a Portal, little to no communication with the hiring manager.

Tempt to Perm

Temp to Hire listing with contract budget approved.

Perm

Perm Listings or Temp to Hire listings without a contract budget.

Hybrid

TCC assists in the hiring process and may manage the contractor, but client does the official hiring.

Fully Managed

TCC fully manages and does the hiring.

Not Qualified

• Listing has not yet been qualified (Goal is to get this qualified as soon as possible)

Pre Sales:

 TCC needs to provide talent before we win the opportunity to compete for the Listing. Used by ES.

Open

The Listing is active.

Requalifying

 The Listing needs to be requalified because there is an issue with the Listing.

On Hold:

Listing was put on hold and is expected to return in the near future.

Manager OOO

• Manager is out of the office. Listing is closed until the manager gets back.

Job Eliminated

 Manager did not get approval to hire or the role is no longer needed.

Budget Fell Apart:

Listing was closed because Budget was pulled or never approved.

No Traction:

 Listing was closed because TCC wasn’t able to get Traction.

Manager Ghosted:

• Listing was closed because the Manager is unresponsive for more than 7 days.

Manager Shopping

 Listing was closed because the manager has no urgency to fill their needs/too picky.

Internal Fill:

Listing was filled by the client’s internal team.

Filled Perm

 Listing was filled with a permanent hire outside of TCC.

Filled Through Comp

 Listing was filled by another agency.

Placed:

Triple Crown has filled the role.

Archive:

used by back office only

Needs Work

 No internal subs or minimal subs for a listing that has multiple spots.

Waiting Feedback

 Waiting on feedback on resumes client submitted.

Covered

 interviews are in play.

Filled

Triple Crown candidate received the offer!

Low hanging fruit

skillset that are not core to what Triple Crown normally places.