Welcome to B & M Bulletin, produced specifically for users of contract IT services.
In this issue:
• What customers want: selected findings from our recent survey
• Tech View: benefiting from the growth of SANs
• 10 ways to attract the best contract staff
• Real Skills. Real People - a profile of B & M's Seamus Hayes
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What customers want: selected findings from our recent survey
In this issue we bring you highlights from our recent survey of decision-makers in companies that use contract IT services
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In spring 2005, B & M commissioned a qualitative survey of decision-makers in large UK and European companies that use contract IT services, to find out more about their decision-making processes and influences, their approach to procuring contract services and the types of roles for which they use contract specialists. Those questioned worked in leading organisations in financial services, security, IT services, retail and the utilities.
The survey showed that - irrespective of size - it is a supplier's ability to provide specialists with the right skill sets, of the right calibre and at the right time that is of over-riding importance (38%). After this, the supplier's reputation is another influencer (29%), while 29% also looked for experience in the market and the ability to respond appropriately to tender. 54% of respondents find information such as newsletters from suppliers useful.
Two thirds of the respondents interviewed have relationships with more than one supplier, using a mix of larger providers and suppliers offering particular specialisms.
Having analysed the findings of the survey in full, we have resolved to continue and build on our focus on developing and maintaining the quality of our relationships and service to customers - many of which have used our services for over 10 years. The survey also showed that large organisations need to use niche providers to source specialist skills and experience for certain projects. This demand continues to drive B & M's business strategy of building a network of expert specialists with in-demand skill sets and established credentials who can work with a minimum level of intervention.
For more information contact Graham Bates at sales@bmeurope.com
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Tech View: benefiting from the growth of SANs
The storage boom means that customers now need specialists with a wide range of skills - not just the obvious ones. Paul Smith, Technical Manager at B & M explains
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Managing storage is increasingly a major consideration for today's businesses. The massive rise in use of the Internet and 24x7 operations have contributed to huge increases in the volume of data that needs to be retained - leading to bigger and bigger 'oceans' of data to store and manage.
By using Storage Area Networks (SANs), organisations are now able to create 'islands' of data through which the main corporate network of client PCs and servers connects to a storage controller, which in turn connects to physical storage where enterprise data is held.
These 'data islands' often consist of several storage controllers and disk arrays with their own fibre optic network connecting the different islands via host bus adapter (HBA) circuits, routers and switches. Beyond this, organisations tend to use RAIDs or JBoDs (Just a Bunch of Disks) to enable data to be backed up and managed directly from the SAN cluster, rather than tying up network bandwidth and processing power on the main enterprise servers.
This complexity means that SANs are certainly not cheap or simple to implement and demand a wide range of skills to make them work effectively, including networking (both optical and gigabit Ethernet); fibre switch and edge connection technology; RAID and, of course, storage. By 'buying in' the skills needed to implement and consolidate storage solutions, companies are able to benefit from the capabilities of the specialist concerned and to enable a process of knowledge transfer between the contract specialist and in-house IT professionals.
In the next issue we will look at the skills needed in the area of Network Attached Storage (NAS).
To find out how B & M could help you source the specialists you need, contact us at sales@bmeurope.com
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10 ways to attract the best contract staff
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Contract specialists with skills that are in high demand are not easy to find. However, there are ways in which organisations can make themselves more attractive to specialists, giving them the edge over other employers:
1. Define the work clearly
This will help to ensure that your supplier only puts forward specialists with the skills you need
2. Make the work interesting and topical
Ensuring that specialists start off highly motivated and stay that way throughout the project
3. Offer a contract that matches the length of the project
Relying on a series of short-term renewals means you risk losing the specialist mid-contract and increases your admin costs
4. Make the work challenging
Highly experienced specialists relish the next challenge. Give them something that will extend them and contribute to the business.
5. Provide the opportunity for specialists to develop new skills
The more you enable them to enhance their skills, the more they will reciprocate by sharing their knowledge with your team
6. Integrate specialists into the team
Identify what characteristics are common to the team and use these to build a self-motivated, communicative and content group
7. Offer a good rate of pay
A good rate will protect the continuity of future project work (especially during a rising market) by reducing the risk of other companies bettering your offer
8. Seek to benefit from their technical experience - respect their experience of working practices gained at other sites and benefit from learning what does and doesn?t work
9. Provide feedback on how satisfied you are with their work
In other words, offer praise (or criticism) in much the same way as you do for your permanent staff
10. Offer a pleasant social environment and facilities
This helps to build bonds between contract and permanent staff
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Real Skills. Real People
Get to know more about our people and find out that their expertise ensures that our customers get exactly the right skills, when they need them
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Account Manager Seamus Hayes is an IT sales professional with over 30 years? experience - mainly in the services sector.
Seamus began his career with a subsidiary of the Glaxo Group, training staff to use computer systems for such activities as telesales and stock control. In 1984, Seamus began working in sales for Nixdorf Computer (now Siemens-Nixdorf), where he handled accounts in the government and financial sectors. He later worked in sales management for Omron Systems and Datalect Computer Services, before being appointed European Services Sales Director for Hitachi Imaging Solutions in 1998.
In 2000, Seamus moved to the Gartner Group and then to Allnet Limited (a subsidiary of Cable & Wireless) before joining B & M in July 2004.
Seamus enjoys sport and has played football at a senior amateur level. Nowadays he prefers golf, which he plays with a handicap of 14.
To contact Seamus or any of his colleagues, email sales@bmeurope.com
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B & M has specialised in delivering skilled ICT specialists to meet the needs of leading organisations throughout Europe since 1992. We focus exclusively on providing consultancy, technical services and support for z/OS, UNIX and Linux enterprise systems, including third-party systems software, open systems and networking connectivity. We add real value for HR and IT professionals by taking the time to understand their needs and applying best practice methods to deliver results. To find out more about our approach to providing the best skills for each business, go to www.bmeurope.com B & M Europe Limited
www.bmeurope.com
+44 (0)118 981 1880
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