Winning at Direct Sourcing

“Direct sourcing only shows ROI after a couple of years, right?”…?

This was a question someone asked me a few weeks ago. They had read numerous research reports and listened to talks about direct sourcing at Staffing Industry Analysts Contingent Workforce Summit a couple of months ago.?

However, in the realm of workforce management, the concept of direct sourcing often raises questions about its immediate returns and the misconception that it's a 'win it all or nothing' scenario.??

Reflecting on this, I can't help but draw parallels between the journey of direct sourcing and the thrilling pursuit for the World Cup in soccer. It's not about instantaneous success but a journey marked by strategies, resilience, and gradual wins that eventually lead to remarkable achievements.?

Consider the World Cup, an arduous tournament spanning approximately a month, where the winning team must triumph in seven games, navigate out of a group stage, and excel in subsequent knockout rounds.??

But behind this brief spectacle lies years of preparation and groundwork.??

This year's victory was claimed by Argentina, with Lionel Messi's leadership shining through.?

Similarly, much like building a successful soccer team, fostering direct sourcing as an organizational strategy demands more than mere short-term endeavors. It requires strong leadership, cohesive teamwork, a robust culture, and a belief in a long-term strategy.?

Laying the foundation and dealing with bumps along the way

For instance, Argentina encountered obstacles, including a star player's retirement and an initial loss. A successful tournament relies on a strong leader in the head coach, a cohesive team, a winning culture, and belief in a process/strategy. All of these require more than 29 days in some far-flung country to get it together.??

Yet, Argentina overcame this adversity, dealt with the loss of their star player who retired then unretired before the tournament, then lost their first game 2-1?against Saudi Arabia. None-the-less they were able to get past that adversity to go unbeaten for the remainder of the tournament culminating in a victorious tournament.??

Similarly, in direct sourcing initiatives, setbacks and challenges are part of the journey. The process might not be immediately visible to top-tier executives but involves laying a solid foundation that eventually yields meaningful results.?

Visibility of results?

The visibility of achievements often comes at a later stage, like the staggering 1.5 billion viewers who watched the World Cup final.?However, these spectators didn't witness the preparatory stages – the tournament buildup, the team selection, the qualification process.??

Similarly, corporate initiatives, especially in their infancy, might not immediately attract attention but gradually contribute to transformative outcomes. An example of this is corporate initiatives that start low down in the business.?The CEO of a F50 company isn’t going to get in the weeds of why you’re rolling it out or some of the early wins – but they happen under the radar.?

A win is a win, right?

Addressing the notion that direct sourcing demands monumental changes overnight, it's important to understand that impactful progress isn't about achieving everything in a single stride. Even the smallest direct sourcing efforts can yield significant benefits—that could be from the first directly sourced position saving costs, the creation of a custom talent pool, or swiftly fulfilling a hiring manager's needs. They all count as wins.?

Going back to my football/soccer analogy, winning isn’t everything. Sure, Argentina got all the plaudits this year and even the casual spectator recognizes them together with the other powerhouses of the sport like Brazil, Germany, and France (maybe England – but probably not). They are recognizable for winning multiple World Cups. But winning it all isn’t everything.?

Belgium demonstrates this. Despite never clinching a World Cup, Belgium quietly ascended to the top of world rankings. How? The Belgian Football Association orchestrated a paradigm shift, reimagining soccer tactics from the grassroots levels.??

I have no clue why, but my 6-year-old is obsessed with Belgium. It’s her favorite country, and randomly top of her list of holiday destinations. And for a country that could snugly fit into Maryland it has become a soccer powerhouse in recent years.??

Whilst they’ve never won the World Cup, they are currently ranked #5 in the world and for a few years were number 1. Why??

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Without getting too deep in the weeds of soccer tactics and fundamentals, in 2000 the Belgian Football Association realized the need for a completely new mindset and were shortly after world number 71. They set about changing the way every youth team across the small country thought about formations, player recruitment, and development. Instead of the traditional 4-4-2 tactic which had served most footballing/soccer nations for decades, they installed a 4-3-3 mandate allowing players more flexibility and responsibility on the ball. The Belgian FA presented to over 100 youth clubs and pushed for a unified approach to playing the game. 15 years later they were recognized as the best team in the world, with every player from 7 years old to professionals playing the same style.?

OK, so if you’re still with me it’s now clear I’m a soccer fanatic! But what on earth has any of this got to do with my day job, and the direct sourcing movement? ?

You see, Belgium started small, implemented a clear strategy, encountered setbacks, yet remained steadfast—a journey mirroring the path that direct sourcing undertakes in the corporate world. They changed their organization and culture forever. Direct sourcing is not a solution to solve everything on day one. You don’t become Argentina overnight. It will take time. It may falter, it may fail. But you have to start somewhere. Michael Sablon, the Technical Director of the Belgian FA started somewhere two decades ago...now look at them.?

Direct sourcing isn't an instant solution but a gradual process. It demands patience, persistence, and a willingness to start small. Much like the Belgian FA, who set the foundation decades ago, corporate initiatives require an ongoing commitment to eventually achieve transformative changes. Success in direct sourcing, like Belgium's soccer journey, isn't a matter of immediate glory but the commitment to a long-term vision, strategy, and persistent execution.?