3P CLUB

3P CLUB

PAINLESS PLACEMENT

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An Invitation for a Member

3P CONSULTANTS

A/6 Ratandeep, Next to Shoppers Stop, 140 S.V. Road, Andheri (W), Bombay-400 058

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I N D E X

1. Concept
2. Problem Statement
3. Solution
4. Definitions
5. Rules
6. Procedure
7. TERMS
8. Sample Documents

1 - Executive Search Request Form

2 - Draft letter

3 - Membership Application Form

4 - Output statements

a. One line statement

b. One page statement

9. Annexures
• Database / Creation & Search (A)
• Professional Fees/Ready Reckoner (B)
• Typical Advertisements - Costs (C)
• A 4000 % cost effective Solution ! (D)

 

3P CONSULTANTS

A/6, Ratandeep, 140/141 S. V. Road, Next to Ambar Oscar Theatre, Andheri(W), Bombay-400058 $\clubsuit$ (022)6206135, Tlx (011)79483 PPCL IN, Fax:(022)6341733/6304736.

November 15 '92

Dear Sir,

Painless Placement

Women complain that men do not have any feel for the delivery-pains - but ask any Personnel Manager (mostly men) what he has to go thru "delivering" an Executive that his Company needs !

Nine times out of ten, such a person was required "yesterday" - ten times out of nine, you are struggling even after a lapse of 9 months ! No dice.

Sounds very (painfully) familiar ?

Hold your stomach - help is on the Way. Join 3P Club and wish delivery-blues away !

After going thru enclosed folder. if you have any doubts / questions, or you wish to witness a demonstration of

ACCESS

(Automatic Computerised Company Executive Search System)

just phone me.

With kind regards,

H.C. PAREKH

Principal Consultant.

CONCEPT

BACKGROUND

Your Company is growing rapidly. It is also planning to diversify into many related "business" involving large investments.

As a result of GOI policy of liberalization, every major Industrial-House is planning huge investments, running into thousands of crores of rupees. Foreign investments by multi-nationals will also run into billions of dollars.

All of these will require a large number of competent professionals at a relatively short notice - something already in short-supply. Companies will need to tackle this issue imaginatively.

Management process is getting ever - more complex and TIME is going to be your most precious resource.

In the 21$^{\text{st}}$ Century, the battle for the market place will be won only by those who can - and will - put together talented MANPOWER. There is no other resource (Machines/Materials/Money etc.) capable of being MOTIVATED. That is where you have always wanted to spend your OWN time - motivating people to give their best performance.

Now you have that opportunity - of making placement painless, by joining the 3P CLUB and harnessing our Information - Technology resources comprising

• Principal Consultant / Associate Consultant
• Associates in Baroda / Bangalore / Nasik
• Panel of Outstanding "Interview - Experts"
• Supervisor + Seven Data Entry Operators
• 7 Computer in LAN 386 (160 MB Hard Disk & 16 MB RAM)

As a Personnel - Executive, this is YOUR chance to prove that technological innovations need not remain confined to Manufacturing / Marketing / Finance. After all delivering people is far more complicated than delivering Goods/Services/Money - and you know it best !

Problem - Statement

To a practicing personnel professional (3 P ?) like you, the following problems might seem obvious. Let me list these nevertheless:

A - TIME

It takes a long time (6/8 months) to recruit an Executive/fill a position.

B - QUALITY

Very often, a compromise needs to be made since an "Ideal" person is either

• not available (does not exist)
• not affordable (wants two pounds of flesh !)
• not interested (he is in search of "ideal" employer !)
• not "Reached" (he does not read "Appointment"-columns)

C - COST

At approx Rs.800 per column cm., newspaper advertisements have become very expensive - especially if multi-media, multi-location, multi-insertions are envisaged. Typical annual Advt. Budgets, run into lakhs of Rupees ! I am sure you must be in the habit of compiling the simple ratio

$$\frac{\text{No.of persons Appointed}}{\text{Annual Advt. Cost (Rs.Lakhs)}}$$

Does it range between Rs. 50000 - Rs.300000 ? Is it growing at the rate of $20\%$ p.a.? (See Annexure)

D - REPETITION

Executives resign/retire regularly. In many cases, "second-in-command" are not "ready" to take-over.

Then there is expansion of operations. All of these means repeating almost identical Advt. every year/alternate year.

Companies do not have

• Time
• Trained Manpower
• Inclination

to computerize all applications received every year against all advertisements released and thereby built-up a

Database of Candidates

Very often, this means, a Company keeps on re-advertising regularly even when applications of "Suitable" Candidates are lying in some old box-files in the store-room ! - (if not already sold as "Pusti"!)

With monotonous regularity, the whole exercise is gone thru AGAIN & AGAIN, year after year !

And with equal regularity, "buck" keeps bouncing between the User Dept. - and the Personnel Dept. - each blaming the other for not being able to find/recruit the "people" - who were required yesterday - and are unlikely to be available for the next 6 months !

SOLUTION

Situation is not hopeless. There is a way-out - an imaginative way !

JOIN 3P CLUB - CREATE YOUR OWN DATABASE

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Down with the Drudgery !

Allow us to Advertise for you (you pay the Advt. cost)

OR

Against your Advertised positions, hand-over to us all applications received for computerisation/short-listing and for creation of DataBase which you can ACCESS anytime at short-notice.

Concentrate on Creativity

Leave yourself free to concentrate on the more creative aspects of selection/promotion such as

• Preparation of Job-Descriptions
• Writing Man-Specification
• Designing/Administering Attitude/Aptitude tests
• Performance / Potential Appraisal etc. etc.

ADVANTAGE - YOU !

1. DATABASE

• Over a period of 5 years, you will have ready-access to a Computerised DataBase of 50,000 to 500,000 executives, depending upon:
• how often you advertise
• how often other CLUB-MEMBERS advertise

(Our existing Database, already boasts of 40,000 executive - Addresses !)

• No more ugly, cluttered-up office with box-files bulging out of every conceivable cabinet/Almirah and heaped on floor !
• No more thumbing through hundreds of old applications received 2 years ago to "locate" just that "guy" who, you knew, you would need sometime in future.
• No worry to lock-up applications of Senior Executives in your personal drawers to prevent it from falling in the hands of all-and-sundry in your organisation - (after all you have promised "Total Confidentiality" to these executives !)
• Once entered, an Executive - record (i.e. the application/bio-data) given to us by you, will be accessible ONLY to you - and no one else - for a period of one year (from the date of entry). This will be called Your Own Exclusive Executive Record - EER.
• There after it will get merged with our Common DataBase - what we call "De-notified Executive Records - DER."
• However, a Search made by the computer against your valid Search Request, will cover, not only your own exclusive Data-Base (EER), but also all the Executive Records in our COMMON DataBase (DER).
• This will ensure that, even if your own DataBase (EER) is relatively small (incase you advertise occasionally), you will be accessing DER's of all the companies who are our CLUB-MEMBERS under identical terms. This means, within a period of 2/3 years, you will have INSTANT - ACCESS to thousands - and thousands of Executive records ! (something you cannot achieve on your own even if you were willing to spend a few CRORES of rupees !)

2. PINPOINT SEARCH

Our Computerised DataBase offers you a Technology - which none can match - the technology of pinpoint-search. (available under Mode D of our TERMS)

Every application handed over to us will be "coded" along following codes:

• 444 "Industry" Codes
• 239 "Function" Codes
• 293 "Designation" Codes
• 3541 "Company" Codes
• 277 "Location" Codes
• and these codes are ever-expanding !

So, once we have created a DataBase for you, when you next time wish to "Search" a person, all you have to do is to fax us your "Executive Search Request."

Within a few minutes of our entering your Search-Request and commanding the Computer to begin the search, it will scan the entire DataBase. It will identify "Executive - Records" whose profiles match the specifications given by you.

Based on the "Weightage" assigned by you to various "Search - Parameters", our powerful, custom-built software, will produce several short-lists of candidates (records) as follows :

• Candidates who meet 100 % weightage
• " " " 80 % "
• " " " 60 % "
• " " " 40 % " etc.

And

These short-lists will be delivered to you (if you are in Bombay) within 24 hours of receipt of our request ! (Out-station clients will receive these within 4 days - by courier)

3. SPECIAL - PROCESSING

While Creation of your DataBase is a long term process, depending upon :

• How often you advertise
• For how many posts you advertise

and will benefit you, after a year or two,

we offer you "Special - Processing" of each of your Advt. by entering all applications received from you in the Computer and give you following short-lists (within 15 days of the cut-off date) as follows :

1. Applicants who meet only one advertised criteria (e.g. Age)
2. Applications who meet two advertised criteria (e.g. Age + Minimum Experience)
3. Applications who meet all the three advertised criteria (e.g. Age/Exp/Edu. Qualifications).

Applications can also be segregated accordingly.

Now, your functional - manager does not have to scrutinize ALL the applications. Imagine the reduction in his burden, due to this COMPUTERIZED SORTING ! - and the consequent speeding-up of the recruitment process.

4. MULTI - TASKING

If the Output is desired on a floppy-diskette format, a Member could request any number of additional copies of the DataBase, with each additional copy being charged at $25\%$ of the normal Corresponding Hard Copy format charge.

This facility has an enormous built-in advantage for Companies which have

• Several mfg./mktg. units/offices spread all over the country
• Several, unit-wise, decentralized personnel/recruitment departments, with or without a Central Corporate Personnel Department.

The advantages are as follows:

a. Simultaneous creation of the entire DataBase at several locations of the company. This means all the Personnel Managers/Recruitment Managers of the company, irrespective of their physical location, can access the entire data-base instantly. (Of course, for very Senior Positions such as GM/VP etc., you need not ask for additional copies).

This will avoid, unnecessary duplication of Advertisements (for almost identical positions) from several locations, under instructions of different Personnel Managers within the Group.

b. Instead of sending a box-file containing 237 applications to your Maintenance Manager for "rating/short-listing" of Suitable Candidates (Say, for the position of a Maintenance Engineer), all you need to send to him is a FLOPPY. He can simply insert it into his departmental PC, See the One page bio-data on the Screen and insert his "rating" right there on the floppy itself !

When you get back the floppy, you know you have to call for interview

• 4 Candidates rated "A" (Excellent)
• 7 "B" (Good)
• 11 "C" (Acceptable)

Since the addresses are already on the floppy, now you can send-out the interview call-letters to these 22 Candidates on the Same day, using a standardized call-letter and a mail-merge program. Between the two of you, you have cut-down the Recruitment Process by atleast 2 weeks !!

c. When the Interviews are over, you can enter following - data on the same floppy for permanent - record/statistical analysis.

• Evaluation/Assessment of the Candidate by the Interview Panel
• Result of Medical examination
• Negotiated Salary/Perks (no misunderstanding/heart-burns later on)
• Date of Joining (automatic reminder if he does not join on that date)
• Verification of documents such as birth-date, Salary-Certificate etc.
• Antecedents check (reports of previous employers - when received)
• Department allotted
• Name of Reporting Officer
• PS No. (Pay - sheet No.) allotted etc.etc.

DEFINITIONS

Member

A Company can become a Member of the 3P Club by submitting to 3P Consultants, a formal application (in the enclosed form). Membership will be for a minimum period of one year from the date of "acceptance" of the application by 3P Consultants. Unless renewed in writing before the end of the year, the membership will lapse automatically. A Company will also have an option to become a member for a period of 2/3 years from the date of original application/renewal.

Candidate

A person who has sent-in his application/bio-data against an Advt. of a member-company will be considered a candidate.

"Lock - In" Period

The period of one year from the date of the respective Advt., is called Lock-in period, for all the applicants who have responded against that particular Advt.

By creating appropriate Software, 3P will ensure that, during this period, DataBase created against the specific Advt. of the member, cannot/will not be accessed by 3P for anyone except for the member himself.

"De-Notified" Period

As soon as the Lock-In period (of one year) gets over, the Denotified period starts (there is no end to de-notified period).

With the beginning of each denotified period (being related to a specific Advt.), all the respondents/applicants against that specific Advt. will get automatically "Un-Locked" and will become "accessible" against a "Search - Request" of any and all members/non-members.

Gross Annual Compensation (GAC)

This shall cover all elements of "Outlay" that a Company makes to hire an executive, comprising of

• Basic Salary
• All allowances (incl. D.A.)
• All Perks
• All Reimbursements
• All benefits (incl. retirement benefits)
• All Incentives/Commissions etc.

GAC will be arrived at by filling in Compensation-Calculation Format (found under TERMS MODE-D)

RULES

1. Only a Pvt. Ltd. or Public Ltd. Company can become a member.
2. Membership can be for One year/Two year/Three year.
3. Membership Fees (Non-refundable) are as follows:

1 year ---------> Rs. 5000/-

2 year ---------> Rs. 8000/-

3 year ---------> Rs. 10000/-

4. A Company may choose to become a Member at anytime.
5. A Member will need to give 3 month's notice to terminate his membership. Membership not renewed in advance will automatically stand terminated at the end of the Original/renewed membership period.
6. A Company may wish to enlist as a Member just for one of its divisions/units/departments/branches (for creation of DataBase for the Advertisements released by that particular division/unit/department/branch respectively)
7. Once a Company (or one of its division/unit) becomes a Member, it is obliged to send to 3P all applications received against all of its advertisements, including applications received against advertisements released thru other Placement Agencies. Non-compliance will result into immediate Termination of Membership.

PROCEDURE

Once a Company has been enrolled by 3P Consultants as a MEMBER of the 3P CLUB, the interaction between the two will be as follows:

1. A Member may release an Advt. in his own name and receive applications directly at his own office and thereafter send the applications to 3P.

Alternatively,

A Member (after advising 3P) may release an Advt. instructing the Applicants to send their applications directly to 3P. (This will speed-up the matter considerably)

2. Every member shall keep 3P informed of all Advt. released by it. Such an intimation letter shall contain following information:

a. A Cutting of the Advt.

b. Newspapers/Other media in which released along with dates of "appearance"

c. No. of insertions with dates.

3. Member will send to 3P (preferably thru Courier) on a daily basis, whatever applications are received (against a specific Advt.). Within 2 weeks of the cut-off date (the last date by which applicants should apply), the Member shall forward to 3P all applications received, against each advt.

4. 3P will assign each applicant, a Code No. The first 3 digit will signify the Advt. No., and the last four digit will denote the Serial no. of the application.

$$\frac{000}{\mid} - \frac{0000}{\mid}$$

Advt. No. Applicant No.

Serial

5. 3P will enter all applications received in the computer to create the Database. In doing so, each applicant will be "coded", using 3P's specially developed Code-Source for
• Industry
• Function
• Designation
• Company
• Location
6. After entering the applications (i.e. creating the data-base), 3P will return the original applications back to the member. If a Member wishes to obtain only the output and leave the original applications for safe-custody with 3P, he may do so. In such an event, the applications will be retained by 3P for a period of one year, at the end of which, at Member's option, it will be either returned to the member or destroyed.
7. While sending - in the applications (received against a Specific Advt.), Member will give Clear instructions to 3P with regard to.

a. Type of Output desired (Hardcopy or Floppy or both)

b. No. of copies desired

c. What is to be done with the original applications once these are entered into the Database viz:

• Return to the Member
• To be retained by 3P

In absence of specific instructions in this regard, the Original applications will be returned to the Member.

7. Depending upon the type of Output desired, the last lot of applications (against a given Advt.) must be accompanied by an Advance (cheque drawn in favour of 3P Consultants) equal to 50% of the amount payable towards

• DataBase Creations charges
• Output Charges

The balance 50% will become payable within 7 days of 3P Submitting outputs (as desired) /along with an Invoice.

8. A Member has options to receive the DataBase Created
• In Hard Copy format

OR

• On a floppy diskette

OR

• Both Formats

Should the Member choose to receive the Output on a floppy, the charges payable will be 75% of the corresponding Hardcopy format charges.

10. Obligations of 3P (towards the Members) are illustrated in the following chart:

Input Status	For Applications sent by Member
	Data Output
Company is a Current Member	$\checkmark$
Company has Ceased to be a Member	Only for candidates who are still within lock-in period.
A Company has never become a Member	N.A.
N.A. = Not Applicable

Apart from above, we undertake to Search our DataBase (for Members/Past Members and Non-Members alike) to short-list most suitable executives against a Client-Company's requirement outlined in an Executive Search Request (ESR) Form - enclosed. Such a Search/Selection/Placement is carried-out under MODE D (Databank Search) of our TERMS, a copy of which you will find elsewhere in this folder.

3P CLUB MEMBERSHIP APPLICATION FORM

3P Consultants

Bombay.

We are pleased to hereby apply for Membership of 3P Club and furnish following details about or Organisation:

Name of Company	:		Phone	:
HO Address	:		Phone :
Address for Communication	:		Telex :
			Fax No:

 

Name of Executive:		Phone No
Designation	:		Office:
			Resi. :

 

Manufacturing Location	Marketing/Sales Offices Locations	Employee-Strength (All India)
1	1	Mfg.Personnel
2	2	Mkt.Personnel
3	3	Sales Turnover
4	4	(Latest Year)
5	5
6	6	Rs.
7	7
8	8

(Attach additional sheet if required)

 

ADVERTISEMENT - DETAILS
	Past 12 Months	Anticipated During Next 12 Months
No. of Advt. Released/Likely to be released
No. of Applications Received/Expected

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MEMBERSHIP OPTION EXERCISED

1 Year @ Deposit of Rs. 5.000	□
3 Years @ Deposite of Rs. 8.000	$\square$
5 Years @ Deposite of Rs. 10.000	$\square$

PAYMENTS DETAILS

Cheque No.	:
Date	:
Amount	:
Bank Name	:

Please register our Membership as

• Corporate - Level Membership (but Excluding Subsidiary & Associate Companies) | Covering all of our groups/divisions Units/Dept./Sections/Branches/Factories/ Establishments.
• Subordinate-level Membership for the specific establishment of | (specify with Address)

Signature : ___________________________

Date : ___________________________

Designation : ___________________________

 

 

DRAFT LETTER

3P CONSULTANTS

Bombay

Dear Sir,

Ref:	:	__________________________________________________________
Membership No.	:	__________________________________________________________
Membership valid upto	:	__________________________________________________________
Advt Ref No.	:	__________________________________________________________

1. We are pleased to send herewith _________________________________________________________ applications received against our above mentioned Advt. (as per newspaper cutting enclosed).

This Advt had appeared as follows:

No.	Publication	Date

2. After entering and creating a Database please

• Return the applications $\square$
• Keep them with you in safe custody $\square$

Contd..

3. When Data-entry job is completed, we request you to send us Outputs as follows:

Sr	Output content	Hard-Copy	Floppy
		Rate	Qty
1	One-line
2	One Page
3	Specially-Processed
	T o t a l

4. Your total fees will work-out to

a	For Data Entry	For Output
b	No. of Applications @ Rs. 2/app
	T o t a l	T o t a l

Enclosed please find our Cheque for Rs.______________________ as Advance at $50\%$ of total fees payable. The balance $50\%$ will be paid to you within 7 days of handover of print-outs along with your Invoice.

Yours Sincerely,

_____________________________________________________

Designation: :

Company :

Address :

Date : ____________________

 

Questions

Under Mode D, you can print short-lists of persons who meet

• $100\%$ weightage
• $80\%$ weightage
• $60\%$ weightage
• $40\%$ weightage etc.

Should we make available to a Member/Non-member only one list (client's choice of weightage) or give more than one list or even all lists ?

What Should be our charges for this "Database Search" ?

	For Members	For Non-Members
	Rs.5/record	Rs.10/record
	or flat rate of Rs.250/-	Rs.500/-

What about revealing of "Names" ? - Do we give only Code no's - what about revealing

 

DATA-BASE / CREATION & SEARCH

Annexure A

FOR	DATABASE CREATION	DATABASE SEARCH
	Data Input	Special processing -short listing (if feasible)
A Current Member	$\checkmark$	$\checkmark$
A Ceased Member	N.A.	N.A.
Never a Member	N.A.	N.A.

 

PROFESSIONAL FEES - Ready Reckoner

Annex: B/1

You will pay to 3P, professional-fees as per rate indicated below, in case of appointment of an Executive Searched/Selected from our various Databases.

Club Membership Status	Data Bank Status	Member's Exclusive Data Bank (Created from Member's Advt. Response)	3P Data Bank + As per MODE D TERMS (Which includes, amongst others, the Advertised response received from other Club-Member Cos) which is older than 1 year i.e. which is already denotified)
	During "Lock-in" Period of 1 Year	During De-notified Period
If a Company is continuing as a Member of 3P Club	NIL (You only pay the Search Fees/Output fees)	$5\%$ of GAC	$8.33\%$ of GAC
When a Company has discontinued its Membership	$5\%$ of GAC	$8.33\%$ of GAC	$10\%$ of GAC
For a Non-Member	Not Applicable	Not Applicable	$12.5\%$ of GAC

GAC - Gross Annual Compensation.

Professional - Fees Ready Reckoner

Annex: B/2

FOR	Creation of Database	Placement thru Data-Base Search of A Candidate
	Input	Output (Advt. related)
	Basic Details (Rs.2/record)	One line Statement (Rs.3/record)
A Current Member	Rs.2/record	-
	Experience Details (Rs.5/rec.)	-
A Company who has ceased to be a Member (Past-Member)	N.A.	N.A.
A Company who has never been a Member	N.A.	N.A.

 

Placement & Search Fees Ready Reckoner

Annex: B/3

GAC	For Current Members	For Past-Members	For Non-Members (Mode D of TERMS)
	From EER	From Common Data Base	From EER
	Locked-In	Denotified
	$0\%$	$5\%$	$8.33\%$
Search Fees (Rs.)	250	500	500
HIGH - LIGHTS	You pay absolutely NOTHING for placement! Go ahead and appoint as many persons as you like!	You pay us Rs.50000/- (for Rs.1 lakh/yr executive) BUT YOU HAVE Rs.50000/- on a repeat Advt. Cost (15CMX4col)	As a Member you get a "preferential" tarrif, saving you $4.17\%$ and FANTASTIC OPTION to access thousands of Executives!

 

Annex: B/3

	PAST-MEMBERS	NON Members	Current For MEMBERS
	From EER	From common Data Base	From common Data Base
	Locked-In	Denotified
	$5\%$	$8\%$	$10\%$
Search Fees	Rs. 500/pos	Rs. 750/pos	Rs. 750/pos

 

Typical Advertisement Costs

Annexure C

Level (Salary Range Rs./Month)	Typical Designations	Advertisement Coverage	Cost of Single Insertion Rs. Lakhs	Avg. No. of Applications	Avg. Advt. Cost per Application Recd.	Avg. Advt. Cost per person appointed
		All 4 Metro Cities	Two Metro Cities	One Metro City	BI	BW
Senior (12000-25000)	V.P. G.M. Dy.G.M. Asst.G.M. Sr.Manager	$\checkmark$
					0.30	3.2
Middle (6000-12000)	Sr.Manager Manager Asst.Mgr. Officer		$\checkmark$			$\checkmark$
					2x0.8 =1.6
Junior (3000-6000)	Officer Executive Supervisor			$\checkmark$	$\checkmark$
					0.8

BI=Business India BW=Business World BT=Business Today

Annexure - D

Rs. Lakhs

A Typical Recruitment Advertisement - Cost Scenario

Alias

A 4000% Cost Effective Solution !

(Diagram shows a triangle)

• Line starts at 20 lakhs (or 200) in 1989/90 (labeled X), descends linearly to 0 in 2000, labeled FOR A NON-MEMBER.
• A second line starts at $2\times$ the value (40 lakhs or 400) in 1992 (labeled 2X) and descends to meet the base line.
• The shaded area is labeled Saving Potential and is bounded by the line from X and a line segment starting at 2X. The base of the saving potential triangle has a segment labeled FOR A NON-MEMBER.
• The line at the base of the triangle has a segment labeled 3P CLUB MEMBER.