How To Write Impactful Case Studies
Ever wondered how your competitors get those elusive last few marks on a tender question?
The answer is that they provide evidence, evidence and more evidence!
Theoretical answers are fine – by all means tell the Evaluator how you do it.....but make it more real and convincing by providing specific, measurable examples to back up the process / hypothetical answer you’ve given. In a nutshell – demonstrate that you’ve done it successfully before.
Let’s start at the beginning - when naming a case study, give it a relevant, meaningful title, for example:
Instead of “Case Study 1 – Volume Recruitment”;
Why not use “Volume Recruitment - 145 Warehouse Vacancies Filled in 4 Weeks”
This gives the client a really good idea of what you’ve written and will entice them to read the case study in full.
Now for the main bit - use the following headings to structure your text:
- Background - outline the situation / background – keep this as factual as possible (include client information, location, sector, requirements, nature of vacancies, service levels etc – be specific!)
- Challenges - Point out the challenges (specify why the requirement was particularly challenging e.g. low salary, difficult location, skills shortage, timescale etc)
- Actions / Solutions - Explain the solution(s) that you selected and demonstrate what you did that was over and above the norm! You need to make this really clear and easy to understand – take the reader through step by step what you did to achieve your outcome.
- Results - Provide details of the outcome / results – again specific – numbers, timescales and facts.
Make your case study relevant, impactful and easy to read. Use bullet points, bold text etc to make it really easy for the evaluator to find the relevant information and make sure you include lots of specifics, facts, figures and evidence.
Make it future proof – avoid dates and just put in timescales instead (i.e. don’t say “we recruited the candidate by 15th January 2015” but instead say “we recruited the candidate within 3 weeks of vacancy notification”)
Above all – keep it short - ideally 1 page of A4.
In some tenders you are restricted by word count, so why not just put in a few facts and figures after your answers to demonstrate your competence / experience, e.g.
- 100% of all complaints resolved within 48 hours in the last 12 months.
- 89 temporary workers transferred in from 4 outgoing agencies within 8 weeks.
- We have 19 permanent staff with an average of 7 years recruitment experience and with 62% holding a formal MREC qualification.
- In the last 3 months, our temporary worker attrition rate has been less than 6% which demonstrates that our retention strategy is working well.
- In the last 12 months, 84% of our vacancies have required an enhanced CRB check and the average length of time for processing these is 17 working days.
- We have filled 17 executive level roles with salaries in excess of £120k within Financial Services in London in the last 12 weeks.
Finally – you can make case studies even more impactful by adding a short and relevant testimonial at the end of your case study. Don’t forget to include the client’s name, job title and company name to make it real! Candidate testimonials can also be valuable in demonstrating the exceptional service you provide.
One of the major challenges when recruitment tender writing is that it is the Consultants who have the case study information in their heads - often it’s not documented and the tender writer may not be aware of the existence of the best examples!
- Task your Consultants at the next team meeting to come up with some case studies and statistics for your tender library?
- Get your Consultants to ask your clients for factual and up to date testimonials....and continue asking for these from clients and candidates on an ongoing basis every time they do a great job?
Believe me - it’s a lot easier to do this in advance than scrabbling around for information when you’re against a tender deadline!
Recruitment Tender Writer and Expert
Brunton Bid Writing