Case Studies

Location: UK and Europe
Size: 107,000 employees
Industry: Service Integrator

Overview

Ricoh Resource Solutions is a specialist business unit focused on the supply and management of a team of IT professionals. It was established in 2016 in collaboration with idpp. By training and working alongside the existing account managers, we operated as funded heads supporting the Ricoh account managers and their existing client base in offering the new service, namely skilled resources. By providing Ricoh with access to thousands of highly skilled technology professionals, we enabled Ricoh to offer its clients a new service line. This service allowed customers access to extensive skills from our flexible resource bench across design, deployment, management, and support.

• Ricoh Resource Solutions Provides:
• Flexible Resources
• Highly skilled personnel with the necessary accreditations and/or Security Clearance
• Fast, efficient lead times
• A bridge to fill any gaps in technical capabilities
• Advice on restructuring current contractor models in line with industry regulations
• The option to transfer existing resources to our payroll for rationalisation or improved service
• A solution to headcount-related problems

Offering

idpp was able to deliver four solutions:

• Work Packages
  Minor or major work streams, either part-owned by the customer or fully owned and managed by idpp. These are charged at a fixed price.
• Time and Material Resources
  Time and material resources are charged on a day rate to the end client for a set amount of time. This is generally for BAU IT requirements or IT support.
• Payroll Pass-Through
  This service is for onboarding known resources to the end client.
• Contractor Consolidation
  Consolidation of supplier resources under one umbrella. The benefit to the customer is the reduction of costs and rationalisation of suppliers.

Solution

We achieved this by adding an additional business line to Ricoh’s IT and digital services.
idpp provided Ricoh with four funded heads supporting regional sales teams. These funded heads were given Ricoh email addresses and contact details, and for all intents and purposes, they were classed as Ricoh employees.

The four funded heads were tasked with growing the new service line within the sales managers’ accounts. Success was achieved through:

• Building relationships and trust with the sales teams, working in true partnership embedded within Ricoh and the end customers’ businesses.
• Involvement at the beginning of the initiative enabled us to work closely with the sales teams to devise a strategic approach for their accounts.
• Market and business insights, including account mapping of targeted accounts in collaboration with the sales teams.
• A dedicated delivery function
• Security and access passes
• Dedicated IR35 and full compliance teams
• Effective resource and client management

As a result of the success of the four funded heads, idpp invested in opening a delivery and resource support center in Chester to provide Ricoh and their end clients with a smooth and seamless process.

Benefits

This new service has continued to grow, adding an additional £40 million in annual revenue (FY 21/22) with a predicted gross profit of £4.2 million. This is outside of their core print and IT digital service solutions. Over six years, we have added approximately £200 million in revenue and £21 million in gross profit.
With a Ricoh-first mentality, even though the resources were provided and paid for by idpp, our resource managers would always call upon any internal Ricoh resources first before utilising idpp services.

The workforce onsite in Ricoh’s key accounts has also enabled Ricoh to find new opportunities outside of this division in IT, digital, and print services through one-on-ones and account management from the funded heads provided.

Additionally, Ricoh benefits from free-of-charge technical and market expertise across their wider business areas.