PROVE THE VALUE
Reinventing U.S. Army Recruiting
In 1999, the U.S. Army Recruiting Command (USAREC) faced sustained, increasing challenges. By year's end, the organization was 6,300 personnel short of the annual required number of regular army enlisted soldier accessions. The fiscal year (FY) 2000 forecast projected a further shortfall of 17,500 — 22% of the requirement. Furthermore, those applicants USAREC managed to recruit and place in its traditional inventory-delivery system, known as the Delayed Entry Program (DEP), were dropping out in record numbers. The projected FY 2000 manpower shortfalls were quickly becoming a binding constraint on the army's ability to support the United States' national security strategy. Addressing these problems required operations research expertise in marketing science applications and inventory control.
The O.R. Solution
The multidisciplinary team combined production-forecasting expertise and resource allocation methodologies, augmented by marketing and market research techniques, to develop a new, comprehensive strategic recruiting plan that would reinvent Army recruiting for the next decade.
As a result of the strategic recruiting plan, the U.S. Army increased fiscal year 2000 military recruiting production by 17.5%. This achievement eliminated the forecasted 17,500 manpower deficit and provided an estimated efficiency savings of $204 million from a $1 billion program – a 20% savings. The new strategy continues to pave the way for successful Army recruiting.
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