(US & Canada) Craig Kapper, Executive VP at Irvine Technology Corporation (ITC), and Nick Ritter, CISO of Worldpay, speak with Asha Saxena in a video interview about consumer partnerships, the difference between transactional vendors and true partners, the approach to hiring talent, and how ITC is revolutionizing staffing needs by getting beyond AI and keyword searches.

Worldpay is an American multinational financial technology and payment processing company. Irvine Technology Corporation (ITC) is a leading provider of technology and staffing solutions for IT, security, engineering, and interactive design disciplines.

Highlighting consumer partnerships, Ritter states that there lies a key distinction between transactional vendors and true partners. He elaborates that in the partner ecosystem, transactional partners offer surface-level service, while real partners offer deeper collaboration.

The main differentiator between the two lies in the delivery of capability. For instance, Ritter affirms that he can trust Kapper when it comes to delivering quality candidates for filling positions. He adds that Kapper and ITC prioritize quality and not volume.

Contrary to that, when he reaches out to transactional vendors for specific roles like experienced threat modelers, there are often resumes of individuals who lack the necessary expertise or formal experience.

The second deciding factor that differentiates transactional and true partnership is trust, says Ritter. He notes that Kapper has a proven ability to understand the job beyond what the description says and can capture the essence of the skills needed.

Then, Ritter says that the financial aspect must be fair for both parties. Therefore, a mutually beneficial model must be established and codified in a contract to ensure financial alignment.

However, trust is the biggest differentiating component of transactional vendors and true partners, says Ritter. It is his trust in Kapper and ITC that enables the successful delivery and building of the right financial models.

In response, Kapper states that he has a world-class team and that the distinction between being a vendor and becoming a strategic partner comes down to understanding the technical and cultural challenges an organization faces.

Acknowledging Ritter’s support, Kapper states that because of that, he has been able to have critical conversations with key stakeholders and decision-makers. Without grasping the challenges, it would be impossible for his team to place the right resources in the organization, he adds.

Most companies are built and have solid SOPs in place, and in this case, the talent that is brought in must be aligned with the organizational culture. Emphasizing Worldpay, Kapper states that, as a woman-owned firm, it creates better opportunities for women. This shared focus naturally attracts more talent.

In partnership, giving time to a trusted supplier is hugely different than what many firms think of staffing, says Kapper. Unlike the traditional staffing approach, where firms simply match job specs to resumes, this partnership with Worldpay emphasizes truly understanding needs.

In the staffing industry, keyword searches and AI might get one close, but there must be relationships and trust to vet out the skills to a different level. Many firms want to make a transaction happen and get a commission out of it, but it is different for ITC. He notes that ITC also looks at opportunities around pricing and believes that it is more about a long-term partnership than about the rate.

Building on that, Ritter mentions his first conversation with Kapper, wherein the latter connected with him on a personal level and showed interest in his cultural background before learning about the strategic visions. That conversation made Ritter realize that it would be a strategic partnership and not just a transaction with ITC.

Delving further, Ritter states that apart from skill-based hiring needed for certain positions, he stresses who these candidates are, regardless of what they do. It is crucial to have the right capacity to learn and perform according to Worldpay’s culture.

As an instance, Ritter recalls asking a young woman working as a program manager at his previous job to run an identity management program. He says that providing her a safety net and convincing her to take the leap of faith has been rewarding, as she is now an industry-recognized expert.

Shedding light on the staffing and consulting industry, Kapper states that it offers a unique chance to connect people with incredible opportunities. He believes that finding a great job and working with great people can genuinely transform lives.

Furthermore, Kapper argues that helping someone find fulfilling work with great employers has an equivalent impact as doctors saving lives. He states that ITC carefully selects its partners, just as candidates choose the right employers.

Concluding, he states that while the staffing industry is overpowered by AI tools and keyword searches, Kapper takes pride in helping people and placing them in a place where they will thrive.

CDO Magazine appreciates Nick Ritter and Craig Kapper for sharing their insights with our global community.