Think about how ridiculous it is to buy or sell services based on a markup (i.e., the seller’s profit). When you go into a Starbucks, do you ask the staff how much the shareholders will profit from your cup of joe? Of course not. You gladly hand over your money for because you know that in return you’ll get some of the best coffee in town.
he staffing industry is a unique beast where the people are the product. With all the quality control tactics known to man there will always be one that’s uncontrollable, the human element. Now more than ever, the quality of the relationships you have in place with your clients needs to be continuously maintained and strengthened. As you both struggle with the challenges of finding qualified candidates, it’s tempting to lower standards and cut corners. But, remember that keeping your focus on quality over quantity can pay off in droves for you both.
Many moons ago, when I was selling staffing services, I would use math to help prospective clients understand the value of the service my company would provide. The eye-opening moment for my prospects was when they started to understand the fact that a 90-day temp-to-hire strategy would increase long-term employee retention and ultimately lower their SUI rate and experience rating for workers comp. Although the ROI was/is real, it can often be difficult for someone to fully appreciate the potential savings since the business case focusing on improving employee retention is based on some hypothetical assumptions.
In the very unique and challenging world of temporary staffing, staying at the top of your market requires much more than just great people and strong relationships. It requires a commitment to maintain focus on the following practices that alone will give you an edge but when combined they will help you solidify your place as a market leader.