In the past, we’ve focused a lot on niche markets and the ways you can develop as a boutique, growing staffing firm. But lets not to ignore large clients, who can give you a large, steady supply of work and can add prestige to your reputation. But let’s face it, they require a different approach than smaller firms. Here are some tips that will allow you to forge and continue relations with large clients.
4 Elements That Can Help You Land Larger Accounts
(Actually) Be Different.
OK, we know that every staffing firm says they are special, but it’s important to actually be different. Unless you work in general staffing and are after large clients, you need to bring something different to the table (and it should be noted that even general staffing firms can stand out by offering something that sets them apart, whether it’s customer service or speed to hire).
So, what can you offer? It’s got to be something that you have in your mission statement so that your sales team and your marketing team — whether in-house or outsourced – can use to give a consistent, positive message. Think about your special sauce. Do you deliver great candidates, do you excel at customer service, can your associates and your team deliver? After all, not anyone wants to go into the staffing industry just to be second-rate. Figure out what you do best and communicate this to your clients and your associates.
Deliver on Your Promises
It’s been said that 80% of success is showing up. In the staffing world, this means having your candidates show up on time, having them trained and ready, and offering full support to your clients. If you can back up your sales pitch, you’re going to gain credibility and renewed business with a large client.
Hire Top Sales People and Recruiters … And Keep Them
Of course, the salesperson you hire, or your sales staff, is key for a first impression, besides marketing or email. You need to find people who are well versed in the industry that you’re covering. One of the top complaints from staffing customers is that the sales team changes every other week. Find the right people, and keep them, and reward them for their success, which directly affects your company.
The same is true on the recruiting side. You’re only as good as your candidates. Sure, you might have a top recruiter leave, and perhaps your client may stick with you out of loyalty, but can you really trust that scenario? Hiring a top recruiter, or a team, who know the market will help you deliver on your promises.
Customer satisfaction plays a crucial role in getting, and staying with, large clients. You can enhance this by expediting payroll, billing correctly, and using automation as a means to efficiency. At Madison, we offer all of this and more, including business intelligence, which will help you understand your landscape and who your possible large client targets are.
Are you looking for funding solutions that can scale with you?
When you land larger accounts, it’s great for the bottom line. It also means that you’ll need to be able to handle the fast growth, often scaling up faster than you may have planned for. Partnering with a trusted funding company who understands the needs of the staffing and recruiting business model is essential to eliminating as many headaches from growth as possible.
Madison was founded in 1992 as part of a temporary staffing firm. We know firsthand the challenges that prevent staffing firms from operating effectively and profitably.
After seeing the need for a comprehensive solution that included funding, software, support and solid expert advice tailored specifically to the staffing industry, we launched Madison Resources.
We work exclusively with the staffing industry from our offices in Portsmouth, NH and serve clients throughout the U.S. and Canada.
Our focus is on your success – and profitability.