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My Lessons from Staffing World 2011

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Since we got such a great reaction from our Lunch with Haley recap webinar of Staffing World I thought I’d quickly share a few of my lessons from the conference.

Take care of your brand, value your candidates
– Good and bad experiences get shared in social media realm, however more bad than good seems to get shared on social media.
– Involve your team rather than just and individual recruiter in the client management process. I actually got this idea during social media presentation, and I thought about it when an audience member asked about when a recruiter leaves and takes their list with them.  Make sure it’s not just that recruiter who has the relationship with the client, but that you have a team involved in the process, so that the client feels connected to your company, and not just that individual recruiter.  The analogy that I came up with for this is if your favorite pizza place changes delivery guys, you don’t follow the delivery guy to his new pizza place right?  You value the entire process of ordering pizza from the pizzeria, which involves making your order over the phone, the delivery, and the actual product.
– Most of your business is going to come from referrals if you do a good job for your clients, make them feel special, and partner with them to provide workforce solutions, not just candidates.
– Remember that candidates become clients.

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– Become a thought leader in your industry. It’s impossible for smaller companies without big HR department to keep up with changes in labor laws and regulations.  You are the expert, and by sharing information you remind your clients and prospects why they need to be working with you.
– Educate clients and prospects on staffing. For some reasons staffing sometimes still gets bad rap.  Employers thing they will get lower lever candidates from staffing companies, and they think it’s more expensive.  Educate them on your assessment process and how you can provide better fit and skill tested employees for them, show them that temps are more than just fills in but can be used strategically to get through fluctuations in demand without adding fixed costs.

Evaluate the Value of Your Clients
– In negotiation, be aware of your minimum mark up, and don’t go below what your minimum mark up unless you have a very compelling reason to do so, for example if it’s a potentially big client whose high would make up for the smaller margin.
– With current clients, remember that often times the clients that pay the least demand the most. It’s generally your lowest paying clients that demand the most service.  Oftentimes these clients do not value your services or your employees.  I’m not telling you to go out and fire all of your difficult clients, but you NEED to know what each client’s value is to you, especially when it comes time to renew that contract, don’t give concessions to clients are the most demanding and take the most time.

Please feel free to contact me if you’d like to discuss any of these lessons.

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