Prospecting for new customers is a
never ending process. It is a question of where you decide to seek out new
accounts. The large companies who use many temporary employees have swarms of
staffing companies constantly trying to become a supplier of staffing services.
These prospects are in the position to dictate bill rates and margins that are
far below what is necessary for a reasonable gross profit. There are other
negative factors to servicing these kind of accounts; such as assigning your
top employee to fill low margin accounts and then having no one available to
fill a full mark-up assignment for a small to medium customer. Selectivity when
prospecting for new accounts will determine your long-term growth and profits.
The number of weekly customers serviced is the barometer of how you are
progressing. The small and medium customers lift you out of the danger zone of
having the majority of your billable hours with a limited number of customers.
You can and probably have been cut off from a large customer who turned to a
national company. Don't let it happen! Become a small business specialist.
Recruiting Source Kits
By Paula Greer, Editor
What do you leave with the
recruiting sources youíre trying to develop when you make a recruiting call?
Company brochure? A business card? Not too memorable is it?
Itís time to develop a recruiting
source kit that works for you. Whatís a recruiting source kit?
First, itís packaged attractively
and looks fun. It could be a colorful bag or box, perhaps with a company
sticker on the exterior of it.
Next, it contains a number of your
business cards, generic recruiting brochures, most recent job postings,
recruiting flyers, testimonial letters, anything that could help develop your
Donít forget to include some ad
specialty items: company mug, paper clip holder, T-shirt, pencils, etc. Perhaps
even a few candies to sweeten the kit.
Remember, you want your recruiting
source kit to be memorable. It should quietly scream Ė Send Me Referrals!
By Paula Greer, Editor
An important part of retention is
showing concern for temporaries as individuals. By making temporaries aware
that you care about their personal growth, they feel like a team member of your
staffing service. An easy class to put together for your temporaries that shows
concern for their personal growth is creative journaling.
The supplies you need include a
journal and a pen for each participant and an instructor. Perhaps there is
someone among your staff who currently journals that could lead the session.
I recently took a creative
journaling workshop. We each received a journal, discussed what we wanted to
accomplish by journaling and then did a couple of creative writing exercises to
get started. Exercise one was a technical writing description of an outdoor
landscaped area and exercise two was a poetic writing exercise describing a
Your temporaries will complete the
class knowing you care about them. They may also be on their way to acquiring
new writing skills and have a new mode of self-expression. And itís all because
you showed concern for the personal development of your temporaries.