The staffing industry has become one of the most competitive industries in the world today.  What’s often overlooked by staffing professionals is that, like our clients, staffing professionals have a choice too.  In other words, you do not have to take on every new company that is looking for staffing help.  You can be selective!  You should qualify your next staffing customer/partner, just as they qualify you.

Qualifying Your Next Client

When qualifying your next client, consider these things below before taking on new business.  

Is the prospective client contact likable, professional, and cooperative?

If the person you are talking with seems incorrigible, you might want to pass on choosing them as a partner.  Staffing can be stressful; you want to make sure you have a partner that you can work with when times get challenging.  

Is it the right job?

When learning about your prospective client, make sure that your team has the capacity to fill those types of jobs.  If they are looking for a forklift operator, and you have dozens of qualified forklift operators in your database, keep going!  If they are looking for tightrope walkers, you should not take on that business.  The last thing you want to do is make a promise to fill a position that you cannot fill in a timely manner.  The quickest way to lose a client is to overpromise and underdeliver.  

Is it the right pay rate for the job? 

There is nothing worse than signing a new contract with a client and presenting an order to your team for a skilled position with a below-market scale pay rate.  In these cases, it’s unlikely that the team is going to be able to fill the position, but it will also create tension within the team and with the client.  When this happens, you are setting up everyone involved to fail.  Instead, negotiate the pay rate and share a wage analysis with your prospect.  If the prospect does not get on board, you should likely pass on the opportunity.  

Synopsis

Do not compromise your brand and the talents of your team.  Make sure the next business you secure is the right job, with the right partner, at the right pay rate, and at the right location!  When you selectively secure business, you create an opportunity with 3 wins.  The client wins when you successfully fill the position, your associate wins when they find a satisfying job, and finally, your team wins when you secure another happy client.