“Be curious. Use data. Leverage imagination. Be an expert. Be an enthusiast. Be authentic. Know your competition.” —Jim Stroud, HR consultant, speaker, and author of The Seven Highly Effective Habits of Sourcing.

With recruiting and staffing agencies in the US numbering just under 12,000 in 2023, it’s safe to assume that client competition will continue to be fierce. It’s a challenging business landscape requiring your agency to bring its A-game to the table daily.

Couple this reality check with the insistent, vocal proclamation that “I’ve always managed staffing internally. Why should that change now?” This mindset presents a distinct hurdle for today’s staffing agencies.

As reported in the “2024 Staffing Report,” attracting new clients and increasing revenue will be top goals for staffing agencies. Over 60% of the staffing leader survey respondents identified client acquisition as their top priority, significantly ahead of other goals like increasing client retention, improving productivity, and reducing costs.

While many companies think the “Lone Ranger” approach will get the job done, many factors have converged to create one of the most challenging staffing environments ever. One could hope that current trends would sway those who’ve previously shied away from seeking assistance from recruiting and staffing experts. However, long-held perceptions and belt-tightening at many companies have made partnering with a staffing firm a hard sell.

How can staffing agencies approach these challenges?

The key to achieving their new client/increasing revenue goals lies in a firm’s ability to do two things: (1) sell the proven benefits of their services to new clients and (2) provide a stellar client experience.

Let’s consider how proven-benefits-selling could look. For instance, everyone is aware of the global talent shortage, which is impacted by a variety of factors:

  • A wave of simultaneously retiring Baby Boomers.
  • The women who’ve permanently left the workforce for family reasons.
  • The reprioritization of values wrought by pandemic-induced soul-searching.

When approaching a potential client, let the talent-shortage challenge lead to discussing other factors impacting this client’s workforce. Hear their struggles and concerns. Do as much listening—if not more—than talking so you can zero in on their greatest needs. Demonstrate empathy and a deep understanding of the current employment landscape. If you’ve done your homework, you can address industry-specific scenarios.

Now, you’re ready for the selling-benefits part of the conversation. One of the most significant advantages of partnering with a staffing agency is its access to a deep talent pool built over years of acquiring top-notch candidates. This advantage is even more critical in today’s staffing environment as the talent shortage has necessitated broadening search parameters. Looking beyond the narrow, position-focused searches that once worked well isn’t simply an option; it’s now a must. The new staffing reality makes posting positions on a job board less effective than ever. Signal deep staffing agency candidate pool to the rescue.

Another proven advantage to partnering with a staffing agency is easier access to short-term, seasonal, and contract workers. The level of hiring flexibility that comes built-in with an agency partnership would take untold hours for a business to configure, arrange, and execute on its own. During uncertain times, established avenues for managing slow periods and peak seasons can be a deciding factor in the precarious limbo between success and failure.

The Client Experience

From the first contact, creating a stellar client experience must remain foremost. From that critical first impression and onward, you want candidates to sense pleasant connections, good vibes, and positive gut feelings.

When competition is fierce, the ever-important client experience escalates off the charts. When all else is equal, the vibes left after each encounter will be a tipping point. That means you’d better bring your A-game to the table every time. And that extra effort will make sharing examples of your services’ impact much more credible.

Challenging times call for the marketing expertise that ASJ Partners brings to the staffing and recruiting world. We’ll partner with you to create a dynamic, comprehensive marketing plan that will elevate your place in today’s competitive recruiting and staffing industry. Contact us via telephone at 610.930.5300 or email: weneedhelp@ASJpartners.com