Drive Revenues with More Quality Face Time

Author:
Date: 18 Jun 2008
 

It is well documented that client retention and margins increase when staffing partners spend quality time listening and solving business problems for their clients.
The staffing firms that are able to imbed themselves into their client’s HR process, and solve critical HR needs, will win client loyalty and drive revenue.

The challenge: How do you get your staff to spend more face time with clients and still get all the work done back at the office? 

The solution:  Develop a Channel Strategy! 

Here is how a Channel Strategy works:

•    Identify any time consuming tasks that your service coordinators are doing manually such as entering applications into an applicant tracking system or answering repetitive questions on the phone.

•    Move those functions to a less expensive and less time consuming channel such as an online application, lobby-based kiosk or self service portal. 

•    Make sure you align the value you are providing with the appropriate channel.  The more expertise required, the more expensive the channel.  Here are two examples:

- An onsite client visit is a costly channel and should be used for high value added services like strategic workforce consulting.
 
- On the other hand, inexpensive channels such as self-service portals could be used for lower value services such as providing candidate’s with their year-to-date earnings information.

The Takeaway
Your HR resources and expertise are the most valuable assets you have to offer.  Therefore these resources should be allocated strategically to meet your staffing clients’ and assignment employees’ needs.   

These are just a few of the many functions in your staffing firm that can be jettisoned by using the appropriate channel based on the value being offered.