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Staffing Agencies and Corporate Recruiting

September 26th, 2011 1 comment

I nodded in agreement throughout Matt Lowney’s article about staffing agencies. A few things I’d like to add:

  • Few salespeople at staffing agencies have a sense of sales effectiveness. Lowney and I are far from the only corporate recruiters that get calls and pitches from different vendors that are indistinguishable from each other. It’s a brute force sales model based on high volumes of outbound calls, and it tends to turn off the 95 of 100 prospects that don’t have a current need for a new vendor.
  • Related to the above point, the initial contacts are all about the vendor, not the client. The salesperson is calling to learn more about my organization. Help me understand what’s in it for me…

I started my career on the vendor side, and have a lot of respect for those that can hack it in that business (unlike me). Much of this comes down to leadership, and unfortunately there don’t seem to be many staffing agency leaders willing to think beyond 60 outbound calls a week. Those that do stand out.