How Do Staffing Agencies Get Contracts

Because of the increased demand for their services, staffing agencies can only succeed if they manage to secure an increased number of contracts with new clients. This not only improves the stream of income but also establishes credibility, which is everything in the world of staffing.

The question is, how do staffing agencies get contracts?

As one such agency, Griffin Global Systems has maintained a strong position in the industry for over twenty years. Hence, we can demonstrate how some staffing agencies can ensure to lock down leads and contracts regularly. 

Here Are Some of the Techniques you Can Try:

1. Building credibility

Just as with any other business, before landing some big deals, you need to work on establishing credibility. 

While this is easier said than done, by taking on an exact approach, you can jump-start this process and build up a reputation even if you’re a new face in town. We recommend you try this:

2. Find a niche

The biggest mistake staffing agencies make is they try to be a jack of all trades, especially in the beginning. Not only does this make it harder to keep track of all the intricacies of staffing for each industry, but it also dilutes your message. 

Try specializing in staffing for one industry, or for example, restrict yourself to a particular job function. This helps you laser in on the right audience and also makes it easier to establish your credibility in a specific market.

3. Build strong relationships

Networking is very important, but in the staffing industry, it’s the lifeblood of your business. Meet professionals at industry events or network online. Engage with other businesses and leaders and look for ways you can provide value. Guess what? These people are your potential clients, so make sure you delegate plenty of time to build relationships each month. 

4. Ask clients for references and testimonials

All businesses have strong connections with other businesses in the industry, and you can use this to your advantage. There’s no shame in asking clients if they’re open to providing a recommendation. This may help you boost your credibility with the business partners of your client, potentially building new relationships in the future.

You can also feature the recommendation on your website and other marketing materials to quickly build social proof.

5. Adjust your prices

We all have to start somewhere, and when you’re a relatively new agency, your pricing should reflect that. Research the average fees with staffing agencies in your niche and adjust your price to reflect your level of experience.

As you build your reputation, you can then increase your rates to the industry standard. 

1. Focus on the needs of your clients

When looking to find out how do staffing agencies get contracts, in order to implement their techniques, you’ll probably hear a lot of talk about the needs of clients. There’s a good reason for this.

Staffing agencies must tailor their solutions according to the pain points of their clients. In other words, what you’re offering should primarily serve the purpose of solving their unique problems. 

Start by researching the types of companies that you want to work with. Familiarize yourself with their industry and their unique hiring challenges, which will put you in the position of providing a solution to their challenges. 

This is crucial if you want to land that contract. You need to spend less time talking about what your company does and more about how you can solve their problems. Clients don’t care about your techniques, they care about your results so make sure your “pitch” reflects that. 

Lastly, you can strengthen your message by explaining how you’ve assisted similar clients in the past. Feel free to share stats, but substantiate the numbers with details on how you addressed the specific problems and helped the client overcome each obstacle. 

2. Provide extra value

How do staffing agencies get contracts? By providing value. 

You need to work on your ability to always source the highest-quality candidates. Implement a strict vetting and screening process, and explain it to your clients to boost their confidence in your services. Then, offer them first access to these particular candidates. 

To demonstrate the value you provide, you should also keep building industry knowledge by being familiar with the latest trends and technologies. You can then apply this expertise to the services you’re offering to gain a competitive edge. 

3. Maintaining consistent communication

Most of your business will come from repeat contacts, so you have to maintain a strong relationship with your existing clients. 

Check in with them regularly, inquire about their current needs, and offer your assistance. For instance, upon landing a new contract, you can ask for an update during the first week, and after you’ve completed your duties, send a follow-up each month and ask if they need more candidates or if they are willing to provide feedback on the employees you helped them track down. 

Also, try to stay on top of issues and remedy any problems with placement that your client notifies you about. Take responsibility for the problem and resolve it as quickly as possible. 

Lastly, maintain a high level of transparency. Let the client know if you experience any difficulties on your end, such as the inability to fill a role. Inform them about the ways you’re approaching the issue and lay out a clear plan of action. 

Build a Path to Success

Now that you know how do staffing agencies get contracts, you can implement some of these practices and start building a path to success. The results may not be instant but over time, they’re bound to work. 

Building up your brand, improving your networking game, and changing up the way you approach the relationship with existing clients will open the door to new opportunities. It’s on you how you approach it from then on, but at least you’ll have the building blocks you need to get there.

Good luck!