How to Stand Out in a Crowded Market

stand out“Sure, that sounds great. But can you beat the other guy’s price?”

Heard this one before? Too often, prospects view staffing as a commodity. In their eyes, all staffing firms are essentially the same:

  • Offering the same services
  • Calling on the same businesses
  • Drawing from the same pool of candidates

The result? You’re forced to compete on pricing and margins – but that obviously undermines your profitability. So to thrive in today’s highly competitive staffing industry, you have exactly two choices. You can either sell a much higher volume at lower margins (and play the commodity game), or provide greater value to your clients (so that price isn’t an issue).

Price or Value?
If you choose to compete on price, your plan of attack is pretty simple: sell as much staffing as you can, at a lower price than the next guy. Repeat.

Choosing to position your firm as a value supplier in the market takes a bit more sophisticated approach. Your services must improve a client’s overall profitability by either driving revenues or reducing expenses. Then, even if your price is a bit higher, you’re delivering a greater staffing ROI – and a better total staffing value.

When you can do this for a client, your “price” is no longer an issue.

PREMIUM CONTENT: Temp Workers’ Brand Recognition Among Staffing Firms

Price or value? The choice is yours. At PrideStaff, we made that choice years ago. We don’t compete on price, because we’ve found ways to deliver better talent and more value to our clients. How? We start by making sure our service for field employees is as good as (or even better than) our service for clients. You can do the same thing.

Attract Better Talent by Becoming an Employer of Choice
Become the kind of staffing firm that top candidates want to be represented by – and that top employees want to work for. Keep your fingers on your talent pool’s pulse, to make sure you’re delivering service that exceeds their expectations. Look for new ways to enhance your candidate experience and help them accomplish their goals. Bottom line, do whatever you can to treat top performers well.

Giving your candidates the attention, respect and opportunities they deserve will create a domino effect for your business:

  • Word will spread that you’re a great company to work for.
  • You’ll start consistently attracting higher quality candidates.
  • Once you build a better talent pool, you’ll be able to provide better people to your clients.
  • Better people will deliver better business results – and a greater staffing ROI – for your clients.
  • You’ll level the playing field, by not competing solely on price.

Final Thoughts
The easiest way to stay out of the commodity game is by always keeping your talent’s best interests at heart – and that’s exactly what we do at PrideStaff. We focus not merely on job placement, but helping job seekers succeed. Every day, we provide the guidance, development opportunities and rewards employees need to achieve their career goals. It’s how we deliver greater value for our clients, every day. And it’s the reason why we thrive in a crowded and highly competitive industry.

MORE: The “Me, Me, Me” Generation Fallacy

 

Tammi Heaton
Tammi Heaton is COO of PrideStaff. She can be reached at theaton (at) pridestaff (dot) com.

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2 comments
ToddMauser
ToddMauser

Staffing firms seem to throwing the term "value" around quite a bit as well these days. It seems that when meeting with a prospect these days, they will try to actually guess what "value-add" you're going to throw at them! My opinion is that relationships are and will always be king! The uniqueness and the personability of "you" is what will get AND keep new customers. Lastly, never forgetting or over assuming that relationship is what keeps your customers.....as customers!

theaton
theaton

@ToddMauser

Todd, I think you hit the nail on the head.  Keeping new customers does come down to the point person on that account and the relationship they are able to build.  The point person represents your brand, your image and your company as a whole.  As an organization, I think it’s extremely important to supply your team with the tools, resources and training needed to make them successful. But, it really starts with building that great relationship and then looking for ways to strengthen that relationship over time.  

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