A host of human resource leaders are embroiled in a conspiracy — protecting their companies from the likes of you. Their evil sidekick, procurement, has their back. They make you jump through hoops called the RFP process, leaving you thinking this is your shot, when really it’s a process of exclusion rather than inclusion. They even deploy technological advancements, including vendor management systems, as a shield to protect their companies from too much contact from the perceived toxic interactions with account reps and recruiters. Combined as a force, this dynamic duo is kicking butts, taking no names, and winning the battle while also losing the war for talent.
Who’s to blame for this situation? Those who sell staffing and recruiting services.
If combative HR and procurement professionals really understood the value of staffing, at least some of them would join the Justice League. They would welcome the opportunity to fight the good fight alongside you, their partner, in the talent wars. Even more important, if everyone in the staffing and recruiting business did a better job of creating and directly communicating tremendous, irresistible value to hiring managers, these decision makers would demand an alliance between parties that should never act like foes.
Three-quarters of companies don’t buy from staffing and recruiting firms each year. This crime can only be adjudicated in one way — by the staffing industry doing a better job of selling the value of staffing. This won’t be accomplished through old school tactics like client control, skill marketing, feature-benefit selling, or Always Be Closing. These are a significant contributing factor to the status quo. Instead, the new ABCs of selling — Always Be Collaborating — has the power to create lasting relationships based upon trust that the needs of all parties will be met.