7 ways to be at the top of your MSP stack

455639611MSP business in the last decade has become one of the fastest flourishing businesses within the Staffing industry. Back in the day, MSPs used to have very many suppliers within their program which is no longer the case. Today, MSPs want to work with the top partners in their supply chain and they constantly rid themselves of the bottom performing suppliers. Therefore, the following points highlight the paramount of not only being one of the top suppliers but also maintaining the top notch position within the MSP charts.

  1. Quality Coverage. First things first. MSPs, much like any other business, thrive on the bottom line, and for them that comes from quality hires. MSPs rely on their top suppliers to provide quality coverage to all open requisitions and servicing the needs of the Client hiring managers. Quality always precedes quantity. Most MSPs evaluate supplier performance by maintaining a scorecard, which, for the most part, focuses on submittals to a req (coverage ratio), submittal to interview (interview ratio) and submittal to hire (hit Ratio). Another important aspect for nearly all MSPs is the coverage across all the job categories that they have signed up with the supplier. If a supplier consistently provides a quality coverage across categories, MSPs can open doors for them not just with other categories but also with some new clients in the portfolio.

2. Timely Response. When it comes to establishing a rock solid business relationships with the MSP, nothing beats responsiveness. MSPs expect suppliers to be prompt and receptive and that is something which is appreciated by them. Responsiveness also plays a vital role in building your credibility as a partner who is really engaged.

3. Rate Competitiveness. Because the MSPs usually work with very many suppliers within a program, one of the things that really makes a difference is how rate competitive can the suppliers be. Providing the top talent within a competitive rate can certainly make a supplier one of their favorites. After all, everything boils down to the bottom line in order to make business sense!

4. Compliance. Nearly all MSPs have some set guidelines that are usually the SLAs or Rules of Engagement for the suppliers and hiring managers to abide by. From a supplier standpoint, it is imperative that all the rules and compliance norms are abided by at all times. Any violation could have severe repercussions including termination from the program in some austere cases. On the contrary, being compliant always, is something that will keep you in your MSPs’ good books. If looked at closely, the rule book is the base of the MSP ecosystem. This brings transparency, the crux of the whole Talent Management/MSP model and if suppliers are not compliant, it takes us away from the fundamentals of the model.

5. Transparency & Honesty. Among the other aforementioned qualities, ethically, the most important one is the supplier’s ability to be honest and transparent from a transactional perspective. Sugarcoating things when the reality is something else, will only take a toll on a supplier’s credibility with the MSP. Once the credibility is lost, it is extremely difficult to regain it. Supplier’s candidness about not being able to service a req for one reason or the other, updating them on candidates’ availability, declining interviews/offers, etc. will not just make them a transparent counterpart but also ensure a seamless day to day workstyle.

6. Strategic Liaison. A suppliers’ performance metrics can keep them in the program but will it make them an active staffing partner in a reciprocally valuable manner? No. What really takes you to the next level is fostering a strategic liaison where a supplier understands the MSP’s needs and expectations, goals, competence, challenges, growth and expansion plan, client KPIs, SLAs and other hiring needs, etc. and help them achieve their desired outcomes. Once the supplier has understood all their needs and expectations is when it can deploy its best talent to achieve the performance metrics from the delivery standpoint and acting as a trusted advisor (next point) from an account management standpoint.

7. Trusted advisor. MSPs seek their top suppliers’ help and guidance from time to time. This can sometimes be regarding rate analysis of some jobs, challenges while filling jobs and meeting hiring manager needs, supplier capabilities to work on some niche categories, skill analysis, and much more. A new person in the MSP program can be coached on how to work with some hiring managers, requesting feedback, scheduling spotlight call, and sharing other best practices. It is important, therefore, to work closely with the MSP, not just in the capacity of a transactional counterpart but also as a trusted advisor, the advice it can rely and leverage on.

The real mutually beneficial association between the suppliers and the MSP is the one that thrives on the above highlighted points. Ensuring that all of the above are religiously followed will make the suppliers always top the MSP charts and be one of their go to suppliers for all their needs.

Love the post? Hate the post? Have any other ideas? Please leave a comment below. More interaction brings better ideas.

Abhishek Sharma

Abhishek Sharma
Abhishek Sharma is an MSP program manager for Pontoon Solutions.

Abhishek Sharma

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  27. Andrew Gauge says:

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