Managed Service Providers (MSPs) are a source of incredible opportunities within the staffing industry. But one of the principal criticisms they face from smaller staffing firms is that the programs aren’t structured for equal share of those opportunities. More and more MSPs are implementing a tiered structure whereby the Tier 1 staffing firms receive and fill as much as 80% to 90% of all requisitions.
This leads to the impression that only large firms are able to get to Tier 1 with their ability to respond, en masse, to multiple job requisitions. This is simply not true.
In this two-part series, I’ll introduce some simple tactics to help you join us at the Tier 1 level:
Don’t be everything to everybody. This sounds like something your mom told you at some point in life. She sounds like a smart lady and I think she’s right. It’s easy for us to say, “Yes, we can do that” to every opportunity that comes along. But a frank and honest conversation with your staff might reveal recruiting strengths in other areas and limits to your support capabilities.
PREMIUM CONTENT: Staffing firm use of outsourced services
Start with what you can deliver. Pick a specialization and location in order to create a service offering that you can guarantee delivery on.Evaluate the various industries for high-growth markets like Big Data or Healthcare IT. You can even get specific to a set of niche specialists like Data Analysts or Epic Certified Consultants. Pick the location they’re in the most demand and set up shop. If you’re narrow in your service offerings, you can deliver faster and with better pricing than your competition.
Maintain a consistent level of delivery. If you’re a high-performing vendor, know that the consistency of this level of performance is how you will make the jump from tier to tier. MSPs only appear to give preference to large staffing firms because they provide a dependable level of delivery. Because they are so large, however, that dependability is easily surpassed by your firm’s (potential) level of consistent quality.
For our part, Akraya has worked on these strategies throughout the evolution of the company. Over time, we have put more emphasis on skill sets and led with our strengths. And as we’ve differentiated ourselves through exceptional service, we’ve backed it up by creating dedicated teams that can deliver on that promise. But most importantly, we maintained that promise consistently.
I hope that once you start implementing these tactics, you’ll begin to enjoy more of the opportunities an MSP has to offer.
MORE: New drivers for global MSP
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