YOUR BEST BUSINESS!
Published on 7 Aug 2008 at 10:12 am.
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You need to review the last twelve months and write down WHERE you made placements, NOT where you wrote orders. You want to repeat the same business because there are candidates in your database.
If you’re working Direct Placements answer the following:
* What Direct business is a “Placement” - easy for you to fill?
* What Direct business pays you the highest fees?
* What Direct business represents your area of expertise and speciality?
* What Direct business pays you the quickest?
* What Direct business is the most solid (i.e., no fall-offs, etc)?
You need to figure out the following:
* Job Title
* Type of Industry
* Geographic’s
* Salary Range
* Minimum Skills Required
* Days It Takes To Pay Your Invoice
In Contract and Temp you need to do the exact same exercise with a few different questions.
* In Contract/Temp business - what business is easiest for your to fill?
* In Contract/Temp business - where is your highest bill rates?
* In Contract/Temp business - where is your highest pay rate?
MOST IMPORTANT…
* In Contract/Temp business - where is your highest MARGIN?
JUST AS IMPORTANT…
* In Contract/Temp business - how soon are you paid?
* In Contract/Temp business - where are the longest assignments?
You need to figure out the following:
*What is the Job Title
* Type of Industry
* Geographic’s
* Highest Margins
* Longest Assignments
* Payment Policy
NOW AIM 85% OF YOUR MARKETING EFFORTS AT THIS EXACT “BEST” BUSINESS!
If you are looking for new clients, review the clients where your firm has made palcements in the past and no longer do business with that company. This is often due to someone leaving your firm and the clients just slipped through the cracks. It is much easier to revive a past client, thatn star from scrath with a cold call.
