Business Planning for Small Staffing Firms (Part 1 of 3)

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The business sages tell us that if we want success then we must develop a plan for success.  We’ve all heard it…“If you don’t plan for your business, then you plan to fail.”  What about hard statistics?  Small Business Trends surveyed 2,877 privately held business and discovered that companies that commit to planning for their… Read more »

Business Planning for Small Staffing Firms (Part 2 of 3)

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Business planning for small staffing firms consists of three key factors. The first key factor is “values” over “vision” and “mission.” For a smaller firm, the vision is to get the business to the top of the “Owner Operator” structure, which again is typically around 15 million in annual revenue.  “Values” are far more important… Read more »

Business Planning For Small Staffing Firms (Part 3 of 3)

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In Part 2 of this series, I mention sales planning as the third key factor for business planning. First, let’s take a deep dive into the existing top accounts via the Customer Analysis Tool below: Customer Analysis Tool CLIENT: What industry: 2018 Revenue: Break out: Direct Hire or Contract/Temp Spend: Specifics: VMS?  Direct Client?  Other?… Read more »

Three Ways to Increase Your Mental Fortitude

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When you’re in a business development profession, mental toughness is essential.  We like to think we have it…but when something bad happens (for example, we lose an account), it’s easy to be negative. Here’s the thing – mental strength is a choice and a discipline that’s acquired over time. It’s not an innate quality bestowed… Read more »

The Case for Emotional Intelligence in Recruiting and Staffing

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I’ve always been a big believer in the power of emotional intelligence, and in particular, its relevance and importance to those who excel in the staffing industry. Simply put, emotional intelligence (EQ) is the ability to read people’s emotions and respond in the most appropriate manner to get the best results from interactions with others. For… Read more »

Increasing the Value of Your Staffing Firm

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Owners of staffing firms call me each week saying something like this: “I fell in to this business. After working as a recruiter for someone else, I just decided I could start my own firm and hang a shingle outside an office. Eventually I got pretty good at it and now I’ve got a nice… Read more »

Three Tips for Being a Balanced Boss

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As many leaders in the staffing industry are aware, recruiting and staffing is a production business. As a leader in your firm, your challenge will always be to hold people accountable for results without beating them up. While you don’t want to be a pushover, you also don’t want your team to see you as… Read more »

Factors to Consider When Tweaking Your Company’s Compensation Plan (Part 2)

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See part 1 of this article here: http://www.visusgroup.com/2018/12/11/tweaking-compensation-plan-part-1/ As you think about making a change to your company’s compensation plan, consider these factors to help your employees adjust to these changes:   Use Multiple Sales Leavers This is somewhat of a fine line to navigate through. On one hand, you don’t want a compensation plan that… Read more »

Factors To Consider When Tweaking Your Company’s Compensation Plan (Part 1)

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Business owners and managers are never thrilled to make changes to their compensation plan, mainly because they’re in fret of how the change is going to be received by employees.  However, tweaking the corporate compensation plan annually at the end of the year is a good practice for any company.  A recent Glassdoor survey showed… Read more »

Five Strategies for a Blowout Q4

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  As recruiting and staffing professionals, our biggest quarter (Q4) usually presents us with two choices: We can keep doing what we’ve been doing (which is OK if it’s working, not so much if it isn’t). OR, we can step on the gas and take full advantage of potential opportunities (the better option either way)…. Read more »