Develop Thirty Clients For Your Business
Build a client territory of 30 accounts for your business. 10 key accounts and 20 back up clients. The key accounts provide you with multiple orders and you are the preferred supplier of top talent. The 20 back-ups know you, know the services you offer, but don’t necessarily call you first or give you multiple orders.
This type of territory is recession proof. One common denominator of owners who fail is that they had less than 5 clients providing them with 75% of their business. When those clients stopped hiring, they were essentially starting from scratch.
When you represent the same clients for an extended period of time you may not be generating the highest margins or fees and they may no longer be one of the most desirable companies in your niche. In this candidate driven market, you need to represent the companies that your candidates identify as most desirable.
It is imperative throughout the life of your business that you continue to upgrade clients. If you have a few clients stop hiring, you have a solid base of other clients who know you, know your services and will prevent you from being slammed by the next downturn.
If your job order flow becomes too much for you to handle, consider hiring recruiters or virtual recruiters who only work the candidate side of the sale to help you fill those orders.