Edgelink: Keeping the Relationship Alive

by EdgeLink on February 18, 2013 in Candidate Treatment, Client Relationship, EdgeLink Happenings

A good IT staffing firm will be efficient and precise at filling their clients’ open requirements, expedient in responding to client concerns and issues, and adept at gathering additional opportunities for contractor placements. That’s where most staffing firms stop; thinking success lies in filling the position then moving onto the next one as quickly as possible. This strategy could, perhaps, be fiscally responsible and economically beneficial in the short run, but most staffing firms are missing out on the greater value achieved by keeping the contractor relationship alive. This is what separates a ‘good’ staffing firm from the ‘great’ ones.

A great IT staffing firm goes beyond the here and now – past the mechanics of the business and into the realm of relationship building. Sure, getting to know your contractors takes time and money, and many firms don’t believe in the practice of building that relationship with the contractor. This type of ‘care and feeding’ typically takes a back seat when there are perhaps bigger fish to fry, but failing to build a lasting relationship with your contractors is closing the door on any future opportunities the relationship can bring.

The nature of placing someone and essentially abandoning them until their contract expires is commonplace in many companies, as time is money. Most firms want their recruiters and account managers to pursue new opportunities and not waste time on individuals who are already placed, already generating revenue. However, your contractor becomes the eyes and ears within your client, and is an extraordinarily valuable asset in this position. Contractors who feel connected with their firm are more likely to bring forth new opportunities for revenue generation. At some point they will be moving onto new clients and different positions, exposing themselves to new opportunities, and are more likely to bring you along for the ride if the relationship is there. Building a personal and professional relationship with billing contractors can build camaraderie, loyalty, and future opportunity for you both.

At Edgelink, we go far beyond the typical placement model that most IT staffing firms use. We take the time to understand our contractors’ skills, goals, and motivations so that we’re enabling them to impactfully build onto their careers through challenging assignments. A key aspect of our business model is keeping the relationship with our contractors alive. That’s why we personally and professionally invest in our people – our most important asset.

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