"Good is not a permanent place."
You must maintain a consistent understanding of your clients ____ ____ to ensure that you are seeing problems from their perspective and continually able to deliver on their needs.
Operating Reality
A change in THIS primary contact on the client's end is a significant source of risk since we are basically starting from scratch in establishing our value with their replacement.
KDM (Key Decision Maker)
Asking about THIS cost is a possible sign that your client is shopping the competition for a cheaper service provider.
Mark-up
Remember your ABC's! Always be doing THIS with your client to ensure that you are not becoming complacent with, or failing to continue to add value to, your client relationships.
Always Be Courting!
A perfect example of the Dangers of Complacency, we thought things were going great with this client. And then Karen showed up.
Precision Wire Forms
When the competition increases their benefits and/or decreases their cost, our value goes ____ in relation to theirs.
Down
Sending qualified candidates, filling orders in a timely manner, etc. are all examples of THESE basic expectations that our client has of us. Not meeting them is a sure sign that we are not fulfilling our duty as a staffing partner.
Service Standards
If your client is asking for a copy of THIS document, it could be a sign that they are comparing our Service Level Agreements to those being offered by the competition.
Contract
It's the TERM for having multiple relationships with individuals at different levels in the company and a great way to avoid too much risk from any one point of contact exiting the organization.
"Web of Influence"
Due to a consistently high number of order vacancies and low time to fill, THIS client sent a "secret shopper" to our office to expose gaps in our recruitment process. After fixing those gaps, we have maintained a 93% fully staffed rate for the entire year!
SMP
Remember THIS equation to ensure that the benefits you are offering the client outweigh the costs of doing business with you.
Value Equation (Value=Benefits-Cost)
A lack of THIS is not only a risk factor in our ability to adapt to our clients changing needs, but also a violation of our company Vision- "To be the most creative and forward thinking staffing partner for clients..."
Innovation
"Are you ghosting me?" A lack of THIS from our clients to our communication attempts is a sure sign that something is off.
Responsiveness
Notice a client risk warning sign? Immediately consult with a member of THIS group from your "Web of Influence" to help you address concerns, troubleshoot issues, and strengthen your relationship with your client.
Leadership/Executive Team
Due to changes in longstanding staff on both sides of the relationship, THIS client began to exhibit multiple warning signs until we were able to re-establish the importance of onsite time and hold weekly meetings to maintain process transparency and alignment with their needs.
Roskam
Be the one making the moves! When you are ____ in the delivery of service to your clients, you force the competition to react rather than being the one who has to respond.
Proactive
Keep your clients in the loop! A lack of THIS with your client regarding order progress, assignment ends, or other updates could pose a risk to the partnership.
Communication
Hey, that's MY job! If your client is doing THIS, it may be a sign that they don't trust us to send the right quality and/or quantity of candidates to meet their staffing needs.
Internal Recruitment (by the client)
Cross your t's and dot your i's! Exercising THIS skill and performing regular audits of our accounts helps ensure accuracy in placements, payroll, reporting, etc. and helps us catch problems before they arise.
Attention to Detail
Unhappy with our turnover rate, we began implementing pre-employment tours for THIS client in 2022, which provided an additional screening step for both the candidate and Account Manager. They now have the best retention (and highest hire in rate) of all clients in Kalamazoo!
Kenco
THIS rating helps us evaluate our standing with our clients and identify areas of opportunity for us to increase our value in the relationship.
NPS (Net Promoter Score)
Don't let THESE (3-word) justifications interfere with your personal accountability or prevent you from providing solutions for your client. Remember, if staffing was easy they would do it themselves!
SAE's (Socially Acceptable Excuses)
What's with the interrogation? When a client does too much of THIS, it could be a sign of a lack of trust and/or transparency regarding our recruiting practices, drug screen/background check policies, orientation procedures, etc.
Questions or requests sudden changes to our process
Inviting clients to shadow our procedures and sharing our best practices with them are examples of ____, which builds trust with them by showing that we have nothing to hide and highlights the efforts we undertake to meet their needs.
Transparency & Alignment
"Don't get caught coasting!" When we give into THIS danger, we are simply maintaining the status quo, which provides an opportunity for our competition to come in and outshine us.
Complacency