Staffing and recruiting is a competitive industry. With corporate pipelines relying more and more on recruiting agencies to bring potential candidates into a client’s talent-pool a larger number of firms are popping up to meet the demand. We’ve written several posts on how to successfully obtain clients in this field, but now we are going to look at the equally important element of retaining clients to your staffing agency. Hopefully, this article will help you stand out and stay competitive in the recruitment field.

Why Is Client Retention Important?

This may seem too common sense to even cover, but it is beneficial to really break down the benefits of effective client retention. While it is always a good idea to invest in prospecting and signing new clients, there are hidden costs to this process that come from marketing, research, and man-hours that will inevitably affect your bottom-line. Put simply, it is demonstrably more profitable to retain a stable of clients than it is to continuously have to source new ones.

Tips For Retaining Clients For Recruiting Firms

Take a look at the following list of retention strategies and ask yourself if your agency could benefit from fortifying or incorporating them into your pipeline.

Get To Know Your Clients Personally

No two clients are the same.  Each has their own vision for their brand, which in turn comes with a host of unique needs and pain-points.  Cultivate a rapport in which they feel welcomed, and not just like numbers on a sheet. Don’t ignore or rush them, make sure you are making time to check in with them throughout your tenure. Be friendly, while maintaining professional decorum. Clients who feel as though they are receiving personalized services are more likely to be loyal and stick around for the long-haul.  To retain these clients, your team should spend more time getting to know who they are, what they do, what they want, and their business challenges.

Stay In Touch

Often, a plan to connect with clients starts and stops with prospecting and closing the sale, but what about afterward? Reaching out on a regular basis will indicate to clients that they are more than just a revenue stream. This dovetails with the previous tip as well, as you can stay in touch outside of standard business communications via birthday and holiday cards, invitations for lunch, or sending an email to simply stay in touch. Adding a personal flair on top of delivering quality candidates will ensure that your clients stick around, and possibly spread the word to other prospects about your top-notch service. Amicability and consistent communications are a win/win for recruiting agencies.

Set Clear Expectations With Clients, Then Meet Them

This one also has to do with effective communication. Setting expectations with your clients, clearly and early, is essential to client retention. Ask your clients to list their expectations with your agency, and make sure that they include actionable and demonstrable goals. If you are able to follow through, you will immediately impress your clients and keep them around. Instead of telling a client what they need, listen to what they have to say.

Be Proactive

Client loyalty and good customer service are inseparable, and great customer service comes about when you are able to anticipate a client’s needs or any potential problems that may arise. You and your team should always work towards being able to anticipate any problems that might occur in a client account, and stop them before they happen. This can only come about from building a relationship with your client, but doing so will prove invaluable to your firm.

Specialize

Know your organization’s specific strengths to help your team further their expertise in specialized market sectors. Having a well-trained staff in a specialized field will make your firm all the more desirable to clients, and if you can establish a track record of successful candidate recruitment will make you indispensable.

Automate

Bringing in an automated system for candidate tracking, client data, and infrastructure management will free up you and your staff to invest further in developing unique relationships with clients that will ensure retention at your firm.

Loxo is a management software platform that utilizes cutting edge machine learning technology to streamline almost every aspect of your firm’s pipeline. Moreso than just being an infrastructure tool, its AI capabilities allow it to be an adaptive platform that can cut away a lot of the busy work involved in running a company.

Sign up for a demo today to see how Loxo can help you and your firm.

Final Thoughts: Client Retention Strategies

Above all else, your clients want to be reassured that they are in good hands. Their staff, margins, and reputation are on the line the same as yours, and it’s important to them that they are treated as equals. Make yourself invaluable to your clients by listening to them, engaging with them, being proactive, and streamlining your services and you won’t have any problems retaining their business.