Do you know who your most profitable clients are, and do you respond to their needs accordingly? Are you paying for work that has little to no chance of providing revenue? How firms manage and deliver against job orders significantly impacts it’s competitiveness and bottom line. Studies from Lean Six Sigma consultancies estimate services firms who do not actively manage against waste are wasting up to 50% of their costs. With the latest downturn, the percentage of waste may go down temporarily as companies focus on productivity. However, as the economy recovers, waste will rear its ugly head if its root causes are not addressed. So what are the things that staffing companies need to look out for to ensure they are maximizing the speed and efficiency within their delivery organization? Effective Account Management The biggest factor to successful delivery for a client is effective account management that influences the clients buying cycle. There are many sales people that do this naturally, however formalizing account management within your organization can help ensure your entire team is managing their accounts effectively. The impact on waste by effective account management can be significant as measured by submittal to hire ratios. It is … Read More
