What do staffing agencies need more of? Revenue.
How do they do it? By winning new business and retaining their existing customers.
It’s as simple as that, but the plans and investments in place to get there are anything but.
Making smart moves to grow and retain revenue is the crux of our conversation with Anna Frazzetto, founder and CEO of AFM Strategic Partners, published author, and former CRO and Chief Digital Technology Officer at companies including Airswift, Tential, and Harvey Nash. Anna now leverages her decades of sales, digital transformation, and GTM expertise to advise staffing agencies of all sizes on how to get the most from their people and tech resources.
In our conversation with Anna, we ask and answer the big questions:
- The fork in the road facing many IT staffing businesses: do they move upmarket in their value offerings through SOW or consultative work, or focus exclusively on being more efficient against margin pressure on more transactional staff aug?
- How do companies differentiate to capitalize on people’s craving for human customer service and better quality experiences?
- What do staffing sales reps need to be great at and what skills do they need to possess in a market where it feels like almost no one is buying?
- When designing a tech stack, what questions do staffing leaders need to ask themselves in order to make a decision that will age well?
Anna’s advice is down to earth, borne from unparalleled wisdom, and is undeniably valuable to any staffing firm looking to protect their revenue at all costs.
Apple Podcasts listener? You can find the episode (and subscribe to Ref Around the Edges) here: https://podcasts.apple.com/us/podcast/episode-13-anna-frazzetto-reap-what-you-sow/id1796224051?i=1000721523193