Bingham Consulting Professionals — We Help Staffing Firms Grow
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  Case Studies
Capture Market Share

Client: <$1MM non-profit commercial staffing firm in a major metropolitan market.

Challenge: Management needed a plan to increase market share.

Solution: BCP conducted a market research in the 17 counties beyond the existing location that the organization had license to do business in, determined best opportunities for growth, and then designed an expansion plan covering 6 targeted counties with the greatest growth potential.

Results: This strategy will increase client's market share from .04% to 1.34% by 2015.

Make Strategic Vision
a Reality

Client: $150MM Professional Services Firm.

Challenge: Implementing a cross-functional strategic plan across multiple disciplines.

Solution: BCP conducted a tactical planning workshop with the leadership team during which strategic plan objectives, enablers, tasks, and resource requirements were identified. We then assumed a project management role, assembling a project plan and leading status calls through the execution of over 300 tasks across four business units.

Results: The firm completed 95% of its initiatives on schedule.

Mitigate Direct Cost
Increase

Client: Multi-billion dollar National Staffing Firm.

Challenge: Developing strategy for and rolling out a nationwide price increase to address government-mandated employee cost increases which jeopardized the firm's gross margins.

Solution: BCP enaged with a task team team, working under tight deadlines to develop and execute a plan to position the firm as subject matter experts in employee costs. We crafted the message to clients and developed field communication tools including letters, scripts, and presentations, as well as informational resources for clients to learn more via the company's website.

Results: The firm met its target, increasing rates in 70% of national accounts and over 90% of small to mid-size accounts.

Grow Pipeline

Client: >$100MM Professional Services Firm.

Challenge: Sales team was underperforming and the organization had no sales management process. A sales force automation tool had been installed, but user adoption was low, rendering the tool ineffective.

Solution: BCP customized the sales force automation tool to provide visibility to the firm's key performance indicators. We designed and implemented a repeatable sales management process enabling senior leadership to inspect what was expected, increasing sales effectiveness in a flat organization made leaner by the recession.

Results: In 90 days: Pipeline grew 24%, number of sales opportunities grew from 0 to 130 with 40 prospects at >40% close rate.

Showcase Brand

Client: $30MM Commercial Staffing Firm

Challenge: A new CEO and leadership team lacked the time to research employment trends and create thought leadership material to enhance the firm's new brand.

Solution: BCP was engaged via retainer to ghost-write thought leadership material on behalf of the CEO and select executive team members. We outlined a content plan and publishing calendar, and produced new white papers and blogs each month for the client's website.

Results:The firm increased its exposure in the virtual world with white papers and blogs picked up by others in social media. Senior leadership was able to focus on business generation versus writing.


Speaking


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Speakers often bring a wealth of their own experience to the table and this can be helpful, especially if they have a background in the business that you are in. They can relate stories of challenges they have faced and present real world strategies for overcoming obstacles and achieving success."
— Speakaloud.net


Not surprisingly, attendees of industry conferences report getting more value from speakers with experience in their industry than from those without it.

A dynamic and engaging presenter, BCP Managing Partner Amy Bingham is routinely invited to speak and train at national staffing industry conferences and client events because she has learned through personal experience selling staffing services and managing a p&l with success what works. She imparts that wisdom in a way that motivates others to create better outcomes.

Keynote Presentations    Workshops    Webinars

Here's what attendees say when they hear Bingham speak:

“Amy was one of four panelists from different segments of the human resource field. Her time on the podium resulted in numerous after the seminar questions to her and our office, improved our brand image of 'a leader in the staffing field' and most important attracted new customers.” 

— CEO, following speaking engagement addressing HR community

“Very, very well presented, easy to understand, made a complex topic simple.”

— Webinar attendee following session on affiliate supplier decisions

“Your presentation continues to receive rave reviews.Your expertise in sales and marketing was a highlight of the conference.”

— Attendee of regional staffing conference keynote presentation

 

 

Business Writing

Staffing firms are feeling the pressure today to enhance their firm’s brand in the virtual world, but busy owners and executives lack the time to devote to writing. If this describes you, consider outsourcing the task to us. With the industry expertise to coach others and access to the latest research on trends relevant to your clients, we’re in an ideal position to do the writing for you.

White Papers    Feature Articles    Blogs

 

Excerpts from features and blogs written for others:

‘After nearly two years of layoffs and record numbers drawing unemployment, it comes as no surprise that the well is running dry. And it’s employers who will be hit hardest in the wallet in the years to come, as the burden of fund replenishment falls to Corporate America. Experts predict unemployment insurance rate hikes at the state level of up to three times current levels by 2012. 

As an employer, your best offense is a good defense, as they say. The first step is to understand what’s occurring and how it will impact your organization starting in 2010. Once you know what to expect, you can employ strategies to mitigate the effects.’

— From a white paper written for a national staffing firm seeking to educate its client base on the impact of SUTA increases. 

 

‘Organizations must be prepared to confront a “perfect storm” —   burnt-out employees exhausted after doing more with less throughout the recession, non-existent or skeletal recruiting departments to source the next wave of talent (likely a permanent makeover), and fewer qualified candidates in the workforce.  At the same time, Human Resource departments are evolving from that of pure-play recruiting, staffing, and benefits functions to managing more pressing priorities:  performance management and succession planning. 

So where does HR focus now — recruiting new people, or driving performance?  Should talent acquisition remain a core competency… or is their more important role putting a strategy in place to acquire talent that may even extend beyond the walls of the organization?’ 

— From a blog written for a regional staffing firm to address the evolution of HR core competencies in a post-recession world

 

‘As an organization grows and the demand for labor increases, it becomes even more critical to manage labor cost. Transferring fixed cost to variable can save companies a bundle, but more complex staffing models are required to realize savings. Buyers with significant hiring volume are increasingly turning to the popular Recruitment Process Outsourcing (RPO) solution staffing companies have developed to address this. RPO is broadly defined as outsourcing part or all of the talent recruitment process, from requisition creation through employee on-boarding. While it originated as a full-time recruitment solution, the model is increasingly being applied to a contingent workforce.  Typical characteristics include the following:

  • RPO provider has 100% exclusivity and accountability for requisition and fulfillment of in-scope positions

  • A dedicated recruiting team with management oversight

  • A customized recruitment plan

  • Technology that enables automated assessments and reporting

  • Buyer owns the candidate database

  • Provider’s performance is measured by compliance to Service Level Agreements (SLAs)

  • Efficiencies and process effectiveness result in significant savings to the buyer over time

A common misconception is that arrangements of this type are only appropriate for large companies with thousands of employees. While it’s true that mega corporations have an urgent need to create efficiency and contain recruiting cost simply due to the sheer volume of hires they make, the importance of having a strategic staffing partner is equally critical for small to mid-size firms to support their growth.’

— From a feature article written for a provider of Recruitment Process Outsourcing (RPO) solutions on outsourcing trends in staffing.

 



 

 

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