Avoid Commoditization: Case Study #2

The Issue 

The availability of recruiting and temporary placement services began to surpass market demand. Some customers were perceiving recruiters and temporary services as a commodity buy. Our client knew that its customers needed more than just recruiting expertise. They needed a better way to partner with their customers and to set themselves apart from their competitors.

The Solution

Miller Heiman worked with this client's sales team to help them better understand their customers and prospects and develop a new method of differentiating themselves based on what was relevant and important to their customers. The team received training in Miller Heiman's Strategic Selling® program, providing them an action plan to map out all the working players and decision makers within each opportunity. It also enabled them to distinguish themselves based on their unique strengths and their ability to solve their customers' true challenges.

The Result

Now, they consistently focus on the day-to-day recruiting needs as well as on solving the organizational issues of their customers by meeting regularly with high-ranking officials across all departments.

When they focused on solving the new set of problems for their customers, our client became much more than just a resource the customers call on to fill temporary and permanent positions. They've become a true business partner to their customers, helping them solve a myriad of challenges and accomplish impressive goals. This is how they stand strong above their industry partners.

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