How Do I Explain My Contracting Back-Office to Client Companies?

Contracting is a great way to bring in an additional stream of steady, more predictable income. But many recruiters shy away from contracting because they don't want to take on the financial, legal, and administrative burdens that come with employing their contractors.

Luckily there is a way to sidestep those burdens and still reap the rewards of offering contract staffing to your clients - by utilizing a contracting back-office. So that just leaves one question: how do you explain to your clients that you are bringing another, unknown third party to the table?

This typically is not as tricky as it sounds. Simply explain that the contracting "back-office" will handle all of the administrative, "behind the scenes" issues and you will handle all of the recruiting issues as the "front-office." 

It may also help to point out what's in it for them:

  1. If you are utilizing a good back-office service, their contractors will be offered a full menu of benefits, such as medical, dental, vision, etc. 
  2. You can offer the client lower rates and better overall service.
  3. The contracting back-office carries liability insurance coverage.
  4. You as the recruiter will be able to devote all your attention to recruiting the best candidates for them.
Perhaps the most important point to stress is that you are still their go-to person for all recruiting needs. Knowing that you are still there for them and will assist them with any recruiting-related issues while the back-office handles the administrative issues should ease most of their concerns.

Debbie Fledderjohann is the President of Top Echelon Contracting, Inc.

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