Two important issues face the staffing industry: price and low market penetration. By increasing how many buyers write checks, both can get better.

Only 18% of companies use staffing and recruiting services each year. That gives you 82% potential to improve the market share of your business. As you get more of that 82% to buy, quote your full fees and rates knowing that you are worth it. This one act alone can bend your profitability in the right direction.

So, keep selling to the usual suspects. But don’t get so busy with them that you leave the higher margin business that’s waiting for you just sitting on the table.

“Few will have the greatness to bend history itself; but each of us can work to change a small portion of events, and in the total of all those acts will be written the history of this generation.” – Robert F. Kennedy