Value Prop3

The Value of

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WHY ADDING CONTRACT STAFFING TO YOUR OFFICE
PORTFOLIO IS A SMART BUSINESS STRATEGY



It’s just smart

business.

You’ve read the articles and you’ve seen the presentations, but
you still haven’t added contract staffing as a service your office
provides. In the following pages, we have collected the 6 most
compelling reasons and some really persuasive data to convince
you that now is the time to make the leap into contract staffing.

By the numbers: The top
15 MRINetwork contract
staffing offices earn monthly
commissions of $25-60K

Make money, be

profitable.

Contract staffing provides your office with a predictable revenue
stream that can fund your operating expenses and keep your
margins healthy. That means you’re still bringing in revenue
when you go on vacation so you can actually relax! Even better,
when you place a contract-to-hire, you’re paid for each hour the
contractor works AND receive a conversion fee that can total as
much as the office would have made in a fee agreement!

By the numbers:
The average
commission paid
to MRINetwork
contract staffing
offices is $18K!

Finally, since commission is paid
monthly and is paid off billings not
off collections, you’re often paid
before MRINetwork has received
payment!

Expand your
brand.

Consider the scenario when a client needs contract
talent and thinks, “They only deal in perm.” Where
do they go? Chances are they take their contract

business to your competitor.

By the numbers: More
than $9 million was paid
in commissions in 2015!

Being a one-stop shop for all of your clients’ staffing needs --
permanent, contract and contract-to-hire -- defends your office
against competitors providing contractors and then competing for
your full-time placement business. And, the truth is, most can’t
compete with you on contract placements. Why? Many competitors
pay supplier associates only after payment is received from the
client. MRINetwork pays both W-2 contractors and supplier
associates on a weekly basis!

Getting the word out is easy too, thanks to your team at MRINetwork.
A complete array of fully-customizable marketing materials are
available on The Resource to promote your office’s contract staffing
capabilities and build brand recognition.

By the numbers:
The average bill
rate is $79.50
per hour — the
average contract
length is in excess
of 9 months long!

By the numbers: MRINetwork
reviewed and negotiated over
100 contracts in the past 12
months!

Since contracts are between MRINetwork and the
customer, the risk is taken on by MRINetwork and not
the franchise office. MRINetwork is the ‘Employer of
Record’ for all contractors you place so they assume
legal responsibility for any government mandated taxes
and programs!

And they don’t stop there. MRINetwork provides legal
and risk analysis of all contracts to protect the franchise
office and MRINetwork from liability.

Contract staffing allows you to diversify your book
of business, which builds bench strength of skilled
contractors to fill other job orders (both contract and
perm) and expands your IOR opportunities. Finally,
contractors on assignment inevitably provide insight into
new opportunities with that client, and provides referrals
for other contractors.

Take risk out of

the equation.

By the numbers: In the past
12 months, MRINetwork’s
contract staffing back
office support has created
weekly invoices and
tracked payment for 175
to 200 customers — and
completed credit analysis
and background checks for
over 320 customers!

One of the greatest benefits of contract staffing is how
it creates revenue that offsets economic downturns,
uncertainties and market changes. By simply adding
contract staffing to your business model, you can
generate consistent income to sustain you in between
the inevitable peaks and valleys with direct hire.

By the numbers:
Contract staffing is
forecasted to grow to be
a $155B industry, with
$88B in professional
skills, by 2022

Clients and candidates love contract staffing because it
provides flexibility. Contract staffing can do the same for
your office. Recruiters that are strictly perm placement
run the risk of losing income when they take time away
from their desk. Whereas, contract staffing provides that
ongoing revenue flow which enables better work-life
balance critical to well-being.

Be recession-
proof and stay
sane.

By the numbers:
MRINetwork contract
staffing offices have
established an average
of 130 new customers
year-over-year.

You’re never
alone.

MRINetwork provides a full menu of back office support to make it
easy to get contracts in place by
• Providing contract staffing training for owners, AEs, and PCs

• Supporting franchise staff on conference calls with clients or prospects
to close deals, discuss pricing, answer contract questions, review
affordable care act impact, etc.

• Negotiating contracts and engagement terms until requisitions are
received and fulfillment of positions begin

• Onboarding contractors including tax forms, payroll, benefits and web-
time instruction

• Assisting the pursuit of national accounts including contract and price
negotiations, risk and legal analysis, creation of partnerships within the
Network to fulfill requirements, closure of the deal and implementation

• Reviewing and responding to RFIs and RFPs

• Supporting MSP client relationships with assistance from qualification
to implementation

• Providing financial data and reports to support the engagement
including monthly revenue, performance scorecards, certificates of
insurance, hires and terminations

• Offering Inter Office Referral (IOR) assistance and support to create
mutually beneficial partnerships between offices

By the numbers:
MRINetwork’s contract
staffing team has helped
offices on-board 950 new
contractors in the past
12 months

By the numbers:
8-10 contractors (varies
depending on bill rate)
working contract for one
year will allow account
executives to qualify for
Pacesetter!

Keep clients

happy.

Selecting contract staffing strengthens your relationship
with clients because now your MRINetwork office
provides all staffing needs: search/direct hire, contract,

contract-to-hire. This is particularly valuable in the
event they experience
• a critical shortage in skills like IT.
• when they simply have no budget
approved for a full-time hire.
• when they need help during a hiring
freeze or while the company is
experiencing lay-offs.
• when they have a short-term project that
requires special skills.

The people you place are paid on
a weekly basis so they’re happy
too. MRINetwork even provides
unemployment administration including
receipt of claims, completion of the
proper paperwork and documentation
and submittal to the state
unemployment office.

Everyone’s happy so you’re
happy. Its a win-win all around.

The value of making contract staffing part of your overall business strategy is
clear. Most of our offices have found the most effective way to add contract
staffing to their business mix is by simply asking the following questions:

“How often do you hire contractors?” to clients, and “Under what
circumstances would you consider contracting?” to candidates.

When you get positive responses, continue to ask the client about current
or upcoming needs and ask candidates for details about their preferred
assignments.

Always ask for a referral! When speaking with clients ask, “Who in your
company uses contractors and how do I reach them?” and with candidates
ask, “Who do you recommend I talk to about contract opportunities?”

Once you have a contract staffing job order or Impact Player, feel free to call
on the Contract Staffing Team to help you move the opportunity forward:

DD Graf, VP Contract Staffing - [email protected] (708.848.4875)