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How To Scale Billings In Your Team
Posted by Nicky Coffin
‘How to scale billings in my team’ is usually the first question of a couple Katy, and I are asked when we first speak to a prospective client.
It’s a fact that everyone wants to have a team that bills more and more. So, what is the process and where do you start.
The What and The Why
Simple and straightforward. What do you want and importantly why do you want it? All too often as human beings we dither around not being clear on what we actually want. It’s no wonder that we get mediocre results.
Human beings are success seeking creatures as the author Maxwell Maltz informed us in his bestselling book; well worth studying by the way.
Therefore we need to be clear on what we want. Do we want an 8-figure international agency or a small boutique company with a few 500K billers in a growth market? Either is fine by the way, the point is to decide.
What is this why thing all about? HYPERLINK “https://centredexcellence.wistia.com/medias/12rdsujnnc?inf_contact_key=25ed0936a7de568ceedd998f8933d8f9acee6548a228bb0f91b30c974204877e” Recently Katy recorded a video about the impact of having a why.
Ever asked one of your consultants to do something and got an entirely different result than you expected… generally in a less than favourable way? Yep us too.
It’s because they didn’t understand why they were doing something, the emotional drive wasn’t there.
If scaling billings is your goal, then start here by declaring what you want, e.g. turning over £1.2 million by 20XX and then decide why and watch the shift that happens to you.
The Devil Is In The Detail #ChooseYourNiche
Are you working the right sector? If you are struggling with billings, it might be that you need to hone, in detail, your niche and your target clients and candidates.
Unfortunately not every niche is created equally some have a lot more potential than others. Have you carried out your market intel? What data did it reveal about the future opportunity?
This is an element of the Business X-ray we perform with clients who get surprising insights from the process. Have a read of Lee and Theresa Durant’s story here; it’s a great example of how analysis can inform your direction to give outstanding results.
Hire The Best Talent And Train Them Well
We have covered how to identify high performing traits in another post you can read here.
Then it’s about training them well primarily around how to sell your recruiting service to both candidates and clients. It really can be as simple as this.
The fundamentals often get missed as the latest social gizmo appears. I am a huge fan of marketing, however, the basics (prospecting and BD) must be nailed. The phone will not be replaced anytime soon. Neither will meeting clients or attending networking events.
Systems Thinking: Both People and Process
Businesses that scale has a systematic approach. They identify their set moves and game changers and implement consistently.
For instance, do you know your set moves?
- How many CVs do you need to get out to make a placement?
- How many first or second interviews?
- Do you measure this daily?
If not, we respectfully suggest that might be a reason your billings are not scaling the way you want. Getting a system in place where you monitor both the system, you have in place, and the consultants that use it delivers every time.
Enjoy the Ride!
Energy and good times create a fun and enjoyable work environment. It improves morale, productivity and not surprisingly results too.
A recent study by economists at the University of Warwick found that happiness led to a 12% spike in productivity, while unhappy workers proved 10% less productive. As the research team put it, “We find that human happiness has large and positive causal effects on productivity. Positive emotions appear to invigorate human beings.”
Professor Andrew Oswald, one of three researchers who led the study, said companies that invest in employee support and satisfaction tend to succeed in generating happier workers.
Intuitively we all know that when we are happy more gets done. Ever had that experience of shifting a load of things off your desk the few days before a holiday and feeling upbeat and invigorated? What if you could replicate this pattern consistently ?… by the way you can.
Before you go, have you downloaded our new report to help your consultants convert more clients? You can download it here.