JSU / Playbooks / Staffing & Recruiting
How to price your Staffing sales bottleneck
Run the same math as the JSU Bottleneck Index on your own Staffing numbers in three steps.
The Staffing & Recruiting bottleneck prices a single question: what does it cost you per year to be slow and unfocused at first contact? For a typical firm it is around $448,000.
The formula
Annual bottleneck = average deal value × winnable deals lost per quarter × 4. For Staffing & Recruiting, that is $28,000 × 4 × 4 = $448,000.
Run it on your real numbers
The published figure is representative. Take your own average deal and your honest quarterly loss to slow and generic follow-up. Reqs filled same day.
- A target wins a contract demanding rapid hiring
- A funding round triggers a hiring plan
- A competitor's contractor bench fails
- Seasonal or project cycles spike demand
Then decide if it's worth closing
Once you have your number, compare it to the cost of fixing speed and aim at first contact. In staffing & recruiting, the leak is almost always the larger figure.
Remember what each variable really represents. The $28,000 is one staffing relationship walking out the door. The 4 losses a quarter are not no-fits; they are deals you could have won had you reached the buyer inside the 4 hours window. Multiply by four and you have a full year of revenue that went to whoever simply answered first. That is the figure to price your fix against.
The bottleneck is rarely effort. It is speed and aim at the first touch.
Why do staffing reqs cool in hours?
They get filled by whoever answers the same day. At a $28,000 average placement fee, four lost placements a quarter is $448,000 a year.
Which signals predict a hiring surge?
Contract wins demanding rapid hiring, funding rounds, competitor bench failures, and seasonal or project cycles.