Quick thoughts on the VMS/MSP Panel at Staffing World 2009

The VMS/ MSP panel discussion held at Staffing World 2009 ended much like my last blog post. We (as an industry) need to be vocal as to what works and what doesn’t. There is a need to retain the service levels that many of our respective firms were built on. At the root of this conversation we must highlight that staffing has been about relationships and that the transaction is simply one aspect of what we represent.

Interestingly enough, there were few questions posed to us during the panel session. Rather, attendees were vocal as to what they are experiencing in regards to VMS/ MSP. More specifically, the frustration of having a direct relationship with healthy revenue stream that is re-directed into a “black hole” situation. Coupled with the perceived preference to “new” suppliers that the VMS/ MSP are bringing in painted a picture of concern and anger.

One distinction of interest that emerged was the difference between the actual tool utilized in a managed solution versus the service provider. It is easy to point to the challenges faced when dealing with a VMS and many of us will lump the tool and provider together. As was referenced by the panel in our 75-minute session, the tool is simply a tool. It is who represents the program that can make or break the relationship. With that said we are back to where we started.

There is little doubt that VMS/ MSP is a part of industry moving forward. Key accounts will adopt this model and we as suppliers run the risk of losing revenue stream and/ or being displaced as a primary. So what can we do? We as an industry must retain the fact that our businesses were built on relationships. That where and when ever possible we must retain a relational value in the transaction. Programs should be responsive to the supplier community and when they are not, we must speak up and share our concerns. First with the management team that runs the program and if concern still exists, then with the end client themselves. Our industry is responsible for the direction it takes and it is up to us to hold true to our value propositions. One of those values is the relationship.

As ATR’s executive vice president and general manager, Steven Ranson is responsible for the implementation of corporate vision and strategic direction for ATR International. Steven has over 20 years of staffing industry experience. Prior to his role at ATR, Steven served as both a vice president of CRM and national accounts and was responsible for team development on both a regional and national level for a leading international staffing firm. You can connect with Steve on Facebook or LinkedIn.

Tags: