Staffing firms can grow by adding solutions such as statement-of-work or managed services to their business lines, but sales teams must be prepared, writes Leslie Vickery, founder and CEO of ClearEdge, in Staffing Industry Review magazine. “The ideal client profile for a solution offering is very different from a staffing ideal client profile in terms of pain points, timelines, budgets, goals and even the decision makers,” Vickery writes. “Is your sales team able to toggle between both?”

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