In the years since my firm has been serving the trucking industry, I’ve talked with a lot of recruiters who were referred to me by friends and contacts. Referrals which, more often than not, included some variation on this suggestion: “You should call them because they’re not happy with their agency.”
I honestly can’t tell you how many conversations I’ve had that sounded a lot, or entirely, like this:
Do you and the agency regularly review your numbers together?
When was the last time they made adjustments to your plan?
Are they aware that your numbers are way down in the past few months?
And they haven’t suggested any adjustments?
Tell me about your Social Media strategy.
—We don’t have one.
How does your turnover compare to the industry average?
—It’s actually a lot higher.
So what steps has your agency suggested to help you bring that down?
—We’ve never talked about retention.
I notice the website they did for you doesn’t really say anything about what makes your company unique.
—No, I guess it doesn’t.
—They’ve never really explored what makes us unique.
Have they ever interviewed any of your drivers, to determine your strengths and weaknesses in recruiting and retention?
So how do they determine the strategy and content of your messaging?
—That pretty much comes from me.
(And finally, the pièce de résistance—which, admittedly, I’ve heard only once): Who’s your account rep at the agency?
—I don’t know.
Friends, if you have the same answer to any one of the questions above, your agency is not doing everything it can to support your recruiting goals. Granted, there are often legitimate reasons for that; for starters, you may be handling a lot of those responsibilities in house.
But if your agency relationship sounds a lot like the conversation above, and they have more than a bare-bones budget to work with, chances are you’re being taken for granted. In which case, there’s no two ways about it: you’re not getting your money’s worth. That’s wrong.
One of our long-time clients had virtually the same experience with their previous agency. (Click Here if you’d like to read about it). Needless to say, they saw a need for change, and they made it.
So if your agency relationship sounds a lot like the conversation above, here’s my question: Why haven’t you made a change?