You don’t have to be the biggest to win the best clients. 

You just need to deliver what they value most every step of the way. Easier said than done. The staffing landscape is evolving incredibly fast and enterprise buyers are too. 

If you’re a staffing company serving large clients, you’ve inevitably felt the shift. Clients don't just want resumes. They want partners and collaborators. They want speed, visibility, and proof that you’re helping them deliver on bigger workforce goals. 

And yet, so many suppliers get left behind in RFPs, cut from programs, or passed over for new business even when they are doing solid work. 

So what are clients really looking for today? 

We’ve got a front-row seat to hundreds of enterprise programs, and we’ve seen patterns emerge again and again. The top-performing suppliers, those that win more business, stay in programs longer, and grow their footprint, share five core traits according to Beeline customers.  

1. You make the client's job easier 

This might sound obvious, but it’s where most suppliers stumble. The most valued suppliers are the ones who reduce effort for the client. That means: 

• Submitting candidates that are already vetted to spec 

• Communicating proactively (and professionally) 

• Following submission and onboarding protocols (going around the process creates political battles internally)

• Delivering complete documentation the first time 

If working with you feels like work, you’re already behind. 

2. You own the outcome 

Enterprise buyers are increasingly focused on results, not activity. They tell us, its not about how many resumes a supplier submits. It’s about: 

• How fast you fill the role 

• How well the hire performs 

• How few escalations or corrections are needed 

Top suppliers align to outcomes that matter to the client. 

3. You embrace feedback and act on it 

Buyers remember who gets better and who gets defensive. They have customer stakeholders too and their reputation is often dependent on your success.

Every staffing partner hits bumps in the road. What sets apart the best is how they respond. They ask follow-up questions, document lessons learned, and adjust their process. When clients see that growth mindset, they’re more likely to retain (and expand) the partnership. 

4. You understand the big picture 

When suppliers show awareness of the client’s broader business not just the req in front of them they become trusted advisors. You don’t need to be an expert in every client strategy, but you should know: 

• What their workforce priorities are 

• Where compliance risk matters 

• How they measure success beyond just placement 

Showing that context in your communication and interactions builds lasting trust. 

5. You back it up with data 

This is where many staffing suppliers struggle and where the top tier shines. Clients tell us that the best suppliers don’t just tell clients they’re great. They show it in the performance metrics and quarterly business reviews (QBRs). And they ask for performance feedback instead of waiting to be told.

• Fill rates, submission-to-hire ratios, candidate quality scores  

• Onboarding cycle times 

• Invoice accuracy 

• Diversity placement metrics (if tracked) 

Data driven conversations build confidence and commitment. 

What’s Next? 

If you’re already doing some of this, you are ahead of the curve. 

If not, don’t panic. These skills and practices can be learned, improved, and standardized. 

That’s why we started the Inside Edge, to provide free set of insights, guides, and tools for staffing suppliers who want to compete at the highest level. 

Want to keep learning? 

📥 Get real-world strategies from Beeline's vantage point across hundreds of staffing programs by downloading YOUR FREE BUYER POV GUIDE The Buyer’s Edge: How Enterprise Expectations Can Fuel Your Growth.