Annual Operating Practices Report

As the only annual benchmarking analysis exclusively focused on the IT & engineering staffing industry, this comprehensive benchmarking report covers a wide range of metrics including newly captured data points on operating in a work-from-anywhere-sell-to-anywhere world:

• Gross Margin & Bottom-line Profitability Based on Size
• Gross Margins and Close Rates associated with Direct Client Relationship, VMS/MSP with Hiring Manager Contact, and VMS/MSP Without Hiring Manager Contact
• Direct Hire Revenue and its Impact on Gross Margins and Pre-tax Profitability
• SG&A Expenses—what areas of expense control can help drive higher profitability
• Performance Expectations Including Virtual Activities & Compensation for Sales & Recruiters at Three Levels of Experience
• Benefits Offered for Internal Staff, Hourly and Salaried Consultants
• Industry Trends such as client policies on the use of H-1Bs, multi-tier arrangements, and consultant tenure restrictions
• And much more!

Sales & Recruiter Metrics Report

Supplementing the OPR, the 2022 Sales & Recruiter Metrics Report provides an in-depth analysis of sales and recruiter performance metrics and compensation, will be released in the future.

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