Operating Practices Report

TechServe Alliance produces the IT & engineering staffing and solutions industry’s foremost benchmarking reports. Offering deep insight into the numbers and practices that drive business performance, these reports are important tools for you to measure, analyze and improve your operations.

The 2021 Operating Practices Report (“OPR”), highlights a number of long-standing and newly emerging industry trends:

• While top line revenue in 2020 contracted for the first time in over a decade, profitability surged to historic levels
• High profit firms were far more effective in controlling costs–particularly costs associated with internal staff
• While VMS/MSP accounts generated lower GM and bottom-line profitability, they were far more resilient in maintaining top line revenue than firms that focused on direct client relationship business
• Firms are reducing their real estate footprint; remote work for both internal teams and billable consultants is here to stay

• The Future of Brick & Mortar Offices
• Remote Work Trends for Internal Staff & Consultants
• Metrics on Virtual Client Meetings & Virtual Candidate Interviews
• Benchmarking time-to-submit, time-to-interview, time-to-decision, time-to-fill
• 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
• SG&A Expenses—what areas of expense control help drive higher profitability
• Performance Expectations & 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 2021 Sales & Recruiter Metrics Report (SMR) provides an in-depth analysis of sales and recruiter performance metrics and compensation.