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Why to use a PEO, the BIG PICTURE | PEO Blog

Tuesday November 08, 2011

I got an email yesterday from Rob Blunt, Rob’s a consultant to the Professional Employer Organization (PEO) Industry.  Rob’s roots go back to selling PEO services for Administaff back in the early stages of the industry, Rob’s company is called PEO Consulting Group Inc.  For the past several years he has been working as a consultant to PEO’s, HRO’s, and ASO’s, developing concepts and tools to promote the entire concept of Human Resource Outsourcing.


Rob has a weekly “Sales Tip Email” that goes out every Monday, if you’re in the PEO Industry make sure to sign up for it – Click HERE to sign up for Rob Blunts Weekly Sales Tip


So anyway, Rob is extremely analytical, just listening to him talk numbers and statistics makes my head spin, but I love the way he approaches the PEO sale, and I would contribute a few of my sales to what I have learnt from Rob.


With all that being said, what I found interesting about Monday’s email was his approach to “Collateral Advantages” of using a PEO.  His point, and it’s worth repeating to PEO Prospects and PEO Industry members was;  Out of 100 or so common things in PEO offerings (many offer more and many offer less), we could tell a prospective client (PC)...

56% of what we offer can help you reduce employer liability.

22% of what we offer helps contain hard costs over the long term.

38% of what we offer can help reduce turnover.

28% of what we offer can help attract better talent.

32% of what we offer can help improve productivity of all employees.

176% equals the total strategic impact of our offering!

8% of what we offer can impact your recruiting effort.

14% of what we offer can impact your hiring management.

5% of what we offer can impact your compensation management.

34% of what we offer can impact your benefits management.

24% of what we offer can impact your payroll management.

34% of what we offer can impact your performance management effort.

18% of what we offer can impact your workplace liability management effort.

23% of what we offer can impact your workplace safety management effort

39% of what we offer can impact your pure compliance management effort.

64% of what we offer can impact your records keeping management.

28% of what we offer can impact your separation management.

291% equals the total tactical impact of our offering!

And the above two analysis’ don’t even include the fact that 87% of what we offer might be taking up your valuable time (depending on if you’re doing them and how you’re doing them), and/or 95% of what we offer might be costing you fees or money (depending on if you’re doing them and how you’re doing them).

Recapping what Rob brought up in his email, too often we miss the boat when we are communicating about what a quality PEO can do for a business. As an industry, Professional Employer Organizations need to focus on all of the benefits a prospect can gain from using a PEO.

Learn more about Rob Blunt and PEO Consulting Group at www.peoconsulting.com 

By Rod Diekema, Rod is the CEO of PEO.com LLC and Managing Partner of Michigan based Employee Capital Management LLC a leading Regional PEO serving Michigan and Illinois.  For more information, please visit www.peo.com or www.eecap.com

 

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