Know-How Exchange : Strategy

Let's put this the other way around.

You have a business that has successfully placed people in jobs. What have the people said to you when referring your services to others? What have they said to you about how you found them a great job?

Because looking from the customer's point of view often helps. The other side of this is to find those people who really like what you do for them, appreciate those little touches that most people don't notice.

Other questions (general) do you have a website? an email list to keep in touch with those you've served in the past and those who may want to use you in the future but not right now? how are you getting customers right now?

Customer questions: why would they choose you against a big national agency?

I'm also trying to think of a way to get the companies to give you more feedback. I can see someone getting a job and wanting to duck the fees - that kind of person is not who you need ;-)

It sounds like you're waiting for someone to contact you when they have a job opportunity, then you try to find the right person for the job (and wait for payment). You can add value in many ways. For example, instead of waiting for someone to contact you - reach out to them to better understand what they produce, their corporate culture, upcoming projects, etc. This will give you insight as to who will fit best and when. As you understand what's upcoming, you can grow your applicant pool by providing (or recommending, with a referral feel) additional training/education for unique positions. You can also offer interview coaching, CV reviews, etc.

One option for a different cash flow structure would be to switch the model to one where you provide the candidates and charge the company for hiring.

Another option would be to add more services for candidates and provide that as an option that you would charge additional for. For example, resume and cover letter consulting to help them write better content.