Use the BCG matrix to sort your recruitment clients into four types: Stars (high-growth partners), Cash Cows (steady fees, low effort), Question Marks (emerging potential), and Dogs (resource drains). Map your book of business this way to decide where to invest your time and staff.
Chapters
So, so the BCG matrix, matrix is not actually specific to recruitment. So it didn't come from recruitment, but it translates really well into recruitment when you think about clients in terms of revenue potential versus the kind of effort and resource that they require. So the matrix is made up of kind of 4 components. You have star clients, you have cash cow clients, you have question marks, and you have dogs. It's really unfair to dogs, but they're dog clients. Stars are really your high-growth clients who hire a lot. They have lots of hiring volume and just, just a great partnership dynamic. Cash cows are more established accounts, so consistent fees, typically lower maintenance. They're reliable and they are typically larger, just with some level of attrition. So there's always backfills going on there as well. Question marks are clients with just potential, their potential, high potential clients, but they're not quite there yet. Maybe they're a growing business, they don't have much market share, but the relationship is still being built and they have kind of the highest potential to become stars. And then dogs are just clients that take a disproportionate amount of time. They pay lower fees, they have poor fill rate, and they just kind of drain your energy, to be honest. So once you start mapping your book of business that way, your decisions around like resource allocation become so much more clear.
