It has been two years since Talenza adopted a new model and fee structure where all directors and leaders are externally facing and work with each consultant to develop “top down” client relationships.
This model supports the team to achieve personal and team targets and inevitably leads to an environment that feels more supported in what is a challenging role, Talenza Co-Founder Andrew Sully explained to The Brief.
“Talenza believe that consultants at all levels should be supported when going out to win new and existing business as this can be a lonely/dark place at times,” Sully said.
“If you support and develop each individual to crack a new client and increase their earning potential, they hope to retain staff longer and create a more collaborative workplace as the leaders are genuinely leading by example.”
In its maiden two years, the start-up has boasted 100% staff retention, revenue this Financial Year of $23 million (up from FY2018 revenue of $10 million) and an increased headcount to 23.
Sully and Co-CEO Henry Gatehouse said that while this tweak to their business model may not be ground-breaking, having been used in professional services organisations such as KPMG, PwC, it is relatively new to recruitment and staffing.
“At all levels from Consultants to Partners, staff are paid and targeted on developing relationships at all levels across clients,” Sully continued. “So you have Partners going after Executive levels and Directors to Consultants, everyone is targeting appropriate levels to their skill and experience, and through monthly client meetings, Consultants to Partners work together to build 'top down’ client relationships.
“However, in the recruitment industry, so many leaders focus more on sales activities, monitoring activities/ KPIs that do not matter and do not practice the skills they have developed to benefit their business with valuable client contacts that lead to revenue.
“Talenza strive to commit to developing client relationships from all leaders that provides, on average one deal per consultant, each month.”
While all Talenza staff are currently based at the Sydney office, two will launch the company’s Brisbane offi