Your post brings out difficulties involved in selling your services. Though you have not mentioned clearly what kind of services you sell to HR Managers, it can be deduced that you sell recruitment services. Secondly, you have boasted of your "Excellent" communication skills. While nothing can be said about verbal communication skills, as far as written communication skills are concerned, your post leaves evidence to the contrary.
Now coming to the challenges that you face and why you face these challenges. It is because of the following reasons:
a) Your No 1 problem is "problem of plenty". Market is overcrowded therefore, there is no scope to stand out from the crowd. How are you different from your competitors? What reply you have?
b) It is not just overcrowded market but then it is saturated as well. Therefore, demand is fixed and existing players have to share the pie.
c) For your customer, you are the supplier of the services. As far as your services are concerned, your services fall in "Routine" quadrant of <link outdated-removed> . All suppliers, who provide services in "Routine" quadrant face similar situation or fate as well. Services cannot be sold on "value' but per force on "price".
d) The service providers who provide services in "routine" quadrant can be switched easily. For some services like security services, the switch is little difficult however, this is may not be the case for your kind of services. Therefore, you are forever at the mercy of the customers. No provision to dictate the terms.
e) There are well-established players in the market. They have realised their investment in pre-recession era i.e. before 2008. For them it is just continuity of the services. However, new players find it very difficult to sustain. This is because of weak demand in the market.
f) How about quality of the manpower that you employe? Do they come up with some innovative ideas? Do they use analytical skills in their job? What is the level of attrition? I leave answers of all these questions to you.
Final Comments: - So what is the solution? Solution is two-fold. One is think of some diversification. A prominent facility service provider diversified into security services and then corporate catering services. Find out what diversification you can do. While diversifying, make sure that you enter into "Mission Critical Product or Services". The second thing is what research you can do in your field. This research data should be useful for the growth of your services.
All the best!
Dinesh V Divekar
13th March 2014 From India, Bangalore
Thank you for your post. Your suggestions and observations are indeed valuable. Thanks for taking time out to write this post. Some of the suggestions (Kraljic Portfolio) were really useful and practical.
Also thank you for pointing out that I sounded "boastful" on my post as also appearing to be lacking in good written communication skills. I'll take care of these things pointed out by you and try to improve. Thank you for being forth right and direct. I really respect this.
Good Hr Associates.
28th March 2014 From India, Chandigarh