TechServe Alliance: Operating Practice Report 2026

Profile
Financials
Benefits
Recruiting
Hiring
Clients
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Company Profile - 2026 OPR

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Regional / Geographic Area Primary geographic market where your firm operates.

Internal Staff Headcount: Non-Billable

Category
Beginning of Year: 0
Year-end: 0
Owners, Officers, Partners Company leadership with ownership or executive responsibility.
Other Management (Non-Owners) Managers responsible for oversight who are not owners.
Sales Staff Employees responsible for client acquisition and account management.
Recruiters: US Based Recruiters on company payroll located in the United States.
Recruiters: Non US Based Recruiters on company payroll (Not RPO) located outside of the United States.
Back Office Staff (Accounting & Admin) Employees supporting finance, HR, and administrative functions.

Billable Headcount

Category
Beginning of Year: 0
Year-end: 0
Billable Consultants: Hourly Contract Employees Consultants on assignment billing on an hourly basis.
Billable Consultants: Salaried Salaried consultants who are ongoing employees of the company.
Billable Consultants: Non-Employee (H-1Bs via third-party) Consultants on H-1Bs engaged through subcontracting companies.
Payroll-Only Employees W-2 employees on the staffing firm's payroll who were not recruited or sourced by the firm.

Top Three Areas of Investment in 2025

* Excluding revenue growth, headcount growth, and client expansion, where will you focus most of your investment and management time?

Top Three Areas of Investment in 2026

* Excluding revenue growth, headcount growth, and client expansion, where will you focus most of your investment and management time?

Data Security and Confidentiality

Financials - 2026 OPR

Top Line Revenue

Top Line Revenue: 2024 ($) Total company revenue for 2024.
Top Line Revenue: 2025 ($) Total company revenue for 2025.
Growth / Decline (%) Calculated as (2025 - 2024) / 2024.

Revenue By Segment

Category
2025: 0
IT Staffing ($) Revenue from IT staffing roles.
Engineering Staffing ($) Revenue from engineering staffing roles.
IT Solutions / IT Projects ($) Revenue from project-based or solutions engagements.
Direct Hire / Permanent Placement ($) Revenue from recruiting candidates for direct roles with client companies.
Payrolling ($) Revenue from employer of record or payroll-only services where the client sources the worker.
Other ($) Revenue from business models not listed above.

Revenue By Business Model Mix

VMS / MSP (% of Revenue) Revenue generated through vendor management systems or managed service provider programs.
Direct Client Relationships (% of Revenue) Revenue generated through direct relationships with end clients (non-VMS/MSP).

Selling, General and Administrative (SG&A) Annual Expenses

Grand Total SG&A Expenses ($) Total annual operating expenses including payroll and non-payroll costs (excluding direct costs/cost of goods sold--the cost of billable resources)

SG&A Payroll

Total SG&A Payroll ($) Total compensation expense for all SG&A employees, including salaries, commissions, bonuses, and payroll taxes.
Owners / Partners Compensation ($) Compensation paid to all owners or partners for operating roles within the business.
Other Management Compensation ($) Compensation for non-owner leadership roles (e.g., directors, managers).
Sales Compensation ($) Compensation for all sales staff, including base salary, commissions, and bonuses.
Recruiter Compensation ($) Compensation for all recruiting staff, including base salary, commissions, and bonuses.
Back Office Compensation ($) Compensation for all administrative, accounting, HR, and support staff.
Other Payroll ($) All other payroll expenses.

Other SG&A Expenses

Total SG&A Expense (Excluding Payroll) ($) Total SG&A expenses excluding all payroll-related costs.
Occupancy Expenses ($) Costs associated with office space, including rent, utilities, and maintenance.
Marketing & Promotion ($) Expenses related to advertising, branding, events, and marketing campaigns.
ATS ($) Costs associated with applicant tracking systems and recruiting software platforms.
Job Boards ($) Expenses for job posting platforms and resume databases (excluding LinkedIn).
LinkedIn ($) Expenses specifically related to LinkedIn products, including job postings and recruiter licenses.
AI & Automation (Recruiting) ($) Costs for AI tools and automation used in recruiting workflows.
AI & Automation (Non-Recruiting) ($) Costs for AI tools and automation used outside of recruiting (e.g., operations, sales, back office).
Outsourced Recruiting (RPO) ($) Expenses for external recruiting services or recruitment process outsourcing providers.
Technology ($) General IT and technology expenses not captured elsewhere, including software and infrastructure.
Travel ($) Business travel expenses for employees.
Business Insurance ($) Costs for general liability, professional liability, and other business insurance policies.
Health Insurance & Benefits ($) Employer-paid health insurance and employee benefits costs for internal employees only (Exclude Billable Consultants).
Depreciation ($) Non-Cash expense allocation of tangible assets over time.
Interest ($) Interest expense on debt or financing obligations.
Other Excluding Payroll ($) All other non payroll expenses.

Benefits - 2026 OPR

Internal Employees

Health Insurance (Employer Contribution % of Premium) Percentage of health insurance premium paid by the employer for internal employees.
Dependents (Employer Contribution % of Premium) Percentage of health insurance premium paid by the employer for dependents of internal employees.
Maximum Retirement Employer Match (% of Employee Pay) Maximum employer contribution to retirement plan.

Billable Consultants

Health Insurance (Employer Contribution % of Premium) Employer-paid portion for consultants.
Dependents (Employer Contribution % of Premium) Employer-paid portion for dependents.
Maximum Retirement Employer Match (% of Employee Pay) Maximum employer contribution to retirement plan.

Recruiting and Sales - 2026 OPR

Company Wide: Recruiting and Sales Metrics

Starts and Placements: Annual Total: 0

Contract Starts Total number of contract starts that started during the year.
Direct Hire Placements Total number of direct hire placements completed during the year.
Average Bill Rate - Contract Starts Average hourly bill rate for contract starts.
Average Base Salary - Direct Hire Placements Average base salary of candidates placed in direct hire roles.
Average Hourly Spread - Contract Starts Average hourly spread (bill rate minus burdened pay rate) for contract starts.
Average Placement Fee - Direct Hire Placements Average fee earned per direct hire placement.

New Job Orders: Annual Total: 0

Contract Total number of new contract job orders received during the year.
Direct Hire Total number of new direct hire job orders received during the year.

Other Metrics

Candidate Submittals Total number of candidates submitted to clients during the reporting year.
First Interviews Total number of first interviews conducted between candidates and clients.

Burden

W2 Employer Burden (%) Average employer burden percentage applied to W2 employees (taxes, insurance, benefits).
Subcontractor Burden (%) Average employer burden percentage applied to subcontractors.

Recruiting and Sales Hiring Practices - 2026 OPR

Primary Hiring Region for Recruiting and Sales Staff Primary geographic market where recruiting and sales staff are located.

Recruiters

Entry Level Recruiter (0-2 Years Experience)

Number of Recruiters Total number of recruiters in this experience tier.
Average Base Salary Average annual base salary for recruiters in this experience tier.
Average Annual Commission/Bonus Earned Average annual commission earned by recruiters in this experience tier.

Mid Level Recruiter (3-10 Years Experience)

Number of Recruiters Total number of recruiters in this experience tier.
Average Base Salary Average annual base salary for recruiters in this experience tier.
Average Annual Commission/Bonus Earned Average annual commission earned by recruiters in this experience tier.

Senior Recruiter (10+ Years Experience)

Number of Recruiters Total number of recruiters in this experience tier.
Average Base Salary Average annual base salary for recruiters in this experience tier.
Average Annual Commission/Bonus Earned Average annual commission earned by recruiters in this experience tier.

Sales

Entry Level Sales (0-2 Years Experience)

Number of Sales Representatives Total number of sales representatives in this experience tier.
Average Base Salary Average annual base salary for sales representatives in this experience tier.
Average Annual Commission/Bonus Earned Average annual commission earned by sales representatives in this experience tier.

Mid Level Sales (3-10 Years Experience)

Number of Sales Representatives Total number of sales representatives in this experience tier.
Average Base Salary Average annual base salary for sales representatives in this experience tier.
Average Annual Commission/Bonus Earned Average annual commission earned by sales representatives in this experience tier.

Senior Sales (10+ Years Experience)

Number of Sales Representatives Total number of sales representatives in this experience tier.
Average Base Salary Average annual base salary for sales representatives in this experience tier.
Average Annual Commission/Bonus Earned Average annual commission earned by sales representatives in this experience tier.

Draw Structure: New Hires

Do you offer a draw against future commissions? Indicates whether the firm offers a draw against future commissions.
What type of draw structure is used? Type of draw structure offered (recoverable or non-recoverable).
Average Monthly Draw: Recruiters Average monthly draw amount provided to recruiters.
Average Monthly Draw: Sales Representatives Average monthly draw amount provided to sales representatives.

Client Concentration - 2026 OPR

Largest Client

Average Consultant Headcount (2025) Average consultants assigned to the firm's largest client throughout 2025.
Annual Revenue (Largest Client) ($) Total annual revenue generated from the firm's largest client during the reporting year.
Number of Sales Representatives Supporting Client Number of non-owner sales representatives actively managing or supporting the firm's largest client.

Top Five Clients Combined

Average Sum Consultant Headcount (2025) Number of average active consultants across top 5 clients throughout 2025.
Aggregate Annual Revenue (Top 5 Clients) ($) Total annual revenue across top 5 clients.
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