Setting Smart Goals For 2026

Contract staffing remains below its pre-2022 levels, but signs of stabilization are emerging. According to the American Staffing Association (ASA), U.S. staffing firms employed roughly 2.2 million temporary and contract workers per week in Q4 2024, up 37,000 from Q3. American Staffing Association+1.  While employment dipped to just under 2.0 million per week in Q1 2025, a seasonal decline of about 9% from Q4, the year-over-year drop narrowed compared with prior quarters.

However, 2026 brings a renewed sense of optimism. The U.S. staffing industry is projected to see modest, specialized growth of around 2-3% in 2026 with industries such as healthcare (especial locum tenants), engineering, and manufacturing leading the way.

To capitalize on these opportunities, staffing companies should consider setting SMART GOALS. SMART is an acronym for the 5 elements:  specific, measurable, achievable, relevant, and time-bound goals. It’s a simple tool used by businesses to go beyond the realm of fuzzy goal-setting into an actionable plan for results. This is especially helpful for small businesses that tend not to have time to develop an intricate annual action plan. These well-defined objectives can help firms navigate the competitive landscape and even improve operational efficiency.

Most of my clients fall into this category and that’s ok. They are part of the backbone of the staffing industry – the innovators and risk takers. Those staffers can benefit by using SMART goals as a template for a successful year.

For purposes of this post, I will use sales and revenue as examples.

• Specific

Get away from generic statements like “we need to get more business” this year. Like an empty gym in February, generic goals tend not go anywhere. Be more specific like “there are 2 or 3 accounts in the pipeline that could potentially add 15% to the bottom line”. Then work on the “how” these goals will be achieved.

• Measurable

A goal without a measurable outcome is like playing a game without keeping score. Numbers are an essential part of any business. Put concrete numbers in your goals to know if you’re on track.

I would advise to not fall into the trap of focusing solely on activity (like KPI's) just for activities sake. Don't get me wrong, KPI's are important but those are not results.  In other words, the ultimate measurement is “hitting the sales goal” instead of “hitting KPI numbers”. Encouraging this behavior will build rapport with the potential clients and sales will follow.

• Attainable

Far too often, small businesses set goals beyond reach. One my old team members used to suggest that we need to double business for the new year. Really?? If that became the goal, it would be dismissed as its not attainable. Goals should be a positive motivator not negative.

• Relevant

Achievable business goals are based on the current conditions and realities of the business climate. You may desire to have your best year in business or increase revenue by 50%, but if business is slow and/or three new competitors opened in your market, then your goals aren’t relevant to the realities of the market.

Also, how is your business positioned in the marketplace? For example, if the company is a boutique seller of staffing with margins higher than the competition – then that must be taken into consideration before setting a sales goal. Not all companies set out to be the biggest and would rather not sacrifice margins for higher market share.

• Time-Based

Having a time-frame to accomplish goals is a must. Whether your business goal is to increase revenue by 25% or land those 2 or 3 new clients, choose a time-frame to accomplish your goal.

It’s important to periodically review your goals and make adjustments if necessary. If the entire staff is missing their goals, then make adjustments because it’s probably not the fault of their efforts. If the company doesn’t acknowledge that, then its highly likely the best producers will find employment elsewhere which is devastating for any business.

I hope 2026 is a healthy, productive and prosperous time for your business.