✅ Introduction to Bench Sales (Full Guide for Beginners)
1. 💼 What is Bench Sales?
Bench Sales is a term mostly used in IT staffing and consulting companies, especially in the US job market. It refers to the process of marketing and placing consultants who are on the “bench”—which means they are currently not assigned to any project.
🧠 Simple Explanation:
Imagine you run an IT consulting company. You have a bunch of talented software developers, testers, data analysts, etc., working for you. When a client needs help, you send your consultants to work for them.
But sometimes, a consultant finishes a project and doesn’t have a new one right away. That consultant is now “on the bench” — kind of like a player waiting for the next match.
Your job in Bench Sales is to find them a new project ASAP!
🧑💻 Real-Life Example:
Let’s say you have a Java Developer named Ravi. He just finished a 6-month project.
Now Ravi is “on the bench.”
Your job as a Bench Sales Recruiter is to market Ravi’s profile to different clients or vendors and get him placed on a new project.
That process is called Bench Sales.
2. 🤔 Why Bench Sales? (Q&A Style)
Q: Why is it called "Bench Sales"?
A: Because you're “selling” or “marketing” the consultants who are sitting on the “bench” (not working right now).
Q: Why do companies have a Bench?
A: IT consulting companies hire people in advance so they can quickly send them to projects when clients ask. This saves time. But if there’s no project, the consultant waits — that’s the bench.
Q: Why is Bench Sales important?
A: Because if consultants are not working, the company loses money. Bench Sales helps place them faster, which means more revenue.
Q: Is Bench Sales the same as normal recruiting?
A: Not exactly. In normal recruiting, you find people who don’t work for your company yet. In bench sales, you’re marketing people who are already your employees.
3. 🛠️ What Do You Do in Bench Sales?
Here’s what a Bench Sales Recruiter does:
- Talk to consultants and understand their skills.
- Update resumes to make them more attractive.
- Submit resumes to vendors or clients.
- Negotiate rates and job terms.
- Schedule interviews and follow up.
- Close the deal and get the consultant placed.
4. 🗽 What Should You Know to Start Bench Sales in the USA?
🧾 A. VISA Knowledge (Very Important) - 👉Click Here
Most consultants you’ll work with are on work visas. Here are the main types:
- H1B – Most common visa for IT consultants.
- OPT/CPT – For recent graduates (mostly Indian students in the US).
- GC (Green Card) – Permanent residents.
- US Citizens – No visa issues at all.
👉 You must know what kind of visa the consultant has, because it affects how you can market them and where they can work.
🌎 B. Time Zones in the USA - 👉Click Here
The USA has 4 major time zones:
| Time Zone | Short Form | Example City |
|---|---|---|
| Eastern | EST | New York |
| Central | CST | Chicago |
| Mountain | MST | Denver |
| Pacific | PST | Los Angeles |
➡️ Most business happens between 9 AM to 6 PM EST — so you should be available during US working hours if you’re doing Bench Sales from India or anywhere else.
💬 C. Communication Skills
You’ll be talking to vendors, clients, and consultants, so your communication must be:
- Clear
- Professional
- Fast response time
- Good email and call etiquette
🌎 D. All About Tax Terms (Simple Explanation)
USA has 4 major Tax Term :
| Tax Term | Meaning | Who it Applies To |
|---|---|---|
| C2C | Corp-to-Corp – Consultant is on company payroll | Mostly used by bench sales |
| W2 | Candidate is on US company’s payroll | Requires US work authorization |
| 1099 | Independent contractor – no company involved | Rare, more risky |
| Full-Time (FTE) | Direct employee of the clien | Benefits provided |
➡️ In the U.S., C2C (Corp-to-Corp), W2, 1099, and FTE (Full-Time Employee) are ways a person can be hired or paid. C2C is when a person works through their own registered company (LLC or Corp), and payment is made to the company, not to them directly.A W2 employee works directly under an employer, who withholds taxes and provides benefits like health insurance. A 1099 contractor is self-employed and gets paid the full amount with no taxes withheld—they handle their own taxes. FTE is a permanent job with full benefits and salary from the company directly. For example, a software developer working at Google as FTE is on payroll, gets benefits, and taxes are handled by Google. .
➡️ In consulting, there are often multiple layers between the candidate (you) and the end client (e.g., a big tech firm). Here's how it works: Suppose you're a Java developer. You (C2C contractor) work via Vendor A, who submits your profile to Implementation Partner B (a bigger company), who works with the End Client C (say, Apple). Each layer—Vendor A, Partner B—adds a margin to your rate. If the client pays $100/hr, Partner B might take $10, Vendor A takes $10, and you get $80/hr. If you're W2 with Vendor A, they might offer you $70/hr and cover taxes and benefits. Everyone in the chain earns by keeping a portion of what the client pays, while you earn based on the final rate passed down. .
🧰 E. Tools and Platforms Used in Bench Sales
You’ll mostly use:
- Job Portals like Dice, Monster, CareerBuilder
- LinkedIn – for networking and finding vendors
- Email – for sending resumes
- VoIP calling apps – like Skype, RingCentral, or Google Voice
- Excel or CRM tools – to track submissions
💡 F. Example Flow of Bench Sales
- Consultant finishes project → you move him to bench list
- You update resume → add skills, project experience, etc.
- You search for jobs on Dice or connect with vendors
- You submit the resume to open roles
- You coordinate interviews
- If selected, you negotiate rate and start date
- Consultant starts project → you get placement done!
5. 📌 Quick Tips for Beginners
- Always know your consultant’s technology stack (e.g., Java, Python, QA, etc.)
- Keep resumes clean and updated
- Build a strong vendor network
- Respond to emails/calls quickly
- Be honest about consultant’s skills & visa status
- Stay updated on market trends and hot skills