Providers reveal their strategies for handling the deal

The five companies that have won the right to supply Telstra's contract labour for the next three years will take differing approaches to obtaining business from the telco.

Peter Butterss, managing director of ISES, said his company is gunning for at least 50 per cent of the estimated $340 million worth of Telstra business that will be up for grabs each year.

"We would be disappointed if we hadn't won at least half of the business within a year," he said.

ISES is the only company on the panel without a long-term relationship with Telstra, but Butterss does not perceive this as a problem.

"In Melbourne we run major accounts as preferred supplier for the financial services industry and clients such as IBM Global Services Australia."

Similarly, Liz Duncan, Telstra account manager for Intellimark, signalled her company will embark on a competitive strategy to attract business with the telco.

"We want to capture as much business as possible over the next three years," Duncan said.

"We want to be able to deliver quality candidates for Telstra in a timely fashion."

Geoff Moles, managing director of Candle Australia, is aiming to obtain about 20 per cent of the Telstra supply contract.

He claimed the telco already employs around 1000 Candle contractors.

But Sheryle Moon, managing partner at Andersen Contracting, expects her company will "preserve its current contracting position and enjoy a slow growth".

Andersen Contracting currently has around 300 contractors placed at Telstra, according to Moon.

"Telstra is moving in an internet and e-business direction and we want to align our recruitment strategy with their needs in these areas," she said.

Likewise, Kate Rouse, general manager of Paxus Australia and New Zealand, was cautious about throwing down any gauntlet.

"As with any other client, we will endeavour to increase our business with Telstra under the panel arrangement," Rouse said.

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