Staffing Sector Real-World Scenarios: Learn From Your Peers
John A. Thomas, CSP, CTS, regional representative,
Express Employment Professionals
James D. Kingma, staffing industry legal consultant
Thursday, 2–3:15 p.m.
Also in technical, IT and scientific; industrial; and professional learning tracks
Qualifies for legal continuing education

Join this fast-paced workshop with your peers and acquire specific solutions and new ideas through exploration of sector-specific legal and operational case studies. Participants will be seated with colleagues who provide staffing services in office and clerical; health care; industrial; professional; and technical, IT, and scientific areas. Sector-specific case studies will be discussed, and participants will be challenged to work together to come up with the appropriate courses of action. Topics run the gamut of operational, business, human resource, and legal issues.

John A. Thomas and James D. Kingma present operational and legal solutions to common challenges faced by staffing companies. They facilitate discussion and answer questions to allow attendees to learn from the experts as well as from each other.

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Negotiating With the Savvy Buyer
Tim Alderman, president and chief executive officer, Alderman Hockaday & Associates
Friday, 11:45 a.m.–1 p.m.
Also in sales and business development; technical, IT and scientific; industrial; and professional learning tracks

The guy across the table from you cares little about what you get. It's all about him—the savvy buyer. Get the skills you need to handle the savvy buyer and control the negotiation process.

Shorten your sales cycle by mastering negotiation techniques. Tim Alderman helps you identify your strengths and weaknesses to develop a plan to sharpen your skills. He shows you how to achieve lasting agreements that lead to stronger relationships after the negotiation.

Alderman will help you understand the top negotiating mistakes and how to avoid them. You'll learn to objectively evaluate the other party's position and determine when it's best to walk away. He'll help you see the limits of your prospect's leverage and realize that you have more than you think you do. Learning to negotiate successfully is not for the fainthearted—get ready for real business.

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Health Care Staffing: Let's Talk
Panel moderated by Marc Bowles, chief marketing officer, the Delta Cos.
Panelists: Mike Kohrs, vice president, Delta Flex Travelers; Mark Law, group president, CHG Healthcare Services; Bob Livonius, chief executive officer, Nursefinders Inc.
Saturday, 10:30 a.m.–12 noon
Section session

Would you like to learn how your peers sell their staffing services as a value-add to clients? Do you need ideas to address the candidate shortage? Then join fellow health care staffing professionals for a candid discussion while panelists from the nursing, allied, and locum tenens segments delve into the issues most important to you. In this interactive, fast-paced workshop, sector leaders provide solutions based on their experiences and directly answer your business questions. Gain the confidence and knowledge you've been seeking about tax rules, workers' compensation risk management, and how to better sell your services.

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