Workshops

Recruiting, Placement, and Direct Hire

Staffing professionals who have attended previous workshops with Dave Knutson have increased their business and profits as much as 300%. Knutson, a practicing executive search company owner, shares his experiences with you and demonstrates how to obtain search assignments for high-demand and highly skilled candidates to help increase your bottom line.

Improve marketing techniques and make the most of your relationships with customers and other recruiters to springboard your executive success. Learn to create strategic plans with customers to anticipate their staffing needs several years in advance. Discover which contacts to work and how to gain vital information that will get you more business through networking and referrals.

Big Billing
Panel moderated by Jeff Hindman, CPC, CSP, CAC, president and chief executive officer, the Hindman Group Inc.
Wednesday, 2:30–3:45 p.m.

Learn from the best as four of the nation’s top recruiters—members of the Pinnacle Society—reveal surefire ways to boost your billings. Building on the success of this panel at the ASA 2006 recruiting symposia, this workshop offers fresh perspectives on how these practitioners became high producers, what obstacles they had to overcome, and the tips and tricks that got them to the top.

The Pinnacle Society is the nation’s premier consortium of top recruiters in the search and placement sector. For more than 15 years, the society has served as a forum for the exchange of business principles and placement techniques that lead to achieving and maintaining success.

Embrace Change: Teaching Old Dogs New Tricks
Beth Schneider, CPC, Hobson Associates Inc.
Thursday, 1:30–2:45 p.m.

Recruiters are an anomaly. We are salespeople in the truest form because our product can choose whether or not to be sold.

How do we keep our momentum going day after day, year after year? Learn from Beth Schneider, a 25-year industry veteran, how to embrace change and technology instead of being confused by it.

Schneider’s strategies center on five primary themes: focus, planning, consistent business development, innovative recruiting, and accountability. In this workshop, she shares her top techniques and most important tools to maximize efficiency and elevate production and income.

Negotiating—A System, Not an Art
Greg Doersching, managing partner and founder, the Griffin Group
Thursday, 3:30–4:45 p.m.

Negotiating fees and compensation shouldn’t be an art form. Recruiters and sales managers need a carefully prepared system for the timing and execution of negotiations.

Greg Doersching teaches you how to negotiate favorable fee structures for your organization. Learn to structure placement policies that combine valuable propositions for your customers with benefits for your firm. With an effective negotiation strategy in hand, you will become a more successful recruiter or sales manager.

X-Ray Vision: The Power You Need to Locate Passive Candidates
Lisa Brusack, senior trainer, AIRS
Friday, 10:15–11:30 a.m.

Supersize your recruiting powers by learning to use some of the newest and coolest Internet sourcing techniques.

A big hit at the ASA 2006 recruiting symposia, this updated workshop shows you new ways to mine the Web for those stellar, hard-to-find passive candidates. Lisa Brusack demonstrates such techniques as "flipping" and "x-raying" to help busy recruiters locate the best candidates among the Internet’s 250 million users.

Become a Superstar Biller
Danny Cahill, CPC, president, Cahill Consulting Group
Friday, 1:30–4:45 p.m.

When you make your next recruiting call, make sure you respond to the needs your customers and candidates have today.

Using practical tools and a hands-on approach, Danny Cahill shares case studies and personal experiences based on his training of top recruiters. In his office, Cahill observes recruiters making calls and planning their daily workload. Learn from his observations and recommended changes that have helped recruiters double their billings. Cahill also discusses research on new recruiting methodologies and analyzes recorded sales and recruitment calls made by recruiters from his office.

Expanding on his successful session at the 2006 ASA recruiting symposium, Cahill shows you how to take your business to a new level.