Workshops

Professional Learning Track

Explore the top 10 reasons deals fall apart and how to avoid them. Competition for skilled professionals has become progressively more intense. Active and passive job seekers have more options than ever, and recruiters must cautiously lead candidates through an employment landscape littered with ambiguity, competing opportunities, and counteroffers.

Recruiters wishing to close more business in this market climate must adeptly manage critical components of the recruitment sales cycle. Failure to do so will result in wasted time, increased offer turn-downs, second-place offer scenarios, accepted counteroffers, and time spent analyzing what went wrong. Paul Siker, CPC, will teach workshop participants how to identify and pre-empt potential deal killers before they emerge, how to use a simple assessment tool to gauge and mitigate counteroffer receptivity, and how to use a compensation analysis process to validate and manage client compensation expectations.

Blended Business: Opportunities for Candidates and Clients
Scott Wintrip, PCC, president, StaffingU
Wednesday, 11:45 a.m.–1 p.m.
Also in technical, IT, and scientific learning track

Find out the true difference between temporary and contract staffing and placement and recruiting services, and learn how a blended practice can expand the services you provide. Scott Wintrip, PCC, will review the seven key questions to help you learn how to meet the demands of clients while meeting the desires and expectations of hard-to-find quality candidates.

You'll discover ways to recruit passive candidates for the contract lifestyle, steps to prepare them for this change in their career path, and techniques to integrate niche services into your business model. Get recruiting tools that work for a blended business—including referral techniques and ethical sourcing strategies. Learn to structure your delivery of contract and direct hire services to provide flexibility for your company, your candidates, and your clients.

The New Fundamentals: Advanced Search Success in a Search Engine Recruiting World
Danny Cahill, president, According to Danny
Wednesday, 3–5 p.m.
Also in recruiting, placement, and direct hire learning track

Lots of recruiters make deals, but few consistently produce. In this two-hour section session, Danny Cahill shows you how to stop doing the things you already know don't work and how to do more of the things you know will get results. He'll explain new practices for recruiting and how to implement them in your planning.

Get ready to roll up your sleeves and drill down to important tactical solutions related to discussing money with candidates, successful closings with reluctant recruits, pricing rebuttals that raise fees, and how to qualify and close Generation X and Generation Y candidates. Embrace new technological tools, use them effectively, and achieve success.

Practice real-life situations requiring you to respond without warning—the way you do every day—as you and your colleagues challenge each other in an environment of mutual respect, with live calls thrown in for fun.

Professional Staffing Perspectives
Panel moderated by David McAnally, CPC, chairman, professional section policy council, general manager and partner, Hire Dynamics Rx
Thursday, 4–5:15 p.m.

I staff, you staff, we all staff—this workshop will highlight the unique operational attributes of staffing firms in the professional sector. Discuss how sourcing and working with professional candidates differ from other niches, and learn about operational practices, metrics, and benchmarking. This interactive workshop will be led by David McAnally, CPC, and a panel of staffing company owners who operate niche-based professional staffing firms in areas including accounting, pharmaceutical, legal, and marketing. Get new ideas as panel members highlight processes unique to their particular businesses, including sourcing, interviewing, and credentialing, as well as candidate agreement processes.

Professional Staffing 101
Panel moderated by Cottia Bender, senior executive search manager, Staffmark
Friday, 10:30–11:45 a.m.

What services does the professional staffing sector offer? Join Cottia Bender and a panel of ASA professional section policy council members in exploring what you need to know about how the professional sector differs from other staffing sectors. This beginner’s workshop will identify what is unique to this sector and teach participants how to prepare for the differences and demands of this niche within the industry. If done right, adding professional-sector services to your business can provide a substantial increase in gross profit and in direct hire fees. Learn about unique demands, such as malpractice insurance and credentialing for health care specialties. Learn the basics and decide if the benefits outweigh the risks.