Workshops

Recruiting, Placement, and Direct Hire Learning Track

When Bad Things Happen to Good Deals
Paul Siker, CPC, principal, Advanced Recruiting Trends
Wednesday, 11:45 a.m.–1 p.m.
Also in 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 you 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.

What To Do When You Don't Have the Perfect Candidate
Fran Goldstein, CPC, CSP, president, Gold Staff Consultants
Wednesday, 11:45 a.m.–1 p.m.

Are you constantly trying to find that absolute perfect candidate for your demanding clients? You're not alone. Qualified talent is in high demand, and your clients are looking to you to deliver the goods. You can exceed their expectations by developing top-notch consultative skills. Watch your billing soar, and your return on investment, too.

By the end of this workshop, you'll have specific questions to ask your clients during the job order process to get a complete understanding of their definition of the perfect candidate. Learn how you can use your candidates' transferable skills to stand up to your clients' high standards. Discover how to break through your clients' resistance to accepting the first candidate you present and your candidates' resistance to accepting the first assignment you present. Fran Goldstein, CPC, CSP, will show you how to create candidate presentations that are convincing and teach you strategy and techniques to establish yourself as a true staffing professional.

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 professional 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.

Retained Search 101
David Knutson, CPC, CSP, president, the Knutson Group LLC
Thursday, 1:45–3 p.m.

Learn about the benefits and rewards of retained search with one of the foremost experts in the industry. Identify talking points to justify your reasons to be retained by a client, recognize when to ask for a retainer, and discuss the important elements of a retained agreement. Learn the steps of a process that has proven results. David Knutson, CPC, CSP, will show you how to position yourself to obtain a retainer when up against other firms and teach you how to get your clients to put down a deposit before you begin your work.

Have you ever taken on a job assignment, only to have the client reconsider at the 11th hour? Stop wasting your time, energy, and talent working on contingency placements that will never close due to reasons beyond your control. Build stronger relationships with your clients, gaining repeat business on an exclusive basis and balancing your workload to ensure that you increase your billings with less stress.

It's All About the Cheese!
Greg Doersching, founder, the Griffin Search Group
Thursday, 1:45–5 p.m.
Immersion workshop

C—Cold Calling
H—Habits
E—Embracing Technology
E—Economy of Motion
S—Strategic Planning
E—Exhibitionism

These are the most important elements of recruiting that need to be mastered for the coming decade. Join industry expert Greg Doersching as he examines new strategies for cold calling; the four habits the modern recruiter needs to master; technology you need to embrace—and ignore; how to have true economy of motion and get the most value out of each and every move you make; how to develop highly strategic plans for your desk and each individual search; and how to show off to clients what you're really doing for them. In this innovative, thought-provoking, and entertaining workshop, Doersching will share principles that are creative and highly practical—you don't want to miss him.

The Secrets To Becoming the No. 1 Producer
Craig Silverman, executive vice president, HireAbility
Jami Jackson, president, Jami Jackson LLC
Thursday, 1:45–5 p.m.
Also in sales and business development learning track
Immersion workshop

Whether you're a sales rep, account manager, recruiter, or working a split desk, you sell opportunity and you sell talent. Learn the secrets to becoming the No. 1 producer on your team. Every time you screen a candidate, you get leads for the sales department. Recruiting is selling, and it takes three things to be a top performer: attitude, effort, and process.

During this three-hour immersion workshop, Craig Silverman and Jami Jackson will show you how to use the innovative techniques of top-performing staffing professionals, including a global professional network of corporate, agency, and independent recruiters. You'll take away tactics you can implement right away that will help generate new business through additional referrals, increased sales, and more placements. Learn how to overcome difficult objections. Discover how to develop creative newsletters, create voice mail messages that work, and use recruiting blogs, social networking, and virtual recruiting. Leave this workshop with action plans that create sales strategies that work and a time management plan that will help you achieve your goals and close more deals with less stress.

Candidate Cooperation From A to Z
C. Andy Macklin, CPC, CTS, CSP, president and chief executive officer, the Macklin Group
Thursday, 4–5:15 p.m.

In today's candidate-driven market, candidates know they have options. They may not be committed to you unless you can show them you have clear expectations of their needs. Are you having problems with fall-offs, no-starts, counteroffers, and candidates who won't call you back? Is your sendout-to-placement ratio more than 4 to 1? Then join C. Andy Macklin, CPC, CTS, CSP, co-chairman of the ASA placement and recruiting section policy council, as he discusses how to get better results using techniques that appeal to today's candidates, starting with your initial phone contact and continuing all the way to acceptance and the candidate's first day on the job. Interviewing methods and techniques discussed will have an immediate impact on your production. Macklin will also show how you can get your candidates to distinguish themselves from other competing candidates to increase the likelihood of you making more placements.

Rev Up Your Search Engine: The Latest in Advanced Internet Sourcing
Laura Stoker, senior trainer, AIRS
Friday, 10:30–11:45 a.m.

Learn new ways to mine the Web for candidate gold—those hard-to-find, passive candidates. Discover how to use some of the newest Internet search techniques that are proven to get results. Find out how social networking sites such as LinkedIn and MySpace can help you locate quality candidates.

Expanding upon the popular presentation from the ASA recruiting symposium, Laura Stoker will introduce you to the coolest new Internet search concepts and show you how to find candidates who you might otherwise miss and who your competition doesn't know about. AIRS has trained more than 65,000 recruiters on Internet sourcing techniques. Tap into its experience and training as you compete for talent.

The Art of Attraction: Teach Your Clients To Successfully Interview Candidates
John A. Thomas, CSP, president and CEO, Thomas Consulting Group Inc.
Friday, 10:30–11:45 a.m.

With today's shortage of qualified talent, you can't afford to miss placements because your direct hire client did not impress your candidate. You need to educate your clients on how to interview effectively so your top talent will want to work for them.

Past member of the ASA board of directors John A. Thomas, CSP, will demonstrate how your clients can train each member of their interview team to ask the right questions so they can get the information they need to help them both select and impress talented candidates. He will show you how to teach your clients to deal with counteroffers and high sign-on bonuses. You'll learn how to approach your clients with sophisticated feedback about their hiring techniques and improve your placement percentages.