Education
Workshops
Sales and Business Development Learning Track
Government Contracts—Assurance and Stability in Times of Change
Brad Billik, regional business development manager, the Boon Group
Threase A. Baker, vice president, operations, ABBTECH Staffing Services Inc.
Wednesday, 2–3 p.m.
The American Recovery and Reinvestment Act of 2009, which was signed into law by President Obama authorized $787 billion in spending and tax breaks aimed at jump-starting the U.S. economy. American businesses stand to benefit from the spending provisions, but the challenge for individual companies will be figuring out how to find the opportunities and take advantage of them.
Do you want increased income from your temporary and contract business to help you ride out the current wave of economic instability? You can get a substantial share of public sector outlays by becoming a staffing service provider for local, state, and federal governments.
Every day, government agencies at all levels issue millions of dollars worth of contracts. Most federal contracts have a five-year term. Government contracts can provide financial stability in these economically challenging times.
Billik and Baker will show you how to make government one of your largest and most profitable client categories, including tips on quick ways to find opportunities and win government contracts. They'll also discuss ways to partner with large firms and how to take advantage of government set-asides for various business categories.
Strategic Marketing: The Best Message, the Right Placement, the Best Results
Jim Lanzalotto, principal, Scanlon.Louis
Wednesday, 2–3 p.m.
Blogs, direct mail, print, collateral, social networking, portals—it's enough to make your head spin. The experts say you need to communicate innovative value propositions that will differentiate you in the market place, but what is the best method?
Jim Lanzalotto will help you navigate through the maze of marketing options available to staffing companies. You'll examine a series of case studies on staffing companies that embraced and executed marketing as the foundation for their growth. In this interactive session, Jim will lead discussions on essential marketing topics, including positioning and messaging—and how to align and engage your company's sales and recruiting functions with your marketing campaign.
Net Promoter in the Staffing Industry—Listening to Clients and Candidates
Eric Gregg, managing partner, Inavero Institute for Service Research
Thursday, 11:30 a.m.–12:30 p.m.
Client attrition in the staffing industry costs staffing firms more than $20 billion annually. What can you do to enhance client retention and increase loyalty? Learn from the more than 100,000 staffing industry clients and job candidates surveyed by ASA partner, the Inavero Institute. Attendees of this session will view the industry through the lens of the "ultimate question"—would clients and candidates recommend you to others?
The answer to this question results in the net promoter score, made famous by former Bain consultant Fred Reicheld. Gregg will demonstrate the key tenets of a successful client and job candidate feedback process, employing the principles of the net promoter score. He'll review the results of his research findings, focusing on how to avoid the biggest mistakes made by staffing firms. A bigger NPS equals more loyalty.
Building RPO Capabilities for Future Growth
Michael Beygelman, senior vice president, Adecco North America
Thursday, 11:30 a.m.–12:30 p.m.
Recruitment process outsourcing firms (RPOs) serve as their clients' recruitment departments. RPOs can provide services such as research, sourcing, and screening, and they can even manage the entire recruiting and hiring process from job profiling through on-boarding. RPO is not simply an onsite model. And it's not just permanent-placement-at-a-discount that cannibalizes the market.
Michael Beygelman challenges you to think differently. He asks you to use your imagination: what if lean manufacturing principles were applied to recruitment? You'd have an entirely new paradigm for delivering recruitment solutions. Participants will learn about RPO organizational development, tools and technologies that can streamline recruitment, and how to scale recruitment solutions for various clients. Gain a new understanding about RPOs, and learn how to potentially expand your business in a way you may have never considered before.
Branding in a Tough Economy: Surpass the Competition
Todd McCormick, president, Recruiter Business Unit, CareerBuilder
Thursday, 2:30–3:45 p.m.
The news is not good (Bureau of Labor Statistics reports 4.4 million jobs were lost between Jan. 2008 and March 2009), but the opportunities are available if you know how to use the economic downturn to your advantage. Recruiters of all sizes and sectors have shifted the way they are doing business—they've become more proactive, are working both sides of the desk, and being creative in their sourcing strategy. And they are gaining market share, your market share.
You'll walk away from this discussion with strategies and tactics such as contributing to blogs to develop as a thought leader, and ways to review your brand and your position with your competitors. Todd McCormick will share recent survey data as well as use real-life examples of how recruiters are increasing their market share through tactics such as branding, effective communication and making enhancements to the client and job seeker experience. While this may not seem like a good time to make any changes in your company's long and short term tactics, strategies or basic game plan, the exact opposite is true and you'll discover how, and what you can apply to your business practices right away.
Value Propositions That Open Doors and Close Deals
Fran Goldstein, CPC, president, Gold Staff Consultants
Thursday, 4:30–5:30 p.m.
Developing and presenting your company's value proposition is vital to your business success. Position yourself now and prepare for the bounce back of the market. Leverage yourself and your company with your clients and candidates as a true staffing consultant—not just as an order taker.
Goldstein will teach you how to communicate your uniqueness and core value in the most powerful way to transform how you sell to and service your clients. It will also prepare you to go back and train your teams on how to sell and service through their own value propositions, so they can outsell your competition.
Think you know your value prop? Come prepared to share it, role play, gain clarity, and create an outline of your unique value proposition that is more sophisticated, genuine, and effective, and that can be used as a teaching tool to share your knowledge with others. This workshop is not about canned elevator speeches, how to make a cold call, or the hard sell. It's about getting ready to open doors—and close deals.
Everyone Sells: How Placement Specialists Can Step Up Sales
Amy Bingham, managing partner, Bingham Consulting Professionals LLC
Friday, 9–10:15 a.m.
Now more than ever, your firm's success depends on the ability and skills of every employee who interacts with clients. Everyone must sell to maximize revenue. Placement specialists can be your company's best sales representatives—they just don't realize it.
Join Amy Bingham and discover how to turn a reactive order filler into a proactive revenue contributor. You'll learn how to prepare placement specialists to excel each time they talk to a prospect, client, or candidate by using simple techniques proven to increase leads, book appointments, generate fee revenue, and boost sales. Placement specialists view themselves as service associates. Learn how to reframe their perceptions, change their behavior, and build their confidence in the sales process. Those who possess the most intimate knowledge of your clients and candidates can sell as they service—get a roadmap to guide them.
Master the Marketplace—Create Demand for Your Brand
Fay Fleming, president, the Business Performance Company
Friday, 10:30–11:45 a.m.
With a strong brand you can create a strong demand for your service and ring up more sales—even in a recession. Whether in the Great Depression or in today's turbulent financial markets, many businesses and individuals have taken the initiative to thrive. You could be one of them.
There are subtle lessons that separate the winners from those just getting by. Sometimes businesses get stuck—even the great ones. Fay Fleming, a research and strategy guru, will teach you how to create a preference for your services, and use strategy versus struggle to jump start your company. She'll show you how to manage the small stuff so you don't lose your focus on the bigger picture—your market and your place in it.
Fleming's research and consulting work with hundreds of clients big and small has given her unique insights into how the best organizations create sustained success through strategies aimed at optimizing opportunities, especially the opportunities found in chaos. She'll share what she's learned to help you identify and embrace new market realities, uncover realistic creative tactics you can apply immediately to reinvigorate your brand, and help you achieve business success.
Staffing World 2009 offers more than 40 workshops, networking sessions, and keynotes. The workshops are organized across these eight learning tracks and also include four immersion workshops:
Download a workshop grid.
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