Staffing World® 2007 Recordings
Presentations and slides are synchronized and available on ASAPro—the professional development center. Read descriptions of workshops (organized by learning track) below and visit ASAPro to purchase recordings of the sessions.
Workshop recordings are offered in these eight learning tracks:
Sponsored by JobDiva.
The Innovation Pyramid: Creating a Culture for Change
Bruce Wideberg, president, Vedior North America
Are you satisfied with the way your business is operating? You may not be for long. Successful businesses thrive and gain a competitive edge by creating a culture of innovation—providing products, services, processes, and technology solutions that answer the needs of the marketplace and build loyalty among clients.
This executive-level overview will help you learn to differentiate your company from the competition. You'll find out how you can earn higher margins by transforming your organization into one that is better able to deal with changing market conditions.
Learn how to develop and implement an innovation pyramid—moving from a defensive to an offensive approach—that uses the abilities of your whole team to create new solutions and ideas. Bruce Wideberg, whose responsibilities include sales initiatives and business development for the North American operations of Vedior, shares examples of innovation from within the industry. See how corporate Web sites can reflect innovation and learn steps you can take to assess yours. Identify synergies in your company and new ways to support innovation within your business.
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High Tech, Hot Tech: What Works for Your Business?
Panel moderated by Jim Essey, CSP, president, the TemPositions Group of Cos.
Electronic billing, electronic time sheets, digital dashboards, Web-based reporting, interactive voice response calling—what are these tools, and how do they increase productivity and efficiency? Are they worth the investment in training and cost? And what's around the corner?
ASA past chairman Jim Essey, CSP, moderates a panel of chief information officers and chief technology officers of some of the industry's most innovative companies. They'll show you real world examples of how they use technology and discuss how it benefits their firms and how it can benefit yours. If you've been considering an investment in technology, this workshop will help you identify the right leading-edge solutions for your business.
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Harness Your Competitive Advantage—Exemplary Service
Steve Mulvany, president, Management Tools Inc.
Dan Campbell, CSP, founder and chief executive officer, Hire Dynamics Inc.
Immersion workshop
What images form in your mind when you think of Nordstrom, Lexus, and Four Seasons Hotels? All are successful brands that stand out for having business models that consistently deliver top-notch service. What companies stand out in the staffing industry? Management consultant Steve Mulvany, and staffing company CEO and ASA board member Dan Campbell, CSP, give you examples of what has driven the success of America's fastest-growing staffing companies. They'll define models of superior client service as a business strategy for growth.
You'll learn how to establish client service policies and integrate them into your corporate culture. You'll also have hands-on opportunities to draft client service programs and learn techniques that will increase client satisfaction and loyalty—and your bottom line.
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Nuts and Bolts of M&A—For Buyers and Sellers
Panel moderated by David Bartholomew, chief executive officer, Staffmark
Growing your business and someday retiring off the profits is a common goal whether you own a small or large company. Listen to ASA immediate past chairman David Bartholomew and a panel of mergers and acquisitions experts who will help you understand market values and pricing, how to build value then plan your exit strategy, and how to select professional advisers.
First-time sellers will learn the process, terminology, and tactics for avoiding pitfalls and maximizing a sale when marketing their most important asset. Veteran sellers will learn about the current market situation, and what's hot and what's not.
Buyers will gain insight into how to identify good acquisition targets, and how to develop a new focus and goals when the sale is complete.
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Build a Great Team: Be a 'Level 5' Leader
Donna Mallard, CSP, president, Mallard & Associates
Are you challenged each day to find ways to manage and motivate your staff to become invested in the company and focused on results? This session uses the concept described by Good to Great author and management educator Jim Collins. He writes, "Level 5 leaders are a study in duality: modest yet willful, humble, and fearless." Donna Mallard focuses on what you do internally to generate and encourage tenure and develop a great and evolving company.
Get the tools and strategies you need to learn how you, as a Level 5 leader, can provide a trusting environment and give your team permission to have conflicts that lead them to focus on creating results.
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Executive Insights—Staffing CEOs Discuss Industry Opportunities
Panel moderated by Richard Wahlquist, president and chief executive officer, American Staffing Association
Labor shortages, increased competition, and regulatory threats are seen as the three most important issues facing the staffing industry. Sneak a peek into the minds of some of the most successful staffing company CEOs to discover how they view the changing marketplace and the opportunities it presents. Richard Wahlquist leads this panel.
This is a unique opportunity to gain new ideas you can implement based on steps industry leaders are taking to maximize their companies' growth. Discover what these CEOs see as the industry's strengths as they discuss how staffing companies like yours can grow and thrive in the years ahead.
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Management Tuneup: Tactics for High Performance (Part 1)
Peter Leffkowitz, chief executive officer, Morgan Consulting Group
Immersion workshop
Managers and owners want to spend less time micromanaging and more time developing business growth. Learn how to create a self-sufficient operation built on finding, developing, and training the right people. In this version of his popular management clinic, Peter Leffkowitz will help you develop the skills to take control of your internal standards and hiring practices so you can create an operational system that takes on a life of its own.
In the first part of this two-part immersion workshop, Leffkowitz examines the prestaffing backgrounds of the highest-performing temporary and direct hire recruiters and the traits that are indicative of performance excellence. He'll show you how to set up realistic activity standards and track the activity output of your recruiters to generate increasing revenues.
These two combined sessions mix a bit of fun and humor with powerful truths and more than four hours of best practices you can implement immediately. (Parts one and two are combined on one recording. See part two for additional description.)
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Manage for Growth: Operations and Financing That Maximize Value
Nick Florio, partner, Citrin Cooperman & Co. LLP
Jim Rothman, president, Capital TempFunds
Decisions you make now could have an unfavorable impact on your company later. This workshop shows you how to grow your business strategically without jeopardizing its profitability and valuation. Understand different financing options and what type of financial relationship best fits your personal and business goals. Get the strategies you need to manage costs and enhance your company's strategic value today for a profitable outcome tomorrow.
Listen to Nick Florio and Jim Rothman as they share cost-effective ways to manage liquidity and strategically capitalize growth. Learn what lenders and investors look for when valuating a company, and the positives and negatives of debt and equity. Understand blended finance approaches, financing alternatives, and the effects they have on management and ownership.
Discussion topics will include acquisitions, organic growth, unanticipated expenses, personal capital needs, and steps involved in a potential sale.
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Staffing Report Card: Lessons From Staffing's Largest Buyers
Diana Gabriel, strategic services executive, Staffing Industry Analysts Inc.
What's the first rule in marketing and sales that all successful companies follow? Know what your clients want—and then give it to them. Research from Staffing Industry Analysts shows that staffing clients are less than thrilled with the level of service they receive from their staffing suppliers.
Diana Gabriel reviews the results of a detailed survey conducted among the largest buyers of staffing services. Learn what's on their minds, why they buy (and why they don't), and what you can do to increase client satisfaction. She will also explore how some of these findings apply to specific industry segments and how anyone can take advantage of growth opportunities ahead.
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Management Tuneup: Tactics for High Performance (Part 2)
Peter Leffkowitz, chief executive officer, Morgan Consulting Group
This topic's so hot we had to continue the discussion. In Part 2 of this workshop, Peter Leffkowitz shares incentive solutions that are in place in high-performing staffing companies all over the world and that create consistent results. He'll show you how to set up creative compensation rewards that apply pressure in the right place to get the results you want. He'll explain why collective team, profit-based, and top-line incentives don't work and provide an alternative that does.
Have you ever spent thousands of dollars paying an employee only to find out that this new hire is acceptable in some areas but will never be good in others? Leffkowitz introduces you to a five-day training process that exposes rookie recruiters to different aspects of the job in small pieces, allowing managers to make predictions about overall capability and early success—before too much time and money has been spent.
At the end of this two-part workshop, you will have your management skills honed for performance excellence and bottom line impact. (Parts one and two are combined on one recording. See part one for additional description.)
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Consultative Sales: Leverage Your Power and Gain the Exclusive Contract
Margaret Graziano, president and chief executive officer, Alliance HR Network
Differentiate yourself in the sales process and walk away from the commodities game for good. Protect and increase your margins, shorten the sales cycle, and close more deals by developing a system for uncovering your clients' true needs and issues.
Margaret Graziano reviews techniques in market identification, prospecting, and qualifying, and she takes you all the way through the face-to-face consultative sales process. Decrease stalling and put-offs and improve your closing ratios. Separate yourself from the competition, gain control over the sales process once and for all, and position yourself as an invaluable component of your client's human capital strategy. Graziano shows you how a high-powered approach wins the exclusive deal.
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Create Raving Fans: Profit From Client Loyalty
Eric Gregg, managing partner, iLoyalty
There is a direct and meaningful link between client loyalty and the financial success of a staffing firm. Retention is less costly than making new sales, and loyal clients will refer more business to you. Learn how to distinguish yourself from other firms by discovering what is most important to your clients and how you can benchmark your services with the key drivers of loyalty and retention.
Eric Gregg leverages industry research involving more than 1,000 human resource professionals to highlight the six key components of winning new business and creating loyal, profitable clients. An accomplished staffing industry researcher with particular expertise in client loyalty, Gregg explains how to serve the needs of your clients in a way that will lead to increased retention and profitability.
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Negotiation Boot Camp: How To Make Better Deals
Ed Brodow, chief executive officer, Ed Brodow Seminars
When your clients are using clever new tactics for negotiating fees, margins, and indemnity clauses, do you have the confidence and diplomatic skills to get what you want while still leaving them with a sense of satisfaction?
Ed Brodow, best-selling author and one of the nation's most acclaimed and innovative experts on the art of negotiation, shares proven strategies used by successful negotiators for making deals and getting what you want out of life. You'll learn how to negotiate staffing contracts and communicate more effectively with clients, suppliers, colleagues, and employees.
He discusses negotiating techniques he has developed for clients such as Microsoft, Goldman Sachs, Starbucks, Philip Morris, the Hartford, Johnson & Johnson, Hyatt, Revlon, Kimberly-Clark, and the Pentagon. "Ed Brodow is the king of negotiators," says Harvey Pitt, former chairman of the U.S. Securities and Exchange Commission.
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The Secrets To Becoming the No. 1 Producer
Craig Silverman, executive vice president, HireAbility
Jami Jackson, president, Jami Jackson LLC
Also in recruiting, placement, and direct hire 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 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. Take away 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.
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The Price Is Right—Get the Fees and Margins You Deserve
Bob Lanza, president, Sales Team Solutions LLC
Have you ever paid more for a product or service because you know the company is reliable and friendly, or the process is hassle-free? Can your company charge a premium based on the service you offer to your clients? How can you make sure your front-line staff are selling value and not price? What are some common mistakes that invite your prospects and clients to challenge your pricing model? How do you change your organizational mindset on pricing?
Bob Lanza gives you a commanding knowledge of price—the basic ingredient of business—by cutting away all the taboos, myths, and hype that surround it. Learn how both clients and staffing professionals perceive price, what it really means, what's behind the number, and how to get the best number.
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Power Positioning: The Magic of Marketing
Panel moderated by David McAnally, CPC, general manager, partner, Hire Dynamics Rx
In today's candidate-driven world, you must market your firm to both candidates and future clients. Knowing your clients' needs is vital to your business. Just as important, however, is your brand awareness—how familiar potential clients and candidates are with your firm. Because prospective clients and candidates have more staffing options than ever before, you need to get their attention and create a power position.
How is your company positioned? Do you know what kind of name recognition your company has? David McAnally, CPC, moderates this panel of staffing industry professionals and marketing experts, who share nontraditional marketing ideas that have proven successful at breaking through the clutter. Find out what you can do to be unique and stand out.
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RPO: Evolution of Recruitment and Staffing
Panel moderated by Richard Crespin, global executive director, Human Resources Outsourcing Association
Recruitment process outsourcing (RPO) enables organizations large and small to improve their ability to attract and hire top talent while enhancing work force effectiveness and reducing operating costs. How might the staffing industry take the lead in this evolution and define best practices? What are the roles of in-house HR generalists, recruiters, and hiring managers? What are the roles of third-party recruiters and consultants in the RPO environment?
While many staffing firms consider RPO to be a legitimate business opportunity because current and prospective clients are showing interest in this service delivery model, there is still debate about RPO's definition and scope because the industry is still new and evolving. Richard Crespin moderates a panel of staffing industry executives from firms that offer RPO services, who share with you what might be in your future as you explore the possibilities of developing RPO capabilities.
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Sales Success—Are You Selling Your Services or Merely Taking Orders?
Jeff Skrentny, CPC, CTS, ATMS/CL, president and owner, Jefferson Group Inc.
Immersion workshop
Satisfaction just isn't enough. Have you ever lost a good client to a competitor even though the client claimed to be satisfied with your services? Veteran recruiter, trainer, and business consultant Jeff Skrentny, CPC, CTS, ATMS/CL, proves that you don't know your clients as well as you should and tells you why that should concern you. You must learn to use value-added sales techniques at every client interaction to turn prospects into clients and clients into business partners.
In this immersion workshop, Skrentny provides a tool to help you build critical relationships with clients and prospects. Learn the questions you should ask before making cold calls, as well as those that should be used to conclude every successful placement. Learn how to follow up with a prospect who just won't agree to your price and how to review a postdeal process to make sure your client knows how you've helped the client succeed. Discover how employing interns and researchers can enable your sales professionals to do what they do best—sell your services and close deals. Skrentny also shares a new technique that makes reference checking your most valuable marketing tool.
You won't find success by merely satisfying clients—you need to create that "wow" factor to turn satisfied clients into "thrilled with your services" clients. It takes a team effort, practical technology, and knowing what they really want. Get the sales techniques you need to drive success.
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Improve Compliance With Technology
Panel moderated by Scott Scheibel, staffing industry market specialist, TALX Corp.
Staffing companies face myriad compliance issues every day. Immigration work authorization verification, discrimination statutes, wage and hour laws, overtime regulations, privacy laws, and required employee data are many of the potential pitfalls that thoughtfully implemented technology can help you avoid. The right technology can help drive standard business practices throughout your firm, increasing efficiency while increasing compliance and protecting your business.
Scott Scheibel moderates a panel of your industry peers, who share how they have been able to use technology to mitigate significant risks in their organization through better compliance. They share best practices and answered questions about implementing solutions for recruiting, hiring, candidate selection, candidate and client contacts and documentation, payroll data capture and management, and more.
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A Value Proposition: Workplace Diversity
Panel moderated by Susan Yule, group vice president, business development, GW Premier America Inc.
Promoting the value of inclusion as part of a diverse pool of workers benefits everyone, including your clients. Smart businesses know they need to embrace workplace and supplier diversity. The ASA diversity committee has researched effective strategies for individuals and suppliers who can help your company grow. Join Susan Yule and a panel of staffing professionals, including guest Steven Sims, vice president of the National Minority Suppler Development Council Inc., as they identify recruiting and marketing opportunities advantageous to the industry and your business.
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Innovative Technology—A Case Study of a Client-Centric Approach
Matthew Horenkamp, industry principal, SAP America Inc.
Jim Lanzalotto, vice president of strategy and marketing, Yoh
Also in technical, IT, and scientific learning track
In a highly competitive and commoditized market with few barriers to entry, how can you stay ahead of the competition? The answer—find new ways to deliver additional business value to clients and partners.
Matthew Horenkamp and Jim Lanzalotto use the example of ASA member company Yoh to illustrate how a firm's technology strategy can dramatically improve its managed services platform for its clients and ultimately lead to a high return on investment.
You'll learn technology best practices that can help staffing firms respond to client demand for increased flexibility, manage the changing dynamics of the staffing marketplace, and drive innovation.
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Low Risk, High Rewards
Panel moderated by Dan Struve, CSP, chairman and chief executive officer, Helpmates Staffing Services.
Also in industrial learning track
Controlling your company's susceptibility to costly insurance claims will help protect your profits. Moderated by ASA past chairman and chairman of the ASA workers' compensation committee Dan Struve, CSP, this panel of insurance professionals provides an overview of the current insurance marketplace and strategies for a sound risk management program, including what you need to know about errors and omissions insurance. You'll examine hard and soft costs of insurance—from how much a claim actually costs to its impact on profit and loss.
Avoid common mistakes in selecting an insurance broker and preparing a professional submission. Find out about the Workers' Compensation Risk Certification program developed by ASA and Risk Control Services Inc. Gain strategies and learn practices you can integrate in your company to lower costs and increase profits.
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Staffing in the 21st Century—Thriving in a VMS/MSP World
Panel moderated by Kip Wright, senior vice president, managed solutions, COMSYS
Successful staffing companies need to evolve to recognize that in the 21st century, managed service providers (MSPs) are here to stay. Trends in technology and the way clients obtain and manage their temporary and contract employees provide opportunities and challenges for staffing companies. Learn what has worked and what has caused challenges. How can you change your sales and delivery strategy to capture additional business through an MSP? Explore how MSPs and vendor management systems (VMSs) can affect your long-term business strategies and how you can use VMS technology to pursue new business opportunities.
Listen to Kip Wright and a panel of staffing professionals who offer VMS to gain a better understanding of the market, the need, and your options as the growth of e-commerce continues to change the way we all do business, forever.
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Sponsored by CareerBuilder.com.
When Bad Things Happen to Good Deals
Paul Siker, CPC, principal, Advanced Recruiting Trends
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, teaches 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.
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What To Do When You Don't Have the Perfect Candidate
Fran Goldstein, CPC, CSP, president, Gold Staff Consultants
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, shows you how to create candidate presentations that are convincing and teach you strategy and techniques to establish yourself as a true staffing professional.
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The New Fundamentals: Advanced Search Success in a Search Engine Recruiting World
Danny Cahill, president, According to Danny
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 explains 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.
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Retained Search 101
David Knutson, CPC, CSP, president, the Knutson Group LLC
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, shows you how to position yourself to obtain a retainer when up against other firms and teaches 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.
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It's All About the Cheese!
Greg Doersching, founder, the Griffin Search Group
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. Listen to 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 shares principles that are creative and highly practical.
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The Secrets To Becoming the No. 1 Producer
Craig Silverman, executive vice president, HireAbility
Jami Jackson, president, Jami Jackson LLC
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 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. Take away 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.
Purchase this recording on ASAPro.
Candidate Cooperation From A to Z
C. Andy Macklin, CPC, CTS, CSP, president and chief executive officer, the Macklin Group
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 listen to 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 also shows how you can get your candidates to distinguish themselves from other competing candidates to increase the likelihood of you making more placements.
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Rev Up Your Search Engine: The Latest in Advanced Internet Sourcing
Lisa Brusack, Senior National Trainer, AIRS
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, Lisa Brusack introduces you to the coolest new Internet search concepts and shows 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.
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The Art of Attraction: Teach Your Clients To Successfully Interview Candidates
John A. Thomas, CSP, president and CEO, Thomas Consulting Group Inc.
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, demonstrates 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 shows 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.
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Blended Business: Opportunities for Candidates and Clients
Scott Wintrip, PCC, president, StaffingU
Also in professional 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, reviews 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.
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Uncensored Opinions
Panel moderated by Bill Yoh, president and chief executive officer, Yoh
In the first hour of this two-hour section session, Bill Yoh engages local business leaders who depend on technical, IT, and scientific sector staffing firms. This is your opportunity to get uncensored feedback on what staffing firms are doing right and where they are falling short from directly from decision makers. Yoh moderate this discussion developed by the technical, IT, and scientific section policy council.
In 2006, two-thirds of your peers expected to expand their technical, IT, and scientific staffing firms organically rather than by acquisition. What are they saying this year? Find out in the second hour of this session, as the section policy council shares the results of the 2007 ASA survey of the sector. Get insight into sector trends, projections, and current successes and challenges while networking with colleagues.
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Innovative Technology—A Case Study of a Client-Centric Approach
Matthew Horenkamp, industry principal, SAP America Inc.
Jim Lanzalotto, vice president of strategy and marketing, Yoh
Also in operations and staff development track
In a highly competitive and commoditized market with few barriers to entry, how can you stay ahead of the competition? The answer—find new ways to deliver additional business value to clients and partners.
Matthew Horenkamp uses the example of ASA member company Yoh to illustrate how a firm's technology strategy can dramatically improve its managed services platform for its clients and ultimately lead to a high return on investment.
You'll learn technology best practices that can help staffing firms respond to client demand for increased flexibility, manage the changing dynamics of the staffing marketplace, and drive innovation.
Purchase this recording on ASAPro.
Immigration Changes: What You Don't Know Can Hurt You
Helen Konrad, Esq., partner, McCandlish Holton PC
Also in health care and industrial learning tracks
The U.S. Social Security Administration has proposed regulations to deal with Social Security number mismatches. In addition, the U.S. Department of Homeland Security recently has allowed employers to store I-9 forms electronically.
Do you know how these regulations will affect you and your business? Failure to follow best practices in verifying employment eligibility and in completing the required Form I-9 could result in a costly lawsuit. Protect your staffing company by learning the mistakes most frequently made by staffing firms during the verification process and how to avoid them.
Helen Konrad, Esq., discusses common immigration documents, questions you can and cannot ask at the recruitment and job offer stages, storing I-9 forms, what to do when you are faced with improper documents, a sensible line-by-line analysis of the I-9 form, and what-if scenarios that could occur during the I-9 process. Learn about the potential changes to the employer verification process pending in Congress and what they could mean to your company.
Konrad will also update you on the current responsibilities of employers and suggest steps to take when you receive Social Security number "no match" letters. The session also addresses how staffing firms can digitally complete and store I-9 forms electronically in accordance with federal standards.
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Recruiting That Works: Aggressive and Out-of-the-Box
Tom Zinda, director of recruitment and employment branding, Wheaton Franciscan Healthcare
Demand is on the rise, your candidate pool is shrinking, and your standard recruiting tactics aren't working like they used to. That means it's time for some aggressive recruiting. From the world of health care—one of the toughest sectors to recruit in today—comes Tom Zinda, director of recruitment for one of the Midwest's largest health care providers. Zinda has developed aggressive, out-of-the-box, effective recruiting strategies specific to health care. In this two-hour section session, he shares case studies demonstrating how he has successfully recruited market-sensitive candidates, sped up the hiring process, and improved the quality of employees for his company. And he'll help you set up similar strategies for your company.
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Proper Credentialing in the Health Care Industry: Implementation to Impact
Panel moderated by David Savitsky, chief executive officer, ATC Healthcare Services Inc.
Are you prepared to defend the credibility of your staff and company—which may affect your standing in the health care industry—during a client's on-site audit? Listen to David Savitsky and a panel of health care and staffing professionals as they explore the best practices you should put in place to ensure your records and your employees' credentials are kept in order.
Seasoned professionals and those seeking to start a niche business will learn efficient and effective ways to keep records, track employee recertification requirements and renewal dates, and follow technical practices such as drug testing and background checks. Learn how third-party accreditation may affect your standing with your current and potential clients.
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Immigration Changes: What You Don't Know Can Hurt You
Helen Konrad, Esq., partner, McCandlish Holton PC
Also in technical, IT, and scientific and industrial learning tracks
The U.S. Social Security Administration has proposed regulations to deal with Social Security number mismatches. In addition, the U.S. Department of Homeland Security recently has allowed employers to store I-9 forms electronically.
Do you know how these regulations will affect you and your business? Failure to follow best practices in verifying employment eligibility and in completing the required Form I-9 could result in a costly lawsuit. Protect your staffing company by learning the mistakes most frequently made by staffing firms during the verification process and how to avoid them.
Helen Konrad, Esq., discusses common immigration documents, questions you can and cannot ask at the recruitment and job offer stages, storing I-9 forms, what to do when you are faced with improper documents, a sensible line-by-line analysis of the I-9 form, and what-if scenarios that could occur during the I-9 process. Learn about the potential changes to the employer verification process pending in Congress and what they could mean to your company.
Konrad will also update you on the current responsibilities of employers and suggest steps to take when you receive Social Security number "no match" letters. The session also addresses how staffing firms can digitally complete and store I-9 forms electronically in accordance with federal standards.
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Visa ABCs: Make H-2As and H-2Bs Work for You
Patrick McAlpine, Esq., staff attorney, Staffmark
Randy Davison, vice president, America Work Visa
Recruiting and hiring non-U.S. citizens can help you solve many domestic staffing needs. U.S. law and regulations provide several visa options for hiring foreign national employees on a temporary basis. Patrick McAlpine, Esq., and Randy Davison tell you what H-2A and H-2B visas are, explain when they apply to your business, and take you through the two-step process for H-2A and H-2B visa filing.
Learn what information you must file, which forms to use, what the requirements are, and which agencies you have to work with at the state and federal levels. Get specifics on your obligations and those of your clients as they relate to recruitment, wages, housing, and transportation. McAlpine and Davison will help you unscramble the legal requirements and processes necessary so you can discover new opportunities to meet the staffing needs of your clients.
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I Spy: A Guide to Workplace Inspections
Joe Smith, CSP, ARM, AIC, executive vice president, RCS Services Inc.
Do you know what safety hazards to look for when you go on a site visit or place field employees? Under the Occupational Safety and Health Act, covered employers have two general obligations: to provide a safe working environment for their employees, and to comply with the act's rules and regulations, including its record-keeping requirements. Staffing firms are the employers of their temporary and contract employees for purposes of the act.
Listen to Joe Smith in a game of "I Spy," using photos of common workplace hazards in industrial and manufacturing environments to help you learn what to look for and what your employees may be exposed to when they start work at these types of facilities. If your company conducts walk-throughs of client facilities prior to placing employees, this presentation, coordinated by the ASA industrial section policy council, will assist you in ensuring compliance with OSHA safety laws.
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Low Risk, High Rewards
Panel moderated by Dan Struve, CSP, chairman and chief executive officer, Helpmates Staffing Services
Also in operations and staff development learning track
Controlling your company's susceptibility to costly insurance claims will help protect your profits. Moderated by ASA past chairman and chairman of the ASA workers' compensation committee Dan Struve, CSP, this panel of insurance professionals provides an overview of the current insurance marketplace and strategies for a sound risk management program, including what you need to know about errors and omissions insurance. You'll examine hard and soft costs of insurance—from how much a claim actually costs to its impact on profit and loss.
Avoid common mistakes in selecting an insurance broker and preparing a professional submission. Find out about the Workers' Compensation Risk Certification program developed by ASA and Risk Control Services Inc. Gain strategies and learn practices you can integrate in your company to lower costs and increase profits.
Purchase this recording on ASAPro.
Immigration Changes: What You Don't Know Can Hurt You
Helen Konrad, Esq., partner, McCandlish Holton PC
Also in technical, IT, and scientific and health care learning tracks
The U.S. Social Security Administration has proposed regulations to deal with Social Security number mismatches. In addition, the U.S. Department of Homeland Security recently has allowed employers to store I-9 forms electronically.
Do you know how these regulations will affect you and your business? Failure to follow best practices in verifying employment eligibility and in completing the required Form I-9 could result in a costly lawsuit. Protect your staffing company by learning the mistakes most frequently made by staffing firms during the verification process and how to avoid them.
Helen Konrad, Esq., discusses common immigration documents, questions you can and cannot ask at the recruitment and job offer stages, storing I-9 forms, what to do when you are faced with improper documents, a sensible line-by-line analysis of the I-9 form, and what-if scenarios that could occur during the I-9 process. Learn about the potential changes to the employer verification process pending in Congress and what they could mean to your company.
Konrad will also update you on the current responsibilities of employers and suggest steps to take when you receive Social Security number "no match" letters. The session also addresses how staffing firms can digitally complete and store I-9 forms electronically in accordance with federal standards.
Purchase this recording on ASAPro.
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When Bad Things Happen to Good Deals
Paul Siker, CPC, principal, Advanced Recruiting Trends
Also in recruiting, placement, and direct hire 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, teaches 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.
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Blended Business: Opportunities for Candidates and Clients
Scott Wintrip, PCC, president, StaffingU
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, reviews 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.
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The New Fundamentals: Advanced Search Success in a Search Engine Recruiting World
Danny Cahill, president, According to Danny
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 explains 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.
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Professional Staffing Perspectives
Panel moderated by David McAnally, CPC, chairman, professional section policy council, general manager and partner, Hire Dynamics Rx
I staff, you staff, we all staff—this workshop highlights the unique operational attributes of staffing firms in the professional sector. Listen to a discussion on how sourcing and working with professional candidates differ from other niches, and learn about operational practices, metrics, and benchmarking. This workshop was 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.
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Professional Staffing 101
Panel moderated by Cottia Bender, senior executive search manager, Staffmark
What services does the professional staffing sector offer? Listen to 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 identifies what is unique to this sector and teaches 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.
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