Staffing World 2006 Recordings

Presentations and slides are synchronized on CD-ROM. Read descriptions of available workshops (organized by learning track) below.

Executive and management track

In January and February, ASA conducted the most comprehensive survey ever of America’s staffing employees. More than 13,000 temporary and contract employees participated in the survey, which was used to build demographic profiles of workers in all sectors and to explore their motivations, attitudes, and satisfaction.

Steve Berchem, who led the research, offers a detailed review of the survey results to help staffing companies improve recruitment and retention.

Managing by the Numbers: Understand Your Business and Increase Your Profits Without Leaving Your Desk

We all get lots of financial reports, but do we really know how to use them effectively? Jim Essey, CSP, demystifies various types of financial reports and shows you how to use them to guide your management decisions.

Essey, an ASA past chairman, explains how to analyze the most common report formats and introduces special reports his company has developed to help easily understand what’s happening in the field. Essey also shares methods for benchmarking your company against prior performance, budget, and the competition. Learning how to manage your business by the numbers is a sure bet.

From Good to Great—A Staffing Firm Case Study

The Plus Group Inc., a Chicago-based staffing company, embarked on a journey to develop a leadership team built on trust, cooperation, and understanding, and made some remarkable discoveries along the way. Learn what ASA board member John Seelander, CSP, president of the Plus Group, and his management team gleaned from Good to Great author and management educator Jim Collins and why they implemented some of his strategies and concepts.

Donna Mallard facilitates an interactive and lively discussion as she helps the panelists—all players in the transformation process—relive what they experienced, how they felt, and what they see as the rewards. Panelists include Doug Boston; Michael C. Callahan; Terry McCabe; John Seelander, CSP; and Cheryl L. Titus, CSP.

Up Close With Neil Howe on High-Performance Leadership

After you’ve heard his keynote, you’ll get the opportunity to spend quality time with Neil Howe. Get advice and answers to your toughest questions on high-performance leadership in this up-close workshop. Find out how to break away from mediocrity and learn important concepts that result in leadership excellence.

Draw on Howe’s knowledge and expertise to uncover trends and gain insights that can affect your bottom line. Bring your questions and problems, and leave with answers and solutions.

Mind Your M&A’s: Track the Trends, Find the Funding, and Seal the Deal

Are you embarking on an acquisition, considering a merger, or preparing an exit strategy? Get advice from experts and staffing company managers who have been through the process. This workshop brings together many of the staffing industry’s leading merger and acquisition experts and their customers for a comprehensive three-hour overview of best procedures and practices.

Complete with a stimulating question-and-answer session, this extended workshop is a must for staffing company owners, buyers, sellers, and corporate personnel involved in acquisitions and corporate development. Panelists include Sam Sacco (moderator); Alfred De Bellas, Jr.; Diane J. Geller; Chad Lincoln; Jack Lyons; Joanne B. Sanders; Andrew H. Tananbaum; Scott Vining; and Michael T. Willis.

Expanding Work Force: Boom or Bust

With a strong and expanding economy, businesses need to be ready to respond to the growing demands of the labor market.

Greg Netland offers a clear picture of the changing demographics of the American work force, including current and future trends that could alter it. Learn how to increase return on investment and avoid just filling seats by getting qualified candidates in the right positions to ensure a solid worker and job match.

Team Performance: It’s All in the People

Productivity and performance are key ingredients for a successful team. Management consultant Steve Mulvany addresses the challenges every company faces to improve motivation and employee productivity.

Mulvany reviews a step-by-step approach to implementing a performance improvement process in your company and helps you understand senior leadership’s role in the creation of a performance-driven culture. You’ll also learn how to pinpoint success activities, motivate and strengthen employees through recognition, and involve your entire team in this creative process. Leave with a winner’s action plan for leading a high-performing team.

Sales and business development track

Don’t miss out on your fair share of government contracting; become a staffing provider for local, state, and federal governments.

Just one contract procured more than $113 million in office, industrial, and professional temporary help services for U.S. federal agencies in 2005, according to the General Services Administration. This figure represents a fraction of the overall federal expenditures on staffing—and it pales in comparison to what is possible at the state and local level.

Professional trainer and consultant Cathy Vee and sales consultant Brad Billik show you how to make government your largest, most profitable customer and give you tips on quick ways to find opportunities, write proposals, set pricing, and manage your contracts.

Cross-Selling and Up-Selling

"I didn’t know you offered that service." Do these dreaded words represent a lost sale or a golden opportunity? By mastering the principles of cross-selling and up-selling, you can turn such statements into positive action to generate more business for your company.

Frank Troppe, author and industry executive, shows you how to make more sales using the same or fewer resources. Maximize your current customer relationships by refining existing account plans and proposals to increase the amount of business they generate for you.

Protect Your Business: Negotiate Indemnity Clauses

Today’s staffing customers use contractual indemnity clauses to transfer risks to you. Protect your business from those risks and still make the sale by applying a short, understandable principle that addresses common indemnity problems.

George Reardon introduces an easy-to-read template prepared in consultation with lawyers and executives from a wide range of ASA member companies. Reardon also reviews selling and negotiating tools for sales staff to use in interacting with customers.

Maximum Leverage: Build Your Brand Around ASA’s Industry Awareness Campaign

The ASA "We Work for You" national industry marketing campaign provides "air cover" for staffing firms across the nation, increasing awareness, creating interest, and deepening market penetration. It’s up to individual firms to mobilize on the ground—door to door if need be—to build their brands and boost their business.

Jim Lanzalotto and Aaron Green use case studies to demonstrate how firms can integrate and leverage the value and message of the umbrella campaign into an individual corporate marketing strategy and how to use the ASA marketing tool kit to grow your business.

SWOT Boot Camp: Strategic Planning for Staffing Companies

Also in technical, IT, and scientific; industrial; and professional learning tracks

Business consultant John Thomas demonstrates how to evaluate your company’s current practices and staffing levels, including how to identify strengths and developmental needs, to ensure that you know the performance level of your organization. Thomas shows you how to craft a plan for improvement by incorporating an analysis of customer and candidate issues, as well as industry trends, to help you distinguish yourself from the competition.

This interactive workshop enables you to participate in a hands-on approach to the SWOT (strengths, weaknesses, opportunities, and threats) strategic planning process, creating action plans and goals to make your company more efficient and profitable.

Coach Your Team for Ultimate Sales Success

Attract and coach good salespeople, conduct great sales meetings, and become the ultimate sales manager. Based on research and interviews conducted with successful sales managers for his new book, The Ultimate Sales Manager Guide, John Klymshyn relates methods vital to sales management. Klymshyn outlines steps to move management conversations forward and reviews ways to conduct more productive one-on-one meetings. He also shares the five common mistakes and 10 positive attributes of the ultimate sales managers.

Operations and staff development track

Do you have a disaster recovery plan in place? Downtime due to natural disaster, power failure, or fire may be too high a price to pay. What if your database is unavailable or your power is out for days or weeks?

To establish a disaster recovery policy, you need to consider two questions. First, what is your recovery time objective—how quickly do you want business to resume after a disaster? Second, what is your recovery point objective—the maximum amount of data or property loss you are willing to accept as a result of a disaster? Get advice from colleagues who have experienced disasters firsthand and discover what low-cost preparations you can make now to protect your business tomorrow.

The Technology Advisory Group was established by ASA to advise the association’s board of directors, members, and staff on how to adopt technologies to improve industry productivity.

Retention Strategies: Keep Your Best Talent

Also in technical, IT, and scientific learning track

Money talks, but employees still walk from jobs for many other reasons. With today’s candidate-driven climate and the ever-increasing costs to hire and develop employees, companies must make every effort to select, maximize, and retain good people. The key to retention is recognizing the factors that are most important to your employees.

IT staffing executive Kevin Knaul shares what motivates employees to leave their current jobs or stay with their current employers. Whether your interest is in retaining contract employees or sales representatives, you need to know the basic factors that contribute to overall satisfaction. Keep your top talent by learning strategies to fill the gap between what you provide and what your employees expect.

Build a World-Class Team—Recruit, Hire, Train, and Motivate Winners

Also in professional learning track

Based on practical application rather than research, Craig Silverman’s proven techniques will help you choose and develop your best team. Discover how Silverman achieved zero turnover in his own firm for more than two years, and learn about the rating system he created, which includes a minimum threshold in each performance area to weed out the wrong people and pinpoint the best candidates for job offers.

Uncover the do’s and don’ts of the interview process and improve performance for low producers. Share creative ideas for awards and staff recognition. Learn to build a team based on sales experience, aptitude, attitude, the right match between candidate and position, and that sense we all need to learn how to trust your gut reaction.

The Customer Is Always Right: Lessons From Staffing’s Largest Buyers

Research from Staffing Industry Analysts shows that staffing buyers are not thrilled with the level of service they receive from their staffing suppliers, giving the industry a B– overall. Although this industry grade represents an improvement from previous surveys, individual staffing firms can still take several steps to differentiate themselves from others and move to the head of the class.

In this workshop, Barry Asin provides an overview of detailed research recently conducted among the largest buyers of staffing services by Staffing Industry Analysts Inc. Learn what’s on their minds, why they buy (and why they don’t), and what you can do to build customer satisfaction and loyalty. Attendees also explore how some of these findings apply to specific industry segments and how to take advantage of growth opportunities ahead for staffing firms.

Pay Now or Pay More Later—Costs of Noncompliance

Failure to comply with federal law may result in costs and consequences that far exceed the money saved from cutting legal corners. The choice is yours. You cannot avoid or dismiss the statutes and regulations that govern staffing firms, such as privacy laws, discrimination statutes, unemployment insurance requirements, immigration statutes, and more. Every staffing firm owner needs to understand the repercussions of noncompliance.

Andrew Singer, Esq. will increase your awareness of statutory and regulatory responsibilities and explain the risks of noncompliance.

Legal Jeopardy: An Employment Law Game Show

Employment law questions keeping you awake at night? Back by popular demand, industry attorneys Mark Toth and Stephen Dwyer will put your mind at ease as they address discrimination, overtime, family leave, co-employment issues, and much more. The issues are presented in a game show format—with prizes.

What you take away won’t be legal advice, but it will be valuable information to protect your business.

Take the Coach Approach to Great Leadership

What does it mean to be a great leader in the staffing industry? Discover from Scott Wintrip the distinction between coaching and managing and how the coach approach transforms people into highly effective leaders.

Use coaching skills to empower your employees to solve their own problems, create sales and recruiting action plans that work, and attract and retain high-quality employees. You’ll leave this workshop with a game plan for implementing these ideas in your organization.

Five P’s of Perfect Matchmaking

The most important services of any staffing firm are sourcing, selecting, and placing the right people for the job. Research shows that organizations that spend more time recruiting high-caliber people earn 22% higher profits than their industry peers. Are outdated, ineffective interviewing and hiring techniques preventing you from achieving those numbers?

Michael Santo gives you practical insights into five P’s of selecting the best person for the customer’s position: preparation, purpose, performance, people skills, and process. Learn how to use behavioral-based questions to evaluate an applicant’s past behavior so that you can match the right candidate with the right job.

The Supreme Power of Customer Empathy

After his Staffing World keynote, Ross Shafer expands on his assertion that customer empathy is a profit engine for small business. Your company’s success is a direct result of your ability to identify, understand, and respond appropriately to your customers’ emotional states before, during, and after transactions.

Shafer discusses the evolution of the post-Sept. 11 customer and the new work force. He connects his customer empathy solution to the development of your brand promise, your purpose (not just your mission), and the ever-changing state of the staffing industry. Shafer will change the way you think about dealing with co-workers, customers, and candidates.

Professional Development: Identify, Train, and Retain Internal Top Talent

Groom good employees for advancement within your staffing firm and keep your pipeline of capable people from running dry. This panel of staffing company training and education professionals shows you how to develop an internal training program as a tool for staff retention.

In this interactive workshop, explore case studies and real-life situations based on the experiences of colleagues who have successfully implemented internal training programs. Receive advice on the necessary steps, procedures, and processes—such as the benefits of providing continuing education and how to use mentoring programs—designed to help you build a retention program from the very first day of orientation. Panelists include Linda Carchidi, CSP (moderator); Larry Clark; and Rob Mosley.

Move Beyond the Job Order to Become a Strategic Partner

Becoming a strategic partner requires truly listening to your customers. Learn how to think like hiring managers and human resource professionals. Scott Weston’s structured process for understanding what customers need and want has demonstrated success in the field of quality management.

Drawing on his book HR Excellence, Weston shows you how to apply his process to deepen the relationship between your customers and candidates. You will learn how to develop specific action plans to improve your operations and meet customer requirements.

VMS or Not: Do I Really Have a Choice?
Panel

Although the explosive rate of growth in the adoption of vendor management solutions may be slowing, the dollars and sales volumes reached with these systems continue to grow, according to research from Staffing Industry Analysts. The type of offerings and the functional capabilities are expanding too. What does this mean for your business? How can these technologies and market demands be managed so that VMS is a plus for your business rather than an added cost and burden?

Join Jay Schaudies 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. Panelists include Claudette Cunitz, TSC; Rick Haviland; and Jai Shekhawat.

Staffing 101: Fundamentals for New Professionals

Do you have internal staff who are new to the staffing industry? This orientation session is perfect for the novice recruiter or sales representative. The three-hour interactive workshop offers an overview of business practices that are important to the success of those who have recently entered the industry. Show your staff you value their potential.

Topics to be explored include

• Common terminology, facts, and trends of the staffing industry
• The value staffing services provide
• Approaches for cultivating relationships with customers
• The difference between staffing firm core and noncore positions
• Business strategies within the staffing industry

Recruiting, placement, and direct hire track

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

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. Panelists include Andy Macklin, CPC, CTS, CSP (moderator); Ken Adkins, CSP; Jeff Hindman, CPC, CSP, CAC; Gail Kaplan, CPC, CSP; and Rick Rush.

Embrace Change: Teaching Old Dogs New Tricks

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

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

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

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.

Technical, IT, and scientific track

Also in the operations and staff development learning track

Money talks, but employees still walk from jobs for many other reasons. With today’s candidate-driven climate and the ever-increasing costs to hire and develop employees, companies must make every effort to select, maximize, and retain good people. The key to retention is recognizing the factors that are most important to your employees.

IT staffing executive Kevin Knaul shares what motivates employees to leave their current jobs or stay with their current employers. Whether your interest is in retaining contract employees or sales representatives, you need to know the basic factors that contribute to overall satisfaction. Learn strategies to fill the gap between what you provide and what your employees expect to keep your top talent.

Broaden Your Business—Expand Into New Sectors

Also in health care, industrial, and professional learning tracks

For those who provide specialty staffing services or those interested in broadening their business offerings, this panel examines market research, sales, and contract issues important to successful sector-specific services. Recognize the unique internal and external recruitment challenges and terminologies for different staffing sectors.

Learn more about best practices in the direct hire, health care, industrial, technical, and professional sectors to provide solutions for your customers and increase your revenue stream. Panelists include David Savitsky (moderator); Geno Cutolo; David McAnally; Kathleen Quinn-Votaw; and Jack Wellman, TSC.

SWOT Boot Camp: Strategic Planning for Staffing Companies

Also in the sales and business development, industrial, and professional learning tracks

Business consultant John Thomas demonstrates how to evaluate your company’s current practices and staffing levels, including how to identify strengths and developmental needs, to ensure that you know the performance level of your organization. Thomas shows you how to craft a plan for improvement by incorporating an analysis of customer and candidate issues, as well as industry trends, to help you distinguish yourself from the competition.

This interactive workshop enables you to participate in a hands-on approach to the SWOT (strengths, weaknesses, opportunities, and threats) strategic planning process, creating action plans and goals to make your company more efficient and profitable.

Risky Business: Reduce Workers’ Compensation Costs in Professional and Technical Staffing

Also in professional learning track

Are you curious about workers’ compensation exposure in the white-collar world? Placing professional and technical employees may seem safe, but even the rare accident can deteriorate profitability. Develop familiarity with customer work sites that may be miles away from your location. Learn about ASA’s and RCS’s Workers’ Compensation Risk Certification and what practices staffing firms in the professional and technical sectors can integrate into their risk management strategies to protect their profits.

Technical Services Certified: Benefits to Your Customers, Benefits to You

Learn how ASA’s Technical Services Certified™ program can directly improve your operations and do more than protect your firm from litigation. Using her success as an example, Claudette Cunitz leads this panel to illustrate how an industry-specific professional certification program can help you be seen as a subject-matter expert by your customers. Discover how you can use the TSC™ designation to differentiate your firm from your competition and how to use co-employment knowledge as a selling tool. Panelists include Marc Freedman, Esq.; and Jack Wellman, TSC.

Long-Term Assignments: Legal Issues and Answers

How would you define a long-term assignment—1,500 hours, 12 months, or by some other criterion? Although answers may vary for different staffing firms, this much is true: Long-term assignments raise unique legal issues. Employment law attorney Marc Freedman tells you how these issues can affect your employees, your customers, and your business.

During this workshop, Freedman addresses recent class-action lawsuits involving benefits claims and discusses other issues relevant to long-term assignments, including leased employee rules under the Internal Revenue Code, per diem payments, and situations in which workers should be classified as employees rather than independent contractors.

Health care track

Also in technical, IT, and scientific; industrial; and professional learning tracks

For those who provide specialty staffing services or those interested in broadening their business offerings, this panel examines market research, sales, and contract issues important to successful sector-specific services. Recognize the unique internal and external recruitment challenges and terminologies for different staffing sectors.

Learn more about best practices in the direct hire, health care, industrial, technical, and professional sectors to provide solutions for your customers and increase your revenue stream. Panelists include David Savitsky (moderator); Geno Cutolo; David McAnally; Kathleen Quinn-Votaw; and Jack Wellman, TSC.

Risky Business: Reduce Workers’ Compensation Costs in Health Care Staffing

Dangerous exposures exist in all health care environments. Bloodborne pathogens, needle sticks, and back injuries can have catastrophic consequences for staffing firm employees. Although regulatory measures help ensure that health care facilities protect workers, the pace and nature of the work can still lead to injuries.

Explore risk management strategies for the health care staffing sector, including per diem, travel nursing, allied services, and home health care. Discover the limitations of protection provided by health care facilities and what to look for to make sure your employees are safe. Leave with an outline for an orientation program for caregivers and health care employees to reduce risk and manage your workers’ compensation claims. And learn how you can impact your bottom line with ASA’s and RCS’s Workers’ Compensation Risk Certification.

Nurse Management Recruitment: A Fresh Approach

Hospitals are turning to staffing companies for solutions to the shrinking candidate pool of experienced nurse managers. Grow your existing business by becoming a consultant for your customers. While considering your options, discover how to educate, add value, and up-sell your services to get your customers to come back to you and only you. Determine whether retained search is always best or whether contingent search is better in some situations. Attract the best qualified and most talented candidates who will continue to bring you business for years to come.

An expert in nurse management, recruitment, and consultation, Kim Richards explores how this niche business differs from other types of health care recruitment.

Industrial track

Also in technical, IT, and scientific; health care; and professional learning tracks

For those who provide specialty staffing services or those interested in broadening their business offerings, this panel examines market research, sales, and contract issues important to successful sector-specific services. Recognize the unique internal and external recruitment challenges and terminologies for different staffing sectors.

Learn more about best practices in the direct hire, health care, industrial, technical, and professional sectors to provide solutions for your customers and increase your revenue stream. Panelists include David Savitsky (moderator); Geno Cutolo; David McAnally; Kathleen Quinn-Votaw; and Jack Wellman, TSC.

The Profitable Side of Unskilled and Semiskilled Staffing

Are you looking to improve your industrial staffing business, or are you ready to explore a new niche? Either way, this workshop is a must for you. Jeff Burnett, immediate past chairman of the ASA board of directors, examines financial, marketing, and personnel requirements and workers’ compensation risks for the industrial sector. Find out how you can improve current business practices and make sure you’re in the right business sector. Walk away with the foundations for a business model to make money for your firm.

SWOT Boot Camp: Strategic Planning for Staffing Companies

Also in sales and business development; technical, IT, and scientific; and professional learning tracks

Business consultant John Thomas demonstrates how to evaluate your company’s current practices and staffing levels, including how to identify strengths and developmental needs, to ensure that you know the performance level of your organization. Thomas shows you how to craft a plan for improvement by incorporating an analysis of customer and candidate issues, as well as industry trends, to help you distinguish yourself from the competition.

This interactive workshop enables you to participate in a hands-on approach to the SWOT (strengths, weaknesses, opportunities, and threats) strategic planning process, creating action plans and goals to make your company more efficient and profitable.

Behavioral-Based Interviewing: Search for Talent the Right Way

Revolutionize the way you interview candidates in the industrial sector by asking the right questions. While role-playing, learn to uncover skills and talents to determine whether your candidate will fit in your customer’s culture and work environment. Increase your success rate in matching temporary employees with customer needs. This structured interview process—based on research and John Thomas’s extensive surveys with some of the nation’s leading food processors and manufacturers—is proven to be a reliable tool in assessing talent.

Risky Business: Reduce Workers’ Compensation Costs in Industrial Staffing

Effective risk management can turn a potential liability into a successful business strategy. Are you doing all you can to prevent workplace accidents and injuries to your manufacturing, retail, wholesale, industrial, or construction employees? If not, escalating insurance rates and claims can eat into your margins and make it difficult for your firm to stay competitive.

Every industrial staffing firm must have a solid risk management program in place. Learn about ASA’s and RCS’s Workers’ Compensation Risk Certification and how it can make a difference in your bottom line. Evaluate workplace safety practices to reduce risk and increase profits.

Professional track

Also in operations and staff development learning track

Based on practical application rather than research, Craig Silverman’s proven techniques will help you choose and develop your best team. Discover how Silverman achieved zero turnover in his own firm for more than two years and learn about the rating system he created, which includes a minimum threshold in each performance area to weed out the wrong people and pinpoint the best candidates for job offers.

Uncover the do’s and don’ts of the interview process and improve performance for low producers. Share creative ideas for awards and staff recognition. Learn to build a team based on sales experience, aptitude, attitude, the right match between candidate and position, and that sense we all need to learn how to trust, your gut reaction.

Get the Customers Your Candidates Want to Work For

Find the companies that people really want to work for in today’s candidate-driven market. Learn a step-by-step marketing process that will position you in front of new prospects six times in nine weeks.

Barbara Bruno has 30 years of experience in staffing and sales, and her marketing plan has succeeded nationwide. She offers effective responses to the 10 most common objections that follow marketing presentations and gives you tools and ideas that you can use immediately. Enhance your marketing and sales efforts—learn what to say and how to say it to land the customers your candidates want to work for.

Broaden Your Business—Expand Into New Sectors

Also in technical, IT, and scientific; health care; and industrial learning tracks

For those who provide specialty staffing services or those interested in broadening their business offerings, this panel examines market research, sales, and contract issues important to successful sector-specific services. Recognize the unique internal and external recruitment challenges and terminologies for different staffing sectors.

Learn more about best practices in the direct hire, health care, industrial, technical, and professional sectors to provide solutions for your customers and increase your revenue stream. Panelists include David Savitsky (moderator); Geno Cutolo; David McAnally; Kathleen Quinn-Votaw; and Jack Wellman, TSC.

SWOT Boot Camp: Strategic Planning for Staffing Companies

Also in sales and business development; technical, IT, and scientific; and industrial learning tracks

Business consultant John Thomas demonstrates how to evaluate your company’s current practices and staffing levels, including how to identify strengths and developmental needs, to ensure that you know the performance level of your organization. Thomas shows you how to craft a plan for improvement by incorporating an analysis of customer and candidate issues, as well as industry trends, to help you distinguish yourself from the competition.

This interactive workshop enables you to participate in a hands-on approach to the SWOT (strengths, weaknesses, opportunities, and threats) strategic planning process, creating action plans and goals to make your company more efficient and profitable.

Risky Business: Reduce Workers’ Compensation Costs in Professional and Technical Staffing

Also in technical, IT, and scientific learning track

Are you curious about workers’ compensation exposure in the white-collar world? Placing professional and technical employees may seem safe, but even the rare accident can deteriorate profitability. Develop familiarity with customer work sites that may be miles away from your location. Learn about ASA’s and RCS’s Workers’ Compensation Risk Certification and what practices staffing firms in the professional and technical sectors can integrate into their risk management strategies to protect their profits.