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11/17/2016
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© 2015. All rights reserved1.888.696.2900 | www.haleymarketing.com
Presented by
Brad, Linda, Magezi, Ryan,Paula & David
Staffing World 2016 Recap
Join the Conversation!
• Join the conversation on Twitter:
#lunchwithhaley
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© 2015. All rights reserved1.888.696.2900 | www.haleymarketing.com
Staffing World 2016 Keynotes
Opening Remarks Richard Wahlquist, President and CEO
50th Anniversary of ASA
• Reflect on and celebrate the past
• Look to innovation and the opportunities found in
disruption
• Disrupt ourselves before someone else does
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Attendee Poll
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Opening Remarks Richard Wahlquist, President and CEO
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Attendee Poll
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#lunchwithhaley
Opening Remarks Richard Wahlquist, President and CEO
• How do you win on something other than price?
• DeBeers did it.
#lunchwithhaley
CREATING MORE VALUE TO MOVE BEYOND
THE COMPETITIONPeter Sheahan, Chief Executive Officer, Karrikins Group
• How do you create value for your clients?• Important (solves a bigger problem)
• Safe (reduces an assumed risk)
• Simplifies (seeks out and absorbs complexity)
• Easy (removes friction)
#lunchwithhaley
CREATING MORE VALUE TO MOVE BEYOND
THE COMPETITIONPeter Sheahan, Chief Executive Officer, Karrikins Group
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• Where do you find value?• Capability (elevate your impact)
• Disruption (elevate your perspective)
• Need (elevate relationships)
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CREATING MORE VALUE TO MOVE BEYOND
THE COMPETITIONPeter Sheahan, Chief Executive Officer, Karrikins Group
• Go from linear to exponential thinking
• Business examples:• Kodak (linear) versus Instagram (exponential)
• Blockbuster (linear) versus Netflix (exponential)
#lunchwithhaley
BOLD THINKING FOR AN EXPONENTIAL
ORGANIZATIONPeter Diamandis, M.D., chairman and CEO, XPRIZE Foundation
• Stop listening to the “news”• Global income is up
• Cost of food and energy is way down
• Extreme poverty is dramatically decreasing
• The most peaceful time in human history
• Average lifespan is longer than ever
• We work fewer hours per week than ever before
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BOLD THINKING FOR AN EXPONENTIAL
ORGANIZATIONPeter Diamandis, M.D., chairman and CEO, XPRIZE Foundation
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• What is enabling these changes?• Technology – faster, cheaper computers
• Connectivity – access to people and data
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BOLD THINKING FOR AN EXPONENTIAL
ORGANIZATIONPeter Diamandis, M.D., chairman and CEO, XPRIZE Foundation
• Take bold “Moon Shots”• Go 10x bigger rather than 10% bigger.
• Approach problems in a radically different way.
• Tackle problems you thought were too big to solve.
• Peter’s Moonshots• Extending the healthy human lifespan.
• Expanding humanity’s access to resources.
• Addressing the world’s grand challenges.
#lunchwithhaley
BOLD THINKING FOR AN EXPONENTIAL
ORGANIZATIONPeter Diamandis, M.D., chairman and CEO, XPRIZE Foundation
• Today, we are rarely “fully present”
• The impact?• Not able to effectively tackle tough challenges.
• Not able to execute with calm confidence.
• We feel constantly stressed.
• What prevents us from being present?• Our personal sense of power.
• Powerlessness leads to inhibition.
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PRESENCE: BRINGING YOUR BOLDEST SELF TO
YOUR BIGGEST CHALLENGEAmy Cuddy, Ph.D., Harvard Business School
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What is the no. 1 job of a company?
• Money
• Growth
No, it is to make someone else's life easier. (E.g.
Amazon.com. Easy to find, easy to ship, easy to return.)
Make it a little bit easier this week for your clients and
easier for your employees.
#lunchwithhaley
SCALING UP Verne Harnish, founder, Entrepreneurs’ Organization
According to Bill Gates, the best question to ask
– top 25 people who could take your business off like a
rocket.
Any business question is always a who question. Your job is
to find the best who's.
KPI - How many dinners have you had with these people on
your list?
#lunchwithhaley
SCALING UP Verne Harnish, founder, Entrepreneurs’ Organization
What do the unicorns do that we can learn?
• Right butts in the right seat & the most brains engaged
• Leadership is not the smartest person in the room
• Guard time for reading and thinking critically (10x the
company to need to 10x the knowledge in the room)
• Brand Real Estate (Google = Search, Volvo = Safety)
• Keeping the main thing the main thing
• A Coach. Routines. A finish line. Gamification
• What do sports have over business? A finish line.
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SCALING UP Verne Harnish, founder, Entrepreneurs’ Organization
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Staffing World 2016 Sessions
THE SOCIAL EXPERIMENTBrad Smith & David Searns
• Social Media works!78% of salespeople using social media outsell their peers.
• Focus on Providing ValueGreat social accounts solve problems, answer questions, don’t sell, have strong
headlines, aren’t so boring!
• Write Strong Headlines & Use Compelling GraphicsUse emotion provoking keywords (ex. smart, surprising, science, hacks, huge/big,
critical, history) and drop the boring graphics!
• Be Consistent and Kick-Start EngagementPost often and get your internal team to comment, like and share!
#lunchwithhaley
Adapting to a Changing World of Work: What Role
and Influence for the Staffing Industry? Annemarie Muntz & Denis Pennel
• Changing the nature of work is recognized as the top
driver of change in the Staffing Industry
• Trends presenting in the industry that are important
to recognize
• Shaping the Future: What role can the staffing
industry play in the changing world of work?
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A.I., Robotics, and the Future of the Staffing Industry Panel
• Main reason for accelerated progress is that
machine perception is finally beginning to work
(after 50 years of research)!
• Cars can literally “see.” IBM’s Watson can literally
“hear” and read.
• AI arms race – Google, Facebook, IBM, Microsoft,
Tesla investing over $1B. Military $19B!
#lunchwithhaley
A.I., Robotics, and the Future of the Staffing Industry Panel
• 15 million driving jobs will be displaced by 2030
• Will they be replaced? Manufacturing Case Study
- Output per worker: $85K in 1997, $171K in 2010
- Employment: $17M in 1997, $12M in 2010
• Jobs are sets of tasks. They are being unbundled.
• Disintermediation: Travels agents today, staffing
tomorrow?
#lunchwithhaley
Politics and Business –A Local Approach
Going Beyond the T-Shirt: Maximizing Your Temporary Worker
Engagement
Lawrence Kidd /Linda Sasser
• Politics and Business, taking a local approach
• Get involved -be a voice, not an echo!
• Four Actions to maximize Temporary Engagement
• Change your mindset
#lunchwithhaley
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Training Top-Level Executives to Be Better People
ManagersE. Thomas Gimbel
• Reasons we lose good people.
• The three “Cs”
• The importance of recognition
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Men and Women Leading Together—Improve Culture
and ProfitsJulie Fletcher, Adrienne Hand, John Keyser & Brian Scott
The strongest leadership is men & women leading together
(complement each other)
• Better employee engagement
• Better profitability
• Better overall business success
Leadership is about how you help people feel about themselves
(female qualities).
• Respected
• Valued
• Heard
#lunchwithhaley
Men and Women Leading Together—Improve Culture
and ProfitsJulie Fletcher, Adrienne Hand, John Keyser & Brian Scott
Gender balance solutions:
• Hire collectively
• Employ on values
• Family-friendly policies
• Flexibility
• The ability to say at work, “I’m so tired.”
Top-mperforming companies have higher percentages
of women in leadership roles
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Lessons From Afar: New Approaches to Staffing and
Workforce Solutions From Around the WorldPanel
• Solving higher-order problems
• Embrace technology
• Diverse and innovative solutions
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Chartering a Better Course: Strategy for Effective
Client DevelopmentScott Love
Biggest challenges / frustrations with clients:
• Lack of transparency to tell us their critical issues
• Getting to the decision makers, stuck in HR
• Setting expectations
First cardinal rule of human behavior
• People only do what is in their best interest
#lunchwithhaley
Chartering a Better Course: Strategy for Effective
Client DevelopmentScott Love
Uncommon ways to find new clients:
• Unsolicited resume
• Ask their opinion
When redirected to HR, leverage the trust built:
• In my experience it makes sense we continue this
conversation because…
• Can we do a conference call?
• Can you send them an email and copy me as a sign
of advocacy as a way to push things forward?
#lunchwithhaley
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Leveraging Buyer and Job Candidate Trends to
Outplace Your CompetitionEric Gregg
• BLS Temporary Help Employment Growth has been
flat for 12 months.
• 59% of firms report increased revenue compared
with 70% last year.
• 75% of leaders report access to talent is main
concern
• Only 46% are focused on improving the candidate
experience.
• 87% focused on client acquisition.
#lunchwithhaley
Staffing World 2016 Immersion Programs
Turning Contract Staffing Upside Down: Why
Recruiting Should Lead and Business Development
Should Follow - Peter Leffkowitz
• “The Big One”
• Old Model: Recruitment Drives Sales and Business
Development
• Consultant Retention Reverse Bonus: Examine if you
work in a way that allows for folks to have a
commitment to acquire or commitment to retain
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11/17/2016
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© 2015. All rights reserved1.888.696.2900 | www.haleymarketing.com
Cultivating Healthy Gamesmanship in the WorkplaceSusan Packard
10 Strategies of Gamesmanship
1. Conditioning
2. Composure
3. Playing Offense
4. Brinkmanship Strategies
5. Fan Clubs
6. Practice, Practice, Practice
7. Suit Up
#lunchwithhaley
Cultivating Healthy Gamesmanship in the WorkplaceSusan Packard
Emotional maturity (Management to Leadership)
8. Good Sportsmanship
9. Grit
10. Team Play
Face your fear. The gifts you seek are on the other
side.
Sometimes emotional intelligence is just about
listening.
#lunchwithhaley
Develop a Championship Sales TeamMark Wayshak
A-List salesperson’s approach to sales:
• Don’t persuade, disqualify
• Go in as a doctor
• Control the conversation (The RIGHT questions)
Why should I do business with you?
Typical response: “We have the best …”
Try this: “I'm really happy you asked that question, but I
am not sure yet that we are the right fit. Is it okay if I ask
you a few questions first to see whether we are?”
#lunchwithhaley
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Develop a Championship Sales TeamMark Wayshak
Accountability
• The action being made is an accountability issue
• What happens on the call is a training issue
5-hour sales day
• Properly structure expectations
• Stop managing during informal conversations
• Reward for activity
• Let them manage their day
• Continually train and nurture
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Staffing World Genius Awards
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Marquee StaffingWebsite – BEST OF SHOW
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Spectrum StaffingSocial Media – BEST OF SHOW!
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Wood StaffingWebsite
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TERRA Staffing Group
Direct Mail
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Advance Staffing SolutionsSocial Media
Staffing World Lessons Learned
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Pre-Show Marketing“Birthday-in-a-Box”
11/17/2016
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Ryan
• Everything is changing at breakneck speeds,
but…
• Pre-show marketing is still highly effective
• Direct mail is still an ideal way to get the
attention of those who don’t know you yet
#lunchwithhaley
Paula
• American Staffing Association celebrates 50th
Anniversary
• Social Media – measurable results!!
#lunchwithhaley
Linda
• Solving higher order problems
• The key to the future of Staffing is innovation
• Strategy is important
#lunchwithhaley
11/17/2016
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Magezi
• In this new economy you can dare to think
bigger that ever
• Disrupt yourself by engaging the minds you
already have in your business.
• It is critical to take time to think strategically,
not just tactically.
#lunchwithhaley
Brad
• Recruiting is a real issue (surprise, surprise) and
companies are becoming more strategic in how they
recruit and retain their current staff.
• The industry as a whole is becoming more strategic
and data-driven.
• Growth seems to have slowed, but we learned from
the last recession that companies that invest more
heavily in marketing (to both clients and candidates)
gain more market share.
#lunchwithhaley
David
• Start conference planning WAY earlier
than you think you need to start.
• The GIG economy is real, and staffing firms
need a strategy for dealing with it.
• Recruiting is almost everyone’s #1 challenge,
that always happens just before a downturn.
#lunchwithhaley
11/17/2016
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Coming Next:
Door Openers Campaigns DemonstrationTuesday, November 22 at 2 PM EST
Recruiting Insights and Innovations
Thursday, December 22 at 2 PM EST
Reserve your seat: www.lunchwithhaley.com
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