2018 Executive Forum - Lunch with Haley · 2018-04-13 · Panel: Ryan Craig, Randy Hatcher, Bryan Howlin , ,, , Anthony Anthony PentangeloPentangelo Beating the Skills Mismatch: What

3/15/2018

2018 Haley Marketing Group 1

2018 Executive Forum2018 Executive Forum2018 Executive Forum2018 Executive ForumThe Unofficial Conference Recap

PRESENTED BY:PRESENTED BY:PRESENTED BY:PRESENTED BY:

David SearnsBrad SmithRyan MaherBrian VaccaroMaggie Hinterberger

3/15/2018


Agenda

Keynotes

Breakouts

Lessons Learned

Q&A Leadership and learning are indispensable to each other.

– JOHN F. KENNEDY

The SessionsKEYNOTESKEYNOTESKEYNOTESKEYNOTES

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Barry Asin, President, Staffing Industry Analysts

Future Forward

• TODAY: Our industry is at a pinnacle.But what got us here, won’t get us where we need to go!


Staffing Today

• U.S. staffing market: $140B (doubled over past 20 years)

• Temp penetration rate: >3% of U.S. workforce (a new record!)

• Industry has become more strategic, professional and global

– Contingent use 10% in 2010; 20% today; 25% in 10 years

– 60% of revenue is white collar (27% LI)

– U.S. only 1/3 of the global market

• Contingent economy estimated at $5 TRILLION

– Independent contractors ($2T); Internal temps ($611B); SOW ($458B)

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Drivers of Success in Staffing Today

• Providing access to talent

• Managing uncertainty

• Reducing costs

• Ensuring compliance

• Outsourcing non-core functions

• Growing social acceptance


Looking Forward

• Anticipating client challenges

– More services to manage a contingent workforce

– Contingent work becoming more strategic

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Looking Forward

• Disrupt…or be disrupted

– What us staffing?

– The disruptors: Google, LinkedIn, Facebook, AI, Online staffing

– The next recession will drive changes to reduce cost


Looking Forward

• Strategies for Success

– Launch new services to drive down cost

– Partner with lower-cost service providers

– Focus on a niche you can own

– Learn to love technology (AI, chatbots, candidate experience automation)

– Move up the value chain (training, total talent acquisition, project solutions)

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Randy Street, Managing Partner, ghSMART Company, Inc

The A Method for Hiring

• As a leader, your problem isn’t what — it’s WHO

• 50% of all hiring decisions are mistakes

• An average hiring mistake costs 15x the person’s base salary.

Jason Jennings, Authority on Leadership, Growth and Innovation

The Need for Speed – How to Get Everything Done Faster

• Margin doesn’t exist in providing people, it exists in providing a solution.

• Growing Fast = Speed = Man + Machine

• Four secrets to grow fast:

– Purpose

– Growth

– Let Go

– Good Stewards

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Keynote Panel

Where Next? CEO Insights on Success in an Age of Transformation

• Changing how we do business is OK. Go from treating new information as a threat to treating it as a new opportunity.

• General trend: moving towards convenience.

• Trends: Apps that provide a list of jobs daily to a candidate’s phone. Google For Jobs requiring job site location data for every job.

• Speed matters: 24 hours to move from received order to placement.

• Movement from local to global. In a candidate shortage, talent can be found outside of your local market.

John Stepper, Author, Working Out Loud

Working Out Loud: Better for You. Better for Your Business #WOL

• Say something. Do it.

• You’re only 1-2 degrees of separation away from a new job or business opportunity. Cultivate your relationships!

• 5 Steps to Working Out Loud– Relationships

– Generosity

– Visible Work

– Purposeful Discovery

– A Growth Mindset

• Don’t let “the way we used to do it” get in the way of how you should be doing it.

• Guided Mastery. There’s always someone that can guide you through a challenge.

• When you deepen the relation with others, you get a better transfer of information.

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Adrian Gostick, Author, The Carrot Principle

The 5 Disciplines of High-Performing Teams

Better to lead with a carrot than a stick.

• Motivators, what are they for each segment of your workers?

• Positive Radicals: bringing in new ideas and challenging the status quo

• 5:1 ratio of delivering positive and negative feedback

• Now. Often. Specific. Sincere.

• Great teams are more willing to speak up and challenge traditional business practices.

The SessionsBREAKOUTSBREAKOUTSBREAKOUTSBREAKOUTS

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Kyle Braun, CareerBuilder

Staffing Trends to Keep You Competitive in 2018 and Beyond

• 45% of employers have jobs they can’t fill because they can’t find qualified talent

• Key areas of hiring

• Google and Facebook

• Closing the skills gap

Panel: Panel: Panel: Panel: Jennifer Arcuni, Lauren Griffin, Leah McKelvey, Rachel Russell, Maggie Hinterberger

Social Forward in an Age of New Media

• Social for company and personal branding

• Create social strategies with SMART goals

• Share company and industry content

• Encouraging internal participation

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Panel: David Searns, Mike Panel: David Searns, Mike Panel: David Searns, Mike Panel: David Searns, Mike JacoutotJacoutotJacoutotJacoutot, Eric Jaquith, Chris Martin, Eric Jaquith, Chris Martin, Eric Jaquith, Chris Martin, Eric Jaquith, Chris Martin

Lightning Round: 28 Rapid-Fire Ideas to Rock Your Staffing Business

• Eric: Develop a residual referral program.

• Chris: Don’t rely only on ATS trainings; bring in power users to teach your team the hidden manual.

• Mike: Create a call-planning worksheet to use BEFORE sales calls.

• David: Kill the ATS application form. Reengineer the application process and better leverage your data.

Panel: Tom Gimbel, Jason Panel: Tom Gimbel, Jason Panel: Tom Gimbel, Jason Panel: Tom Gimbel, Jason LeverantLeverantLeverantLeverant, Dr. Bill , Dr. Bill , Dr. Bill , Dr. Bill RivardRivardRivardRivard

Success Story Showcase: Secrets of the Fastest-Growing Firms• Tom Gimbel

- Focus on candidates interviewed. - Always hire internally for sales.- Who you fire is important for culture!

• Jason Leverant- Examine every process and improve it.- Think and appear big.

• Bill Revard- Improve the talent supply chain process on both ends. - 100% virtual company, barriers eliminated.- Keep suppliers happy.

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Panel: Ryan Craig, Randy Hatcher, Bryan Panel: Ryan Craig, Randy Hatcher, Bryan Panel: Ryan Craig, Randy Hatcher, Bryan Panel: Ryan Craig, Randy Hatcher, Bryan HowlinHowlinHowlinHowlin, , , , Anthony Anthony Anthony Anthony PentangeloPentangeloPentangeloPentangelo

Beating the Skills Mismatch: What Can Be Done to Give Talent…More Talent?

• Ryan Craig – University VenturesLast mile of education, partnering where there is a skills gap and offering training in place of overpriced and broken college model.

• Bryan Howlin – RevatureCompletely changed their business from IT staffing. Train talent internally for specific positions. Require 2-year talent contracts.

• Anthony Petangelo – HealthTrustHealthcare MSP, not enough applied and technical knowledge, so they train their own nurses. Now even sell their training services to other healthcare systems.

• Randy Hatcher – MAU WorkforceLight industrial staffing company that built a training center in a warehouse. Rents equipment and built custom training programs. Client pays while candidate is in training.

Ted Elliot, Jobscience

The Power of AI in Recruiting

• AI really doesn’t exist in recruiting, yet.

• Year-long data study found:- Recency is key. - Candidates and jobs have a half life.- Short commutes matter.- Cost of living should dictate recruiting radius.

• Ditch call volume metrics/quotas.

• Focus on true indicators of success.

• Lower your expectations of AI, but use data to identify behaviors.

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People 2.0

Overcoming a Growth Plateau: Expansion Challenges and Solutions for Midsize Staffing Companies

• Focus on the importance of sharing the company’s vision throughout the entire workforce.

• Lack of true differentiators hinders growth.

• Brag about your clients!

• Consultants are more impactful than recruiters.

Panel: Dan Khublall, Linc Markham, Dawn McCartney, Chris Paden

Voice of the Customer

• Supplier differentiators: have one and STICK TO IT!

• Does your differentiator apply to the target client you’re selling to?

• Understanding the difference between a tool and a strategy.

• Don’t passively stay on the vendor list. Be proactive!

• Request regular feedback from the hiring manager (if possible).

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Panel: Dave Tuttle, Chris Cho, Carmen Bryant

Job Boards and Beyond

• #1 Search Term is…

• Candidates seek a new job every 3 years (and that average is shrinking!).

• Pay-per-post job sites are going away.

• Keyword searches don’t favor candidates.

• Content is king.

Barry Asin & Mike Cleland

Break Through the Barriers to Growth

• 5 Disciplines of Top-Performing Staffing Firms

– Commitment – growth is a priority

– Direction – a clear, winning strategy and resources to implement

– Culture – an intentional culture focused on performance

– Talent development – a commitment to hiring, training and developing leaders

– Execution – enabling sales and recruiting teams to perform through scalable practices

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Lessons Learned(at least our top take(at least our top take(at least our top take(at least our top take----homes)homes)homes)homes)

Lessons Learned

Ryan

• “HR is back” – they need their job done, whether it’s FT or PT

• The triangle of “cost, quality, speed” differentiators may be shifting to “speed, flexibility and convenience” as time continues to trump cost

• Job descriptions need to reflect OUTPUT

• Diversity isn’t a differentiator – it’s a value

3/15/2018


Lessons Learned

Maggie

• My 1st Executive Forum

• 5-Second Rule

• Learn about the largest players in the industry and translate to effective strategies for smaller staffing companies

• 50% of all hiring decisions are mistakes

• The Need for Speed – How to Get Everything Done Faster

– Purpose; make growth their guiding principle; the ability to let go; companies are led by good stewards (without exception)

Lessons Learned

Brad

• Great leadership can catapult an organization — and industry.

• Companies that streamline/automate their processes will win.

• In a candidate-starved market, you might need to make your own!

• People don’t understand AI, but are: scared/excited/overzealous/cautious/paranoid/afraid…

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Lessons Learned

Brian

• 1st Executive Forum, too!

• Consult. Consult. Then consult some more.

• Differentiation. Develop it, leverage it, take pride in it.

• Build from the inside out to succeed.

• Content is king.

• Always look to the future for innovation and opportunities to grow.

Lessons Learned

David

• Staffing automation is real. You need a plan.

• There is no one right way to be successful, but high-growth companies have a REAL commitment to growth.

• Develop leaders. It’s painful. And expensive. But the only way to grow.

• Hiring leaders from the outside is extremely risky.

• Position yourself as an expert at what you do and who you serve.Find the niche you can own.

• Competitors lie. It’s reality, but you need a strategy to deal with it.

3/15/2018


Any questions?1.888.696.2900

[email protected]

@haleymarketing

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Coming Next:

All-Inclusive Staffing WebsiteTuesday, March 20 at 2 PM ET

Smart Marketing IdeasThursday, April 12 at 2 PM ET

Reserve your seat: www.lunchwithhaley.com

Documents

2018 Executive Forum - Lunch with Haley · 2018-04-13 · Panel: Ryan Craig, Randy Hatcher, Bryan Howlin , ,, , Anthony Anthony PentangeloPentangelo Beating the Skills Mismatch: What