5 Leadership Disciplines You Need To Know To Successfully ... · 5 Leadership Disciplines You Need To Know To Successfully Grow Your Business This webinar is broadcast through your

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5LeadershipDisciplinesYouNeedToKnowToSuccessfullyGrowYourBusiness

Thiswebinarisbroadcastthroughyourcomputerspeakersviatheaudiobroadcastingicononyourscreen.Youmayadjustthesoundvolumebyusingtheslidebarontheaudiobroadcastingicon.Ifyoucannotaccesstheaudio,youmaydialintothecallbydialing1-650-479-3208andusingaccesscode665411027Needfurtherassistance?ContactSIAcustomerserviceat800-950-9496ormemberservices@staffingindustry.com.

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August23,201710amPT/1pmET

Presentedby:BarryAsin,PresidentStaffingIndustryAnalysts

AdamStern,SeniorDirector&GeneralManager,AdvancePartners

Moderator:AdrianneNelson,SeniorDirector,GlobalMembershipProductsStaffingIndustryAnalysts

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AdrianneNelson,Sr.Director,GlobalMembership

Products,StaffingIndustryAnalysts

Today’sSpeakers

AdamStern,Sr.Director&

GeneralManager

Moderator:

BarryAsin,PresidentStaffingIndustryAnalysts

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Adam Stern, SeniorDirector&GeneralManager,AdvancePartners

• AdvancePartnersfocusesonachievablegrowthforindependentstaffingfirmsthroughpayrollfundingandbackofficesupport.

• 500+staffingfirmclientswith$2.5billionannualbilling

• WearepartofthePaychexfamily

Webinar Sponsor:

Proud Sponsor:

Flexiblesolutions

Smallcompanyfeel,Fortune1000companyresources

Customizableoptionsbasedonyourneeds

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AdamSternSeniorDirector&GeneralManager,AdvancePartners

HowcanAdvancePartnershelp?

• ProblemSolvers- Calluscrazy!Weconsideritagoodproblemwhenyougrowandyourbackofficebecomeamorecomplexoperationandyourneedforworkingcapitalbecomesachallenge.

• Partnership- It’simportanttohavesomeoneinyourcornerthatisflexibleandhascreativesolutions.

• SeasonedVeterans- We’recelebratingour20th anniversaryofcontributingtootherssuccessandhelpingsupportstaffingfirmsingrowthmode.

WebinarSponsor:

ProudSponsor:

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• 5LeadershipDisciplines- whyisthisimportant?• PartneredwithSIAtodiscuss• Determine-Whatarethehallmarksofsuccess?

• AdvancePartnersclients• Somemadethelistandothersdidn’t• Weaskedourselveswhy?• Ourmission:tohelpstaffingfirmsgrow

WebinarSponsor:

ProudSponsor:

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Jeanne Michaelides,Director, Client & Corporate Engagement


FiveLeadershipDisciplinesYouNeedtoKnowtoSuccessfullyGrowYourBusiness

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WhyDoSoFewStaffingFirmsReachTheTop?

NumberofUSStaffingFirmsbySize

Source: US Economic Census, 2012 and Staffing Industry Analysts

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AbouttheResearch

• AcombinedeffortofSIAandChartedPath

• InterviewsanddiscussionswithhighperformingstaffingfirmsfromSIA’s“FastestGrowingStaffingFirms”Report

• Averagerateof21%organicgrowthpastfiveyearsvs.avg.marketgrowthof8%

• Plus:Researchandconsultingexperience

• Focusonwhatdothehighperformingfirmshaveincommon?

SponsoredbyAdvancePartners

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PhasesofGrowth

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Owner/OperatorDependent•Executivedirectlyinvolvedinproduction•Growthbutnotdiversified/unsustainable• Limitedbyexecutivebandwidth

PhasesofGrowth

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IndependentOperation• Linelevelmanagementhired• Leaderbeginsdelegatingdaytodayops•Operationslargelyselfsufficient• Leaderfocusesonsomestrategicgrowthopps

PhasesofGrowth

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OrganicScale•Orgcaninvestwhilemaintainprofitability•Repeatable/turnkeyoperationsinmultiplemarkets• Lessinvolvementofleaderintacticaldecisions•Growthmorediversified

PhasesofGrowth

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StrategicExpansion•Corebusinesslargelyselfmanaging•Abletoexecuteonexpansiontoadjacentmarketopportunities– acquisitions,newbusinesslines,etc.

PhasesofGrowth

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What’sinCommonAmongThoseWhoHaveBrokenThroughtheBarrierstoGrowth?

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FiveDisciplinesofTopPerformingStaffingFirms

Strategic Tactical

CommitmentPerformance

DrivenCulture

TalentDevelopment ExecutionDirection

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Strategic Tactical


DrivenCulture



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Commitment

• Startsatthetop

• Whatisyour“WHY”?

• Willingnesstosacrifice– Financial– Professional– Personal

• Movefrom“workingin”thebusinessto“workingon”thebusiness

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POLL1

Approximatelywhatpercentofyourleadershipteamstimeisspent“workingon”thebusiness?

a) 0%– 25%

b) 25%- 50%

c) 50%-75%

d) 75%- 100%

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CommitmentinAction

• TheDeltaCompanies(Founded2001,$115Min2016,Healthcare/LocumTenens)

• HireDynamics(Foundedin2001,$121Min2016,Industrial)

• StrategicStaffingSolutions(Founded1990,$321Min2016,IT)

• All:Constantreinvestmentinthebusiness

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Strategic Tactical


DrivenCulture



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DirectionandStrategicAlignment

• Developadefensiblecompetitive/marketstrategythatenhancesgrowthopportunities

• Buildwell-alignedoperationalcapabilities

• Ongoingassessmentandadaptation

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WhatisCompetitive/MarketStrategy?

Competitivestrategyisthechoiceofthecustomersandmarketnicheabusinesschoosestoserveandthewaysinwhichthatbusinessdifferentiatesitselffromitscompetitors.

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WhatCustomerswillyouServe?

• Skills• Geography• Industry• Situation/Problem• Size

“Neverunderestimatethevalueofagoodtailwind”

ApproximatelyhalfofSIA’sfastestgrowingfirmsfor2016

inITorhealthcare

TheValueof“No”

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OperationalCapabilitiesAlignedwithStrategy

• Salesstrategiesmustallowyoutoidentifyandinfluencetherightbuyers

• Deliverycapabilitiesmustmatchthesuccessfactorsofyourtargetaccounts

• Bothsalesanddeliverymustbeabletoscaleinconjunctionwithoneanother

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KeyResources

• Money

• Technology

• People

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POLL2

Whichofthesearethebiggestlimitingfactortothegrowthofyourcompany?

a) Money/Finance

b) Technology

c) People

d) Noneoftheabove

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AssessandAdapt

• Activeevaluationofexternaltrends

• Managementsystemstomeasuretheeffectivenessofstrategyanditsexecution

• Abilitytomakeincrementalaswellasstrategicadjustments

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Strategic Tactical


DrivenCulture


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“CultureEatsStrategyforBreakfast…”

“…andOrganizationStructureforLunch”

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PerformanceDrivenCulture

• Culturealignedwithstrategy• Drivenandembodiedfromthetop

ReinforcingtheCulture• Establishasharedbeliefsystem• Developcohesiveteams• Delegateculturalleadership• “Whoyouhire,fireandpromote”

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DelegateCulturalLeadership

• Transitionfromapersonalitytovaluedrivenculture

• Ensureculturalstandardsaretransferrable

• Hireandempowerleaderstobecomeculturaladvocates

“Wehaveasayingthattheacquisitionofpowerisabouttherelinquishingofcontrol”

MarkEldridge,ALKU

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PerformanceDrivenCultureinAction

• Medix(AndrewLimouris,Founded2001,$161Min2016,Healthcare/IT/)‒ Valuesandpurposedriven– verypersonal‒ “Medix,wegotyourback”‒ Showingupforpeopleingoodtimesandbad‒ Firingvendors/partners/customerswhodon’tfit

• StrategicStaffingSolutions– “Allgreen,allthetime”– highinternalloyalty– Invertedorganizationchart– customers,talentontop– Community– givingbackinDetroitamajorfocus

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Strategic Tactical


DrivenCulture



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TalentDevelopment• Hiring

• Evaluation

• TrainingandDevelopment

• Motivation“Whenistherighttimetohireasalespersonorarecruiter?

Wheneveryouhavefoundtherightperson.”

MarkEldridge,ALKU

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Strategic Tactical


DrivenCulture



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Execution:InSalesandRecruiting

• IdentificationofEssentialPractices

• ScalingKeyProcesses

• ReplicationoverMultipleOperations

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Strategic Tactical


DrivenCulture



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Poll3

Whichdisciplinedoyouthinkisyourcompany’sbiggestchallengetoday?

a) Commitment

b) Direction

c) PerformanceDrivenCulture

d) TalentDevelopment

e) Execution

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TimeforYourQuestions

AdamStern,Sr.Director&

GeneralManager

BarryAsin,President

StaffingIndustryAnalysts

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MOREGREATRESOURCES!• EssentialGuideforBusinessOwners• 5FactsAllStaffingFirmOwnersNeedtoKnow• 3WaysYouCouldbeLosingMoneyWithouttheRightFundingOption• AndMORE!

http://go.advancepartners.com/siawebinar

Copiesoftheslidesandalinktotheaudiorecordingwillbedistributedtoallattendees48hoursfollowingthewebinar.

Areplayofthewebinarwillbeavailableatwww.staffingindustry.com

THANKYOU!

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ListentotheSIAandAdvancePartnersWebinarAreyouready…forYES!Whatyoureallyneedtoknowbeforeacceptingthatnextbigcorporatecontract

HUNGRYFORMORE?

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http://go.advancepartners.com/siawebinar


StaffingIndustryAnalystsWebinar:Tuesday,September19,10AMPacific/1PMEastern

Wanttoseeyournameinprint?StaffingStream islookingforthoughtleaders. (Originalcontentonly.)

[email protected]

Lookforinvitationsinyouremail!

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AboutStaffingIndustryAnalystsFoundedin1989,StaffingIndustryAnalystsistheglobaladvisoronstaffingandworkforcesolutions.Ourproprietaryresearchcoversallcategoriesofemployedandnon-employedworkincludingtemporarystaffing,independentcontractingandothertypesofcontingentlabor.SIA’sindependentandobjectiveanalysisprovidesinsightsintotheservicesandsuppliersoperatingintheworkforcesolutionsecosystemincludingstaffingfirms,managedserviceproviders,recruitmentprocessoutsourcers,payrolling/compliancefirmsandtalentacquisitiontechnologyspecialistssuchasvendormanagementsystems,onlinestaffingplatforms,crowdsourcingandonlineworkservices.WealsoprovidetrainingandaccreditationwithouruniqueCertifiedContingentWorkforceProfessional(CCWP)program.

Knownforouraward-winningcontent,data,supporttools,publications,executiveconferencesandevents,wehelpbothsuppliersandbuyersofworkforcesolutionsmakebetter-informeddecisionsthatimprovebusinessresultsandminimizerisk.Asadivisionoftheinternationalbusinessmediacompany,CrainCommunicationsInc.,SIAisheadquarteredinMountainView,California,withofficesinLondon,England.

Formoreinformation:www.staffingindustry.com

Forglobalcoverageacrosstheworkforcesolutionsecosystem,followus@SIAResearchandconnectvia

PROPRIETARYDATA,DONOTDISTRIBUTEOUTSIDEYOURORGANIZATION.Yourcompany’suseofthisreportprecludesdistributionofitscontents,inwholeorinpart,toothercompaniesorindividualsoutsideyourorganizationinanyform–electronic,writtenorverbal– withouttheexpresswrittenpermissionofStaffingIndustryAnalysts.Itisyourorganization’sresponsibilitytomaintainandprotecttheconfidentialityofthisreport.

StaffingIndustryAnalysts|1975W.ElCaminoReal,Ste.304|MountainView,CA94040|800.950.9496|www.staffingindustry.com

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5 Leadership Disciplines You Need To Know To Successfully ... · 5 Leadership Disciplines You Need To Know To Successfully Grow Your Business This webinar is broadcast through your