Staffing World 2016 Recap - Haley Marketing Group · 2018-04-13 · Staffing World 2016 Recap ......

11/17/2016

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Presented by

Brad, Linda, Magezi, Ryan,Paula & David

Staffing World 2016 Recap

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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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Attendee Poll

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• How do you win on something other than price?

• DeBeers did it.

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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)

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• Where do you find value?• Capability (elevate your impact)

• Disruption (elevate your perspective)

• Need (elevate relationships)

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• Go from linear to exponential thinking

• Business examples:• Kodak (linear) versus Instagram (exponential)

• Blockbuster (linear) versus Netflix (exponential)

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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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• What is enabling these changes?• Technology – faster, cheaper computers

• Connectivity – access to people and data

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• 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.

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• 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.

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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?

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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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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!

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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!

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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?

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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

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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

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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

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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?

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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.

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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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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

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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.

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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?”

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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”

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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

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Paula

• American Staffing Association celebrates 50th

Anniversary

• Social Media – measurable results!!

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Linda

• Solving higher order problems

• The key to the future of Staffing is innovation

• Strategy is important

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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.

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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.

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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.

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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

Staffing World 2016 Recap - Haley Marketing Group · 2018-04-13 · Staffing World 2016 Recap ......

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Transcript of Staffing World 2016 Recap - Haley Marketing Group · 2018-04-13 · Staffing World 2016 Recap ......