11/5/2015
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Presented by
Brad, Kelly, Maggie, Ryan,Paula & David
Staffing World 2015 Recap
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Staffing World 2015 Keynotes
Opening Remarks Richard Wahlquist, President and CEO
• Staffing firms need to do a better job
at telling our story.
• Staffing penetration rates are at their highest ever,
but still enormous room for growth.
• The story of North America’s top HDTV
manufacturer.
(http://www.zdnet.com/article/how-does-vizio-keep-its-tv-prices-so-low-lots-and-lots-of-outsourcing/)
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Attendee Poll
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Opening Remarks Richard Wahlquist, President and CEO
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• Disruption is occurring in every industry,
and the consequences of change are hard to predict.
• Predicting incentives that will work is as hard as
predicting the future.
• To design incentives, get data that reflects reality.
• To solve problems, redefine the problem so you can
eliminate artificial barriers.
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RETRAIN YOUR BUSINESS BRAINStephen Dubner, Author: Freakonomics
• 90 million millennials are shaping the workforce
• Motivation is more than a paycheck- Main goal: having a purpose
- Job satisfaction: making an impact/making a difference
- Engaged worker: believes company cares
• Strengths vs. Weaknesses
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GOOD TO GREAT? OR LOUSY TO GOOD? Jim Clifton, CEO, Gallup
• “We are in an era of unprecedented access to
information, exponential reach & hyper immediacy.”
• “We need COURAGE to challenge the unwritten rules
of our organization.”
• “Are there places where you could
or should share more information?”
• “Love people. Serve people.
Add value. Have fun!”
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BUILDING NEXT-GENERATION ENTERPRISESSeth Mattison
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Staffing World 2015 Sessions
HIRING VIA TWITTERRoundtable Session
• Common question: how to organize responsibility
for Twitter between recruiters?
• What are the best ways to measure Twitter success?
• How should you grow a Twitter following?
• What is the best way to post jobs on Twitter?
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DEALING WITH DIFFICULT CLIENTSRoundtable session
• Is it a difficult client…or
a client that is not a good fit for a partnership.
• What is the key to overcoming these challenges?Hint: It’s all about relationships!
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BENCHMARKING DATA & DETERMINING ROIRoundtable Session
• Data is vital to evaluating ROI.
• Conversation focused around measuring
ROI of individual recruiters.
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MARKETING STRATEGIES & TECHNIQUES Roundtable Session
Common questions:
• How do we optimize our recruiting efforts?
• What are the best jobs boards to post on?
• What social sites are the best places to find top talent?
• What is the best way to post jobs to get response?
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WOMEN AND LEADERSHIPLoretta Penn
• LP’s LPs • Learn to succeed and prepare to fail
• Be authentic
• Network, network, network
• Do even better at the things you already do well
• Surround yourself with smart people
• Take on more
• Practice
• Take care of yourself
• Listen with the intent to understand
• Express gratitude
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WOMEN AND LEADERSHIPLoretta Penn
• Do you want to be a leader…or
do you think you should want to be a leader?
• 4.6% of Fortune 500 companies have women CEOs • 52% of American workforce is women.
• 2.3% of women execs express an interest in CEO position.
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THE WAR FOR INTERNAL TALENTPanel Discussion – Robin Mee
New Innovative Techniques to Recruit
• How to appeal to millennials
• College recruiting plan
• Engagement & Retention
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RECRUITING IN THE AGE OF SOCIALGerry Renoe
• “Recruiting is the last thing you should worry about.”
• Four things you should focus on instead:• How are you making your customers and workers feel?
• Hello? Are you there?
• Do you know where Waldo is?
• Social
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MISE EN PLACE YOUR STAFFING FIRMJason Leverant, CSP, PHR
• Mise en Place = Put in Place
• Who would you ask for help?
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HOW TOP PRODUCERS RUN DESKSDanny Cahill
• Top producers can’t help you because they don’t
know how they do it, it’s instinctive.
• Qualities all top producers have:
• An inner belief that they will do great things.
• Driven by money.
• Hyperbolic sense of urgency - do what is hard first,
never put important tasks off.
• Great people-reading skills.
• They don’t close, they nudge and encourage.
• They have a beast mode. (Just like HIIT - high intensity interval training.)
• Attention span is the most scarce resource.
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HOW TOP PRODUCERS RUN DESKSDanny Cahill
• They are bleeders.• Refer down
• No isn’t personal
• Who is the most talented person you know that I should be aware of?
• They are specialists - generalists will not survive!
Must have at least two of these:
• Function (e.g., sales)
• Industry (e.g., software)
• Level (e.g., CxO)
• Location (e.g., Houston)
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HOW TOP PRODUCERS RUN DESKSDanny Cahill
• How to use technology:• Text for motion
• Email for content (never send an email that you have to scroll)
• Call for persuasion
• “Let’s Diss-Connect”
• 83% of LinkedIn InMail not responded to
• 40% of LinkedIn Profiles have falsehoods or are “fluffed”
• The front end (sourcing) has never been easier - fast access to talent
• The back end has never been harder (contacting, placing)
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HOW TOP PERFORMING STAFFING FIRMS SUCCEEDEric Gregg
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• If you don’t take care of what your brand means,
then ultimately your brand begins to mean nothing.
• 4 out of 5 people who get referrals still vet staffing firm online.
• Online reviews are the second most trusted source.
• 2 biggest complaints:• Pushy
• Misrepresenting people they are trying to place
• 2 differentiators:
• Remarkable people and process
• (Not responsibility → take opportuniQes)
• 78% of talent will accept less than their minimum required salary if there
are positive reviews online about the employer.
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HOW TOP PERFORMING STAFFING FIRMS SUCCEEDEric Gregg
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• High growth firms report turnover 75% less
• Key issues driving turnover:
• feel underpaid
• don’t feel that immediate manager is doing enough
• don’t feel receive performance feedback
• What makes a satisfied employee? NPS + feeling of optimism
+ enjoy peers + opportunity for growth/recognition
• A prospect is 22% more likely to take a meeting with you
if you can provide data that directly impacts their company
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HOW TOP PERFORMING STAFFING FIRMS SUCCEEDEric Gregg
• Importance of hiring for fit
• Manage expectations
• Compensation
• Culture
• External vs. internal hiring
• Great managers
• Developing management skills
• Value of “B” players
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SPOT FUTURE MANAGERS & DEVELOP LEADERSTom Gimbel
DIFFERENTIATION: ARE YOUR READY FOR 2016? John Maly
• Attraction & Awareness
• People want to share good stories (without prompting)
• Experience
• Process
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SEO & YOUR ONLINE BRANDRuth Burr Reedy
• Back to the basics.
• Your entire online brand should be consistent.
• Measure results.
• When selecting keywords, focus on ones that you
have an opportunity to be competitive with.
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SPEED UP THE SALES CYCLEJill Konrath
• When we prospect, we are on cruise control.
• To shorten the sales cycle:
• Simplify what we are selling, saying & offering
• Look for trigger events
• Change your messaging
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HOT TECH The Top Features to Hit Staffing in 2015
• Bullhorn Pulse
• Monster Social Job Ads
• eStaff365
• Joberate
• Textkernel
• Fyre Sidebar
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Staffing World New Stuff
SOCIAL MEDIA IS A SCIENCEBrad Smith & David Searns
• More leads now coming from inbound rather than
outbound activities.
• Inbound marketing can drastically cut cost per lead.
• Social is about measurement and adjusting.
• You need 22 minutes/day.
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CLIENT BRAINSTORMING MEETINGS Brad Smith
• Pre-show marketing works.
• We bring what works for other staffing/recruiting
firms back to our clients.
• We ask about/listen to the biggest challenges our
clients face, then brainstorm solutions.
• We look for repeatable success.
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Staffing World VOICE Awards
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StaffExWebsite
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RealStreeWebsite – BEST IN CLASS!
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PrideStaffWebsite
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Strategic IT StaffingSocial Media – BEST IN CLASS!
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CoWorx StaffingSocial Media
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Team1MedicalWebsite
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Advance Staffing SolutionsCorporate Identity
Staffing World Lessons Learned
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Ryan
• Act like a recruiter, think like a marketer!You send an InMail, what happens next?
1. They visit your profile
2. They visit your website
3. They view your open job opportunities
4. 17% of the time, they reply
• One size does NOT fit all
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Paula
Sharing Content on Social Media Works!
1. A true sales and recruiting tool
2. Leading staffing firms are using it
3. Get total team to buy-in
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Maggie
• Don’t fear change.
• Video will increase social engagement.
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Kelly
• Mobile, mobile, mobile
• Millennials - they are 90 million strong in the
workforce, but what does that mean?
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Brad
• There is still a lot of confusion about how to
use social media.
• Preshow marketing works.
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Rick
• Technology is changing the fabric of the
staffing industry.
• The velocity of staffing is increasing.
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Vicki
• Staffing World has come a long way
in 10 years!
• Technology plays a huge role in a staffing
company’s success.
• Staffing is cyclical.
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David
• To make conferences a success,
get out in front and don’t follow the herd.
• Build your company around your team…
not yourself.
• Make the best use of every minute
(you can sleep once you get home).
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