TECHSERVE ALLIANCE CONFERENCE 2016

HIGHLIGHT REEL: SATURDAY, NOVEMBER 5TH

#TSAconf16

IMPACT TALKS QUOTABLE QUOTES

CRAIG FISHER

Be human. You have to be someone people feel like they can get to know.

Technology is only as good as we make our vendors make it and as we make our people use it.

Technology is cool, but people are what really matters.

Even in a flat organization, you can get people the development they crave.

IMPACT TALKS QUOTABLE QUOTES

DEREK DEWAN

Get a hunting license. You don’t always have to play in the VMS space, but you have to be on the vendor list to

go after ancillary business.

You have to have an after-hours strategy. Not all work gets done between 8am and 5pm.

If you have a good candidate don’t give him away. Bill rate drives revenue, not just headcount.

We all know what we need to do, we just don’t get to it.

IMPACT TALKS QUOTABLE QUOTES

JOHN GOULLET

Our recruiters role play 60-80-100 times, so they know how to handle objections

before they take their first sales call.

Shaking up our culture meant we had to get rid of some long-term employees, some really good people.

We are looking for people who don’t quit. They hate to lose, they’re there for the company good, and they want to be pushed.

In 2006, I was scared. I didn’t know how to

grow a business.

EMERGING TALENT ACQUISITION TECHNOLOGIESBRUCE MORTON

“I’m here to keep up with the latest in staffing technology and learn about disruptors that might be a threat to us. It seems clear that many technology providers are working towards disintermediating of the staffing industry.”

- John Bemis, President, Benchmark IT

• Take Away 1 Staffing clients want an “Amazon experience” where they can pick attributes, price, and delivery in a one-stop shop.

• Take Away 2 Investing in technology is as much of a retention issue as an ROI issue. If you’re not giving your recruiters the latest and greatest tools, they are going to walk away.

• Take Away 3 We expect everything to be easy, but the tools people give us at work aren’t as good as the tools we’re using at home.

• Take Away 4 Many of the skillsets you’re supplying are going to disappear. Take a good hard look and get out early.

• Take Away 5 Pick up the phone!!

(“Coolest job title in the world:” Head of Innovation)

PANEL PERSPECTIVE:• SEAN: I think work ethic is more than, “I stayed

late at the office.” Maybe the team is getting there at 7 and leaving at 7, but what are they actually doing when they are there? It’s more about what you’re accomplishing while you’re there.

• ANDREW: Millennials love data and information. We share how many dials, how much commission, company revenue. It’s all available for everyone to see daily. It’s not just millennials that want transparency…we’re not aliens!

• MOLLY: Only 33% of millennials are going to stay with you, determine how you identify and engage those people that are the right fit for your company.

KEEPING MILLENNIALS IN STAFFING PRESENTERS: MOLLY LOUTHAN, UPWORK, ANDREW BULL, ALKU, SEAN GILLIGAN, HARVEY NASH

OVERHEARD AT THE EXECUTIVE WOMEN'S LUNCH

“Who you surround yourself with is critical to who you are going to be as a professional.”Sue Thaden, CEO/President CRi

“To be heard, you have to be seen and to be seen you have to put yourself out there.”Leslie Vickrey, CEO & Founder, ClearEdge Marketing

“To be heard and to succeed, you have to be credible. Find ways to add value to the conversation.”Karen Wilson, MAKE Corporation

THE NEW OVERTIME RULES: UNDERSTANDING THE LEGAL AND BUSINESS CHALLENGES AND CHOICES FOR STAFFING FIRMS PRESENTERSPresenters: Bill Josey, Attorney at Law, Mediator and Arbitrator and Molly Jungbauer, CEO and CFO Hollstadt & Associates

• What You Need to Know: The new overtime rules are not going to be overturned by the courts and it’s not going away. This is going to happen.

• Eye-opening Fact: Since the year 2000, the number of overtime lawsuits filed annual in Federal Courts has QUADRUPLED!

MORE ON THE NEW OVERTIME RULES

• Greatest Impact for You: The recruiter role because they are frequently classified under the administrative exemption.

• The Good Thing About This Change: If you are paying people wrong today, this is a wonderful opportunity to fix your issues in terms of roles, job descriptions and compensation.

• Where to Learn More: Read Bill Josey’s white paper on the new overtime rules on the TechServe Alliance Web site member’s only section.

DISCOURSE ON DISRUPTION WITH BRUCE MORTON, ALLEGIS, AND MARK ROBERTS, TECHSERVE ALLIANCE

• Take Away 1 The big difference with technology changes that are happening today is that organizations are rethinking how they are getting work done. That that hasn’t happened before.

• Take Away 2 The smaller you are as a staffing firm the more niched you need to be.

• Take Away 3 When it comes to AI and automation what’s most exciting for our industry is the ability to drive out unconscious bias and make big progress when it comes to diversity.

IMPACT TALKS: STANDOUT MOMENTS

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Tori Young, CRiI really loved the concept of shaking up your organization. In particular, I appreciated the suggestion to allow your newer and younger employees to take an active role in cultural acclimation for new staff.

Ben Brody, iPlace USAMy most important takeaway was the importance all three speakers placed on culture. They all ran very different organizations, but they all viewed culture as a vital component to their success.

Harvey ShulmanExpert Advice and CounselI’ve known John Goullet for over 20 years, and the journey he took to owning his own company is testimony to what our industry is all about.

FUN FACTAs an original co-founder, Harvey

has been to all 29 conferences!

KPIs & COMP PLANS WITH TOM NUNNHOW TO MEASURE & INCENTIVIZE THE TEAM

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“The worst mistake you can make is to pay for activity and not for results.”

Read the blog on the TSA website!

Your Host: CEO, Mark Roberts

Welcome Mindy ZaziskiIncoming President Elect for TechServe Alliance

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More on Mindy:• CEO, President and co-founder of

FYI Solutions based in Parsippany, NJ

• Serves on the national TechServe board, as well President of TechServe’s TriState Chapter

• Attended Bucknell University, received MBA from Rutgers and completed a 3-year program for business owners at Harvard Business School

SUCCESSFUL LEADERSHIP: WHAT IT TAKESDAN QUIGGLE

THE PILLARS OF EMOTIONAL INTELLIGENCE• Self Awareness• Social Awareness• Relationship Management• Self Management

RONALD REAGAN’S TRAITS• Attitude of Gratitude• Loyalty• Humility• Humor

Dan challenged attendees to seek “Work/Life Presence” in our lives. “You’re here for a reason,” so even if you can’t change the world, focus on changing just one life.

#TSAconf16

“So stop pacing the aisles and counting the miles. Instead, swim more rivers, climb

more mountains, kiss more babies, count more stars. Laugh more and cry less. Go

barefoot more often. Eat more ice cream. Ride more merry-go-rounds. Watch more

sunsets. Life must be lived as we go along. The station will come soon enough.”

Excerpt from The Station by Robert Hastings

Ask those close to you:What should I do more of? What should I do less of? And then shut up and listen.

VENDORS ROCK!Insights from the Expo Floor

“We love coming to the TechServe Conference every year. It’s an excellent opportunity to meet new people and connect with lots of industry owners.”

- Allen Geyer, President – AGR Financial

“This year’s Conference has had great turnout and has been a valuable forum for gathering client feedback, meeting new people and supporting TechServe (we love TechServe!).”

- Jenn Gaal, Account Executive, Bullhorn, Inc.

VENDORS ROCK!MORE Insights from the Expo Floor

“This is my favorite Conference of the year! TechServe knows its audience and the attendees are smart business professionals who are enthusiastic, innovative and know what they are looking for.”

- MaryLou Garcia, Head of Events - DICE

“What a great industry event!”- Jack Lyons, President - Lyons

Solutions

VENDORS ROCK!MORE Insights from the Expo Floor

“We are having such a great time here with many of our existing clients and meeting new industry friends. People are curious to learn about JobDiva and excited to see the Diva Dude, which always makes us happy!”- Christina Abdo– Digital Media Specialist - JobDiva

“TechServe is always a great time to connect with our clients and meet new companies. This year we’ve seen a lot of growth in VMS, so this has been great opportunity for us to talk with businesses interested in talking that path.”

- Charlie Denys, Director of Int’l Business - 24/7 Headhunting