2018 Executive Forum The Unofficial Conference Recap

Transcription

1 2018 Executive Forum The Unofficial Conference Recap PRESENTED BY: David Searns Brad Smith Ryan Maher Brian Vaccaro Maggie Hinterberger 2018 Haley Marketing Group 1

2 Agenda Keynotes Breakouts Lessons Learned Q&A Leadership and learning are indispensable to each other. JOHN F. KENNEDY The Sessions KEYNOTES 2018 Haley Marketing Group 2

3 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! Barry Asin, President, Staffing Industry Analysts 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) 2018 Haley Marketing Group 3

4 Barry Asin, President, Staffing Industry Analysts Drivers of Success in Staffing Today Providing access to talent Managing uncertainty Reducing costs Ensuring compliance Outsourcing non-core functions Growing social acceptance Barry Asin, President, Staffing Industry Analysts Looking Forward Anticipating client challenges More services to manage a contingent workforce Contingent work becoming more strategic 2018 Haley Marketing Group 4

5 Barry Asin, President, Staffing Industry Analysts 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 Barry Asin, President, Staffing Industry Analysts 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) 2018 Haley Marketing Group 5

6 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 2018 Haley Marketing Group 6

7 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 Haley Marketing Group 7

8 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 Sessions BREAKOUTS 2018 Haley Marketing Group 8

9 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: 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 2018 Haley Marketing Group 9

10 Panel: David Searns, Mike Jacoutot,, 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 Leverant,, Dr. Bill Rivard 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 % virtual company, barriers eliminated. - Keep suppliers happy Haley Marketing Group 10

11 Panel: Ryan Craig, Randy Hatcher, Bryan Howlin, Anthony Pentangelo Beating the Skills Mismatch: What Can Be Done to Give Talent More Talent? Ryan Craig University Ventures Last mile of education, partnering where there is a skills gap and offering training in place of overpriced and broken college model. Bryan Howlin Revature Completely changed their business from IT staffing. Train talent internally for specific positions. Require 2-year talent contracts. Anthony Petangelo HealthTrust Healthcare 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 Workforce Light 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 Haley Marketing Group 11

12 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) Haley Marketing Group 12

13 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 2018 Haley Marketing Group 13

14 Lessons Learned (at least our top take-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 2018 Haley Marketing Group 14

15 Lessons Learned Maggie My 1 st 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 2018 Haley Marketing Group 15

16 Lessons Learned Brian 1 st 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 Haley Marketing Group 16

17 Any questions? Coming Next: All-Inclusive Staffing Website Tuesday, March 20 at 2 PM ET Smart Marketing Ideas Thursday, April 12 at 2 PM ET Reserve your seat: Haley Marketing Group 17