Breakout Sessions

Staffing World delivers premier executive education you won't find anywhere else. World-renowned speakers and industry experts present high-level, interactive learning and industry-specific content. Staffing World offers rich insights that will inform and delight seasoned as well as rising executives.

View/print an at-a-glance executive education schedule.

View workshops by day: Wednesday, Thursday.

View workshops that qualify for legal CE.

Tuesday, Oct. 9

Opening General Session and Keynote Speaker Liz Wiseman
3–5 p.m.

Wednesday, Oct. 10

Second General Session and Keynote Speaker Jim Collins 9–11 a.m.

Sponsored by

Workshops
11:45 a.m.–1 p.m.

Knowledge Network
2:15–3:30 p.m.

Section Forums
3:45–5 p.m.

Workshops
3:45–5 p.m.

Thursday, Oct. 11

Immersion Programs
9–10:45 a.m.

Workshops
11 a.m.–12:15 p.m.

Workshops
2:30–3:30 p.m.

Closing General Session and Keynote Speaker Simon Mainwaring 3:45–5:30 p.m.

Sponsored by

Workshops and More

Wednesday, Oct. 10
11:45 a.m.–1 p.m.

Influence Your Sales Culture
Tim Alderman, president and chief executive officer, Alderman Hockaday & Associates
Wednesday, Oct. 10, 11:45 a.m.–1 p.m.

Every business has its own culture and subcultures of individuals, teams, or departments. Keeping nonproducing staff too long is expensive. To help assess your organization's environment, Alderman shares a variety of corporate cultures within the staffing industry and focus on hiring, commission structures, performance standards, retention, firing, and more.

This workshop also provides you with a specific tool to evaluate your sales teams. Role-play and perfect conducting performance reviews with staff. 1.25 CE

Win the Battle for Top Talent
Beth Armknecht Miller, founder and president, Executive Velocity
Wednesday, Oct. 10, 11:45 a.m.–1 p.m.

Are you at risk of losing key talent? Recent data show that nearly 50% of executives think their top in-house talent are ready to leave as soon as they are comfortable with the economy. Learn how to create an engaging workplace that retains current top talent and attracts new top talent that can help hone your competitive edge.

Miller demonstrates methods to benchmark employee engagement and how to forecast talent needs. The result is a proactive plan for recruiting and developing talent. 1.25 CE

Workers' Compensation Market Trends
Bill Nagel, founder and president, Risk Control Services
Wednesday, Oct. 10, 11:45 a.m.–1 p.m.

Learn about the latest changes in the insurance market, and how those changes have affected—and may continue to affect—rates, products, security, and credit. Nagel delivers a staffing-specific overview of the workers' compensation insurance marketplace and shares insights, including what underwriters focus on in a downturn and firming market.

Nagel also provides proven initiatives and strategies to present your company to underwriters to get the best pricing and lowest security (maybe highest security?). Also, learn more about insurance products designed specifically for light industrial, construction, health care, and other staffing sectors. 1.25 CE

Break Free From the Competition
Chris Cosmos, founder and managing director, Cosmos Sales Professional
Wednesday, Oct. 10, 11:45 a.m.–1 p.m.

Have you ever asked yourself what causes a prospect to turn into a customer? Answers might point to your Web site, customer service, guarantee, thoroughly screened candidates, firm specialties, or proprietary database.

In this workshop, explore the "hunting and farming" techniques that can maximize your sales potential and separate your firm from the competition. These strategies also help build a foundation of sales success that you can continually hone and practice throughout your career. 1.25 CE

Understanding the Client
Panel facilitated by Jerome D. Gerber, vice president, client solutions, Volt Information Sciences
Wednesday, Oct. 10, 11:45 a.m.–1 p.m.

Have you ever wished you could read the minds of your prospective clients? Why do companies choose a specific contingent staffing model or VMS tool? During this workshop, real clients—each using different staffing models—share insights and discuss what motivates them to use the services they do.

Gerber shares strategies to help you hone your sales plan, determine what type of customers you should target, and how to identify what model a customer prefers. 1.25 CE

Innovation in the Global Landscape of Recruiting
Bruce Morton, president, Allegis Group Services
Wednesday, Oct. 10, 11:45 a.m.–1 p.m.

Global recruiting is changing quickly, which means there is great opportunity for continual growth and innovative ideas. Join Lane as he addresses timely issues and trends facing the recruiting industry on a global level. Take part in discussions about how a mix of contract and direct-hire strategies is becoming the rising wave of the Western world.

Gain insights and walk away with valuable information that can result in talent acquisition strategies that work locally and globally. 1.25 CE

Employee Noncompetes: How to Play Offense and Defense George M. Reardon, Esq., special counsel, Littler Mendelson PC Wednesday, Oct. 10, 11:45 a.m.–1 p.m.

Join Reardon, a longtime staffing industry attorney and former ASA board member, in this engaging discussion about noncompete agreements—and how to work around the gaps in your competitors' noncompetes while avoiding litigation.

Learn how to examine your firm's agreements for possible flaws, how to fix agreements or seek counsel to do so, and how to make smart risk assessments when hiring employees tied to restrictive agreements by competitors. Explore the best ways to respond to related demands from customer and VMS's firms. 1.25 legal CE

Knowledge Network

Sponsored by

Wednesday, Oct. 10, 2:15–3:30 p.m.

The Knowledge Network provides the opportunity to participate in targeted, small-group discussions. Choose one of three categories: Strategic Issues for Executives; Sales and Business Development; or Recruiting, Operations, and Staff Development. A final list of individual table topics will be available on site at Staffing World. Qualifies for 1.25 CE.

Section Forums

Sponsored by

Wednesday, Oct. 10, 3:45–5 p.m.

Section Forums feature a rapid-fire learning format and provide insights on your peers' challenges and successes. Hear their stories from the field as well as lessons learned and sector-specific practices. Six Section Forums represent each of ASA's membership sections: health care; industrial; office–administrative; professional; search and placement; and technical, IT, and scientific.

Continue the conversation after the Section Forums at the Happy Hour in the Expo Hall. With a wide range of material presented, every member of your staff, from beginners to the most experienced, can benefit from attending Section Forums. 1.25 CE

Wednesday, Oct. 10
3:45–5 p.m.

MSP Performance: Opportunities for Engagement
Panel facilitated by Kip Wright, vice president and general manager, TAPFIN, an offering of ManpowerGroup Solutions; and chairman, MSP Global Center of Excellence
Teresa Creech, executive vice president, Randstad HR Solutions (US), Randstad Managed Services
Shawn Handley, senior vice president business development principal, Apex Systems
Ann Webster, president, Aquent
Wednesday, Oct. 10, 3:45–5 p.m.

Nearly 70% of large companies currently use MSPs. Join this panel discussion among MSP providers and staffing firms that offer MSP products as they explore the ways changing demands, clients and talent influence MSPs.

An effective partnership between MSP and their suppliers is imperative for program success—with high supplier engagement being most critical. Hear from both sides as they explore best practices and give you—as a supplier or a program provider—practical advice on taking your program to the next level. 1.25 CE

Social Media in the Workplace: Best Practices to Avoid Liability Joel A. Klarreich, Esq., partner, Tannenbaum Helpern Syracuse & Hirschtritt LLP Andrew W. Singer, Esq., partner, Tannenbaum Helpern Syracuse & Hirschtritt LLP Wednesday, Oct. 10, 3:45–5 p.m.

Employees using social media to recruit candidates, source jobs, and solicit clients results in substantial legal compliance challenges and unique legal risks. As recruiters increasingly use social media to connect with clients and solicit candidates, firms should carefully evaluate whether their policies and practices provide adequate protections. Klarreich and Singer lead this interactive discussion on how staffing firms can best recognize and address the myriad legal risks associated with social media use.

Learn a series of legal and practical best practices as they apply to current internal and temporary employees, as well as prospective and former employees, and walk away with suggested language to protect your confidential information, and implement your own social media policies. Qualifies for 1.25 legal CE

Immersion Programs

Current Developments in Health Care Reform Ed Lenz, Esq., senior vice president, legal and public affairs, American Staffing Association James A. Essey, CSP, president and chief executive officer, the TemPositions Group of Cos. Alden Bianchi, Esq., chairman, compensation and benefits practice; Mintz, Levin, Cohn, Ferris, Glovsky & Popeo PC Thursday, Oct. 11, 9–10:45 a.m.

ASA and its business allies have worked with the Obama administration for more than a year to mitigate the impact of the Affordable Care Act on staffing firms and other businesses whose employees' work patterns are variable and unpredictable.

This session examines the recent guidance issued by the administration, at ASA's urging, that will allow staffing firms to use a "look back" safe harbor of up to 12 months to determine whether employees are "full time" for the purpose of offering health insurance coverage or paying penalties under the employer responsibility provisions of the Affordable Care Act. The workshop also addresses the challenges, and potential solutions, in offering health insurance to temporary employees. 1.75 legal CE

Internal Success: How to Find the Right People to Hire
Peter Leffkowitz, chief executive officer, Morgan Consulting Group
Jason Thibeault, trainer, Morgan Consulting Group
Tricia Tamkin, trainer, Morgan Consulting Group
Thursday, Oct. 11, 9 a.m.–12:15 p.m.
Note: This Immersion Program is three hours and 15 minutes long. Participants are encouraged to bring their laptops or other Internet-equipped devices to conduct searches on the spot.

Even the most distinguished staffing companies are subject to client, management, or shareholder scrutiny when recruiters and business development staff lack an instinctive ability to accurately read people and assert relationship-building skills. This two-part Immersion Program delivers valuable strategies to ensure your firm is on track with its internal hiring.

During the first two hours of this program Leffkowitz discusses methodologies in conversational "innerviewing" that produce consistency and predictability in the hiring of staffing professionals to place temporary, contract, and direct hire employees. Tamkin and Thibeault lead the last hour and 15 minutes of the program they will discuss and demonstrate online search tactics that immediately produce the names, backgrounds, and email addresses of the recruiters and business development candidates with the skills you need. Learn and practice on your laptop the best techniques for finding and interviewing great new employees who will help fuel internal success. 3.25 CE

Secrets of Up-Scaling Your Business
Panel facilitated by Greg Palmer, managing director, GPalmer and Associates
Tom Bickes, president and chief executive officer, Employbridge
Jeff Bowling, founder and CEO, The Delta Companies (TDC)
Joan Davison, president and chief operating officer, Staff Management | SMX
Thursday, Oct. 11, 9–10:45 a.m.

How often have you pondered what truly differentiates good staffing firms from great staffing firms? Why do some businesses expand quickly and others stall? During this workshop, hear from industry rock stars who have agreed to share valuable strategies and insights. Learn more about how they think, the reasons their profits are ahead of the pack, how they make decisions, and what drives them past the competition year after year.

Panelists also discuss eight secrets to success, which are commonly at work in the most successful staffing firms. Here is your chance to hear from three of the most successful chief executives in the staffing industry today. Qualifies for 1.75 CE.

Staffing Strategies From a New Friend in South Africa
Eileen Gale Kugler, president, Kugler Communications
Thursday, Oct. 11, 9–10:45 a.m.

In this eye-opening workshop, Kugler challenges you to look beyond the often limiting assumptions present in your daily work as she shares lessons learned from an underprivileged grandmother in South Africa. As in many other industries, professionals in staffing make judgments to do their jobs—to match talent with client needs, for example. However, these judgments are often based on experiences and influences that can color how we view others.

This workshop provides a unique opportunity for self-reflection on personal and professional culture and challenges you to consider assumptions about staff that may inhibit business growth. You'll be rewarded with a new awareness about how valuing differences and seeing beyond assumptions leads to a more dynamic organization that not only grows but thrives. 1.75 CE

The Future of Employment and Leadership for Women
Tracey Wilen-Daugenti, vice president and managing director, Apollo Research Institute
Thursday, Oct. 11, 9–10:15 a.m.

To examine how gender, generation, and geography are reshaping the workplace and creating new demands for innovative leadership, the Apollo Research Institute conducted a study of women leaders in the 21st century work force. Wilen-Daugenti and a team of researchers interviewed nearly 200 female entrepreneurs and executives in diverse fields to examine their essential work skills, work‒life balance, and leadership and negotiation styles.

The study results will help you gain a better understanding of the skills in demand for business leaders and how those skills will vary by industry. Get the answers to commonly asked questions about work‒life balance, mentoring relationships, and networking strategies. And find out which industries are looking best—and worst—for women executives and managements. 1.75 CE

Supplemental Nurses: New Evidence to Achieve Quality of Care
Linda Aiken, RN, director, Center for Health Outcomes and Policy Research, University of Pennsylvania
Susan R. Salka, Chief executive officer and president of AMN Healthcare
Thursday, Oct. 11, 9–10:45 a.m.

This workshop provides a succinct overview of the current state of the health care staffing industry and examines the opportunities and challenges. Aiken examines objective and scientific evidence focused on the quality of care in hospitals and the use of supplemental nurses. Aiken, an internationally renowned health outcomes and policy researcher, shares new findings from a comprehensive study on whether and how supplemental nurse employment is related to variations in hospital mortality. Salka addresses the issue of quality care and how central it is to the success of health care staffing. Learn how to use this combination of scientific information and real-world scenarios to engage your clients in strategies to improve quality of care. 1.75 CE

Thursday, Oct. 11
11 a.m.–12:15 p.m.

Transformational Technology: Today's Hottest Tech Tools
Panel facilitated by James A. Essey, CSP, president and chief executive officer, the TemPositions Group of Cos.
Michael Beygelman, president, Adecco RPO, North America
Hope Bradford, IT enterprise architecture, Kelly Services
Thursday, Oct. 11, 11 a.m.–12:15 p.m.

Technology can modernize the way you operate your company and how you go about sourcing, recruiting, and retaining top talent. Technology can help increase sales, reduce costs and improve a company's employment brand. In this upbeat session, ASA board member Jim Essey, CSP, moderates a panel of executives who have implemented creative technology solutions to address real-world business challenges and opportunities. They will also demonstrate a selection of tools that are readily available today, which can enable you to develop a sustainable competitive advantage, or in some instances help you stay relevant as an organization. This is a must-attend session for staffing company owners or executives who seek to maximize the value of today's technology. 1.25 CE

Comparatively Speaking: Staffing and Wall Street
Paul Ginocchio, managing director, education and business services equity research, Deutsche Bank Securities
Thursday, Oct. 11, 11 a.m.–12:15 p.m.

In this unique session for senior executives, Ginocchio uses public domain documents and U.S. Securities and Exchange Commission filings to compare publicly traded staffing companies on a number of operational metrics. Using key operational metrics, including temporary workers per consultant, consultants per branch, gross margins, and conversion ratios, this exercise shows you how each company achieves its operating margin.

Ginocchio also compares gross profit per placement, per branch, and per employee; and earnings before interest and taxes per employee—and uses that data to demonstrate the correlation to companies with high stock market value. And he analyzes working capital requirements and free cash flow generated. Get up to speed on these Wall Street analytics and learn more about how companies use them. You'll come away with benchmarks to measure your company's value and a list of ways to make your firm more valuable in transactions. 1.25 CE

Compete for Market Share With Disciplined Planning
Steve Mulvany, president and founder, Management Tools Inc.
Thursday, Oct. 11, 11 a.m.–12:15 p.m.

The most effective business planning is a disciplined iterative process that requires continuous evaluation of your firm's marketplace position to determine how to best compete for increased business. Mulvany differentiates between strategic planning and operational planning. If a company does not view each differently, he says, it will typically default to tactical planning.

During this workshop, Mulvany looks at how company culture and long-term vision—and all the elements that support that vision—result in an effective business plan. Learn how to strategically examine key assumptions, differentiation, structure, and other elements that ultimately point you toward which business services to enter or exit. Mulvany also focuses on setting short-term objectives, long-term goals, and the value of action-based planning. You'll leave this workshop with an action-based strategy you can implement immediately, and the tools to make it happen. 1.25 CE

Buying or Selling in Today's M&A Market
Sam Sacco, partner, R.A. Cohen Consulting
Al De Bellas, president, De Bellas & Co.
Alan Bugler, vice president, CHILDS Advisory Partners
Thursday, Oct. 11, 11 a.m.–12:15 p.m.

Hear from three leading staffing-focused merger and acquisition consultants as they address the M&A process and advise how to build maximum value in your company. Presenters deliver an analysis of recent staffing M&A trends and examine current market conditions and notable transactions. Find out what buyers are looking for now and get tips on post-sale integration. Learn how to determine the value of your staffing company, avoid costly mistakes, and connect with buyers and sellers. These experts will also discuss current value ranges for businesses in various staffing industry sectors.

First-time as well as veteran buyers or sellers will benefit from current market updates. Owners not yet ready to sell will hear value-building strategies to make their firms more attractive. 1.25 CE

Current Priorities of Today's CFO
Panel moderated by Dan Campbell, CSP, chief executive officer, Hire Dynamics
Doug Black, chief financial officer, Staffing Management
Cash Nickerson, executive vice president, chief financial officer and general counsel, PDS Technical Services
Robert Stovall, chief financial officer, MATRIX Resources, Inc.
Shawn Poole, executive vice president and chief financial officer, EmployBridge Holding Company
Thursday, October 11, 11 a.m.–12:15 p.m.

As the staffing industry has evolved rapidly over the last decade, each executive's role has evolved as well. To be competitive and to maximize your profit, every staffing firm owner or executive must be effective at managing the gross margin line as well as below-the-line costs. In this interactive session, a panel of industry chief financial officers and executives discusses the latest techniques in financial management and how the CFO's role in staffing has changed and current priorities related to finance functions.

Panelists will share insights they've learned in managing their own profitable businesses and what they are planning to focus on in the future to increase efficiency as well as innovation. Learn how a CFO's role shifts depending on the stage of the company and the phase of the economic cycle, and critical financial processes for a successful business. 1.25 CE

Avoid Mistakes Every Recruiter Makes
Greg Doersching, owner, the Griffin Search Group
Thursday, Oct. 11, 11 a.m.–12:15 p.m.

This money-saving workshop examines three mistakes recruiters make daily, and outlines a cohesive recruiting plan, including strategies such as how to efficiently identify qualified candidates, effectively prepare candidates and clients for interviews, and skillfully close candidates so you get more accepted offers.

Doersching helps you elevate your firm's recruiting approach to the next level. Learn how to use a clear, consistent, and detailed qualification framework with every candidate, and successfully engage those who have unrealistic compensation or position expectations. Find out more about the best ways to measure candidates' offer readiness and how to approach creative, solution-specific closings. Bonus: Doersching shares a compensation assessment process tool to help your firm implement the strategies he espouses. 1.25 CE

Ready, Set, Close: Turn Offers into Acceptances
Paul W. Siker, CPC, principal and chief executive officer, Advanced Recruiting Trends
Thursday, Oct. 11, 11 a.m.–12:15 p.m.

Today's recruiters are immersed in extremely complex sales cycles. To realize success, recruiters must adeptly traverse a brokerage-style sales cycle with a two-sided close. They must deftly discern, address, and assure that a candidate's career motivations and objectives will be met by a given employment opportunity—and recruiters must capably negotiate and thoughtfully transition a conceptual offer scenario into an accepted offer reality.

In this highly interactive program, Siker provides clear insights on how top-performing recruiters utilize highly structured and replicable approaches. Explore several case study scenarios, and practice what you learn throughout the session. Take away readily deployable approaches as well as new tools that can help you significantly enhance your preclosing, and offer closing management skills. 1.25 CE

Set a "Hire" Standard With More Effective Form I-9 and E-Verify Practices Helen L. Konrad, Esq., partner, McCandlish Holton PC Barbara A. Stockman, JD, CCEP, senior director, ethics and compliance, Kelly Services Thursday, Oct. 11, 11 a.m.–12:15 p.m.

The politics of illegal immigration have resulted in a patchwork of new immigration laws and regulations at all levels of government. Government agencies have increased Form I-9 audits and wage and hour audits for all employers—not just those that hire foreign workers. As a result, staffing firms have an increasingly unique and significant role to play in implementing an effective Form I-9 and E-Verify program in today's work force.

Konrad, a top-rated Staffing World presenter, delivers need-to-know information for the most common types of investigations, including the correct documentation to provide. Stockman explains how Kelly Services rolled out an effective, automated Form I-9 service and why the company decided to convert from a paper-based Form I-9 process to an electronic system. Stockman also discusses results and how the company has improved compliance. 1.25 legal CE

Come on Down! You're the Next Contestant! Stephen Dwyer, Esq., general counsel, American Staffing Association Toby Malara, Esq., government affairs counsel, American Staffing Association Thursday, Oct. 11, 2–3:30 p.m.

Employment law got you stumped? Confused about the latest legislation affecting your business? Participate in a fun, fast-paced game show—complete with prizes. Dwyer and Malara navigate the complex and sometimes confusing legal landscape of discrimination, overtime, family leave, and co-employment, as well as legislative issues that affect staffing firms.

This is a fun opportunity to complement your individual study for ASA certification. There also will be ample Q&A time with two of the best legal minds in the industry. 1.75 legal CE

Thursday, Oct. 11
2:30–3:30 p.m.

The Psychology of Killer Negotiations
Neil Lebovits, owner and founder, TheDynamicSale.Com
Thursday, Oct. 11, 2:30 p.m.–3:30 p.m.

Staffing professionals negotiate daily, but how many of them have been formally trained? During this fun and interactive workshop, learn a proven methodology that will send your billings and sales soaring.

A top-rated Staffing World presenter, Lebovits focuses on the key psychological levers that affect negotiations, and he'll share strategies for capitalizing on that knowledge. These are tactics you can apply immediately to wage psychological warfare and mold your client's or prospective client's expectations, including how to turn your attention to margin percentages rather than fees alone. Maximize your returns with unbeatable negotiation skills. 1.0 CE

The Staffing Industry's Untapped Growth Engine
Eric Gregg, chief executive officer and founder, Inavero
Thursday, Oct. 11, 2:30–3:30 p.m.

Join Gregg, the industry's leading satisfaction researcher, for a fast-paced, interactive discussion on maximizing the growth of your firm by building a loyalty-driven culture. Learn what the best firms are doing to differentiate themselves in the marketplace and key trends affecting your clients, potential candidates, and your internal staff.

Leveraging more than 60,000 survey responses over half a decade, this workshop prepares an executive team to build the process necessary to be truly exceptional in the field of staffing and recruiting. Qualifies for 1.0 CE

Use a Board as a Strategic Weapon
Bob Arciniaga, managing partner and founder, Advisory Board Architects
Thursday, Oct. 11, 2:30–3:30 p.m.

Because the staffing business is so competitive, your clients may view you as a commoditized service—and that can work toward eroding margins. Learn how a properly built advisory board or board of directors can accelerate your company's growth path, revenues, profitability, and long-term strategic objectives. In this workshop, Arciniaga shows you how to leverage the expertise, advice, and counsel of board members who can—from a client's perspective—help you add more value to your services.

Arciniaga shares real-world examples of how boards have helped staffing firms improve their operational and business development plans, including some that have increased revenues by more than 80% over the last four tough economic years. Get your firm's road map to properly design, implement, leverage, and evaluate a board strategy. Identify new actionable ideas that will have a direct effect on the profitability, revenues, and value of your business. 1.0 CE

Pump Up Profits
Scott Wintrip, PCC, founder and president, StaffingU and the Wintrip Consulting Group
Thursday, Oct. 11, 2:30-3:30 p.m.

In an industry that has become increasingly commoditized, a growing number of staffing and recruiting firms are having tremendous success in increasing profitability. Many even increased rates and fees during recent years. In this workshop, Wintrip shows you how to plan and implement—and hold your staff accountable for having—profitable conversations with prospects and clients.

Discover more than 20 ways to add tangible value to your services with little to no cost, create bulletproof proposals that turn into more contracts, and earn higher profits while garnering more business. Wintrip also conducts a live demonstration of "Winning With Worth," a consultative sales method for selling value versus price. Come away equipped with a clear set of actions for enhancing your offerings, improving your sales approach, and reaping higher profits as a result. 1.0 CE

Stand Out: Significant Opportunities to Compete for Clients and Candidates
Eric Gilpin, president, staffing and recruiting group, CareerBuilder
Thursday, Oct. 11, 2:30–3:30 p.m.

Technology, data, and communication innovations, such as mobile devices and social media, continue to accelerate the speed of business and alter how staffing firms find candidates and service clients. Leveraging those innovations offers staffing firms significant opportunities to stand out from the crowd. Your clients may have more trust in and award more business to firms that demonstrate that they are staying ahead of the innovation curve in day-to-day communications and recruiting tactics.

During this workshop, Gilpin shares these latest trends and discuss the strategies that are accelerating the speed of sales, customer service, and recruiting. He also shows you how to leverage these trends to grow your business. 1.0 CE

The Dashboard, the Crystal Ball, and the Magic Wand
Steven P. Berchem, CSP, chief operating officer, American Staffing Association
Thursday, Oct. 11, 2:30–3:30 p.m.

Staffing employment is a coincident economic indicator and a leading jobs indicator. What does that mean? Steve Berchem will explain as he reviews and discusses the macroeconomic data staffing company executives should monitor.

What are industry norms and how should you compare your company to those norms? What are the trends to follow and where do you look for them? How can you predict supply and demand? What key factors could potentially accelerate a boom or trigger a bust? How can you use common metrics to minimize your risks and maximize your profits? A former think tank executive, Berchem has headed the ASA research team since joining the association in 1998. He author's an annual economic analysis of the staffing industry that is the association's most popular publication. Find out what he tracks, and why economists from Pennsylvania Avenue to Wall Street follow staffing. 1.0 CE

Trust Behaviors That Drive Revenue
Rob Mosley, senior director of training and development, Next Level Exchange
Thursday, Oct. 11, 2:30–3:30 p.m.

At the core of the staffing industry lies the ability to instill trust to develop healthy and profitable relationships with both clients and candidates. Mosley, a longtime industry consultant, focuses on four cornerstone strategies that have a direct effect on how you can differentiate your services for candidates, clients, and prospective clients—so you can ultimately maximize your ability to generate revenue.

Come away knowing the skills to interpret a perspective employee's behavior and find out how to skillfully respond to red flags while negotiating client demands. 1.0 CE

Legal and Economic Strategies for Choosing a Workers' Compensation Program Nicholas P. Roxborough Esq., principal, Roxborough, Pomerance, Nye & Adreani Andy Hillas, CPA, principal, Hillas & Nocera Sally Nienhauser, ARM, senior vice president and partner, Millennium Corporate Solutions Thursday, Oct. 11, 2:30–3:30 p.m.

Staffing firms nationwide regularly enter into sophisticated workers' compensation programs that may cost millions of dollars annually—and they often don't completely understand the details of the contracts that they are signing, including the hidden ways that carriers, captives, or third-party administrators charge them for various services. For example, there are sometimes hidden costs and fees generally not disclosed in the underlying insurance documents.

This panel presentation uncovers the hidden costs in side agreements, shows you how to select the appropriate workers' compensation program for your company, and identifies the key financial risks that your staffing company will face once it enters into a workers' compensation program. 1.0 legal CE