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Session Descriptions

9–9:45 a.m.

Welcome and ASA Industry Update

Hamid Mangalji, president, Cardinal Med Staffing; council chairman, ASA Texas Network
Karenjo Goodwin, CEO, Exact Staff, chairman of the ASA Board of Directors (via video)
Steve Berchem, CSP, chief operating officer, American Staffing Association


9:45–11:15 a.m.

The New Language of Staffing

Steve Berchem, CSP, chief operating officer, American Staffing Association
Adam Bleibtreu, chief marketing officer, ASGN and Creative Circle; chairman, ASA industry marketing committee

It’s not what you say—it’s what they hear. How can you woo job seekers to fill your talent pipeline? Learn what to say (and what to avoid), as well as how to say it, to become a valued first choice for job seekers. This new language of staffing is based on extensive research querying U.S. job seekers and their influencers to determine their needs, and how staffing companies can be valued partners by addressing job seeker challenges. This workshop will be especially beneficial for anyone who is involved in communications and marketing, sales, and recruiting. Walk away with a handbook that includes the right words and phrasing to attract top candidates in the competitive talent marketplace.


11:30 a.m.–12:30 p.m.

Breakout Sessions by Learning Track

Executive Track
Scaling Your Business, Preparing for Growth

Jeff Bowling, founder and member of the board, The Delta Companies, member of the board, American Staffing Association
Join Jeff as he shares his personal stories and answers questions about growing a start-up to a value of $100 million and his current board member role at The Delta Companies. Learn the art of scaling a staffing business—how to hire in a more systemic manner, to how to fire your friends, how to win new business, and how to grow your individual capacity.

NOTE: In advance of the session we ask each participant to prepare and bring the following:

  • Walk away with practical operational wisdom
  • How to use process and systems to scale
  • How to create a system of accountability
  • Learn the best organizational structure to win

Producer Track
Bringing Your ‘A’ Game to Critical Relationships

Kelly Irons, chief executive officer, developUs
Style, approach, values, competencies, backgrounds, and principles all vary, but there is one universally held truth in leadership-relationships that matter. This paradigm-shifting course is critical for anyone in a relationship-driven role or business, and for staffing professionals looking to develop great relationship building skills. This course is based on a proprietary developUs model that sits firmly on the belief that duration and proximity determine neither strength nor depth of relationship. You will learn the 4 components of grade “A” relationships and be challenged to rethink your approach in this highly transformative workshop.


12:30 a.m.–1:45 p.m.

Networking Lunch

Employment Law and Regional Legislative Update

Pam Bratton, vice president, Meador Staffing Services
Toby Malara, government affairs counsel, American Staffing Association

Join Pam Bratton and Toby Malara during this luncheon presentation as they provide up-to-the-minute employment law updates tailored specifically to the staffing and recruiting industry in Texas (and surrounding states)—including bills that passed this legislative session. Understand how complex state and federal laws such as wage theft, paid leave, health care, and more will affect the industry and your business. Bratton and Malara will address best practices to maintain legal compliance and avoid common pitfalls.


1:45–3 p.m.

Breakout Sessions by Learning Track

Executive Track
Everyday Marketing Strategies to Maximize Results

Adam Bleibtreu, chief marketing officer, ASGN and Creative Circle, chairman, ASA industry marketing committee
Marketing is not an exact science, so how do you use it help grow your business? This session will discuss in practical terms how to guide and manage your marketing team to deliver the best results. It will address your three primary audiences: clients, talent acquisition and internal applicants.

By putting together some simple marketing strategies, you can increase job seekers’ and clients’ interest in your firm. Learn the strategies that marketers use every day to maximize your staffing activities, from email campaigns to social media marketing to Google search results. No matter your company’s size, you’ll come away with enough of an understanding of marketing concepts to be able to communicate with your marketing team to develop a plan. With this plan, you can revive old leads and secure new business without constant maintenance and attention.

Producer Track
Why Attracting Millennial Talent Is Different

Claudette Cunitz, TSC, CSP, staffing industry consultant, CC Advisors Group LLC
According to Gallup, an actively disengaged millennial employee costs their organization $3,400 for every $10,000 of salary, or 34%. It’s time we change how we attract and engage millennials for our clients. When we do, we uncover the tremendous power we can draw on when we align staffing firms with where the millennial generation is already heading. In this workshop, Cunitz explores the important role millennials play as decoders of the key changes that are happening in the business world today and how we can use that as an opportunity to drive business and improve talent engagement and retention for our clients. This interactive 75-minute program will provide staffing professionals an understanding of millennials in the workplace, including behavioral traits and how they differ, needs and wants in the workplace, the keys to recruiting and placing top talent, and how to communicate all they have to offer to the businesses where they are being placed.


3:30–4:45 p.m.

Breakout Sessions by Learning Track

Executive Track
Technology Evaluation and Adoption—Understanding the Cycle of Innovation

Facilitated by John Thomas, professional staffing field consultant, Express Employment Professionals
Vendor selection and solution implementation is key to your business’ efficiency and success. This session describes a framework to help companies looking for technology solutions do so with improved effectiveness. Understanding the cycle of innovation and a company’s placement on that cycle will shed new light on the best practices to use in evaluating and implementing new technologies. In a video presentation, Brian Delle Donne, president, Talent Tech Labs, will share insights on how to save time and expenses when evaluating and adopting technology.

In addition, we’ll highlight some of the newest technology tools for client attraction and engagement, and candidate attraction and screening. Attendees will view and discuss a video presentation featuring Kevin Delaski, vice president and chief information officer, the TemPositions Group of Cos. You’ll gain actionable ideas to increase applicant flow and improve efficiency in onboarding and screening.

Producer Track
Driving Relationships to Improve Performance (D.R.I.P.)

Kelly Irons, chief executive officer, developUs
In this session you will build skills around three key concepts (diagnosing employee needs, giving & receiving feedback and coaching for performance) to help them get the best out of their teams. Highly interactive, intuitive and introspective, this session is a must for producers looking to strengthen their ability to develop their direct reports and cultivate a high-performance culture.

9–10:15 a.m.

Breakout Sessions by Learning Track

Executive Track
Owner Roundtables

Producer Track
Behavior-Based Interviewing: Uncover Hidden Talents

John Thomas, professional staffing field consultant, Express Employment Professionals
Uncovering a candidate’s hidden talent takes more than just cyber watching and social media stalking. It takes a thorough interview process to get inside the candidate and find out who they really are as a person. In this session you’ll hear about:

  • What companies are looking for in a candidate
  • The four primary types of interviews
  • Taking a job order for a better interview
  • Conducting the interview
  • Sample behavioral-based questions

Thomas will share the top-notch templates that he uses—walk away with these templates to act on immediately.


10:30 a.m.–12:30 p.m.

Breakout Sessions by Learning Track

Executive Track
Manage What Matters: Identifying Key Performance Metrics

Claudette Cunitz, TSC, CSP, Staffing Industry Consultant, CC Advisors Group, LLC
Being constantly aware of the financial goals of your company is an obvious key to success, but not so easy to maintain. Are you and your management team tracking the key metrics that truly matter? Explore ways to identify high-performers and develop a coaching and mentoring plan. Discuss how you are working with your advisory board if you have one, and if not how to develop one to its full potential. In this workshop, Cunitz explores the necessary steps of managing your team, your systems, and internal processes for ultimate outcomes. This interactive, two-hour program created exclusively for staffing executives will show you the importance of managing what matters to immediately improve your company’s performance.


10:30–11:30 a.m.

Producer Track
Winning the Staffing Sales Game

Tom Erb, CSP, president, Tallann Resources
Sales is harder now than ever before. Your prospects aren’t answering the phone or calling you back, there is more competition than ever, and you just seem to be running up against one brick wall after another. In this session, we will explain why sales has become increasingly more difficult, talk about the key mistakes that most sales reps are making, and discuss our systematic sales process that is proven to get more appointments and land more new business in the staffing industry.


11:30 a.m.–12:30 p.m.

Producer Track
Trending Topics in Employment Law

Toby Malara, government affairs counsel, American Staffing Association
Employment legal matters are complicated and inescapable in the staffing context. In this interactive session Malara will navigate the complex and sometimes confusing landscape of discrimination, overtime, family leave, and co-employment laws, as well as other issues that affect staffing companies.

Walk away from this workshop with the confidence to manage employment matters—and use this confidence to continue your studies toward earning an ASA credential.


12:30–1 p.m.
Takeaways from the Conference and Prize Drawings

Hamid Mangalji, president, Cardinal Med Staffing; Texas Council chairman

Lone Oaky Payroll

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