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Session Descriptions

Staffing World delivers the most comprehensive, diverse, and engaging learning opportunities in the staffing, recruiting, and workforce solutions industry. Whether you are new to the industry or a 20-year veteran, you will gain valuable, cutting-edge information, strategies, connections, and resources.

Preconvention Workshops

Jump-start your Staffing World learning—take part in one or both workshops on timely recruiting and sales topics, delivered to you by industry experts. Early birds can earn additional continuing education hours toward renewal of their ASA credentials.

1–3 p.m.

The New Language of Staffing

Facilitated by Catherine Farr, director, maslansky + partners
Annelise Alexander, language strategist, maslansky + partners
It’s not what you say—it’s what they hear. How can you woo job seekers to fill your talent pipeline? During this interactive, two-hour preconvention workshop exclusively for ASA members at Staffing World, you will 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 session 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. Everyone who attends will receive a special ASA certificate of completion.

1:30–2:15 p.m.

Money Makers for the Recruiting Professional

Presented by John Ruffini, vice president of sales, Jackson Nurse Professionals
Every successful professional is grounded in the fundamentals of their business, and the world of recruiting is no different. This session will center around key fundamentals and proven recruiting techniques that, if implemented, will improve your efficiencies and effectiveness, and help you earn more money. If you are new to recruiting, this is a must-attend session. If you are experienced, it is a tremendous refresher on topics that often get lost over time. In a world where it is easy to overcomplicate things, this is a “keep it simple” approach that can have an exponential impact on results.

2:30–3 p.m.

How NOT to Sell Staffing—Become a Trusted Adviser

David Searns, chief executive officer, Haley Marketing
Brad Smith, director of search engine optimization and social media marketing, Haley Marketing

Want to sell more staffing services? Then stop selling staffing! Join marketing experts David Searns and Brad Smith to learn how to modify your sales approach to get beyond the commodity trap. See how you can change your sales process to improve call-to-appointment metrics, reduce margin pressures, and position yourself as a trusted adviser.

View Wednesday schedule »

Workshops

11–11:45 a.m.

Artificial Intelligence—Legal Implications of Taking the "Human" Out of Human Resources

Tammy McCutchen, Esq., partner, Littler Mendelson PC; former administrator, U.S. Department of Labor, Wage and Hour Division
Artificial Intelligence (AI) has quickly become one of the most talked-about trends in recruiting, onboarding, and even compliance. This session will explore the intersection between AI, human resources, and employment law. What is "artificial intelligence"? What is the state of technology? Can AI perform HR functions? Attendees will leave this session understanding which HR functions are ripe for AI, what new legal challenges are emerging (or may emerge), and how to ensure compliance in this fast-changing HR space.

From Obligation to Genuine Commitment—Winning the Minds and Hearts of Your Staff

Jim Carchidi, CSP, chief executive officer, JFC Staffing Cos.
Learn how to make the shift from manager to coach by using your personal power, talents, vision, values, and integrity in a way that moves your employees forward. In this highly interactive, humorous, and reflective presentation infusing storytelling with hard facts, participants will learn how to conduct one-on-one meetings with employees to create new opportunities and will leave challenged to think differently.

Managing a Profitable Existence Within the Talent Acquisition Technology Ecosystem

Brian Delle Donne, president, Talent Tech Labs
Join your colleagues for a strategic overview of the talent acquisition technology ecosystem, a labyrinth of emerging services and products that have come to market to better enable staffing delivery either as a service you can use, or one you may have to compete against one day. In an industry that has seen explosive growth over the past few years, talent acquisition technologies have overwhelmed the market. Learn how to consider the best suppliers through each step of sourcing, engaging, and selecting the talent you deploy to your clients. Talent Tech Labs representatives will be on hand in the expo hall after this session to dive deeper into the landscape and to give guidance on how to evaluate companies before you make a big spending decision.

Strategies for Conducting Legally Compliant Interviews

Jason Klimpl, Esq., partner, Tannenbaum Helpern Syracuse & Hirschtritt LLP
Andrew W. Singer, Esq., partner, Tannenbaum Helpern Syracuse & Hirschtritt LLP

Government agencies, lawmakers, and plaintiffs’ lawyers are increasingly scrutinizing potential barriers to employment, such as unlawful discrimination during candidate interviews and improper questions on employment applications. Given the constantly evolving landscape of employment laws, staffing firms must continually review their recruitment processes for legal compliance. Join two industry attorneys for a crash course in avoiding common legal pitfalls during the interviewing and recruitment process. Among other things, the speakers will provide practical guidance with respect to protected classes and new laws affecting the recruitment process, including selecting proper interview formats; handling disabilities and other sensitive information from candidates; and what to do after interviews.

Women in Leadership—Establish a Strategy to Advance Your Career

Facilitated by Kelly Verberg, vice president, membership and sections, American Staffing Association
Lisa M. Cooney, regional president, Employbridge
Dannette Nicastro, director of operations, Advanced Clinical
Krisi Rossi O’Donnell, chief recruiting officer, LaSalle Network

Hear from a panel of staffing firm executives who learned how to self-advocate early in their careers to advance their career in the staffing industry. The panel will discuss the value of developing your personal elevator pitch and share strategies to help you gain trust within your professional circle and with your clients. This session is designed for emerging leaders.


Trending Insights

11 a.m.–12:30 p.m.
Explore the industry’s most pressing business and operational issues and gain practical solutions in this roundtable learning and networking session. Choose three discussions from more than 20 topics, which may include upskilling the workforce, workplace safety, state legislative challenges, I-9/E-Verify/immigration issues, managing during inflation, remote staffing, profiting with vendor management systems and managed service providers, social media recruiting, and more.


Special Owners Session (Part I)

12–2 p.m.

Developing High-Performance Teams Within a Culture of Commitments and Accountabilities

Bruce Hodes, president and founder, CMI
Leo Sheridan, chief executive officer, Advanced Group of Cos.
Business owners will benefit greatly from the ideas, techniques, and tips that renowned consultant Bruce Hodes shares to help them scale their businesses. Hodes has advised hundreds of companies and has spent two decades specifically with the Advanced Group of Cos., helping to position it as one of the largest staffing firms in the country. As an owner, Leo Sheridan will join Hodes to reveal what he’s learned from starting his business in 1988 and growing it to $200M in revenue. Participants may choose to attend one or both parts of this two-day session. They will receive exercise workbooks, a copy of Hodes’s latest book, and additional powerful tools.

  • Part I (Wednesday, Oct. 25, 12-2 p.m.)
    • Developing high performing leadership teams
    • Creating a high-performance culture with exceptional talent
    • Mission and vision-what's your purpose?
  • Part II (Thursday, Oct. 26, 12:30-2:30 p.m.)
    • Strategic planning
    • Execution and operational discipline
    • Meeting flow that truly works and makes a difference

Limited seats are available at this reservation-only workshop. Register for Staffing World first, then send an email to elawson@americanstaffing.net to reserve your spot. Please indicate in the subject line, “Bruce Hodes Consulting Session,” and add “Wednesday,” “Thursday,” or “Both” in the message.


Idea Labs

12:30–1 p.m.

The Runaround Dilemma: Urgent vs. Important

Mark Murphy, senior consultant, training and development, Next Level Exchange
Efficient time management is key to getting the most out of your day. This idea lab will help you reach your goals by teaching you how to budget your time wisely and effectively—and how to rethink and reprioritize on a moment’s notice. During this efficient, 30-minute session, attendees will learn how to increase productivity by being proactive rather than reactive. They will also learn effective skills to manage multiple priorities, how to identify what’s urgent and what’s important, techniques for balancing one’s professional and personal life, and how to increase confidence in their ability to make and keep commitments.

1:15–1:45 p.m.

Attracting, Engaging, and Retaining “A” Players

Sean Ring, manager, business development, Innovative Employee Solutions
Money is not all it’s cracked up to be. In this workshop, you will learn how to grow your internal team of “A” players by offering a progressive work/career experience. Today’s employees want more than just a paycheck; they want a workplace that makes them feel fulfilled and genuinely happy. With unemployment near all-time lows, firms must use creative techniques to increase their employer brand and attract the best internal talent. Learn how alternatives to the almighty dollar can amplify trust, growth, and empathy within your organization. See how an active social responsibility program can energize internal staff, creating positive shockwaves in all facets of your business.


Workshops

2:15–3:15 p.m.

Scaling Your Staffing Business: Secrets to Success

Facilitated by Eric Gregg, chief executive officer, Inavero Inc.
Panelists: Jeff Bowling, former chief executive officer, The Delta Cos.
Dan Campbell, CSP, executive chairman, Hire Dynamics LLC
Aaron Green, CSP, chief executive officer, Professional Staffing Group
Jeff Harris, co-founder and chief executive officer, ettain group
Last year’s workshop room couldn’t contain the audience or the enthusiasm for this popular foursome of staffing executives and friends. This year, they return to Staffing World—in a larger room—with more bold and candid conversations about their respective companies and how they’ve leveraged one another for success. The panelists come from four different regions of the country and represent four different niches. Learn the secrets to their success as these staffing professionals share stories—good and bad—about the toughest business decisions they’ve ever made; promoting, demoting, and growing their teams; and more. See how you can adopt their business structures, beliefs, systems, and tools to promote success in your own firm.

Engage Technology Disruptors or Get Left Behind

Facilitated by Mike Whitmer, global chief information officer, Recruit Holdings Co.
Panelists: Eric Alfaro, group vice president, head of IT business transformation and governance, Adecco Group North America
Alan Stukalsky, chief digital officer, Randstad North America
If you’re an industry chief information officer or technology professional, you know your c-suite colleagues rely on you to stay current with technological changes. This workshop will focus on current technology disruptors that must be leveraged right now for success. Discuss emerging technologies, including artificial intelligence, biometrics, and natural language processing, that will change the staffing industry going forward. Arm yourself with critical information that you can use to increase client loyalty, create more operational efficiency, provide talent faster, and improve the service provided to your customers. This workshop is the precursor to “CIO Roundtable: Top Five Issues in Managing an Enterprise IT Department,” starting at 3:15 p.m.

Diagnosing the Pulse Points to Recruiting Success

Mike Lejeune, president, Simple Leadership
To outpace the competition, today’s recruiting professional must be a master of recruiting effectiveness with every call. This interactive session analyzes case studies and best practices of leading recruiting and sales professionals, focusing on key pulse points of the recruiting process that build relationships and drive success. Not only is Lejeune a master of helping new recruiters gain a deeper understanding of success principles, he also engages seasoned veterans to become energized by looking at proven practices in a new and refreshing way. Attendees will walk away from this workshop with practical tools and scripts to immediately implement at their desks.

Women in Leadership—Convincing Venture Capitalists You’re a Good Risk

Facilitated by Loretta Penn, president, PECC LLC
Panelists: Celeste Gudas, president, 24 Seven Inc.
Whether you are starting a company or expanding into new verticals, securing funding from a venture capitalist can be a tricky process. Females searching for funding often face additional challenges from skeptical investors. Hear from a panel of women who have successfully navigated the venture capitalist process and from someone who has been an investor. Learn what—other than feasibility studies—went into these owners’ pitches to help them win over venture capitalists. From being able to answer the right questions, to connecting with investors on a personal level and recognizing when to inject humor, you’ll leave this session knowing what to bring to the table before you make the big ask. This session is designed for senior executives.

Forecast: Occupational Safety and Health Trends for 2018

Mark Lies, Esq., partner, Seyfarth Shaw LLP
If you are wondering what initiatives and trends the U.S. Occupational Safety and Health Administration may follow in 2018, look no further than this session—presented by a top occupational safety and health lawyer who has represented employers in complying with regulations issued by OSHA. Lies will discuss current policies under the Trump Administration, as well as what to watch for in penalty and liability policies, how to manage OSHA inspections, and how to reduce the risk of OSHA citations. You will also learn about recent criminal actions against employers and managers for safety and health violations, and hear recommendations on how to avoid such liabilities.

Data Breach! What to Do If Your Firm Falls Victim

Facilitated by Cynthia Larose, Esq., CIPP, chair, privacy and security practice, Mintz Levin
Panelists: John K. Morrison, CSP, senior vice president and legal counsel, Elwood Staffing
Andy Obuchowski, vice president, forensic services, Charles River Associates
Scott Solomon, vice president, Charles River Associates
Take part in this data breach simulation and experience what it’s like to be on the other end of attempted data theft. Staffing firms have masses of sensitive personal information on file, and as such are tempting targets for thieves. Damage caused by data breaches goes beyond monetary loss—it can compromise company brand and diminish trust from would-be clients. Don’t miss this workshop, where you’ll get expert legal and operational advice and training on preparing your company, including establishing a breach response team, creating internal and external communications plans, and determining whether you have the appropriate insurance coverage.


Thought Leader Sessions

2:15–4:15 p.m.

Special Consulting Session—Winning the Talent War: Strategies for Building a Lean, Flexible, High-Performance Workplace

Bruce Tulgan, chief executive officer, RainmakerThinking Inc.
The nature of work and employment continues to change dramatically. Your clients now face fierce competition, high risk, erratic markets, constrained resources, and unpredictable resource needs. How can you best help them build a lean, flexible, high-performance workforce? In this exclusive two-hour consulting session led by best-selling author, business consultant, and highly-rated past keynoter Bruce Tulgan, attendees will learn how to build a high-performance culture around the norms of strong leadership. Tulgan will share his keys to onboarding and training, as well as controlling turnover. Plus, arm yourself with proven strategies and tactics that leverage the talents of today’s multigenerational workforce.

CFO Roundtable

Facilitated by Shawn Poole, executive vice president and chief financial officer, EmployBridge Holding Co. and
Jonathan S. Neff, chief financial officer, Hire Dynamics LLC
As the staffing and workforce solutions industry continues to rapidly evolve, so does the role of the chief financial officer. Join your colleagues to network and engage in this interactive discussion led by CFOs from staffing firms of all sizes. Discussion will focus on the CFO’s everchanging role, as well as skills and metrics that are needed for the CFO tool kit. Participants will also discuss back-office automation, increasing speed of business and related support processes, and the digital impact on finance.

3:15–4:15 p.m.

Managed Services Forum

Facilitated by John Healy, chairman of the corporate members committee and vice president, World Employment Confederation
Panelists: Hans Leentjes, vice president, World Employment Confederation
Denis Pennel, managing director, World Employment Confederation
Richard Wahlquist, president and chief executive officer, American Staffing Association
Meet with peers and explore ways to improve understanding of the recruitment process outsourcing (RPO) and managed service provider (MSP) market at a global level. This forum will allow you to collaborate with fellow thought leaders on topics such as association advocacy, best practices and networking, quality standards, profiling the market, and the role of MSPs and RPOs. Discuss these and other ways that the World Employment Confederation and their national federations, like ASA, provide value to their members.

CIO Roundtable: Top Five Issues in Managing an Enterprise IT Department

Facilitated by Mike Whitmer, global chief information officer, Recruit Holdings Co.
The CIO Roundtable is a thought leadership group created for and by top technology executives in the staffing industry. This is an opportunity to meet peers and collaborate with fellow thought leaders through topic-based discussions. If you are a chief information officer or have the senior IT role within your organization, attend this session to discuss information security, data protection, cloud computing, artificial intelligence, big data, and business intelligence. This session accompanies the workshop “Engage Technology Disruptors or Get Left Behind,” which starts at 2:15 p.m.


Section Forums

4:15–5:30 p.m.
Always popular sessions at Staffing World, Section Forums deliver content specific to a sector of the industry: engineering, IT, and scientific; health care; industrial; office–administrative; professional–managerial; and search and placement. These six areas also are represented by six ASA sections, which are free to join for ASA members. Learn more at americanstaffing.net/sections. Section Forum descriptions are still being developed, so watch staffingworld.net for more information.
 
Engineering, IT, and Scientific—Emerging Sector Trends and Opportunities
Facilitated by Chris Hartman, global development officer, Allegis Group
Panelists: Julie Ross, president, Advanced Clinical
Kip Wright, president and chief executive officer, Genuent
Scott Zorn, senior vice president, Modis Engineering
Join panelists from engineering, IT, and scientific staffing firms to hear their insights on the state of the sector. Panelists will discuss the growing and ever-evolving sector and the opportunities and challenges that exist in placing highly-skilled candidates. Topics that will be discussed include workforce trends, availability of candidates in the market, and observed shortages.
 
Health Care—The Makings of Success—Perspectives of Hospitals, VMSs, MSPs, and Staffing Firms
Facilitated by Stephen C. Dwyer, Esq., general counsel, American Staffing Association
Panelists: Robert Murphy, president, workforce solutions, Cross Country Healthcare
Mark Siegel, chief executive officer, Emerald Health Services
Hear from a hospital client, managed service provider, and a supplier staffing firm as they sound off about the relationship between these three entities in regard to meet staffing challenges and needs. The panel will discuss topics such as credentialing requirements, training, the current talent market, and other factors that impact the health care staffing industry.
 
Industrial—Upskilling: A Story of a Partnership Between Staffing Firms and Clients
Facilitated by Kelly D. McCreight, CSP, chief executive officer, Hamilton-Ryker
Panelists: John Davey, director of manufacturing services, MAU Workforce Solutions
Scott Mayer, CSP, chairman and chief executive officer, QPS Employment Group
Genia Spencer, executive vice president, creative and digital services, TeamPeople–a System One Co.
Finding qualified, high-skilled candidates continues to be a top challenge for many industrial staffing firms. Hear from firms who have addressed the talent skills gap in their area by partnering with their clients to provide upskilling to candidates. These firms will weigh in on the benefits and challenges of starting an upskilling program and will share the value this program brings to their client relationships.
 
Office-Administrative—Attracting and Engaging the New Workforce of Administrative Professionals
Jim Carchidi, CSP, chief executive officer, JFC Staffing Cos.
Myra Mathis, executive search consultant and practice leader, Nonprofit HR
Jacob Rhoades, vice president, marketing, Parker Staffing Services

Finding and attracting new candidates to administrative staffing positions is a frequent challenge for office–administrative staffing firms. Join these staffing firms to hear how they are continuously attracting new candidates to their positions using unique marketing and engagement strategies. Firms will also share strategies to coach clients on the benefits of hiring entry-level candidates.
 
Professional-Managerial—Sourcing Strategies in a Tight Labor Market
Tom Erb, CSP, president, Tallann Resources
Tom Gimbel, founder and chief executive officer, LaSalle Network
Brad Middleton, CSP, director, recruiting, Portfolio Creative
How are you sourcing the passive professional–managerial candidate? This panel will discuss offshore sourcing, the importance of a research team for your firm, and technology that is impacting the way this sector recruits. Walk away from this session with new ideas to revitalize your recruiting team.
 
Search and Placement—The Voice of the Client
Facilitated by Nick Schichtle
Attendees will hear directly from actual clients about the good, the bad, and the ideal conditions they’ve encountered when working with the staffing and recruiting industry. Clients will share what they value from staffing firms’ efforts—and what they can do without. Attendees will learn how to form truly beneficial, long-term partnerships.


Workshop

4:15–5:30 p.m.

Dissecting an M&A Transaction

Facilitated by Sam Sacco, principal, R.A. Cohen Consulting
Panelists: Dave Phillips, managing director, Childs Advisory Partners
Akash Taneja, managing director, De Bellas & Co.

An experienced panel of mergers and acquisitions (M&A) experts will examine three different acquisitions from both the seller's and buyer's points of view. Watch the transactions unfold from the beginning decision to acquire or sell, through the marketing process, negotiation stage, valuation process, due diligence practice, professional needs assessment, to the closing process. Both buyers and sellers of distinct levels of experience will learn valuable information, including the components of selling and buying a staffing company, current company values and market conditions, and how to avoid mistakes in the M&A process. Plus, see what company integration entails, and learn what to do—and what not to do.

View Thursday schedule »

Workshops

11:30 a.m.–12:30 p.m.

Running an Efficient Back Office to Maximize Profitability

Judi Bell, chief operating officer, People 2.0
Competition is fierce. Profit margins are thin. Staffing firms are exhausting all options to gain more strategic advantages and get ahead. Through all that effort, you need to ensure that your back office is running efficiently. While exploring the latest best practices for operating an efficient back office, this session will address maximizing efficiencies in your billing process, risk management, credit, key performance indicators and finance, intelligent dashboards, and more. The discussion topics are ideal for owners who are interested in growing their business and want to learn how to best leverage technology as a competitive advantage.

Women in Leadership—Managing Talent: How Strong Is Your Bench?

Lori Malett, CSC, president, Hatch Staffing Services
Rachel Stevens, director of benefits and compensation, Staffmark
John Thomas, CSP, CSC, professional staffing field consultant, Express Employment Professionals

The key to succession planning is having a strong bench. But often it is hard to grow the business, advance your own career, and ensure you have a team that is capable and ready to move into key professional and leadership positions. Learn from staffing executives who have excelled at identifying future leaders in their firm and built a bench of performers to help their company achieve success. This session is designed for midlevel executives and entrepreneurs.

Building an Effective Delivery Model Within a Talent Supply Chain

Facilitated by John Healy, chairman, corporate members committee, and vice president, World Employment Confederation
Panelists: Wade Burgess, chief executive officer, Shiftgig
Travis Hamblet, chief operating officer, The Glass Family of Cos.
Dara Lubarsky, senior director, MSP client services, Specialist Staffing Group
The managed service provider (MSP) business model and the gig economy have disrupted the traditional retail staffing business model. While many organizations have seen these points of disruption as threats to their business, others have used them as opportunities to expand. Hear from those on the front line—the companies who are deploying these models—as well as from those staffing company owners who have been able to seize the opportunity that the changing market conditions have created.

Robotics and Humans at Work—Staffing Solutions of the Future

Facilitated by Jason Leverant, TSC, CSP, CSC, CHP, president and chief operating officer, AtWork Group
Panelists: Doug Hammond, executive vice president, bicoastal/mid-state zone, Randstad
Landon Spring, vice president of operations, Big Joe Handling Systems
The potential for robots to hijack sourcing and recruiting functions is causing angst among some staffing professionals. Refresh your perspective and hear how robots can enhance the staffing industry, working side-by-side with humans. This workshop will feature working relationships that emerge within companies that use both temporary workers and robots. The discussion will unveil today’s evolving workforce and prove that both internal and temporary associates can work successfully with robots. Attend this workshop for a vision of a truly comprehensive workforce solution.

Protecting Temporary Workers: Roles and Responsibilities of Host Employers and Staffing Firms

Amy K. Harper, Ph.D., director for workplace safety initiatives, National Safety Council
Gary D. Lescallett, assistant regional administrator for enforcement programs, U.S. Occupational Safety and Health Administration
Sharon Pancamo, dual CSHO, occupational safety manager, Elwood Staffing Services
Promoting and ensuring temporary worker safety and well-being is the responsibility of every staffing firm. In fact, the U.S. Occupational Safety and Health Administration’s Temporary Worker Initiative says that both host employers and staffing firms have roles in complying with workplace health and safety requirements, and that they share responsibility for ensuring temporary worker safety and health. Amy Harper of the National Safety Council will join industry safety expert Sharon Pancamo and OSHA assistant regional administrator Gary Lescallett to review a fictional case study, created jointly by ASA and NSC in alliance with OSHA, using OSHA citations as a guideline. Pancamo will also share her experience with the Safety Standard of Excellence® program, created by ASA and NSC.


Immersion Programs

11:30 a.m.–1 p.m.

Staffing Technology You Can’t Live Without—Must-Haves in Recruiting and Talent Engagement, Sales and Client Engagement, and Back-Office Operations

Facilitated by Jim Essey, CSP, president and chief executive officer, The TemPositions Group of Cos.
Panelists: Hope Bradford, senior IT director, Kelly Services
Kevin Delaski, chief information officer, The TemPositions Group of Cos.
Tom Erb, CSP, president, Tallann Resources LLC
The four subject matter experts who brought past Staffing World attendees the highly rated “Hot Tech” sessions will be in Chicago this year to present the best technology solutions you should be using throughout the workforce solutions ecosystem. This interactive session will begin with an overview of top technology solutions from established vendors as well as start-ups in three specific areas, followed by breakout groups that allow attendees to learn more by interacting with the panelists and other attendees—including a discussion on how to adapt each solution to mobile use. You’ll be able to switch breakout groups to cover multiple topics while you engage in thought-provoking discussions with your peers. This is a roll-up-your sleeves, solutions-based session, so come prepared to learn from your colleagues and leave with actionable ideas.

Candidate Engagement: The Blueprint to an 85% Response Rate

Stacy Zapar, founder, Tenfold and The Talent Agency
Sourcing in today’s talent market requires both identification and engagement. It has become easier than ever to find great talent—the real trick is getting candidates to respond to your outreach. In this session led by Stacy Zapar, the "most connected woman on LinkedIn" for several years running, you'll learn a variety of actionable tips, tricks, and strategies that have consistently led to an 85%+ response rate when proactively sourcing candidates. See which tools, outreach strategies, and engagement techniques work best, are easy to implement, and lead to real results.

Strategic Brilliance: Simple Secrets to Effective Leadership

Scott Wintrip, author, and president and senior consultant, Wintrip Consulting Group
Effective leadership isn't about crafting a brilliant strategy. It's about creating a workable strategy that can be brilliantly executed by your team. In this unique workshop with Scott Wintrip, author of High Velocity Hiring: How to Hire Top Talent in an Instant, attendees will discover simple secrets to creating practical strategies for key objectives—such as faster growth, market expansion, and improved profitability—as well as the four failure factors that undermine strategic initiatives. Special hand-picked leaders will join Wintrip for part of the program, sharing how they've leveraged key attributes of top leaders—including practical humility and helicopter leadership—and how they've overcome a common issue impacting many staffing leaders—nice person syndrome.

Compensation Plans on Steroids: Drive Performance, Revenue, and Gross Profit

Tom Kosnik, president, Visus Group
A great compensation plan is a critical piece to the success of a staffing firm. It can either motivate or discourage sales representatives and recruiters, depending on how it’s structured. The pressure to perform in sales and recruiting is huge, and too often reactive, misaligned, and ineffective initiatives are put in place—rarely yielding the desired effects. One thing you can do to keep this from happening is to break your team into manageable sections, using the various sales levers of strategy, structure, people, and process. This workshop will teach you to use these levers in developing an engaging compensation plan that will drive performance, revenue, and profit.


Special Owners Session (Part II)

12:30–2:30 p.m.

Developing High-Performance Teams Within a Culture of Commitments and Accountabilities

Bruce Hodes, president and founder, CMI
Leo Sheridan, chief executive officer, Advanced Group of Cos.
Business owners will benefit greatly from the ideas, techniques, and tips that renowned consultant Bruce Hodes shares to help them scale their businesses. Hodes has advised hundreds of companies and has spent two decades specifically with the Advanced Group of Cos., helping to position it as one of the largest staffing firms in the country. As an owner, Leo Sheridan will join Hodes to reveal what he’s learned from starting his business in 1988 and growing it to $200M in revenue. Participants may choose to attend one or both parts of this two-day session. They will receive exercise workbooks, a copy of Hodes’s latest book, and additional powerful tools.

  • Part I (Wednesday, Oct. 25, 12-2 p.m.)
    • Developing high performing leadership teams
    • Creating a high-performance culture with exceptional talent
    • Mission and vision-what's your purpose?
  • Part II (Thursday, Oct. 26, 12:30-2:30 p.m.)
    • Strategic planning
    • Execution and operational discipline
    • Meeting flow that truly works and makes a difference

Limited seats are available at this reservation-only workshop. Register for Staffing World first, then send an email to elawson@americanstaffing.net to reserve your spot. Please indicate in the subject line, “Bruce Hodes Consulting Session,” and add “Wednesday,” “Thursday,” or “Both” in the message.


Idea Labs

12:45–1:15 p.m.

ASA Market Intelligence—What, Where, and How

Cynthia Poole, director of research, American Staffing Association
ASA has a wealth of staffing industry information. Join this Q&A session to find out what research and data are available, where to access the resources, and how the information can be used to support data-driven business decisions.

12:45–1:45 p.m.

Digital Marketing Simplified

Adam Bleibtreu, chief marketing officer, On Assignment Inc.
Digital marketing is so much more than search engine optimization. While staffing firms are trying to increase website visits, they also must be concerned with increasing their firm’s overall online presence and visibility to potential clients and candidates. This hands-on session will share how to effectively employ email campaigns and search engine optimization for job posts, and how to develop content for social media channels. Learn how to apply current digital marketing techniques specifically designed to improve inbound candidate flow and increase client awareness.


Workshops

2:30–3:30 p.m.

Immigration-Related Inquiries of Temporary Workers—Know Your Liability

Helen Konrad, Esq., director, immigration practice group, McCandlish Holton PC
As staffing firms strive to meet client demand, they often are faced with increased client involvement in the process of screening and hiring workers for temporary assignments. Clients may request that staffing firms screen applicants based upon citizenship or visa status—or even require staffing firms to furnish Form I-9 documentation (the sharing of which is illegal). Immigration laws can be murky legal territory, and what constitutes unlawful citizenship and national origin discrimination is often unclear. Attend this session with one of the top immigration lawyers in the country as she teaches you what you can and cannot share with client companies, and how to educate clients and avoid legal exposure.

Get in the Driver’s Seat: Maximizing That VMS Partnership You Didn’t Really Want

Linda Sasser, chief executive officer, Impacting Leaders
“The client is bringing in a third-party vendor management system (VMS).” While your first reaction may be to groan when you hear this news, VMS companies often share the same goals as staffing providers—they want to save the client money, streamline their staffing needs, and provide the information that data-hungry clients want to make better decisions. They just approach these objectives from an entirely different angle. Join staffing industry professional and leadership expert Linda Sasser to hear how you can use your industry expertise, communication skills, and influence to finesse your relationship with third-party VMS companies and the client. You will learn to identify and work toward common goals with the VMS; establish positive communication and a good relationship; utilize data provided by the VMS to make better decisions; and more.

Situational Leadership

Mary B. Lucas, CSP, chief talent officer, Supplemental Health Care
Situational Leadership II is one of the most widely-taught leadership models because of its ability to help people excel as self-leaders and as leaders of others. Experience it first-hand, as staffing industry executive Mary B. Lucas leads you through practical exercises that enhance your capabilities in developing individuals, teams, and organizations; establishing effective relationships that bring out the best; and driving a common language of leadership in diverse teams. Attendees will receive materials that will help them employ this leadership model as soon as they return to the office.

Risk Management Best Practices to Increase Market Recognition and Profits

Facilitated by Bill Nagel, vice president and director, PMC Insurance Group
Panelist: Seiki “Stan” Hirota, chairman, UHS Partners Inc.
Rob Loose, director of safety, MAU Workforce Solutions
Bob Thompson, vice president, World Wide Specialty Programs

A panel of industry experts will provide insight on quality of insurance submissions, proper classification of clients and the workplace, credit and financial strength, reduction of costs based on reduced loss experience, risk management best practices, quality of workforce, safe work environments, treatment of injured workers after an accident or injury, marketing of best-in-class risk management, and more.

Reputation: From Service to Storytelling to Supercharge Your Growth

Eric Gregg, chief executive officer, Inavero Inc.
It’s the core of trust in any business relationship, yet how strategic is your firm in cultivating, measuring, and amplifying its reputation? Join the staffing industry's leading expert on service quality for a lively, informative discussion on how to build, measure, maintain, and amplify your firm's reputation. Driven by feedback from more than 1.5 million client and job candidates analyzed over the past decade, the session highlights hard-earned lessons and pragmatic tactics for building a service worth talking about and amplifying the impact—both online and off. This session will help you translate service excellence to persuasive storytelling to drive your firm's growth in 2018 and beyond.

Staffing as a Career—Using the Program and Getting Results

Facilitated by Threase Baker, TSC, CSP, president, Abbtech Professional Resources
Brad Block, CSP, vice president and principal, Rotator Staffing Services Inc.
Susan Dietrich, principal owner, AllTek Staffing and Resource Group Inc.
In the U.S., there are about 20,000 staffing and recruiting companies, which altogether operate around 39,000 offices. Staffing companies are hiring interns, entry level college graduates, and early career professionals at unprecedented levels for internal full-time positions. Promoting the staffing profession can help tackle the internal talent shortage. This panel of staffing executives who serve multiple industries will share with attendees how they are using the ASA Staffing as a Career initiative and resources to identify and hire recruiters and sales representatives for their organizations. Learn about internship and management training programs, and how staffing firms are collaborating with local colleges and universities to recruit new employees to fill internal positions.

Staffing Solutions for a More Diverse Workforce

Facilitated by Richard Wahlquist, president and chief executive officer, American Staffing Association
Panelist: Audra Jenkins, chief diversity and inclusion officer, Randstad US
Loretta Penn, founder and president, PECC LLC
With a tight U.S. labor market and numerous positions that go unfilled each year, it’s imperative that companies take creative and inclusive approaches with their hiring. This session will identify both opportunities and challenges in building a diverse staff. From gaining buy-in and commitment from leadership to fostering employee engagement and benchmarking progress, the panelists will show you how they developed comprehensive diversity programs at their firms. Learn exceptional ways to inspire individuals with diversities of thought, culture, experience, and physical abilities to work and thrive at your firm. Plus, see how diversity benefits your company’s bottom line by positively affecting both productivity and staff morale.

Raise the Bar—Recruit Like the FBI

Conni LaDouceur, president and chief sourcing strategist, EQC Talent Sourcing Experts
Talent sourcing is undergoing a paradigm shift; it’s a new game with new rules, and agility is key. In this increasingly digitized and networked business environment, winning organizations such as the Federal Bureau of Investigation proactively go beyond traditional workforce sourcing to gain a competitive advantage via neuro-linguistic programming (NLP). LaDouceur reveals best practices in identifying, sourcing, and reeling in the most qualified talent—not just the easily findable. Both novice and experienced recruiters will benefit from the internet, database, and phone sourcing techniques demonstrated in this session. Get ready to raise the recruiting bar.

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