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Keynote Speakers

Staffing World 2018 will feature world-class keynote speakers—in addition to dozens of sessions, networking events, a world-class expo, and much more.
Jeremy Gutsche

Jeremy Gutsche

Adapt and Disrupt: How to Innovate and Capture New Business Opportunities
Jeremy Gutsche, chief executive officer, TrendHunter.com; innovation expert; and New York Times best-selling author

The business world is experiencing its highest rate of change in modern history: In 10 years, 40% of Fortune 500 companies no longer will exist in a meaningful way, making it clear that no company can afford to stagnate. The time for innovation and disruption is now. Jeremy Gutsche of TrendHunter.com will deliver to the Staffing World audience a compelling keynote presentation that speaks to agile adaptation, disruption, innovation, and maximizing new business opportunities—and the strategies growth-focused companies must make their own if they want to succeed well into the future.

With 20 million monthly views, TrendHunter.com is the world’s largest, most popular online trend community—focused on innovative products, brands, and revenue-generating ideas. Behind the scenes, Gutsche and his team leverage big data, research, and artificial intelligence tools to identify consumer insights and new opportunities for the world’s most innovative companies and organizations, including NASA, Coca-Cola, Adidas, IBM, Cisco, and Microsoft.

In his best-selling book, Better and Faster: The Proven Path to Unstoppable Ideas, Gutsche draws from 200 interviews with leading CEOs as well as 250,000 company case studies to lay out a strategic roadmap for business success. He will challenge the Staffing World audience to define core values, and then move toward a new outlook on innovation, disruption, and adaptation. Gutsche shows you how to awaken, hunt, and capture those business opportunities—and make change happen.

Sponsored by World Wide Specialty Programs

Jeremy Gutsche, ASA Interview

Molly Fletcher

Molly Fletcher

Inspiring Game-Changers: The Winning Strategies of Fearless Negotiators
Molly Fletcher, former sports agent, business consultant, and author

In the highly competitive staffing, recruiting, and workforce solutions marketplace, achieving the best outcome possible in high-stakes negotiations is vital to your company as well as your career. Building on more than two decades of fierce negotiation experience as a high-profile sports agent, Molly Fletcher delivers to the Staffing World audience strategies that will inspire you and your colleagues to become game-changers within your company and approach negotiation fearlessly.

As president of client representation for sports and entertainment agency CSE, Fletcher was one of the world’s only female sports agents. She was hailed as the “female Jerry Maguire” by CNN as she recruited and represented hundreds of the biggest names in sports. She successfully negotiated more than $500 million in contracts while observing and adopting the traits of those at the top of their game. Now, as a business consultant, strategist, and author, Fletcher works with organizations to excel at the bargaining table, kickstart growth, and take advantage of new opportunities.

Fletcher, who has been featured by ESPN, Fast Company, Forbes, and Sports Illustrated, is the author of four books: Fearless at Work, A Winner’s Guide to Negotiating, The Business of Being the Best, and The 5 Best Tools to Find Your Dream Career. She will pull from her vast experience and negotiating knowledge to challenge the Staffing World audience to trade comfort for courage, obstacles for opportunity, and circumstances for vision. She will deliver the strategies you and your company need to fear less and innovate more.

Sponsored by   Monster

  • Fear is so often the biggest blocker in our lives. So when I hear the word, I think, “What’s the solution?” We have to ask ourselves the tough questions to understand why the fear exists and if it’s really serving us. 99% of the time it’s not; it’s holding us back. It’s about leaning into those little moments—that maybe are a little uncomfortable—and preparing ourselves for big outcomes.

  • Absolutely. There’s a misperception that negotiators are born, not made. That was a big reason why we started our Game Changer Negotiation Training workshops. I want people to understand that they can become better negotiators with the right tools and practice. Anyone can learn how to prepare and how to anticipate the mindset and the wiring of the people they’re negotiating with. Ultimately, negotiation is just a tough conversation. It’s about giving people the tools to have a more productive conversation, and then giving them the opportunity to practice in real scenarios. Everyone can become a better negotiator!

  • It’s all about building relationships and connecting with people, not just communicating. You want to put yourself in the heads and the hearts of the people you are dealing with so you can learn how you can add value. The relationships you build are what drive performance, but that doesn’t just happen. You have to be intentional about nurturing the relationships and committing to the long haul.

    Start by asking, “How can I help my most important contacts in a meaningful way?” Your answer to that question, and your follow-up actions, will create a place to start adding value. Also, remember that sometimes the gatekeepers and influencers inside of a negotiation are as important as the decision makers themselves! Don’t underestimate their influence.

  • One of my favorite tools to use before entering a negotiation is what we call the EWOC Analysis.

    E: Identify EVERYTHING you can negotiate and be sure to think outside of the box. Money isn’t the only thing that can be negotiated!
    W: Ask for what you WANT, not what you think the other side will give you.

    O: Create multiple OPTIONS. Choice demonstrates that you’re open to letting the other side decide what’s best for them. Just make sure you are fine with any option you offer!

    C: Know what you are willing to CONCEDE. Know your bottom line.

    To help in this process, you can get your own free EWOC worksheet.

  • The first one is recognizing that the opportunity to negotiate exists. We miss opportunities every day to negotiate!

    The other is a lack of preparation. Failing to prepare in a negotiation is preparing to fail. When we don’t prepare, we’re not able to guide the conversation.

    And finally, we have to learn to embrace the pause. Pauses are uncomfortable. We want to respond right away. We often forget to pause because we are afraid of the ambiguity, but it’s an incredibly powerful tool. The pause allows us to dial back emotion and reflect, and it also signals that we are comfortable and confident in our position. By embracing the pause, we can learn a lot about what the other side values.

  • Curiosity. We have to counter disconnects with curiosity. Keep asking questions and continue the conversation. Try to get to the root of why we reached an impasse. That means we have to shift any defensiveness to curiosity, because that’s what opens doors. If defensiveness puts the brakes on a negotiation, curiosity revs up the engine.
    Curiosity does two things: It shows that we are committed to finding a solution, and it allows us to gain valuable insight and information. As you gain intel find the small wins, small connection points to demonstrate intent to close a deal.

  • People often mistake achievement for fulfillment. The difference is that fulfillment is always aligned with a sense of purpose. Achievement, if we aren’t careful, becomes a slippery slope. When we focus on the awards and the accolades and achieving success, we start to put our value in what we do instead of who we are. Living a life of fulfillment is about having a purpose for our lives beyond what we do. It’s about taking control of our life, finding our purpose, and emphasizing the “must-haves” and not the “should-haves.”

  • Things that are important align with a mission and a purpose, so they need to get really clear on that so they have alignment. Things that are “urgent” need to be evaluated. Pause and ask, “Does this align with the important? Is this something someone else can do? Or can only I do it and must it be done now?” Then proceed.

    What I want so much is for people to lay their heads down at night and say, “I am tracking toward what is important, not just reacting to the urgent.”

  • A negotiation isn’t really about sides; a negotiation is a conversation. You both are trying to get a deal done, so to help you get that deal done, focus on how you are adding value to the people you are negotiating with. The more time you spend thinking about yourself and what you want, the bigger impasse you create.

  • They should learn everything they possibly can! We identify four perspectives—financial, strategic, logistical, and relational—that map closely to how people naturally communicate, solve problems, and make decisions. So first we have to understand who we are negotiating with so that we can adapt. And then we need to identify everything in those same four categories that we can research about the other side. What are their financial goals? What do they already have in place? What is driving the timing of the deal? Who is involved in the decision-making process? Be sure to take time to understand all of these elements.

  • Overcommunicate and be transparent and authentic, consistently. A friend of mine shared with me a great definition of trust. It’s credibility, plus reliability, plus connection—all divided by self-orientation. Build credibility, show up consistently, connect authentically, and put those things before your own self-interest. That’s how trust gets built.

Anders Sorman-Nilsson

Anders Sorman-Nilsson

Digilogue: How to Win the Digital Minds and Analogue Hearts of Clients and Talent
Anders Sorman-Nilsson, founder and creative director, Thinque; futurist and innovation strategist

How is your company keeping up with the speed of technology? Have you lost market share to digital disruptors? Some staffing companies may be careening into the digital future at top speed, while others maintain a slower, analogue approach. The most strategic businesses realize there is an important middle ground, says Anders Sorman-Nilsson, and he calls it the “Digilogue”—a place where digital and analogue strategies converge to produce maximum results.

Sorman-Nilsson is the founder of Thinque—a strategy think tank that works with company leaders to convert disruptive challenges into proactive, forward-looking strategies. He has worked with Apple, Johnson & Johnson, Cisco, Eli Lilly, IBM, Xerox, and other influential companies to navigate the digital paradigm shift, redesign their futures, and drive success. At Staffing World, Sorman-Nilsson will deliver proven strategies for thriving in a Digilogue environment—one where technology and digital solutions for staffing companies converge with the human touch and strategic partnership they can offer clients and talents.

In the Digilogue, says Sorman-Nilsson, technology and digital solutions satisfy customers’ minds while the analogue soothes their hearts—the perfect combination of both will keep them coming back again and again. In the context of technology-driven disruption and solutions, Sorman-Nilsson also will offer a fresh and thought-provoking perspective on those unique aspects of the staffing business that should remain analogue—and how those analogue aspects will reclaim market share and amplify a brand’s existing equity in an increasingly digital market.

Sponsored by Tannenbaum Helpern Syracuse & Hirschtritt

Mel Robbins

Mel Robbins

How the Five-Second Rule Can Transform Your Sales Strategies
Mel Robbins, entrepreneur, best-selling author, business consultant, and human behavior specialist

Having the world at our fingertips has completely shifted the selling cycle, the client psyche, and the effectiveness of today’s sales strategies. Highly successful entrepreneur and business consultant Mel Robbins will deliver to the Staffing World audience the vision, mindset, and tactics your company needs right now to guide a client’s journey—from consideration to close.

Robbins started her career as a criminal defense attorney and went on to launch and sell a retail and internet technology company. She is an award-winning CNN commentator and human behavior specialist who has led multiyear coaching programs at high-profile companies like Johnson & Johnson, AG Edwards, Bear Stearns, and Partners Healthcare. At Staffing World, she will coach industry professionals on her successful five-second rule—which she first introduced in her best-selling book, The 5-Second Rule: Transform Your Life, Work, and Confidence. The book is on Amazon’s Top 10 Most-Read List and is among the most successful audio books ever published.

The five-second rule is a form of metacognition, says Robbins, that can interrupt stagnating sales habits, prevent the perils of overthinking, and awaken the prefrontal cortex–making change and influence easier to accomplish. Robbins has presented a TEDx talk about the five-second rule and how it can transform business tactics—and it has received more than 12 million views. At Staffing World, she will present the five-second rule in the context of helping you become more masterful at influencing people, engaging clients, closing the sale, and ultimately growing your business.

Sponsored by  World Wide Specialty Programs

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