January 2010

Free Training – TeleClass Replay of The Flexibility Factor

No comments

Enjoy a free replay of this recent TeleClass, hosted by StaffingU…

THE FLEXIBILITY FACTOR
Client Expectations, Candidate Perceptions, Economic Reality

Flexibility: Employees want it, businesses need it, it’s good for the economy, and staffing firms provide it. Steve Berchem, CSP, Vice President of the American Staffing Association (ASA) explains how and why staffing flexibility is such an important element in today’s economy. You’ll also hear what clients really expect from their vendors, how candidate perceptions of the industry are shifting, and the economic realities of 2010.

Steve has general management responsibilities with principal oversight of ASA’s marketing, public relations, publications, and research functions. An ASA spokesman, he is frequently consulted by business executives, industry analysts, government officials, and academics for his expertise in industry research, data, and economics. Steve writes an annual economic analysis of the staffing industry, ASA’s most widely referenced publication. Before joining ASA in 1998, he held executive positions in Washington think tanks and associations. His background includes service in government and experience in advertising and public relations agencies, where he handled marketing and public affairs for food and pharmaceutical clients.

Facilitating the conversation is Scott Wintrip, StaffingU Founder & President.

Listen to The Flexibility Factor
Download the Handout

PlayPlay
Scott WintripFree Training – TeleClass Replay of The Flexibility Factor
read more

10 Ways to Attract More Business

No comments

  1. Work less
    Who would you rather buy from, the salesperson who looks well rested and at ease or the individual who looks or sounds like he/she just got out of bed? Many people have the misconception that the more they work, the more they will make. The law of diminishing returns dictates otherwise. The more balanced your life is, the more effective you will be in your career. More than a few staffing professionals have been very pleasantly surprised at how much more they got done in less time.
  2. Always ask for what you want
    How many times have you regretted not getting what you wanted? In how many of those cases was that a result of you simply not asking for it? When you ask for what you really want and it is in line with your integrity, the universe always responds. Prior to that next important meeting or sales call, get absolutely clear on what it is you want. Then go in and ask for it. You have nothing to lose and everything to gain.
  3. Automate, delegate, or integrate
    Let’s face it, there can be tasks in our jobs that are not very exciting. If something needs to be done, are you the one who must do it? Or is it a task you can automate (using technology or software), delegate (to someone internally or to a company or service externally), or integrate (combine with another task to make better use of time). The time you save could be time you use to acquire more business.
  4. Pay with your business card
    Since paying out money is required to function in society, make it work for you. Next time you hand someone a twenty, place your business card on top. Do this enough and it will bring you business.
  5. Continually add value to your services
    What keeps customers coming back? Value. As long as your customers are getting the most value from your services, they will have little reason to go anywhere else. One way to increase value is to keep giving your clients more without asking for anything in return. Examples include free seminars, newsletters, workshops, referrals, and gifts. The list is endless and can cost little or nothing. The key is to give only things you will enjoy giving.
  6. Make yourself a resource for referrals
    You need to give to get. The best way to get referrals is to give them first. Tell all of your clients and friends that part of your service is to give professional referrals. Let them know that you will do your best to match them with a professional that meets their needs.
  7. Maintain a strong support system
    It can be lonely at the top. By maintaining a strong network of “buddies” in your field, you can have all of the support you need, and more. Use these colleagues to keep you on track, to brainstorm ideas, and to challenge you when you need it. One great way to use a buddy is to touch base daily by e-mail.
  8. Install upgrades often
    Upgrades to your computer’s operating system and software will often make your work more efficient and productive. The same holds true for you and your entire business. By upgrading your knowledge and skills, you will increase your ability to attract and retain business. In addition, adding upgrades of office equipment, furniture, and supplies will often create a work environment that creates space for new clients and candidates.
  9. Have a vision and clear goals
    In the book Alice in Wonderland, Alice comes to a fork in the road at which sits the Cheshire Cat. When she asks the cat which direction she should go, the cat questions her about where she is going. Her response is that she does not know. So the cat very simply says, “Then it does not matter.” Without a clear vision and goals that contribute to that vision, your efforts have little chance of getting you where you want to be. Once you develop this focus, revisit it often and make changes when appropriate.
  10. Fully express your sense of humor
    Children laugh about 200 times each day (once every 7½ minutes). We were given our sense of humor to use, not to let sit idle. People like to do business with people they enjoy being with. By incorporating more appropriate humor and lightness into your day, you will attract positive individuals who want to do business with you.
Scott Wintrip10 Ways to Attract More Business
read more

Free TeleClass – The Flexibility Factor

No comments

THE FLEXIBILITY FACTOR
Client Expectations, Candidate Perceptions, Economic Reality
Wednesday, January 27, 2009 from 1:00-2:15PM Eastern

Flexibility: Employees want it, businesses need it, it’s good for the economy, and staffing firms provide it. Steve Berchem, CSP, Vice President of the American Staffing Association (ASA) will explain how and why staffing flexibility is such an important element in today’s economy. You’ll also hear what clients really expect from their vendors, how candidate perceptions of the industry are shifting, and the economic realities of 2010.

Steve has general management responsibilities with principal oversight of ASA’s marketing, public relations, publications, and research functions. An ASA spokesman, he is frequently consulted by business executives, industry analysts, government officials, and academics for his expertise in industry research, data, and economics. Steve writes an annual economic analysis of the staffing industry, ASA’s most widely referenced publication. Before joining ASA in 1998, he held executive positions in Washington think tanks and associations. His background includes service in government and experience in advertising and public relations agencies, where he handled marketing and public affairs for food and pharmaceutical clients.

Facilitating the conversation will be Scott Wintrip, StaffingU Founder & President.

Seating is limited.  To sign up, use the following Session Pass code:

4HDA90X4

Sign up now!

Scott WintripFree TeleClass – The Flexibility Factor
read more

Recruiting in the 100 Acre Wood

No comments

Now that my son Benjamin is 12, I have lost track of how many Winnie the Pooh videos and stories I saw and read when he was younger. I must admit that these characters were personal favorites of mine as a child, and I got to enjoy them again with my son. Like me, I am sure that many of you who are parents or grandparents have caught yourselves singing the songs from these programs after repeated viewings.

“What,” you may be asking, “does this have to do with recruiting?” Well, it was during one of those moments when Winnie the Pooh stories and songs were drifting in and out of my head that a seed was planted. I began to wonder what it would be like if Pooh and his friends were recruiters. Thus, the birth of this article.

You may be thinking that this is going to be just a “fluff” piece and your time would be better spent reading a few pages out of the dictionary. But stick with me awhile longer and you’ll see that there is at least a little bit of Pooh, Tigger, Eeyore, Rabbit, or Piglet in each of us. By exploring how they could do a better job in our business, my hope is that you will pick up a tip or two and have fun doing it.

The basic premise is this. Pooh and friends have formed a recruiting company called Honey Pot Recruiting Services. They have had some success to date and want to be even more successful. So they hire a coach and — you guessed it — that coach is yours truly. As their coach, my most important task is to help them refine or upgrade their productivity and effectiveness.

As you read about each of these “recruiters,” I encourage you to look for the Tigger or Piglet, or any of the characters, in you. The coaching they get may point to an idea that would be helpful for you.

Winnie the Pooh
Is he really a bear of little brain?

On several occasions, Pooh refers to himself as a “bear of little brain.” I can imagine Pooh as a recruiter saying things like, “Oh bother, I just don’t have the brains to learn all of this jargon” or “I was not made to make cold calls. I get started and end up all muddled and confused.”

Does Pooh really have little or no brains? Let’s look at some of his assets. He is loving, loyal, a great friend, and ends up on top even through all of the bumbling. I believe that one of the lessons here is that, no matter what, everything works out in the end.

However, there is room for improvement in the way Pooh operates through a deal. One of the biggest obstacles he needs to overcome is his tendency to bury his head in a big pot of honey when things are not going well. If a deal started falling apart, Pooh’s immediate reaction would be to immerse himself in finding a “smackeral” or two of the sweet stuff.

Here are some constructive alternatives to help Pooh deal with confusion, disorganization, and those times when things start going awry:

  1. First and foremost, he needs to get organized. A great way to start is by writing out his plan for tomorrow the day before.
  2. His confusion may indicate a need for additional training. Just like the real world, the 100 Acre Woods offers many options including seminars, tapes, books, and articles.
  3. Pooh needs to identify his destructive patterns, such as overeating or burying his head in a pot of honey. Then, he can replace them with a positive and constructive alternative, such as:

When something goes wrong, Pooh first needs to consider the options. Is there something he can do or is it best to release it and move on to something else? Sometimes the best option is to let go of a situation, especially if you have done everything within your power to remedy the problem.

Pooh, like many of us in the business, has great colleagues and friends to turn to for advice and support. In addition to their suggestions and insights, role-plays and practice sessions can help him learn new skills and discover ways to improve his recruiting abilities.

Tigger
Focusing all of that bounciness and energy.

Like Pooh, Tigger lacks focus. What he does have are bundles of energy and a positive nature that will carry him far. But his inability to harness that energy in a focused manner trips him up. Tigger also needs to be completely honest with himself. He tends to be so positive that he doesn’t recognize when he needs to regroup and isn’t aware that things may not going as well as he thinks.

Some tips for Tigger:

  1. A daily action plan would be a great tool for Tigger, just as it is for Pooh (in fact, I have yet to meet anyone who would not benefit from a daily plan). To stay focused in the moment, the more detailed this plan, the better. If Tigger could focus completely on one task before moving to another, the quality of his work would improve almost immediately.
  2. A strong dose of reality from time to time would do Tigger a lot of good. Bouncing ideas off colleagues, asking for honest feedback from co-workers, and occasionally taking a few moments to assess his own progress would give him clarity about where he is and the next step to take.

Eeyore
Could he be the coach’s toughest challenge?

Things just never seem to go Eeyore’s way. Whether it is falling into a briar patch or losing his tail (again), he seems to find himself in one unpleasant situation after another.

Eeyore reminds me of people I have met in my life that I call the “doom and gloomers.” They believe that bad things are going to happen and inevitably create a self-fulfilling prophecy.

Most of us are not at this extreme, but ask yourself, “Am I sabotaging myself with negative thoughts?”

Ideas for Eeyore:

  1. If a negative thought comes up, he can throw it out and replace it with a positive one. Positive and negative thoughts cannot exist at the same time. For example, if he thinks, “I will never be successful at asking for referrals,” he can replace the thought with, “I am successful at requesting referrals and getting better every time I do it.” It does not matter whether he believes it at first or not. If you tell yourself something often enough, it will eventually become your truth.
  2. Negativity breeds negativity. Eeyore needs to look for and remove all of the negative people, situations, and possible stressors that are around him. By surrounding himself with positive things and people, it will become very natural for him to rise to the level of those around him.

Rabbit
All of those carrots gave him an eye for too many details.

Rabbit takes playing by the rules to an extreme. Can you see him ever coloring outside the lines? Rabbit’s organization skills and intelligence are fantastic, yet they sometimes cause problems because he can’t think outside the box. Rabbit could greatly benefit from getting in touch with his creative side, lightening up, and having more fun.

Here are some tips for Rabbit:

  1. Rabbit needs to play (all work and no play make Rabbit a dull and stodgy furry critter). He overwhelms himself with responsibility. Rabbit needs to find something that brings out his playful nature such as swinging on playground equipment, playing in a sandbox, driving go-karts, or anything that is all about having fun.
  2. Just say “no” to the need to be perfect. The best thing Rabbit can do for himself is to accept and be okay with the fact that he is not perfect and mistakes will happen. This is not only okay; it is a part of life!
  3. Find an activity that gets the creative juices flowing. This will help when Rabbit needs to think creatively at work, especially thinking on his feet. Two simple activities that tend to get our creative processes unstuck are:

Draw continuous counterclockwise circles with the non-dominant hand (if Rabbit is right-handed, he would use his left hand).

Immediately stop an activity when you become stuck and change to a completely different activity. After a few minutes, this shift in tasks often brings the insight needed to go back and finish the first project.

Piglet
Mustering the courage to be a great recruiter.

Wouldn’t it have been great if Piglet could have gone to Oz with Dorothy and gotten some courage? One of Piglet’s biggest stumbling blocks is his lack of confidence when communicating with others.

On the plus side, he is extremely honest. What a salesman he could be if he were to combine his honesty with a strong dose of self-confidence.

Here are some tips for Piglet to build a reserve of confidence in himself:

  1. Practice the tried and true “act as if” principle (also known as fake it ‘til you make it). If he acts confident and says affirmations over and over again (I am a strong and confident pig. I am a strong and confident pig. I am a strong and confident pig.), his actions will soon follow his thoughts.
  2. Journaling is a powerful tool for uncovering what is really going on. If Piglet spends time each day journaling in detail his thoughts and feelings, there is a good chance that he will uncover the source of his self-doubt.

*****

Did you see yourself in Pooh, Tigger, Eeyore, Rabbit, or Piglet? Just like the recruiters of Honey Pot Recruiting Services, you have a choice to stay where you are or grow into your fullest potential. Looking beyond what you do to who you are will give you insight into the changes and upgrades necessary to increase your success in business.

I challenge each of you to honestly assess where you are, where you want to be, and what it will take to make that happen…and then to begin taking action. I promise you that the payoff will affect not only your business, but also your quality of life!

Scott WintripRecruiting in the 100 Acre Wood
read more

How is Our Industry Really Doing?

No comments

StaffingIndexAre you following the only “ticker” measuring our entire industry?  If not, now you can!

The ASA Staffing Index from the American Staffing Association estimates weekly changes in the number of people employed in temporary and contract work. ASA developed the index to provide a current measure of staffing industry employment trends.

The index helps answer the question, “How’s business?” It allows staffing companies to evaluate their performance against a national metric on both a weekly and long-term basis.

Two numbers are reported weekly. The first is the weekly percentage change in staffing employment. The second is the index itself, which shows staffing employment trends over time. Both numbers are normally posted on the ASA Web site on Tuesday mornings.

Scott WintripHow is Our Industry Really Doing?
read more

Free TeleClass – The Flexibility Factor

No comments

THE FLEXIBILITY FACTOR
Client Expectations, Candidate Perceptions, Economic Reality
Wednesday, January 27, 2009 from 1:00-2:15PM Eastern

Flexibility: Employees want it, businesses need it, it’s good for the economy, and staffing firms provide it. Steve Berchem, CSP, Vice President of the American Staffing Association (ASA) will explain how and why staffing flexibility is such an important element in today’s economy. You’ll also hear what clients really expect from their vendors, how candidate perceptions of the industry are shifting, and the economic realities of 2010.

Steve has general management responsibilities with principal oversight of ASA’s marketing, public relations, publications, and research functions. An ASA spokesman, he is frequently consulted by business executives, industry analysts, government officials, and academics for his expertise in industry research, data, and economics. Steve writes an annual economic analysis of the staffing industry, ASA’s most widely referenced publication. Before joining ASA in 1998, he held executive positions in Washington think tanks and associations. His background includes service in government and experience in advertising and public relations agencies, where he handled marketing and public affairs for food and pharmaceutical clients.

Facilitating the conversation will be Scott Wintrip, StaffingU Founder & President.

Seating is limited.  To sign up, use the following Session Pass code:

4HDA90X4

Sign up now!

Scott WintripFree TeleClass – The Flexibility Factor
read more

Free sales and recruiting leads

No comments

Want some market intelligence on companies that are hiring or letting people go?

Get our hot leads in our free tweets for staffing and recruiting professionals.  You can view our Latest Tweets in the right hand column of this page.  Be sure to click on the Follow Me link to add these to the feed in your Twitter account.

Scott WintripFree sales and recruiting leads
read more

Free Training – Webinar Replay of Market Share Magic

1 comment

I hope you enjoy this replay of this recent webinar, hosted by Haley Marketing…

MARKET SHARE MAGIC
Gain and Retain More Business Than Your Competition

Who will gain more market share in this upturn?  You?  Or your competition?  Market Share Magic ensures it will be you!

Join Scott Wintrip, Founder & President of StaffingU.net as he shares this powerful sales and marketing system that entices more companies to buy from you.

During this webinar, you will:

1. Hear compelling evidence why the upturn has already begun and is accelerating.

2. Learn current market statistics that will impact your strategies over the coming months.

3. Discover the eleven reasons why market share must become your primary focus.

4. Take away a marketing method for creating stronger market presence.

5. Learn a sales approach that compels more people to buy.

6. Acquire a method for creating higher client satisfaction.

7. Discover how to ensure the best customers become clients for life.

View the Market Share Magic webinar

Scott WintripFree Training – Webinar Replay of Market Share Magic
read more

Industry Forecast – Hot talent your clients will need

No comments

What types of talent will our prospects and clients need in the months and years to come?

According to recent reports by NPR and the Bureau of Labor Statistics, the following areas will experience increased demand:

  • One million technology related jobs will be created in the next four to five years.
  • The video game industry will grow by a third in this decade.
  • More than three million jobs in the health care industry will be created this decade, ranging from highly paid neurosurgeons to home health aids making barely above minimum wage.
  • 600,000 new jobs for registered nurses will be created by 2018.

In addition, significant gains are also expected for other job types, including:

  • Customer service representatives
  • Food preparation and serving workers
  • Retail salespersons
  • Office clerks
  • Accountants
  • Postsecondary teachers
Scott WintripIndustry Forecast – Hot talent your clients will need
read more