May 2011

Five Hot Industry Groups – The Market Demand Report

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The ebb and flow of economic recovery has created varying demand within various industries. According to data from WANTED Analytics (www.wantedanalytics.com), the following five industry groups have experienced increased hiring demand in the past 30 days that will impact your business plan:

General Freight Trucking – 21.8% increase (over the same 30-day period last year)

Clothing Stores – 20.0% increase

Grocery and Related Product Merchant Wholesalers – 16.2% increase

Office Administrative Services – 18.6% increase

Aerospace Product and Parts Manufacturing – 36.4% increase

Your business plan should include three actions to respond to and prosper from this demand:

1. The first, and most obvious, is to directly contact companies in these industry groups. However, be prepared to sell value, versus price, and anticipate their needs by actively recruiting the talent they may need prior to the call.

2. Research, then sell to, their suppliers. Demand rolls downhill and will do so with the vendors who provide goods and services to these industry groups.

3. Remember there are only two types of companies: clients and sources. Not everyone can be a client, so, be grateful when someone turns you down as you’ve just gained a source of talent.

Scott WintripFive Hot Industry Groups – The Market Demand Report
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Delivering Tremendous Value – The StaffingU Market Demand Report

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The simplicity of selling is believing you provide tremendous value to your clients and engaging in conversations to help economic buyers fully understand the value you delivery. One powerful way to deliver value right now is to help prospects and customers anticipate the market and edge-out their competitors through active hiring strategies. Their win will be in having temp and fulltime talent who are ready for the continuing influx of business in this recovery.

The following five roles are in high demand and, as a result, companies must actively onboard these individuals now in order to have the capacity to respond to increasing workloads:

1. Industrial Engineers – 71,800 open positions (a 60.7% increase year-over-year)

2. Office Managers and Supervisors – 92,350 open positions (a 31.8% increase year-over-year)

3. Computer Software Engineers (Applications) – 90,081 open positions (a 32.5% increase year-over-year)

4. Customer Services Reps – 162,347 open positions (a 23.9% increase year-over-year)

5. Marketing Managers – 104, 514 open positions (a 20.5% increase year-over-year)

Total volume added in the past 90 days and the percentage increase
compared to the same period last year.
Data: WANTED Analytics | Analysis: StaffingU

Scott WintripDelivering Tremendous Value – The StaffingU Market Demand Report
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Hot Girls

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“I like hot girls,” shared a four-year-old boy with his Mom. After her initial shock at these words from her son, Suzanne decided to explore the meaning of this statement. “What’s a hot girl,” she asked? “A sweaty girl,” he said nonchalantly. After breathing a sign of relief, Suzanne saw the clear logic in his statement given her son’s normal frame of reference centered around vigorous, age-appropriate, playful activities with both boys and girls.

Context is everything and understanding the underlying framework of someone’s comments is essential to true and deep understanding. Yet, I often watch people in our business make assumptions as to the meaning of words and statements in a conversation. These assumptions are the root of misunderstanding and inaccurate communication, and when left unchecked often spirals into service that misses the mark and relationships that end in discontent and disappointment.

Creating context is as simple as asking, “what does that mean,” and must be applied in all dialogues, especially in regards to modifiers and comments in conversations such as:

“I need someone with SOLID skills.”

“We need this RIGHT AWAY.”

“We’re looking for BETTER service.”

Taking the time to create context not only creates better understanding, it also demonstrates a level of care and concern that distinguishes you from your competitors, who will often settle for cursory details. This differentiator in your behavior makes you and your offering appear very “hot” in the eyes of your buyer.

Scott WintripHot Girls
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Being in Community

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Connection with others evokes the best in us as we experience the understanding, support, and compassion of those in our professional and personal communities. Yet, we spend so much of our days immersed in e-mails, iPhones, and multiple other distractions and technologies that often our interactions with others are drive-by conversations that lack any form of true connection and intimacy.

Having spent part of last week and this week connecting with two of my communities, I’m reminded of the intense power these connections and relationships bring to my life. So, I wanted to take my few moments with you this week to remind you to stay connected with those in your life who feed your mind and nurture your soul. Put down the iPad and connect with your kids. Step away from that laptop and play with your dog. Go visit that professional or personal community you’ve been away from for a while. The work will still be there when you are done and most likely you’ll be even more productive having restored, at least temporarily, some of the balance in your life.

Scott WintripBeing in Community
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The VMS Drug

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Like a powerful and addictive drug, the anticipated high offered by VMS (Vendor Management System) business often lures willing participants, only to leave them strung out and hungover when they reap the minimal rewards for their efforts. Not all VMS is bad VMS and you must have a process that allows you to evaluate the efficacy of these opportunities. One such process, which I call PPAA, covers four key areas:

1. Profit – What is the anticipated profit? What is the sustainability of this piece of business at that level of profit?

2. Process – What is the process before and after the onboarding of a hire through the VMS. What is the level of labor intensity? When comparing that amount of labor intensity to the profit, does working this account make fiscal sense?

3. Access – How will you access hiring managers for feedback and input? Will that access give you the information you need to do outstanding work?

4. Accountability – Who is accountable and for what? Is the buyer committing to a level of accountability, especially in providing information and feedback, that will enable you to provide quality service?

Rather than just popping a pill and hoping for the best, responsible drug use can promote health and longevity. The same is true of choosing VMS opportunities. Instead of just diving in and hoping for the best, taking the time to responsibly review PPAA will help you spot the good ones and run from the bad.

Scott WintripThe VMS Drug
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Meaningful Marriages

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“Faithful and committed relationships offer a door into the mystery of spiritual life in which we discover this; the more we give of self, the richer we become in soul; the more we go beyond ourselves in love, the more we become our true selves and our spiritual beauty is more fully revealed. In marriage we are seeking to bring one another into fuller life.” – Homily from the Royal Wedding by Dr. Richard Chartres, Anglican Bishop of London

Meaningful marriages are not limited to couples as the bond between employer and the employed presents the opportunity for both parties to bring one another into a fuller life. The diverse backgrounds of employees brings a richness to the knowledge base of a company while the company provides a venue for the employee to utilize their talents and abilities.

To avoid employment divorce, this relationship must be nurtured and fed on a regular basis to ensure both parties are getting their needs met. Take time this week and invest in your corporate marriage. You may just find that you fall in love with one another all over again as a result.

Scott WintripMeaningful Marriages
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