Schedule
2011 Schedule Coming Soon!
Click on the Topic Link for an outline of that topic!
Thursday
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8:00 am - 4:00 pm |
Bob Style, Esq. and Dr. Frank Burtnett |
Certification Immersion Class (CIC) |
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12:00 noon - 5:00 pm |
Exhibitor's set up |
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5:00 pm - 8:00 pm |
Early Welcome Reception |
Meet our Sponsors & Exhibitors |
Friday
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7:30am - 8:30am |
Breakfast |
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8:30am - 9:00am |
Greetings and Opening Ceremonies |
General Session |
| 9:00am - 10:30am | Danny Cahill - Opening 2010 Keynote | "How I Made It In the Recession: The Triage Tactics that will serve you well in 2010" |
| 10:30am - 10:45am | Break with Exhibitors | Sponsor/Exhibitor Area |
| 10:45am - 12:00n | Barbara Bruno, CPC/CTS | "Subtle Changes – Dramatic Results" |
| 12:00n - 1:30pm | Networking Lunch | General Session |
| 1:30pm - 1:45pm | Break with Exhibitors | Sponsor/Exhibitor Area |
| 1:45pm - 3:00pm | Track 1 - Technology part 1 - Tracey Madden, CPC/CTS, Steve Davis & Henry Glickel, CPC/CERS | "Building Awareness, Influence, Reputation and Authority Using Social Networks for Staffing and Recruiting Professionals" |
| 1:45pm - 3:00pm | Track 2 - Danny Cahill | "Profiles Of Pinnacle: Do You Have What It Takes?" |
| 3:00pm - 3:30pm | Break with Exhibitors | Sponsor/Exhibitor Area |
| 3:30pm - 4:45pm | Track 1 - Technology part 2 - Tracey Madden, CPC/CTS, Steve Davis & Henry Glickel, CPC/CERS | "Building Awareness, Influence, Reputation and Authority Using Social Networks for Staffing and Recruiting Professionals |
| 3:30pm - 4:45pm | Track 2 - Recruiters - Jenifer Lambert | "How to Sell a Sandwich for a Million Bucks (or Your Services for Slightly Less)" |
| 3:30pm - 4:45pm | Track 3 - Owner/Mgr- Aaron Wandtke | "5 Crises Every Owner and Manager Will Likely Face" |
| 4:45pm - 5:15pm | Break with Exhibitors | Sponsor/Exhibitor Area |
| 5:15pm - 6:00pm | Get Ready for the Fun | Put on your Dancin' Clothes! |
| 6:00pm - 7:00pm | Pre-Party | General Session |
| 7:00pm - ??? | Dancing & Party with Jeff Pitchell and Texas Flood | General Session |
Saturday
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8:00am - 9:00am |
Breakfast |
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| 9:00am - 9:15am |
Greetings and Opening Ceremonies |
General Session |
| 9:15am - 10:30am | CareerBuilder Presentation - William Peterson | "Social Media Strategy: How Smart Businesses Are Leveraging Social Media" |
| 10:30am - 10:45am | Break with Exhibitors | Sponsor/Exhibitor Area |
| 10:45am - 12:00n | Track 1 - Owner/Mgr - Barb Bruno | "Position Your Company To Prosper" |
| 10:45am - 12:00n | Track 2 - Recruiters - Rob Mosley | "Negotiating Client Tactics and Demands" |
| 10:45am - 12:00n | Track 3 - Contracting - Jon Davis | "Leveraging Contract Placements to Grow Your Firm" |
| 12:00n - 1:30pm | Awards and Networking Lunch | General Session |
Quick Reference to Topics
Barb Bruno
Friday Morning General Session: "Subtle Changes – Dramatic Results"
Change is the only certainty in our Profession. Candidates change, Clients change and we all know the economy and job market can change. It’s important to learn from the challenges you faced in 2009 so you can flourish not just survive in 2010! Small subtle changes can produce dramatic increases in your production and income.
• Subtle Changes you can implement NOW
• Commit to the daily results
• Clarify expectations
• Differentiate yourself
• Stop wasting your valuable time
• Know your best business
• Stop settling for less than you deserve
Our business is cyclical, but if you master the art of continually making subtle changes you will consistently prosper.
Saturday Session: "Position Your Company To Prosper"
It is important to anticipate trends, make timely adjustments and take control of your business before you find yourself in survival mode. Barb will outline seven strategies to protect you, your business and your profits regardless of economic conditions.
Whether you are now a sole proprietor, own a larger company or have a virtual team, learn what you can do to control your business rather than having your business control you! It’s time to test and improve the resilience of your company.
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Danny Cahill
Friday Keynote: "How I Made It In the Recession: The Triage Tactics that will serve you well in 2010"
The carnage was amazing. In the US, over half of all staffing firms failed in 2009, most of the rest suffered. For too long, they continued to do the things that were no longer working. Between mentoring top producers and managing his own large search firm Danny had to identify the areas that needed to change:
- How we market! What is a good script now is very different than what it was!!
- Value Based Recruiting: In a good market, you can sell jobs, in a bad market, its about values.
- Integrating Phone techniques into Emails. (And how to track them)
- Improving Closing Ratios. If there is less activity, you need to close a higher percentage.
- Making the right call on your Niche. (Start over or wait it out, a make or break decision.)
- Social Networking Sourcing….The New Truth or a lot of Hype?
Danny’s firm made all these adjustments ON THE FLY! The result was a strong second half of the year and activity in recent months that resemble Dot.com halcyon days! First Danny will shake up your attitude, and then he will demonstrate “the new normal.” How your day should be structured, and how your verbiage and selling POV (point of view) has to change.
Friday Afternoon Session: "Profiles Of Pinnacle: Do You Have What It Takes?"
Danny has mentored some of the country’s top producers, many of whom are in The Pinnacle Society, 75 of some of the finest minds in the business. He has been to their offices and observed their habits, heard their calls, read their email blasts and measured their ratios and call accounting. But more importantly, he has figured out what the common denominators are in their backgrounds, what makes them go at it happy and hard long after the mortgage is paid off. He will explode some long held myths about 1) how they get jobs 2) where do their candidates comes from? 3) how many research assistants they use 4) how many clients do they have 5) is it all retained?
This is a tactics session. We’ll spend most of our time talking about what they do? And by doing so, we’ll uncover who they are as people, and whether you are meant to be one of them….
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CareerBuilder Presents William Peterson
Saturday Keynote: "Social Media Strategy: How Smart Businesses Are Leveraging Social Media"
Has your staffing company built a fan base on Facebook? Do you Tweet your open positions? Staffing firms are just scratching the surface of using social media for recruitment, employment brand management and employee communications. The ongoing evolution of social networking has huge implications for the staffing industry and your firm. This session will focus on the latest trends in social media, strategies for capitalizing on this growing online audience and smart policies for minimizing the risks of social networking in a corporate environment.
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Jon Davis
Saturday Session: "Leveraging Contract Placements to Grow Your Firm"
- 3 quick ways to sniff out opportunity and drive revenue from existing buyers
- How to qualify contract assignments to make sure you don't waste your time
- Trends in contract staffing and how they will affect your business
- Back office processes that must be in place to protect you
- Territory management for sales people and recruiters
- Risks to weigh before working with any client
- How to build your contract staff and groom them as they become your "eyes and ears" inside your clients' business
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Steve Davis, Henry Glickel, CPC/CERS and Tracey Madden, CPC/CTS
Friday Afternoon Parts 1 and 2: "Building Awareness, Influence, Reputation and Authority Using Social Networks for Staffing and Recruiting Professionals"
Social Media has become an integral part of our daily lives; embrace this powerful change in how we communicate. This program will show you how to develop a new, simple and organized marketing approach across the networks.
- Explore the mechanics of the buying power of social media focusing on the leading sites, Linkedin, Twitter and Facebook.
- Learn how to leverage the power of the social assets community to achieve your marketing goals.
- User friendly tips, tricks and strategies for building trust in your brand, leading candidates to you and generating more business.
- Be the first change agent in your niche and learn Action steps, examples and promote ideas to be sure you are the trusted authority in your business circle.
- Follow the feedback on your competition and bring users to your blog.
- Using the simple MS Outlook Add-on Xobni, learn the value of working with the powerful tool to establish credibility with your candidates and enhance connectivity with clients all while organizing the vast amount of data in your Inbox.
This program will be suitable for beginners to advanced network users as it will focus more on the marketing process vs instructional usage material. It is suggested that attendees have some working knowledge of one or more of the leading networks to be able to efficiently apply this material to their marketing strategy.
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Jenifer Lambert
Friday Session - "How to Sell a Sandwich for a Million Bucks (or Your Services for Slightly Less)"
How much would YOU pay for a sandwich? I’ll bet that you’d pay a WHOLE LOT MORE than you think! And the crazy lessons I’m going to share with you in this story will shift the way you think about the business FOREVER. I know—it’s a bold claim.
If you would like to stop racing to the bottom when it comes to fees, have high-value candidates willingly cooperate with you, and have clients begging you to do business with THEM instead of the other way around, you need to make a gigantic mental shift.
The reality is your “natural sales ability” may be costing you a lot of money. The deals that are slipping through your fingers aren’t due to a lack of skill at overcoming objections or delivering a powerful close, but precisely because you’re too good at it.
In this session, I will share with you one powerful mindset shift and specific action steps to close more business naturally with less resistance and less pressure at higher and higher fees.
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Rob Mosley
Saturday Session - "Negotiating Client Tactics and Demands" (Business development for all levels of staffing and recruitment)
In tough times clients and prospects can become very tactical and demanding. They use tactics either consciously or subconsciously to influence your perception of what is right and what is fair. The key is to neutralize the tactic and not your client. When you begin to recognize a tactic-as a tactic-its effectiveness is greatly reduced.
This program is about your ability to create your own future circumstances with clients and prospects through a better negotiation process by first preventing, then recognizing and responding to client tactics and demands. You can never concede your way to a healthy client or candidate partnership. This session will provide you with the negotiating ability to:
- Understand the connection between relationship and negotiation
- Recognize, prevent and respond to the top 20 client tactics
- Counter the top 10 demands of both client and candidates
- Leverage the framework for negotiation to arrive at a win / win
- Apply the principle: you cannot concede your way into a collaborative relationship
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Aaron Wandtke
Friday Session: "5 Crises Every Owner and Manager Will Likely Face"
Recruiting is great when placements are happening, everyone is making money, and clients are calling in search assignments. What happens when placements and money-making slow down or maybe stop completely? What happens when one or more of your recruiters leave? Can you survive if your technology suddenly crashes? Are you prepared to handle these and other potential crises?
Ignoring a problem may lead to other consequences. Recognizing that there is a potential issue and taking no action can be catastrophic to a business. Leave this session with a new awareness of potential problems, but more importantly a plan to head off the biggest challenges your business will face.
This interactive session will focus on the 5 most-common crises an owner or manager will face. Attendees will have time to outline their own problems and to develop a plan for potential solutions for their company.