Speakers/Topics
2011 Info coming soon! William Peterson - CareerBuilder Aaron Wandtke, CERS Barbara J. Bruno, CPC, CTS is an internationally known and respected speaker, trainer, and author. She is an entrepreneur just like you, and prides herself on her innovative, creative ways of viewing our Profession. Barb is known for the wealth of information she shares and her cutting edge strategies and techniques. She created the #1 web-based structured training program - "The Top Producer Tutor" which elevates experienced recruiters to new levels of production and jump starts new hires. Her Tutors are currently distributed in eight countries. Barb is known for her NO BS Newsletter and writes for thirteen publications including her Ask Barb column in the Fordyce Letter. Her awards include the NAPS Harold N. Nelson Award, NAPS Hall of Fame, Illinois Lincoln Award and Indiana Ancil T. Brown Award. This past year Barb received a Woman of Merit Award honoring her many philanthropic endeavors. HISTORY OF PREVIOUS PRESENTATION: 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 Our business is cyclical, but if you master the art of continually making subtle changes you will consistently 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. He is the Educational Chairperson of the Pinnacle Society, 75 of the highest achievers in the industry. He personally mentors many members. He also owns and runs AccordingToDanny.com, an online training and mentoring company dedicated to enhancing the skills and jumpstarting the spirits of recruiters worldwide. His training products have become core tools for a generation of recruiters, and his keynote presentations have made him one of the most sought after speakers in the country. In a HireAbility survey he was overwhelmingly voted the industry's most popular speaker. NAPS elected him to the Hall of Fame in 2006 and last year he was given the first NAPS "Spirit" Award. In his other life, as a playwright, he has had works produced off Broadway, and won both the Maxwell Anderson and the CAB Theatre Award for playwrights. He has written for CBS Television and Muscle and Fitness Magazine, as well as numerous Trade Journals. He received his Masters Degree in Literature from Wesleyan University and believes salespeople enjoy the world's only job security. 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…. William Peterson is a Regional Sales Manager in CareerBuilder’s Staffing and Recruiting Group. He leads a team of Senior Account Executives in providing effective recruiting solutions to small-to-mid size staffing and recruiting firms throughout the Northeast. 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. Jon Davis, Vice President of MATRIX Resources, Inc. Jon Davis has been in the technical, executive and medical recruiting fields for 17 years. His experience ranges from Fortune 100 companies to start-up ventures. He has held positions as recruiter, business developer, recruiting manager, sales manager and Vice President. Currently, Jon is the Vice President of MATRIX Resources' Western Operations. He is responsible for all sales in the Western region for MATRIX - a $50+ million business unit. His teams specialize in placing highly skilled talent in the IT sector in both direct hire and consulting assignments. Jon has led training seminars on the topics of sales skills for the staffing industry, effective territory evaluation, prospecting and time management techniques for success. He's led training sessions for the National Meeting of Staffing Industry Analysts as well as multiple webinars and teleconferences. Additionally, he's presented at multiple local industry and trade groups across the country. He's often quoted as an expert on hiring and the labor market having appeared on or in, CNN, The Wall Street Journal and dozens of local and regional newspapers and trade publications. Jon holds a Bachelor's degree in Economics and has completed graduate work from the University of Oklahoma. Saturday Session: "Leveraging Contract Placements to Grow Your Firm" 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. 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. Currently Henry is a retained recruiter for several select clients, while he remains president of Sales Recruiters, Inc. in Salem, NH. Henry also serves as Manager of Talent Acquisition for By Appointment Only, Inc. (BAO), and was responsible for 100 hires at all levels in less than 18 months. Listed in INC. 5000 as one the fastest growing privately held companies in America, BAO has specialized in demand generation since 1997. The company has worked with hundreds of clients -- most in the software and technology sectors - employing innovative, cost-effective methods to generate powerful results. Henry was named "Most Valuable Player" by the president of BAO in 2006. Henry J. Glickel graduated from Richard Stockton State College with a bachelor's degree in business and subsequently earned an MBA from Temple University in health care administration, graduating with cum laude honors. In 1999 Henry passed the CPC (Certified Placement Consultant) exam and in 2009 Henry earned the Certified Employee Retention Specialist (CERS) designation from the National Association of Personnel Services. In addition, Henry has been published several times in Sales and Marketing Executive Report, Selling Magazine's Special Report, Metrowest Daily News and SellingCrossingMagazine. 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. 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. Jenifer started out in the temp side of the business eighteen years ago and for many years ran a blended temp and perm desk. She has worked in a variety of capacities including management, training and business development roles and eventually became a partner in TERRA Staffing Group, one of the largest privately-held regional staffing firms in the Seattle area. In 2003, she launched a new division of the company focused exclusively on executive search nationally. Within four short years, she became the dominant recruiter in her niche and has been featured in business publications including “Selling Power” magazine and has been a speaker at national sales conferences. Jenifer was inducted into the Pinnacle Society, a consortium on the nation’s top producing recruiters, in October 2008. Jenifer continues to lead a very active search practice while managing and training a team of highly productive recruiters. She is also the Director of Training for TERRA Staffing Group. In early 2008, Jenifer launched Elevate Performance Systems, LLC to give back to an industry that has given so much to her. “I want to help other recruiters elevate their game and breakthrough to new levels of production. After nearly two decades in this crazy business, I still love it and I want to show others how to get the most out of the toughest job you’ll ever love.” Jenifer has been a speaker at national and state recruiting conferences. She also consults with other recruiting and staffing firms across the country speaking at staff retreats and leading management training. Jenifer is also a certified trainer for AccordingtoDanny, one of the nation’s most respected training and consulting firms to the recruiting and staffing industry. BACK TO TOP 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. 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. ROB MOSLEY | Sr. Director of Training & Development BACK TO TOP Aaron Wandtke entered the recruiting business in 1998. After only one year and half as a recruiter for a firm employing fifteen recruiters, he was promoted to be Director of Recruiting and managed a six-person staff in addition to working a desk. While in this role, the firm’s retention and revenue dramatically improved. In 2000, Aaron left this position to found Executive Staffing Solutions (ESS), which is focused on recruiting for the health care industry. Nine years later, Aaron continues to experience success in recruiting. He has built a multi-million dollar recruiting firm. Aaron has spoken throughout Ohio, California and several recent NAPS conferences. Aaron currently serves on the Board of Directors for the National Association of Personnel Services and as NAPS liaison for the Ohio Association of Executive Search Professionals. 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. He has served as general counsel to various staffing industry trade associations, including the National Association of Personnel Services (since 1977), the Pennsylvania Association of Personnel Services and the Mid-Atlantic Association of Personnel Consultants. His representation of staffing industry clients has included counseling, contract preparation, litigation relating to employment discrimination issues, fee collections, enforcement of employment agreements, as well as issues arising out of the Fair Labor Standards Act, Family and Medical Leave Act and the Employee Polygraph Protection Act, mergers and acquisitions, workforce transition issues and co-employment issues. He has spoken on staffing industry issues to associations, networks and employees of staffing firms, and has addressed clients of staffing companies on labor and employment law issues. Bob has written frequently on issues affecting the staffing industry and is the author of the Certified Personnel Consultant's Legal Manual, the manual used by the National Association of Personnel Services in connection with its CPC program. His presentation will include an overview of what you must know to prepare for the certification exam, and he will answer any questions attendees may have about the study material or the laws affecting various aspects of the staffing industry. He currently serves on the graduate counselor education faculty of the School of Education and Human Services at Marymount University in Arlington, Virginia. Frank has written a number of student, parent and educator publications, including the Bound for College Guidebook, scheduled for fall release by the Rowman & Littlefield Publishing Group. Contact Information: Frank Burtnett, Education Now. Email: info@ednow.org. Telephone: 703.451.6828. Web site. www.ednow.org.
Welcome to our list of speakers for our 2010 Program entitled, "Get the Edge at Water's Edge 2010." This year, while we may have fewer speakers than in past years, we have decided to get the best of the best and have them speak on topics that are relevant to us today! Please check out this dynamic list, and keep in mind that you get all of the speakers listed below for a day and a half of intense education all for $299.00 and at the best place to stay in all of Connecticut!
Please note that topics are posted just after the bio of each speaker and on the schedule page for quick reference.
CIC CLASS - Bob Style and Frank Burtnett
Barb Bruno, CPC, CTS
2008 NAPS highest rated speaker
Speaker at 25+ Conferences per year
50% of audiences - Corporate America
50% of audiences - Staffing and Recruiting Profession
Friday Morning General Session: "Subtle Changes – Dramatic Results"
• 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
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Danny Cahill, CPC
President
Hobson Associates, Cahill Consulting,
AccordingToDanny.com
Danny Cahill started at Hobson Associates right out of college. He became its Rookie of the Year, top producer and general manager by the age of 26. At 27 he bought the company and has since built it into one of the country's largest search firms specializing in Software Sales, Bio Tech Sales and Industrial Sales talent. He is the only industry "guru" that runs a search firm every day. He does what you do.
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?
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CareerBuilder Presents William Peterson
William Peterson, Sales Manager, Recruiter Business Unit
Peterson joined CareerBuilder in 2005 as a National Account Executive and was promoted to a leadership position in the first two years. Peterson is a graduate of the University of Michigan and received his MBA in Leadership and Change Management from DePaul University
Saturday Keynote: "Social Media Strategy: How Smart Businesses Are Leveraging Social Media"
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Steve Davis, MS, CAPPM
Director of Operations/Staffing
Steve could be considered still a novice in the staffing industry, but he brings over 20 yrs of experience in operations management, business development, HR, corporate recruiting and networking to the industry. He has been able to apply all of these experiences/skills in a short period of time resulting in a successful transition to the staffing industry. He now provides Operations Management, Business Development and runs a desk as well for Staffing Sense, LLC of Stratham, NH. Steve joined the NNEAPS Board of Directors as the 2010 Legislative Chairperson.
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Henry Glickel, CPC, CERS
For more than 20 years Henry Glickel has specialized in finding top talent to help companies compete in today's marketplace. He bases sophisticated sourcing strategies on the premise that a company's greatest asset is its people, and works to find successful, talented professionals with personal goals that match those of the client company.
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Jenifer Lambert
Jenifer Lambert began her career in the recruiting industry, the way so many have. “I literally fell into it.” What started as a summer job coming out of college filling in for a recruiter on maternity leave, turned into a the sort of perfect job match we all dream about orchestrating. “I had planned to go into journalism, but I discovered I love selling, I really loved earning commission checks and at the same time I enjoyed uncovering someone’s life story and helping them write the next chapter.”
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.
Tracey Madden, CPC, CTS
Tracey Madden, CPC, CTS, is the President and Founder of McIntosh Staffing Resources in Dover, NH. Praised by NAPS and NISA alike she has mentored hundreds. As the owner of a blended services search and staffing group for 25 years with a placement focus on Business Operations she knows that "Growing Your Potential" is what it takes to win in the business. Revered as a creative thinker, she shares practices from her business model that succeed in all economic cycles. With a fun sense of humor and down to earth style her ideas will get you thinking and unique approaches will have you energized. Her training goes beyond the obvious. She has been a featured speaker for NAPS, NEAPS, NNEAPS, MAPS, GAPS, Hireability, RecruiterEarth.com and NISA as well as many civic and university groups. She is also published in Employment Marketplace and www.recruitersconnection.com. Tracey graduated from the UNH with a degree in Business Administration and also has certifications in Organization Relations, Labor Law and Human Resources. She continues her long standing commitment to her tri-state association as President of NNEAPS.
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N.L.R.T.
Rob is the Sr. Director of Training and Development for Next Level Recruiting Training. Rob comes to Next Level from MRINetwork™ Corporate in Philadelphia, PA, where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide.
Previously Rob was with the Acclivus Corporation, an international performance development company. He has facilitated the Acclivus curriculum on five continents and was part of the Acclivus team responsible for global relationships with companies as diverse as Dell Inc., Accenture, KPMG Consulting, CDI Corporation, and Dun & Bradstreet.
Rob’s knowledge of the search industry comes from 10 years with Merritt Hawkins and Associates, part of AMN Healthcare, the nation’s leading provider of clinical healthcare staffing and consulting services. Rob served as Vice President of Training and Corporate Development.
He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy.
Rob is a keynote speaker and facilitator at continuing education seminars in the areas of Recruiting, Sales Execution and Performance Development. Past credits include the American Staffing Association (Panel) and webinar series, The Fordyce Forum, National Association of Executive Recruiters, MRINetwork Global Conferences, the National Association of Personnel Services (NAPS), the Mid Atlantic Association of Personnel Consultants, the New Jersey Staffing Alliance, the Executive Healthcare Conference, NPA, the Worldwide Recruiting Network, Fortune Personnel Consultants National Conference, Agent HR, the Texas Hospital Association and the Medical Group Management Association. Rob holds a BA (cum laude) and JD from Baylor University.
Aaron Wandtke, CERS
Friday Session: "5 Crises Every Owner and Manager Will Likely Face"
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CIC CLASS - Bob Style, Esq. and Dr. Frank Burtnett
Bob Style, Esq.
Robert Style is an attorney who has maintained a private practice in Philadelphia, Pennsylvania since 1976, focusing on employment and corporate law, with an emphasis on the representation of clients engaged in various aspects of the staffing industry. Prior to that, from 1969 to 1976, he served as Vice President and General Counsel of Snelling and Snelling, Inc.
Dr. Frank Burtnett
Dr. Frank Burtnett, President of Education Now, an educational consulting and publishing firm with offices in Springfield, Virginia and Rockport, Maine. He is a nationally recognized consultant, trainer and author in the areas of career and college counseling. Frank is the former Executive Director of the National Association for College Admission Counseling (NACAC) and associate executive director of the American Counseling Association (ACA).
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