2009 Information Coming Soon!
2008 Topics
(listed in chronological order)
for a summary at a glance, go to the CALENDAR
"9 RADICAL Lessons Learned From My Best Year Ever"
Keynote Presenter: Jeff Skrentny, CPC, CTS
So why was it that after several years of being locked into a predictable annual billing range, in
2007 I finally broke out to bill at a significantly higher level? I billed almost 50% more than in
2006, and over 40% more than my best year ever in 1999. Was it just the economy (stupid)? A
mature niche? Harder work? More hours? Technology? Dumb luck?
No, not really. So what REALLY made the difference? A gutsy email from a junior recruiter.
Now that my year is over, his email at 10:39am on February 13th, 2007, is the number one reason
I just had my best year ever. It taught me an incredible lesson. But it wasn’t the only lesson
from 2007, there were 8 others.
Put together, these 9 RADICAL Lessons Learned from my Best Year Ever pushed me to a new
level of success. They can do the same for you. What may be the biggest surprise to me is the
more things change, the more things are the same as they have always been. What were the
lessons of my break through year? Let’s explore my lessons learned together in this keynote
followed by a more technical & detailed breakout session, and see how you can apply these
lessons to your success in 2008 and beyond.
Take Aways:
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What single technique helped me close my two biggest deals of the year…you aren’t doing this?
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What lesson an owner in Houston taught me that gets every year off to a great start for me.
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Recruits & referrals…the only kinds of candidates I placed in 2007.
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The way my candidate presentations have propelled me to the best presentation to sendout ratio
of my career.
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Why voicemail & email helped me achieve this success…they kept me focused on MY priorities.
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The shift in focus that empowered me to only take my market’s best business.
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How even after 20 years, some of my most important success comes from what others taught me.
"Recruitment and Retention Strategies Across the Generations"
Presenter: Amy Bingham
In this data-packed session with a view of what the employment landscape will look like by the numbers, we’ll show you why you want to learn how to position your company for success in the inevitable war for talent that’s right around the corner. You’ll gain insight into what motivates today’s employee and how the values of each generation differ dramatically, from baby-boomers approaching retirement to the newest Gen Y entrants into the workforce. Armed with this information, you’ll be able to adjust your recruitment and retention practices to appeal to each generation and become the employer of choice in your market.
Presenter: Peter Leffkowitz
For 1.5 hours, this "phones on" course will demonstrate to all recruiters and those responsible for their training, how to identify the names and titles of non e-board candidates. There are some candidates who are buried inside the world of their own high level performance , and very different from the candidates traditionally attracted to an e-board.
Peter Leffkowitz will sit at a makeshift recruiters' desk and will work that desk in front of the audience for 45 minutes. You will not be lectured. You will not hear generalizations. You will watch a high performance recruiter in real time, working his desk. Following that, his Morgan Methodology techniques will be explained, delivered to the audience in a take home useable format.
No hype, no theory. Only performance based on skills, rather than the "naturals" personality.
To be eligible for this training, all participants must bring five corporate switch board phone numbers of one large company, 2 medium companies, one small company and a charged cell phone.
"Ask The Experts Temp & Contract Staffing Panel"
Moderator: Fran Goldstein
Come listen to four industry experts discuss how they have driven their businesses through temp and contract staffing to phenominal sales!
Industry expert Fran Goldstein, CPC, CSP, will moderate this panel of four CEO’s who have successfully launched & grown staffing divisions from start ups to established core businesses. Acquire the knowledge to take advantage of the multimillion dollar business that probably already exists today in your organization. Bring your questions, this panel will provide the answers! All attendees will have the chance to win an hour with the panelists for a one to one follow up session.
"Optimizing LinkedIn for Recruiters"
Presenter: Glenn Gutmacher
Almost every recruiter uses LinkedIn, but they don't know how to really get the most out of the #1 professionally-geared social network. Now you can learn from the only recruiter profiled in Business 2.0 magazine/CNN Money's featured article about LinkedIn:
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How to get your visible network of people profiles over 4 million in 15 minutes.
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How to legally 'hack' to view thousands of unblinded people profile results outside your 3-degree LinkedIn network.
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What the other LinkedIn search types are, and how to use them.
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How to optimize your own LinkedIn profile so the people you want find you.
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How to invite as many people as you want into your network without fear of invoking LinkedIn's "5 strikes" policy that places restrictions on your account.
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Why some recruiters opt for paid tier membership and how you can get most of what they get without it.
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How to leverage LinkedIn's update feature, Answers, and other free tools to promote your expertise and build your personal brand.
"WALK the TALK: Setting Standards of Activity"
Presenter: Peter Leffkowitz
For 1.5 hours, this totally "hands on" demonstration will teach owners and managers how to create activity standards or re-create higher activity standards (Apps, Searches, SO's) for their recruiters and business development staff.
Peter Leffkowitz will ask his audience of owner/managers to theatrically take on the role and character of their staff and to witness an inspiring bullpen meeting that will change the way their people regard production pressure and the ability to make more money.
Watch Peter demonstrate a live meeting with his "internal staff" that produces a new understanding of achievable behavior and rhythm on a desk that leads to higher commissions within 45 days. No motivational hype, real numbers, real recruiter emotions, and new choices in interpreting our work.
"Increased $ales...ASK, LISTEN & NEGOTIATE!"
Presenter: Fran Goldstein
If you could negotiate more effectively, which way would your sales go? Want to learn the secret to increasing temp & contract sales? Do you find yourself compromising fees too often?
This breakout uncovers the fears & resistance to successful negotiating. It teaches the steps to negotiate for maximum profit margins & ROI. Negotiating will become your favorite piece of the sales process!
You will learn how to:
• Master the art of negotiating
• Prep for each negotiation
• Identify "The 5 Negotiating Elements"
• Implement "The 7 Negotiating Behaviors"
• Overcome objections with testimonials
• Drive the process by asking key questions
This fun & interactive (yes….get ready to participate!!) breakout is perfect for entry level - senior staffing experts. You will leave this breakout with no cost, tangible take-aways that will transform your #’s and ROI!
"Recruiting Effectively Across the Generations"
Presenter: Amy Bingham
You’ve read about the coming retirement of the baby-boomers and how their exit from the workforce will make the competition to fill job orders tougher. Come to this informational session to learn how each generation is motivated, from baby-boomers to the newest Gen Y entrants into the workforce. Walk away with tips for adjusting your own recruiting message for each generation, and how to consult with your clients to help them understand what they need to do to attract the best and brightest!
"Power Searching For Free Resumes on Google"
Presenter: Mark Berger
This sessions offers participants a guide to Advanced Search Techniques and Methods that can be used for passive candidate resume searching using Google. Some topics we will cover include: Active versus Passive candidates explained. Google search terminology and advanced operators. Intitle/Inurl searches explained with examples. Site/Community/ISP searches explained with examples. Synonym searches explained with examples. Proper use of Number Ranges, Minus Signs (NOT Words), Parenthesis, and others.
"Web 2.0 for Recruiting Results & Competitive Intelligence"
Presenter: Glenn Gutmacher
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Using blogs as both a passive search tool and employer branding tool.
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How to leverage free widgets and dynamic content on your firm's website as a magnet that also favorably brands you and your expertise.
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Targeted recruitment email campaigns whose results you can track.
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Job postings that stand out and reach who you want.
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Pay-per-click recruitment advertising: the most efficient vehicle to reach passive prospects in any niche.
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How to search audio/video content, not just text -- all the way through.
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How to find contact info for ANYBODY and other kinds of super-lookup tools.
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Free and fee tools to gain business and recruiting insights on targets and competitors
"WALK the TALK Recruiting"
Presenter: Peter Leffkowitz
For 1.5 hours, this "phones on" workshop will demonstrate the actual recruiting phone call that is used to secure the non e-board candidate. There will be no job to pitch. There will be no baiting of greener pastures. This call will be an investigation into the anatomy of relationship based on the purist views of a candidate who knows what they want and their recruiter, who will find it.
Your trainer, Peter Leffkowitz, using only the names and titles of candidates secured during his live 10:30AM sourcing session, will cold call recruit, again live, for a solid 45 minutes, demonstrating in the most inspiring way possible how to secure top talent. It's about technique, not personality. This opportunity with Peter doesn't come often.
No hype, no emails, no resume funded contacts
"Hire/Retain Top Performers"
Presenter: Bob Lanza
The importance of selecting and evaluating the correct sales and recruiting staff for your staffing firm cannot be stressed enough. Whoever coined the phrase “it all starts with the people” must have managed or owned a staffing firm. The depth and quality of your recruiting and sales staff is the lifeblood of your firm’s present and future success. This session had an overwhelming response at the ASA National Convention.
The cost of selecting and keeping the wrong talent in your firm can average $67,000 per bad hire. With firms moving to an aggressive growth strategy the stakes are even higher.
In this session owners and managers will learn how to overcome the fatal flaws in staff selection and retention. They will be given a seven step process for selecting staffing industry talent. The session will cover how to identify the attributes, behavioral styles and value structure of top industry recruiters and sales professionals. The track will conclude with how to design and implement training and management systems for peak performers.
"Crossing the Research Chasm. Supercharge Your Firm with a Dedicated Researcher or Sourcer"
Presenter: Donato Diorio
What you will learn in this presentation:
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How does research, sourcing, recruiting, and sales differ? What are the important skills for each role?
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Assessment tools: how to use them to pick your researcher
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Top Grading: Identifying a researcher that is currently at your organization.
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How to budget for a researcher.
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Compensation models for researchers & sourcers.
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Full time or half time, what do you need?
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On site, offsite, near shore or offshore: where to locate your research.
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Metrics, how to track.
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How to make remote research succeed?
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Success stories. How other firms did it.
Presenter: Frank Risalvato
Whether times are challenging or booming, these brilliantly simple and low-tech solutions will get calls returned when email and voicemails are ignored.
In this session, you’ll learn:
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How community involvement with certain groups can reap rewards for your recruiting practice.
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The power of an advisory board (story once featured on NAPS Recruiting Life).
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How to assess worthwhile groups from those which are not beneficial.
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Tips and suggestions on using search engines for identifying groups.
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Real-life examples with actual headlines, photos, press releases and public relations to underscore the value that can be derived.
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Turning your advisory board into a public relations boondoggle.
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How you can create your own “search firm” advisory board for establishing unique communication channels.
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The Power of OPE (Other Peoples Experience).
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New ways to think about business cards and hand out material
"9 RADICAL Lessons Learned From My Best Year Ever" (continued)
Presenter: Jeff Skrentny, CPC, CTS
So you have seen the keynote where I shared my 9 Lessons. Clearly some of the 9 Lessons could help you achieve a better year, but the keynote was not the place to explore the “how to” details of several of the more technically oriented Lessons.
NOT TO WORRY! Jeff is one trainer who won’t just tell you what to do without sharing with you the specifics on how to get these Lessons done right. This follow up breakout session will show you exactly HOW he does four of the specific Lessons so you have the technical know how to make these four Lessons work for you on your desk come Monday.
Take aways:
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Details on how one single technique that helped Jeff close his two biggest deals of the 2007 (and 2006)…you aren’t doing this?
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Why Jeff’s candidate presentations have delivered an incredible presentation to sendout ratio.
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Weekly and daily planning that is easy, effective and keeps you focused on billing.
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Sales Pipeline management techniques that will give you a road map to the daily activity you need to achieve exactly what you have planned.
"Getting the Fee/Margin You Deserve"
Presenter: Bob Lanza
In an environment of unrelenting unforgiving competition, your fees and margins will take a hit. The toughest challenge staffing professionals face is the battle against lower priced competitors. How can we make sure that our frontline staff is selling value and not always price? What are some of the common mistakes made that invite our prospects and clients to constantly challenge your pricing model? How do you change your organizational mindset on pricing? How much margin is left on the table?
This session takes price (the basic ingredient of business) and cuts away all the taboos, myths and hype that surround it, leaving you with a clear, high-level understanding about a concept most people see as black or white.
This session also gives you a commanding knowledge of price: how both buyers and staffing professionals perceive it, what it really means, what it really says and what’s behind the number.
"Recruiting Myths and Pet Peeves"
Presenter: Frank Risalvato
How to avoid common recruiting mistakes and bad habits while standing
out from the recruiting crowd.
- Standing apart during telephone marketing calls
- Distinguishing yourself using brilliant yet simple techniques
- Avoiding common recruiting blunders that give our industry a bad name
- Getting calls returned and earning high respect faster than your competitors
- Sounding like a pro even if you don’t have ten years experience (yet)!
- How to hopscotch around candidates who self-submit resumes direct to clients
- Much more including concepts from Frank’s Complete Recruiter Training Manual that has sold thousands of copies on www.searchwizardry.com
"IMPACT Selling for Staffing Sales"
Presenter: Bob Lanza
In this session participants will receive highlights from the IMPACT Selling for Staffing Sales Program. IMPACT is a sequential selling process that is specific to the staffing industry. It is a principal based process that works for all disciplines and levels of temp, perm, contract or on-site management business optimization.
The IMPACT Sales Training Program is unlike any other staffing sales training that you or your team will ever experience. It is also unlike any other staffing sales education or training experience available anywhere else in the world. It is intensive, practical and ready to use.
Whether you’re a new or experienced staffing sales professional, sales manager or executive, this program is right on target for you. If your performance is judged, your pay plan dependent upon your sales success…then this is the place you need to be.
The program has been designed after over 24 years of actively coaching and working with sales people from staffing organizations. Every single one of the breakthrough concepts that you will learn is proven, practical, street-smart, and immediately usable.
"Mistakes I’ve Made in Managing Recruiters (So far…)"
Presenter: Danny Cahill
Every year Harvard studies companies. They don’t study Google and their meteoric rise. They look for companies who made mistakes, because you learn from failure. At conferences we bring in successful people and ask them to find a way to brag in a civil way and let you adore them via the guise of education.
Danny runs a very large successful search firm, and has done so for a long time. Long enough to realize if he shares with you the mistakes he’s made, you’ll 1) learn more 2) recognize the same dynamics when they show up in your firm.
Things like:
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Talented people he underdeveloped.
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Untalented people he held on to too long because he wanted them to be better than they wanted to be.
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How he handled technology changes in the industry.
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How he shared information with senior people.
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How he played favorites.
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How he stayed motivated.
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How he delegated the wrong things.
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How he managed his clients and desk while trying to grow his firm.
Some of his decisions were hugely successful, some dreadful and he paid the price. But he did find a way to learn from those mistakes and build the evolved search firm he owns today. Come listen, not to the hype, but to the humility. And save yourself a piece of humble pie sometime in your career.
"Being a Recruiter Tour de Force"
Presenter: Margaret Graziano
Feel like you are pedaling faster, but going nowhere? Well, people, hold on to your hats because the ride is only going to get crazier. Many BEST PRACTICES presentations are known in the industry as “Evergreen.” That means they can be delivered almost anytime, and retain their significance because they contain information that never goes out of date. THIS IS NOT AN EVERGREEN PRESENTATION. Margaret’s message today is laser pointed toward protecting your business from the swiftly changing forces that can erode it, and are likely to change the face of our industry forever. Miss Margaret’s fast-paced, unique, and innovative presentation and risk “falling off the bike!” She will share her staffing, recruiting & talent management consulting company’s BEST PRACTICES! Whether your interested in staying abreast of how industry trends are shaping the way we do business or becoming an industry innovator yourself -- -- this is a don’t miss!
Margaret provides powerful “take-away” ideas for you to initiate expanded service offerings and implement innovative staffing and hiring solutions that directly affect your client’s profitability while exponentially growing yours.
You will gain insight on new trends in HRO, RPO, and consultative recruitment outsourcing and learn how you can become an early adapter and compete on a level playing field with the big boys. You will learn why these companies are taking the corporate HR world by storm –what is working and what isn’t and what you can imitate and what you’ll need to stay away from.
"What Your Clients BUY Isn’t What You SELL!"
Presenter: Jeff Skrentny, CPC, CTS
Do you even know what your prospects & clients want to buy from you, first, as a B2B vendor; second, as a provider of Search/Staffing & Recruiting Services? Jeff does because he asked. You might be surprised to learn what buyers of our services said were their top four concerns in deciding who to give their business too. Jeff was.
But before we discuss cold calling marketing and building brand image, we need to start with the most important group we sell too, our existing clients. Jeff has a test to prove to you that you don’t know your existing clients as well as you should, and addressing that deficiency should be mission critical ONE after participating in this session.
That addressed, how do you sell your services to prospects, and does your approach match what they tell us they want to buy? This session will be a top to bottom review of how we sell what we sell, how we get the attention of prospects, how we build brand image, and how we successfully turn prospects into clients...loyal clients that will stick with us through thick and thin. If you approach this business as I do, you know you are only as good as your last great new client…this session allow you to keep finding those new clients while keeping the great ones you already have on your desk.
Take aways:
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A worksheet to help you sell to buyers of our services in a manner which they want to buy.
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One form you should complete before ANY COLD CALL.
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Jeff’s sales process to turn Key Prospects into buyers at a higher rate than most recruiters.
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Having fun while prospecting while getting the attention of your buyers in a memorable way.
"The New Fundamentals Retreat: Advanced Search Success in a Search Engine World" Presenter: Danny Cahill
Everyone wants to "go back to the basics". But which basics? Is it basic to go over marketing scripts when you never get anyone on the phone? Is it basic to try to negotiate with an empowered Post 911 HR professional with derogatory power moves from the past? Is it basic to qualify a candidate the way you always have when their mindset has been forever changed by the Internet? Is it smart to be a call level intensive business in a world that requires seamless email integration into the selling process?
We don't think so!
But there are some unifying principles that we will build our retreat on. Certain closing tenets that have stood the test of time because our business requires the art of persuasion. We'll drill down on the following:
1) Handling the money discussion with candidates
2) Covering a job and candidate
3) A pipeline approach to planning and desk organization
4) 10 classic closes for reluctant recruits
5) Step by step job order qualifying
6) Pricing rebuttals that raise fees
7) How to get referrals from your existing data base
8) Reference checks that close deals
9) Counter offer discussions that candidates can trust
10) Voice Mail marketing pitches that get call backs
Once we've dusted off your unifying principles, we'll take it deeper....
How to write powerful succinct emails
How to use Video Emails and other new technologies
How to qualify and close generation X and Y candidates (loose the Boomer bravado)
How to develop a niche that will enable you to get more business from fewer clients
All of this will be interactive and will require participation. You'll be put on the spot and called on without warning because that's what happens to you every day. We'll challenge each other with respect, and we'll throw in some live calls just for drama!!
Your New Year's resolution might have been to get back to fundamentals. We'll help you make this the year you succeed.
"MSN Live.com For Recruiters"
Presenter: Mark Berger
This session will offer participants the opportunity to learn how to utilize lesser known and under utilized techniques to locate names and resumes of passive Internet candidates. Learn resume generation techniques using intitle, inbody, geography, template searches, site searches, and others as well. Learn name generation methods including association searches, employee homepage searches, home email address searches, company and college/university alumni searches, mailing list and blog searches and many more.
"Building A High Performance Team"
Presenter: Margaret Graziano
The premise
Utilize a comprehensive internal hiring process that selects the best and eliminates the rest. By establishing set hiring procedures, your company will avoid stepping into common hiring traps. See the impact of an effective hire within the first 30 days.
The presentation
• Evaluate your current team.
o What elements are missing?
o What’s working and what’s not?
o Who are your key players and what innate abilities and traits make them successful?
o What are your core values?
• Learn a comprehensive effective process for evaluating and selecting new hires.
o What are your real needs?
o How can you leverage your teams power?
o Essential personality assessment tools.
o Powerful behavioral interviewing model.
• Hire right the first time.
o Thoroughly define your positions.
o Get to know your candidate from the beginning.
• Set up an effective ramp-up process that validates your hiring choice out of the gate.
o Socialization on-boarding
o Hit-the-ground-running on-boarding
The takeaways
• 10 powerful behavioral interviewing questions with a direct impact on the hiring process in a recruiting environment.
• An introduction to the 3 pronged hiring assessment
• A black-and-white method for evaluating performance, behavior, and attitude.
• A fundamental foundation for the on-boarding process that emphasizes your core values and key differentiators.
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