Trying to Change Me! ACSESS Banff, Alberta May 2014 Stuff you - - PowerPoint PPT Presentation
Trying to Change Me! ACSESS Banff, Alberta May 2014 Stuff you already know but should hear anyways Stop trying to * Staffing Industry * How great companies do it * Predominant personality traits * Successful behaviors & activities
Stuff you already know but should hear anyways
* Staffing Industry * How great companies do it * Predominant personality traits * Successful behaviors & activities * Staffing leadership & management * ACSESS’s role in future success
Youth uth is wasted d on the young Over time, staffing has experienced the natural affects of industry maturation.
nterme ermediation diation
mmodit
izati tion
clining ining margins ns
ndifferenc rence and Strategic egic Procurem urement ent
ernment ent Regul ulati tion
chnology
uman n Replacem cemen ent
arlatans
synonyms: quack, sham, fraud, fake, impostor, hoaxer, cheat, deceiver, double-dealer, swindler, fraudster, mountebank; More informal: phony, shark, con man, con artist, scam artist, flimflammer, bunco artist, snake oil salesman;
noun: charlatan; plural noun: charlatans
Origin early 17th century (denoting an itinerant seller of supposed remedies): from French, from Italian ciarlatano, from ciarlare ‘to babble.’
not always technology .
Each company puts their own unique degree of emphasis on different aspects
ring ng & Select lection
ernal staff
ning ng & Devel elopm
ent
e Techno hnolog
k Office ce Technol nolog
ng & Mark rketing ting
gement & Measurem surement ent
ruitment ent Adv Adver ertising ng & Sourci cing ng
Top performing companies have common characteristics Retention Hire from competitors Hire industry outsiders Augment with rookies Culture consistent + 50% key customers High margins Long assignments Higher wages Sustainable markets Strong at all Mgr levels Focused on activities Courage to fire fast Sales is priority Rigorous with metrics People Markets Leadership
…. so don’t waste time trying.
All companies have very different cultures and different activity expectations….
ertiv tiven eness ess
al Tendency cy
mpati tien ence
ipline
tabilit bility
tions
ativit ivity
Nurture vs. Nature
Trying to Change Me!
ertiv tiven eness, ess, Self-Conf Confident, ident, Ind ndependent endent
suasive, e, Commun munic icat ativ ive, e, Lively
its from a good EA with det etail il orien enta tati tion
ucti tivit vity
b orders with little tle det etail il
ises
sibly low prices, s, low Margins ins
ucti tivit vity
People Things Why How Selection Training Willingness Ability Emotions Facts Capabilities Process Motivation Organization
Knowledge, experience, training and intelligence are all wasted if they are not put to go use through activities.
Sales + Recruitment = Results
Block time in a calendar every day to perform sales activities.
Block time in a calendar every day to perform candidate activities.
Fees per month $_____________ # of Starts _____________ # of Send-outs _____________ # of Job Orders _____________ # Interviews _____________ # Pre-screens _____________ # Client Visits _____________ # Phone Sales _____________ Connects Calls _____________
CANDIDATE ACTIVITY Candidate Telephone Pre-Screens and Interviews Candidate Resume Submissions to Client Candidate/Client Send-outs (Client Interviews) BUSINESS DEVELOPMENT ACTIVITIES Telephone Connects Prospects & Inactive Clients Sales Presentations In Person (Prospects) Account Management Visits ORDER RESULTS Perm Orders Received Temp/Contract Orders Received Client Offers (Temp/Contract/Perm) Temp Closes (Offer and Acceptance) Starts Perm Closes (Offer and Acceptance) Start Fees
Great companies are committed to their industry!
Other ?
Stuff you already know but should hear anyways
Phone: (416) 565-9638 Email : steve.jones@bell.net Twitter : @jones4staffing Linkedin: ca.linkedin.com/in/stevejonesleadership