Direct Search Alliance is a Search and Talent Consultancy established by Staffing Industry leaders to provide an alliance between America's best employers and executive, management and professional people. The focal point of our business is directly recruiting for candidates and developing relationships to continually build a network of experienced professionals with connections inside the top employers to work for.

Sunday, October 12, 2008

Bringing it Back

Intuitively, you know that something must be done to offset the steep decline in revenues as demand lessens for new or interim staff. You want to do something, but are confounded as to what to do - it seems insurmountable and that any one thing won't be enough to turn circumstances around. Thus far, staring at the computer screen hasn't worked. Talking about how bad is the economy hasn't either, although it makes for a good excuse and makes one feel nervously better.

Confidence comes with action and it is an amalgamation of doing basic "right things" that work together to make business come around.

INTERVIEWS
it seems silly to interview when you have more candidates than jobs, but continue to do so in numbers and dig in a little deeper--where has the candidate interviewed, with whom have they been out on assignment, what employers have contacted them, who do they report to and to whom does their boss report? These are names, names that might be hiring. In times like these when the instance of hiring or needing supplemental staffing is less common, you must increase the number of chances to sell by increasing the number of potential hiring authorities on your prospect list. When you use interviewing as a means to gather market intelligence, you can, at the same time, cross reference the name to the profile of the candidate which can be used to target your marketing efforts on a go forward basis.

Going back to the files and pulling old applications is a target-rich source for names that were passed over when business was too brisk to pay attention to the details.

REFERENCES
Everyone hates to check references - they seem like an annoying obstacle to placing a candidate. But in reality, every professional reference is not only another name, but a person you have a good reason to engage in conversation. Grab up a pile of unchecked references and get busy dialing. Your "connection" ratio will increase multi fold when you are calling about a professional reference. It is an easy transition to turn a call like this to the business of learning about the individual, their organization's needs and prospective opportunities. Go back through old checked references, and voila...more names.

MARKETING CANDIDATES
Once you have a long list of prospective hiring authority names, cross referenced with the kinds of skill classifications that they hire, you can market great candidates on a more macro, but targeted, basis and reach a large number of prospective clients. Do a thorough job writing a profile of the candidate to market and what they can offer an employer, along with a compelling and persuasive overview of your experience and your firm's area of specialization. You will find that if you "hit the bulls eye," you will generate a business opportunity and if you present yourself in the right light, you might generate interest in your services for an alternate opportunity.

The adage - "It is a numbers game" has never been more true. The survivors of this downturn are the individuals and companies who leverage high volumes of data with high levels of activity to touch prospects on a frequency that "makes your own luck" by increasing your chances of being "in the right place and the right time."

Tuesday, September 23, 2008

Talent Surplus – Not!

The U.S. Department of Labor reported that year-to-date totals of layoff events (12,542) and related initial claims (1,274,765) in 2008 were the highest January-August totals since 2003. Over the year, jobless rates were up in 47 states and the District of Columbia and down in 3 states. The national unemployment rate rose to 6.1 percent in August, 1.4 percentage points higher than a year earlier.

Does this mean that the scarcity of talent has become less and talent is readily available for the few openings employers have come up in this uncertain economy? To answer this question, first answer these questions:

1. With declining revenues and fewer opportunities on the horizon, is every employee’s contribution even more important to the success of your business and to justifying the role in your organization?

2. If you have made reductions in staff, have you considered performance as one of the deciding factors respecting who to let go, and released the lesser producing employees first?

If you answered yes to either question, take pause as you contemplate hiring from the pool of available “active” candidates. Likely, these candidates are “first wavers” who in a robust economy “flew under the radar” and now find themselves “redundant” in an economy that requires top talent to produce results. This doesn’t mean all unemployed or job-seeking candidates are bad or mediocre, but for many it is indeed the fact.

As the numbers of candidates on the market increases it becomes increasingly difficult to “separate the wheat from the chaffe” and choose the people that are of high quality from a group of mixed quality.

Does it make sense then to continue to employ the services of a search firm to find talent for your organization? Consider that a professional executive search firm is in constant contact with candidates and hiring managers across the segments in which they specialize. This “constant contact” is with “passive” candidates who, when facing economic instability, are more likely to entertain a new opportunity if presented by a known, trusted advisor.

The bottom line…great people are hard to find in even the best “employer's market” circumstances, and only great people are a good investment when resources are dear. An investment in a search fee pays dividends when a new employee not only joins your organization, but contributes with the high level of skill, talent and character commonly found with employed “passive” candidates who “fly under your radar.”

Sunday, September 7, 2008

STAFFING INDUSTRY ANALYSTS BRIEFING

Posted On: 9/5/2008 http://www.staffingindustry.com

BRIEFING - Economic indicators August 2008
ECRI weekly leading index contracts
Manufacturing and nonmanufacturing indices running flat
Four-week jobless claims up 11.5% from July
Craig Johnson


Event
August was a tough month for economic indicators. Several indicators fell and others posted little change.

Background and analysis
The Economic Cycle Research Institute's weekly leading index contracted in August. The index declined 11.7% in the week ended Aug. 29 versus the year earlier. This is 360 basis points worse than the comparable number of a month ago.

In the U.S. manufacturing sector, economic activity in August was about the same as in July, the Institute for Supply Management reported. The ISM's key purchasing managers' index for manufacturing registered 49.9 in August, nearly unchanged from 50.0 in July. Readings of more than 50 indicate expansion.

"This continues the 2008 trend toward negligible growth or contraction each month, but ultimately results in very little overall change in the sector," said Norbert Ore, chair of the ISM's manufacturing business survey committee.

Economic activity in the U.S. service sector edged up slightly in August after contracting in July, according to the ISM's nonmanufacturing index. The index rose to 50.6 in August from 49.5 in July with readings above 50 indicate expansion.

The employment portion of the nonmanufacturing index fell to a reading of 45.4 in August from 47.1 in the previous month.

In the week ended Aug. 30, the advance figure for seasonally adjusted initial unemployment claims was 444,000, the U.S. Department of Labor reported. The four-week moving average was 438,000, an increase of 45,000, or 11.5% from the previous month's average 393,000. A Department of Labor program to locate those who may be eligible for jobless benefits may have contributed to the recent rise in these numbers.

Meanwhile, The Conference Board's U.S. leading index of economic indicators fell 0.7% in July, its most recent reading. It now stands at 101.2. The organization said weaknesses among leading indicators continue to be widespread.

However, one bright spot in the economic picture was the upward revision of second-quarter growth in real gross domestic product by the U.S. Department of Commerce on Aug. 28. Real GDP grew at a rate of 3.3% in the second quarter, according to the revision, up from an earlier estimate of only 1.9%.

Staffing Industry Analysts' perspective
Overall, there appeared little good forward-looking news from the economic indicators in August.

Both the manufacturing and non-manufacturing indices are at about 50, meaning flat performance, neither growth nor contraction. Jobless claims rose 11.5% from the previous month, but it's unclear whether the increase is real or simply reflects a new program on the part of the Department of Labor to aggressively seek applications for unemployment claims by locating those unemployed. More troubling is the consistently negative character of two forward-looking indices, the ECRI and the leading index.

Monday, August 25, 2008

It is Not the Market, it is Your Competitors

With demand for staffing, executive search and services/solutions in decline, growth cannot be achieved by growing "on pace with the market." To retain market share and grow, even in a difficult economy, taking business from competitors is essential. To sell effectively against competitors, you may find the following article interesting and helpful.

Profiling Your Competitors
by BNET Editorial

To pull ahead of your business competitors, you need to build a detailed profile of their strengths, weaknesses, and relationships with customers. With that information, you can compare the performance of your business with that of your main competitors, measuring factors that are important to quality of service, and use the comparison as the basis for performance improvement.

Competitor information can be obtained from many different sources, starting with what your competitors say on their own Web sites and in their brochures and annual reports about their capabilities, resources, and plans. You can find information about competitors in the press, trade publications, industry surveys, and on the Internet.

What You Need to Know
Who are my competitors?
Depending on the size of your company and the products or services you offer, you probably already know your competition—from advertising, trade shows, or even your customers. Never assume, however, that you know everything you should know about the competition. Who else is offering what you offer? Many products and services could be classed as non-essential and so customers may be choosing to spend their discretionary budget between two very different market sectors. Are you losing business that way? Is a larger company hurting your business by giving away a competing service as a promotion device? Always be alert to the different ways that others could be taking business away.

Why is competitor intelligence so important?
You need to understand what competitors are offering so you can offer at least as much to customers. Your marketing campaigns or product launches can be affected by what your competitors may be doing at the same time, so learning what you can about their plans is important. You also need to be aware if a competitor is threatening to take away your important accounts. Unless you monitor competitor activity and take appropriate action, your business faces an unknown risk.

Should we use an independent research company, or conduct the research internally?
You can conduct the research internally, provided you or your staff has the time. Much of the source material is in the public domain, so you should be able to obtain it yourself. Don’t overlook the wealth of information you already have in your company or can gain through your own contacts. If you wish to research customer attitudes toward your company versus your competition, you may need to use an independent research organization. Customers may not be completely honest with your own representatives.

How reliable is published competitor information?
Use your critical thinking skills to assess the accuracy and quality of any published information that is used for research. Make sure the information you find is current and that it comes from reliable sources.

What to Do
Identify Your Competitors
Competitor information helps you to identify how you can gain a larger share of the business from your competitors and how to protect the business you have.

Ask yourself:
  • How many competitors do you have?
  • Do they compete directly or indirectly?
  • Who are your major competitors—those that threaten to take away your most important customers?
  • How much of your business do these competitors threaten?

    Quantifying the threat helps you to prioritize your own activities.
  • Where are your main competitors located?
  • How do they compare in size (to your company and to one another)?
  • Are they growing?
  • How do your products compare with your competitors’ offerings? Think about price, methods and quality of distribution, brand image and reputation, service quality etc.
  • What are customers’ attitudes toward your competitors and toward your own company?
  • Can you (or your customers) identify any weaknesses in your competitors?
  • Who are your competitors’ main customers?
  • Which of your customers might switch to your competitors, and why?
  • Which of your competitors’ customers do you want to win?
  • How strong are your competitors’ relationships with key customers or key decision makers?
  • How long have they been dealing with them?
  • Have your competitors invested in links with customers that would make it difficult for other suppliers to make inroads?
  • Does your company have the skills and resources to overcome the competitive threat?

    Compare Your Key Competitive Factors
    Listed below are a number of factors that are important to meeting customer needs. On a scale of 1 to 10 (where 10 is the best in the market), how does your company rate? Consider each factor carefully, then use your results as the basis for a program of performance improvement. Emphasize the things that matter to your customers rather than to your own opinions:
  • Evidence of an excellent service culture, for example, problems quickly resolved by frontline staff rather than referring customers to higher-level managers
  • High levels of after-sales service and support offered
  • Product adapted readily to meet customer specifications
  • Evidence of commitment to quality measurements, for example, measurements from your industry
  • Commitments made to customers—for example, offering money-back guarantees or precise delivery schedules
  • Evidence of feedback encouraged—for example, comment forms or toll-free telephone number made widely available
  • Flexible approach to pricing, such as the use of price incentives or financing plans to appeal to different types of customers
  • Willingness to negotiate prices for important customers
  • Staff knowledgeable about the product and willing to use knowledge to help customers
  • Good reputation with agents, distributors, and other intermediaries
  • Overall good reputation with employees as well as customers

    Make Use of Your Sales Force
    By talking to customers, your company’s sales representatives can find out about competitors’ direct sales calls, marketing campaigns, special offers, and new developments. They can obtain similar information from retailers or distributors. Crucially, they can get a feel for the customers’ awareness and attitude toward your competitors.

    Monitor a Variety of Public Sources
    You can learn a great deal about your competitors from their own public information: corporate brochures, annual reports, and exhibitions. Check your competitors’ Web sites frequently for updates on their products, plans, and capabilities as well as any customer case studies or news releases that may be posted on the site.

    Monitor trade publications (many are available on the Internet) and the general press for useful information about your competitors. You may have the staff resources to maintain a file of press clippings on your competition, or you may wish to hire a clipping service to gather material for you.

    Look for published results of industry surveys, which can provide useful insights into your entire market as well as your competitors.

    Analyze Competitors’ Promotional Activities
    By monitoring your competitors’ advertising, promotions, exhibition presence, press activities, and Internet information, you can assess their strategies. These are some of the possible scenarios:
  • Heavy advertising expenditure could indicate a competitor trying to win greater share or attempting to remedy losses in that market
  • Price promotions may indicate that your competitors want to be perceived as value-for-money suppliers, or they may be an emergency response to declining sales
  • Press announcements about new production facilities could indicate that your competitors are trying to increase their business significantly
  • They may become more cost-effective and able to offer lower prices, or may be taking on additional overhead that they must finance
  • Announcements about new branch or dealership openings could mean that competitors are expanding into new territories
  • Recruitment drives may signal a change in direction, a growth strategy, or a sudden loss of staff
  • To gain a better idea of your competitors’ financial health, you may be able to obtain information from credit reference agencies

    Hire a Research Company
    If you do not have the internal resources to monitor competitive activity, you can hire an independent research company to perform all the tasks outlined above. You can also ask the company to survey customers to reveal their attitudes toward your company versus your competitors. Customers may be more willing to discuss their attitudes with an independent researcher than they are with someone from your company.

    Consider Benchmarking
    Once you have assembled detailed information about your competitors, you can benchmark your performance against theirs. Competently done, benchmarking will give you a baseline assessment of your company’s effectiveness in the marketplace and some insight into where competitors may be gaining the advantage over you.

    What to Avoid
    You Overlook the Obvious Sources
    Some competitor intelligence is freely available from the Internet, the press, and other public sources and—most important—from your staff, your customers, and your competitors themselves. Information from these sources can provide a valuable starting point for developing detailed competitor profiles.

    You Fail to Make Use of Competitor Information
    Competitor information is valuable only if you use it to refine your own strategies or take defensive action to protect your business. Simply gathering information without analysis or action is wasteful.

    You Act on Incomplete or Out-of-date Information
    Be cautious about acting on competitor intelligence until you have as much complete, accurate, up-to-date information as possible. Published sources can provide only a partial picture, and more strategic information is likely to be confidential. This means that you may make incorrect assumptions in planning your response to competitor action.
  • Friday, August 8, 2008

    Starting a New Job

    So you finally made it to your new workplace. Now take a deep breath and walk in with a smile on your face. Keep your head up and remember to make eye contact. Be polite and friendly to everyone you encounter, whether it's the receptionist or the mailroom clerk, your colleagues or your new boss. Introduce yourself to those you meet and remember that it's okay to ask questions. People generally like to help others and it usually makes them feel good about themselves.

    While it's okay to hold onto some of things you learned in your previous jobs and use that knowledge in your new job, remember that every workplace has it's own way of doing things. Your first few weeks or even months on a job is not the time to change the way things get done. Do not utter these words: "That's not how we did it at my old company." Your colleagues will just be thinking this: "Well, you're not at your old company and if you liked it so much why didn't you stay there."

    Here are a few more tips to consider when starting a new job:

    Tone down the star quality

    It's natural to want to impress your co-workers by sharing all of your terrific ideas right away. Resist that impulse.

    Most colleagues will be threatened by your new ideas and will reflexively shoot them down.
    Why? Because a) they're new ideas, and b) they're yours.

    Remember, your co-workers thought they were doing pretty well before you showed up.

    Instead, win over your new officemates by simply doing the job you've been assigned to do as well as you can. Then pick out some easy wins, small accomplishments that won't ruffle anyone's feathers but will further demonstrate your competence.

    Maybe there's a nagging problem that everyone means to fix, but no one ever gets around to doing it.

    There's your first job. Get a couple of minor accomplishments under your belt, and you'll earn your office's trust. After that, your ideas will be judged on their merits, not on who's proposing them.

    Don't be Mr./Ms. Personality

    Start slow when you're developing relationships. At the outset, respect is more important than friendship.

    Be pleasant, be polite - but check your ebullience at the door. You don't get to make jokes for a while or spout off at meetings - gregariousness in a newcomer can be off-putting. It smacks of trying too hard.

    Let your work speak for you. After a few weeks, you'll have built up enough good will to let your true self shine through. Get the inside scoop

    Here's the challenge: You want to learn the culture of your new workplace - how things are supposed to work and how they really work because of the idiosyncrasies of co-workers - as quickly as possible, but you don't want to come across as prying.

    Start by figuring out which people seem to be plugged in. Then approach them with simple questions about process ("How does Ms. Jones like to be kept informed about Project XYZ?"), steering clear of questions about personalities ("What's Ms. Jones really like?").

    Chances are good that knowledgeable co-workers will pepper their responses with both types of info ("Send updates by e-mail, and keep them short - Jones is a real cut-to-the-chase type").

    This way you get the information you need without looking like you were angling for it.

    Know your boundaries at work

    The border separating professional and personal relationships isn't easy to patrol, especially at smaller, informal offices. But conversational boundaries help to determine the reputation of an employee and staff. Simply put, boundaries preserve integrity.

    Whether you're a principal, manager or rank-and-file employee, taking the following advice will help to ensure that conversations with co-workers never distract from a productive, positive workplace.

    Beware of feeling informal. There's generally no clear rule about where to draw the line, so a good rule of thumb is to avoid issues that might make someone uncomfortable. Such topics of conversation may include romance, physical appearance, health, race, religion and personal finance.

    Refrain from gossip. Remember: Those who talk to you about others will also talk about you to others.

    Most gossip and other inappropriate conversations occur in places that feel informal, such as elevators, hallways and bathrooms or off-site like parking lots, restaurants. But co-workers should never get the false sense of security that they're off duty in these locations.

    It's better to pretend your personal microphone is always on. Don't say something if you don't want it heard or repeated.

    Forge office friendships with care. When you're at the office for around 2,000 hours a year, you're bound to develop friendships with co-workers. Some may become confidants with whom you share personal details.

    Make sure you know and completely trust this kind of co-worker friend. It's a risk any time someone has knowledge about details you don't want to make public, particularly if co-worker friendships fizzle.

    Expect boundary differences. The workplace not only combines people of different backgrounds, ages, talents and skills but also folks of different boundary types.

    People with "overdeveloped" boundaries often are brash and don't notice they're sharing too much information, while people with "underdeveloped" boundaries often believe it's not OK to protest such communication.

    Getting along at work is often a matter of being flexible and willing to compromise. It's also important to be tolerant of individual differences."

    Employ tact. If you have a problem with a co-worker, address what you can do to solve it. Talk to the offending person directly and privately. If a co-worker says something that offends or upsets you, try to respond instead of react.

    Talking behind someone's back makes the situation worse. Choose a neutral place away from your work area, such as over lunch or in a quiet area during a break.

    Give 'em something to talk about

    You don't have to be on your own for long. Determine who the influential people are (they are usually the ones whose opinions other people quote), and find a reason to work with them.

    Get on their good side (by being competent, pleasant and professional), and you may find that a whole lot more people have started to warm to your presence.

    Think of it as the workplace equivalent of a force multiplier. Get other people to toot your horn. Buzz created by others is far more valuable than buzz you drum up yourself. Ask for help, then take charge

    Ask questions when you need information to complete an assignment. It's much preferred that employees admit not knowing something and show initiative in learning it rather than costing time and money by struggling with it on their own.

    But asking repeatedly gets annoying. Most managers say they valued someone who can take orders and execute them well without having to be told repeatedly what to do.

    What is welcome, however, is the employee who is proactive about figuring out what needs to be done and then doing it. One of the biggest mistakes new recruits can make is to assume that when they have nothing to do that there is nothing to do.

    Know the boss

    Whether you love or hate your managers matters less than whether you know what they value and what you can do to make them successful.

    You need to take initiative to find out what's important to your boss and organization. Your value as an employee is measured by your showing results valued by your organization.

    Few bosses are consistent about giving helpful feedback. And often they won't express their displeasure with your performance until it's too late. So, said Hollander, it's okay to say to your boss early on, "it would really help me if you could tell me when you're happy or unhappy with my work."

    Cultivate good relationships

    Good performance is just one part of your success at work. How you get along with managers, colleagues and subordinates is another.

    Perception of performance is often colored by the quality of your relationships. Act like you're running for office. You'll need a vote from everyone. (But please ... don't act too much like you're running for office. There's nothing worse than glad-handing politicians with visions of poll numbers dancing in their heads.)

    Humor is a big plus, but only if you have a good sense of when to use it and when not to.

    Showing respect helps, too. A boss who acts friendly and casual does not mean to imply that “anything goes” and that you don't need to treat him or her with the proper respect.

    And, don't skip the deodorant. Be well groomed, even if casual.

    Don't watch the clock

    This is not the time to work 9 to 5. Try 8 to 6. There's plenty of time to slack off later in life and the boss will take note.

    If you have to stay a little late to meet a deadline or pull some hours on a weekend without being asked, it shows your commitment. It shouldn't be routine without compensation, but here or there it can get noticed.

    It goes without saying, do not arrive late, be absent or ask for time off in the first 100-days of employment.

    Listen…are you ringing the cash register?

    It is easy to get distracted by a “to do” list filled with B, C and D priority items to “clear the way” to concentrating on the A priorities, like driving revenue. The fact is, all lesser pressing items somehow take care of themselves when revenues are rapidly increasing.

    Even if pending A priorities seem insurmountable, tackle each top priority items during prime time work hours and chip away, move the ball downfield and press through every day. Save email, administrative and "catch-up" work for after hours.

    Instead, reach for the sales opportunity first and make growing, contributing and developing promising new avenues to drive your new organization’s top-line, PRIORITY ONE.

    Sunday, August 3, 2008

    5 Tips to Jump Start Your Career this Year

    In our search for top talent, LinkedIn is a resource to Direct Search Alliance, as it is for recruiters nationwide. More importantly, is it a career tool for candidates representing their skills and talents to the online community. As a reader of the LinkedIn Blog, I wanted to share this posting with prospective candidates -- simple but powerful advice.

    by Kay Luo - LinkedIn Blog
    Here are five resolutions that professionals can make and keep this year, to jump start their career.

    1. Build your online brand
    Your online image can affect the way other professionals see you, just as much as your offline image. Create your own online professional brand by developing a LinkedIn profile. Make sure to keep information on your professional experience and other relevant information up-to-date. You may be surprised to learn how many recruiting executives use online networks to locate potential candidates. Also, if you're keen on building an impressive professional brand, make sure personal information intended for close friends stays private on the web. You don't want coworkers and potential employers looking at personal photos of your vacations and party shots. If you're curious about who is checking out your online brand, you can use LinkedIn's "Who's Viewed My Profile" feature to find out.

    2. Be at the forefront of people's minds
    In order to get leads and recommendations through your network, it's important to keep in touch with former colleagues as well as your present circle. LinkedIn allows professionals to remain at the forefront of people's minds by easily and efficiently keeping in touch. Using LinkedIn, it's easy to see who's been promoted, switched jobs, moved, won an award, and more. LinkedIn's InMail messaging system is a perfect way to reach out and keep your connections fresh, without cutting into your personal time.

    3. Make smarter decisions
    Being a great leader is not always about becoming an expert at everything -- it's really about knowing where to find knowledge and expertise when you need it. The LinkedIn Answers feature allows professionals to quickly and easily solicit input and gain perspective from their own connections or from the broader LinkedIn community. Learn how others approach new markets, revamp processes, and resolve problems. Draw on the collective knowledge of your trusted connections -- and their connections -- and benefit from the experience of others.

    4. Prioritize how you spend your time
    Everyone understands the importance of time management in today's accelerated workplace environment. Successful people are often sought after with requests from unknown people for meetings, events, speaking engagements, and more. The LinkedIn network can be used to quickly and efficiently check out these contacts and requests before committing. A quick search reveals anyone you might know in common, gives you a capsule impression, and helps you allocate your valuable time wisely. And if you need to prepare for a meeting, the Advanced Search feature can also save time by allowing you to find specialists on almost every topic, industry, or company you want to research.

    5. Stay on top of what's going on in your world
    If you want to be truly great at what you do, it's essential to stay on top of industry news at all times. LinkedIn News makes it easy for every professional to read the articles they need to read, by leveraging the power of their business connections. It starts by delivering news about key daily topics: a user's company, industry, and competitors, drawn from more than 10,000 publishers and blogs. Then, LinkedIn News uses the wisdom of each user's "crowd" of colleagues to determine the handful of articles that are the most important to their business -- the articles they need to read that day.

    Wednesday, July 9, 2008

    "What Can I Do to Help You Now"?

    The Annual Economic Analysis released by the American Staffing Association June 2008 shows that, if indeed the U.S. economy is in a recession, the staffing industry is not experiencing the severe contraction characteristic of previous recessions. Despite the fact that demand is slowing, it is important to take into account that total staffing industry sales are $90 billion dollars. Staffing industry employment hit a new annual record high in 2007, and temporary and contract staffing daily employment also set new record highs in the second and third quarters of last year. Presently, the market is 10% ahead of 2000 – a banner year for Staffing – and nearly $30 billion ahead of the historic low of 2002.

    There is market share for this period of “flatness," economic “correction” or “downturn,” but not for the cowardly. Those who take on the market’s sluggishness with energy and good judgment, leading actively and by example will prosper even in trying times.

    Building a strong growth-sustaining team calls for the time and attention of the business unit manager to maintain a sense of urgency and establish solid work plans that will leverage each team member’s strength. Guidance, support and direction is essential to maximizing team members’ contributions and lift up the capacity of the team. A high level of engagement in training and development, as well as in guiding territory management and lead development is essential to bringing about results.

    Business unit managers with the most success in developing strong teams and arranging talents of team members to the discipline in which they belong, direct and support the work flow collectively and individually, as well as contribute personally.

    What then are the core best practices of a successful business unit manager?

    1. Manage with twice daily meetings to communicate, set responsibilities and priorities. It is wrong to think that stopping “work” to meet as a team is a waste of time. A team with clear priorities and shared information is much more effective than a team “figuring it out on their own.” These are 30-minute meetings – everyone in attendance – with the following agenda items:

  • Recognition
  • Candidates for marketing to hiring mangers—who is highly placeable?
  • Call plans, target lists of hiring authorities—who are you going to call?
  • Candidate inventory and interview objectives.
  • Open job orders, next steps and who is responsible for it.
  • Specific objectives for the day (morning); assessment of outcomes (evening).
  • Upcoming ends—what business do we need to replace?
  • Specific, “stretch” objectives for the number of starts to happen within the week—what can we fill?, with whom?, who can we market who to?
  • Progress to objectives and refocusing all team members based upon current needs (e.g., do we need candidates, job orders, new leads?)
  • General communication…who may call, what is pending, hot candidates, prospective business—make sure the team knows what is happening.
  • Role play or planned lesson to foster skills development.

    2. Manage the market, inventory and match. The leader must act as the first source of what is “hot” for follow-up to pick up the pace of all team members. The relationship and interplay between oversight of sales and service is leveraged when you can “see” a branch candidate and “match” the candidate to companies the sales team are engaging.

  • Weekly, review Business Journal, job boards, candidate applications, and expand knowledge of the marketplace with networking, marketing directories and other business resources to garner new leads for the sales team—who is hiring now?
  • Daily, review every interviewed candidate’s resume/file, meet as many candidates as possible personally—"Is so-and-so a fit for ABC Company”?

    3. Manage business development purposefully. Who else but the manager should know the marketplace? Work with self and sales staff at the beginning and the end of the week to review target lists/lead lists/task lists for content, activity and next activity to do. Other sales driving best practices include:

  • Work together to make up an organizational chart for a minimum of three companies a week to expand the list of Company contacts, set out objectives to uncover missing information.
  • Ensure that each sales-responsible person has multiple search engines on multiple job boards to receive daily postings for each position the branch is prepared to fill—this will feed lead-following for immediate direct hire job orders. Ad book binders are fine for organizing ads for follow-up calls, but inputting leads to your front office system is better to build future calls plans—monitor use of front office systems so leads are not lost in a paper shuffle.
  • Set specific “blocked time” to make ad calls, skill marketing calls and qualifying calls to focus sales activity—sell during prime time, research and qualify during specific days/times set aside to develop future targets. Separating the two makes it easier to manage the effectiveness of sales efforts.
  • Set objectives for the appropriate number of sales calls/visits to support business and take the time to debrief together post-call/visit and plan next steps.
  • Make a work plan to set time aside for reference check calls—this supports the service team and offers better access to the Company contact who can be qualified as a temporary staffing or direct hire prospect.
  • Rotate assignment of making up and distributing a “Hot Candidates” communique—monitor and manage quality and growth of email lists.

    4. Manage the business of the business. It is up to the leader to plan for maximizing the recruiting team at the beginning of the week to:

  • Set objectives for individuals’ focus…recruiting, skill marketing, order management—be specific regarding the objectives for the number of fee-eligible candidate and temp interviews in what positions.
  • Review T-H orders against temporary staffing opportunities to keep from over investing in job orders that, unlike temp, have less of an immediate chance to actually start—maintain a strict 50% of total orders, and…redirect team to actively skill marketing/selling for opportunities.
  • By the first of the month, ensure that each Recruiter has a minimum of five “viable” direct hire orders in the right skill set—mobilize sales and recruiting teams to generate marketing calls to address any gaps in the number of job orders.
  • Weekly, have a specific direct hire job order review and discuss what is pending and the next steps to close—communicate with neighboring offices to increase participation.
  • Step in to talk with candidates and/or Company contacts to assist in closing.
  • Set specific blocked times to make direct recruiting calls generated from applications/interviews/referrals—ensure a pipeline of leads from recruiting to sales—set up a method to communicate leads in a structured way.
  • Set objectives for net starts weekly, markup, and “level” of candidates to increase GM$ per hour. To achieve the net starts objective, a 30-day forecast of upcoming ends needs to be visible to the team to set the actual number of starts per week to stay ahead of the progression, including contingencies for unplanned ends. Make up for shortfalls by focusing on placing higher-level, higher-GM$ candidates.

    5. Great managers look inward. They look inside the company, into each individual, into the differences in style, goals, needs and motivation of each person. These differences are small, subtle, but great managers need to pay attention to them. These subtle differences guide them toward the right way to release each person's unique talents into performance. Recruit for talent, manage to strengths, hire expeditiously. Manage learning and development at least weekly, if not daily.

  • Set aside a minimum of 1-hour per week with each employee and talk about: what is expected, what you can do to set him/her up for success, what he/she does best, recognize performance—be specific, genuine and interested; uncover how to make the work meaningful, gain feedback and talk about progress, learning opportunities and how each individual’s contribution fits in the overall company and his/her career progression.
  • Assign Company training resources to employees and organize opportunities for employees to share learning with the team
  • Prepare role plays to overcome common objectives—have all team members involved. Listen, and role play with individuals to improve recruiting, negotiation, customer service and closing skills.
  • Share financial reports to engage the team in the outcomes—demonstrate how increasing markups, direct hire placements/fees and marketing higher-level candidates improves results and personal financial rewards.
  • Get out of your office and sit side by side with the team and demonstrate best practices…show, not tell.

    6. Do not delegate tasks that are not revenue-generating. Support the team with meaningful contributions so they can do their jobs more effectively—individual activity to generate personal production for the good of the branch is useful, but equally important is preparing and focusing each team member by taking responsibility for administrative and operational support to enable the team to expand the business. This is not “lending a hand,” this is “doing” a task completely so the collective bandwidth of the branch team is actively engaged in work that generates gross margin dollars.

  • Use administrative support to assist you as needed, but do the heavy lifting yourself administratively to ensure that each employee is focused on developing the business. Release the team to “ring the cash register” collectively by doing weekly tasks like payroll and compliance, invoicing and aging, updating and managing all job postings, job board searches—review, print and distribute resumes for blocked recruiting call times.
  • Drive sales by sourcing new leads that any branch team member can “run with.” Get the details so the next step is to “pick up the phone.” Get names of multiple Company contacts for each lead identified, get contact information (telephone, email address), input new leads to front office system and set them up on team members’ calendar or task list. Generate urgency to follow-up on specific contacts by personally contributing to the database in a meaningful way. Dedicate time to adding Companies/Company contacts in numbers and update Company records that are out of date. If you pass on a lead with good contact information and business intelligence, it is more likely to be followed and create outcomes.
  • Take up operational tasks (application process items, reference checking, etc.).
  • Revise/retype resumes for presenting candidates.
  • Make up handwritten notes to every candidate who comes in the office; prepare marketing mailings.
  • Run reports to assess business activity and inventory.
  • Roll out corporate initiatives and respond to corporate response/reporting requirements.
  • Ask, “What can I do to help you now”?
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