Mark Berger
Mining the Internet for those Golden Leads
Summary:
A primer on how the recruiting community can utilize the search engines to mine the Internet for passive
candidate leads. We will offer various mining techniques for both resume and name generation. Then learn
the process of how to find contact information for the people you locate.
Takeaways:
• Discussion of Active vs. Passive Candidates
• Search Engine Terminology Primer
• Resume Search Techniques
• Differences in Research and Resume Generation
• Candidate Research Techniques
• A Few Best Practices
• Resources to Locate Contact Information
Beth Schneider
Do You the Client, take this recruiter….How to Get Clients to Say “I Do”
Most clients are really just customers and customers are not loyal!
ENGAGE: to promise to do something, to contract for, to assume an obligation.
A client is a person who ENGAGES the professional services or advice of another. They are a party for which
professional services are rendered, one that depends on another.
Are your “clients” engaging you? Do you consider yourself “engaged?”
You will always need new clients and that will NEVER change. Beth will show you how to make prospects and customers into clients.
Set your strategy, follow a roadmap, execute your game plan and you will meet your forecasts by growing your business with your loyal clients.
Join Beth and she will show you how to create clients from customers and gain their loyalty.
“The only problem with making a sale is once you make the sale you lost your best prospect”
- Zig Zigler
Don’t find yourself in that position!
Craig Silverman
Methods to Increase Your Activity and Productivity
This dynamic and entertaining presentation is for staffing & recruiting professionals of all types and is
guaranteed to leave the attendees with easy-to-implement solutions to assist them in generating more new business
and closing more placements. Whether you are an Owner/Manager or a rookie, an industry veteran, focused on
Contingency, Contract or Retained Search the creative ideas covered will help you to increase your fill ratio
and generate more candidates and new business. Craig Silverman will deliver this power packed presentation and
share the secrets that have helps his recruiting teams to generate over 15,000 placements for over $500M in
fees over the last 12 years.
Kate Basso
How to survive your first year in recruiting
I will be going over some of the experiences that I have had in my first few years in recruiting and how
I dealt with candidates, clients, roadblocks, and building relationships.
It will be very interactive so that we can all learn from each other on how we recruit and survive in the recruiting industry.
Aaron Green
Offshore Recruiting: Benefits and Pitfalls
Objective: Educate staffing firm executives about how offshore recruiting can benefit staffing firms
and provide tips on what to watch out for.
Aaron Wandtke
The Top 10 Mistakes Recruiters Make and What You Can Do To Avoid Them
Identify and Magnify your Advantage
In this day and age where we all have access to incredible amounts of technology and information we have
to learn other ways of differentiating ourselves. How have you branded yourself? Can you honestly say you
are different from those thousands of other recruiters? This interactive session with help you identify
and magnify those things that make you stand out in the crowd. We will talk about how to work internally
and externally in a more effective way, and you will learn how to literally grow your business in any way
you want. Leave this session with a clearer vision of what you are building and how to start.
Barb Bruno
Where is your next BIG BILLER?
OWNER ONLY 90 Minute Marathon
Objective: To focus on issues most important to Owners
One of the few OWNER ONLY sessions of the Conference. Barb will change topics as she covers
15 topics in 75 minutes leaving the lat 15 minutes for your questions. The information Barb
will share and the handouts you will receive in this session are priceless. Only someone with
Barb’s experience, high energy level and enthusiasm could pull this off! If you are an Owner
this session is a MUST ATTEND!
You will leave this session with:
Ideas you can implement at NO COST
Unique view on normally off limit topics
Subtle change that will provide amazing results
Bob Lanza
IMPACT Selling For Staffing Sales
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, 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.
Fran Goldstein
Recession Proof Sales
One of the coolest things about sales is that it is recession proof! Companies will continue to hire,
only with less resources. As a recruiter in direct hire or staffing/contract, you can leverage your
expertise and become your client's most valuable business partner in this volatile market. What really
matters are the steps you take to prevent declining sales in a declining economy. This breakout will
teach you how to keep your headset grounded & focused to increase your sales and strengthen your client
relationships. Come see why Fran was the highest bid on Speaker at the NAPS Speaker Auction in 2007!
* Each participant will also receive a complimentary one to one to support your take aways from this session.
In this fun, practical presentation, Fran will teach you:
· Twelve sales tips to stay ahead of the curve
· How to define & leverage your value proposition
· Why Holding is critical to increasing sales
· The value of knowing your metrics
· Strategies to become Top of Mind with every client
· How to measure your ROI every day
Jon Bartos
Paying the Price of Success
Recruiting can be the easiest $250,000 job or it can be the toughest $50,000 job you ever have.
Unfortunately the facts are that 90% of the individuals who join our field, do not make it to their
first year anniversary. Have you ever wondered why some people achieve extraordinary levels of
success in every area of life, while others simply wallow in mediocrity – or even worse – do not
survive their first 90 days on the job.
In this session, Jon will take you step by step through a process of “what it takes” to achieve the
type of accomplishment that many people wish for but never attain. In any profession, as in life,
most people know what to do to achieve their desired level of success – however they are unwilling
to do it. They are unwilling to pay the price of success – even when the cost of failure is so high.
Learn what it takes to insure we pay the price of success and experience life to its fullest.
Here is what you will walk away with:
· 7 steps to defining what success is to you
· Finding out “What’s Your Why” to motivate you to achieve your goals
· How to make failure not an option
· 5 metrics that are critical for your daily success
· Making sure you have the right team and resources behind you
· The “1” thing – that insures your children will have the courage to live their dreams
· How to develop a winning attitude that works for you rather than against you
· How to enjoy the journey to life success
Jim Knight
Service That Rocks
“Service That Rocks” is an interactive session effectively designed to highlight best practices
to create and maintain a strong company service culture.
This session is broken down into 2 main categories:
· The Hard Rock Story – this visceral backdrop of the company provides a great platform with
which to discuss how to be innovative, creative, irreverent and unpredictable in order to become
differentiated from your competitors
· Guest Service Culture – the end-result of everyone who attends is to ultimately provide such
unbelievable guest obsession, that it demands for people to return or continue utilizing your products.
References to simple business models and book quotes will set the stage to allow you to get into the
memory-making business.
The time allotted is chock-a-block full of visual Power Point slides, out-of-the-box thinking,
book quotes, personal stories and interactive handouts for some real “take aways”, regardless of
the audience or industry.
If you are a fan of unparalleled guest experience, come learn how to create unforgettable memories,
all told through the spirit of Rock ‘n Roll.
Bob Liken
How to Build a Professionally Managed Staffing Company
Everyone reaches a point in their business development where they have to make a decision; do I
continue as is and run a “practice” or do I begin to build a business with a structure, delegated
responsibilities, goals & objectives and a vision.
If the decision is to begin to “build a business”, you need to understand what it will take to move
from the “entrepreneurial – 500 lb parrot” to a “professionally run business”.
· What skills do I need to have?
· What do I need to learn?
· What changes will I need to make in myself and my organization to be able to move on?…..and
am I able to make those changes?
Most of us get into the business because we know the business as a practitioner and have been a
producer or possibly even a caregiver, but the skills necessary to build a business are very
different and need to be recognized and learned.
There are two reasons you should consider moving from a small entrepreneurial business to a
professionally run business:
1. The Marketplace: The industry is maturing and the market place will demand it if you are
to survive and remain competitive.
2. Personal Reasons: For personal growth and career growth, you need to consider moving
to the next level.
Bottom line, your business has grown over the years because you personally have a skill.
That has worked and you have succeeded to this point. If you want to continue the growth
of your company, and move to the next level, you need to begin to understand how to “recruit,
select, train, manage and motivate” a team that can focus on the common vision you develop.
You will need to learn how to delegate, set goals, plan, manage and motivate by objective and
reproduce the success skills in others. These are all professional management skills and are
very necessary if you are to continue to grow, succeed, compete and succeed in the next few years.
You need to begin to work ON your business not IN your business.
This session will address the process you must go through to both evaluate if this is something
you want to do…..as well as how to begin to move forward if you have made the decision to “Build
a Professionally Managed Company”.
Don De Camp
Guaranteeing your success
By following my 5 key principles your success will be literally guaranteed. Whether for business
or personal, there will no longer be any excuses. No gimmicks, just proven techniques you can
begin applying today!
Dave Knutson
Retained Search - Yes you Can
Dave Knutson, CPC will share his expertise on moving into getting retained searches and the process
that works. Nationally recognized for his recruiting abilities and professionalism, he was inducted
into the National Association of Personnel Services (NAPS) “Hall of Fame” in 2005.
If you want to get into retained search, If you want to improve the quality and level of service
you provide, If you want new ideas you can use immediately…
PLAN TO ATTEND!
Topics will include:
· The transition from Contingency to Retained
· How to do a Retained Search
This is a practical, down to earth program filled with lots of “How to” information including:
· Why companies torpedo searches.
· Agreements language
· Dialog that works
· Scripts and more scripts
Mike O'Neil
How To Cash In On LinkedIn For Recruiters
Mike is a world recognized business and social networking expert. His company, established in 2003, trains
individuals, businesses and associations how to maximize the results from LinkedIn in their business
operations. Through this education, attendees get a rapid return on their investment of time and money –
one almost impossible to replicate in any other way. IA believes in human connection, hosting regular
Face-to-Face social and business networking events.
Tami Kyle
Recruiting Donald Trum Style: An apprentice style approach to building your recruiting team
Tami Kyle will share the secrets of her cutting edge recruiting method which has proven to attract
recruiters that not only perform, but meet the exact (and rather whacky) cultural specifications of
her team. This recruiting method involves a group interview and audition session, one on one interviews,
lunch interview with team, working interviews and proven pre-employment assessments. Tami will step you
through the hiring process and teach you how to create your own process that saves time and allows the
true stars to shine through!
Attendees will take away the following:
1) Step by step Apprentice Style recruiting method
2) New ideas on how to save time in internal recruiting processes
3) Insight into pre-employment assessments for recruiters that work
4) Ways to identify and screen cultural matches for their teams
Colleen Francis
In pursuit of more
Looking for more than the same old sales techniques that have been around for decades? Colleen has researched
the top 10% of sales performers and combined these lessons conventional sales wisdom for an approach that
gets results today. Clients using Colleen’s techniques have seen more: an increase in voice mail
call-backs of 80%, reduced discounting of 80%, a decrease in customer defection rates of 95%
cold call success jumping to by 300 X, and sales cycles that are 30% faster. Delivered with Colleen’s
combination of engaging energy and refreshing candor, don’t miss this session if you’re looking for more.
Margaret Graziano
Choose Wisely: Impact Your Hiring Batting Average
The premise
Have you ever thought you hired John Wayne—only to find out that it was Woody Allen? Your hiring
decisions can make or break your business, especially in today’s fluctuating economy. What you don’t
know will cost you: training time, productivity losses, even company morale. A holistic approach to
hiring means you can hire right the first time, every time.
The presentation
• Change the way you think about your business.
• Avoid common hiring traps.
• Select the best and eliminate the rest.
• Hire right the first time and increase the return on your investment.
The takeaways
• Insight into the value setting up an internal hiring process—and how to do it.
• Specific holistic hiring techniques that can save your company thousands of dollars per hire.
• Learn about the power of the 3-pronged selection approach
John Halbert
Two Faces of Service Leadership: Systems and Smiles (part one)
Service Excellence isn't rocket science . . . it's a little more challenging! With today's ultra-demanding
clients, diverse range of candidates, and insanely competitive market, service is your only differentiator!
You will experience the most unique workshop on the subject of service, combining 2 proven service pros to
help you become a world-class, marker-driven, customer focused top-performer!
Doug Jones
Two Faces of Service Leadership: Systems and Smiles (part two)
Service Excellence isn't rocket science . . . it's a little more challenging! With today's ultra-demanding
clients, diverse range of candidates, and insanely competitive market, service is your only differentiator!
You will experience the most unique workshop on the subject of service, combining 2 proven service pros to
help you become a world-class, marker-driven, customer focused top-performer!
Connie Kadansky
Inner Game of Prospecting
Inner Game of Prospecting: How to Identify and Eliminate Sales Call Reluctance --the #1 reason
why new salespeople fail because of insufficient prospecting. Learn how to handle your emotions
when you are prospecting and selling.
Jeff Kaye
Next Level Strategies For Building a Next Level Search Firm
If you're interested in migrating your search practice into a search firm or desirous of growing your search
firm, then this session is for you. You will learn best practices in hiring, training, performance management,
organizational structure, finance/operations, marketing communications, and culture. The search industry has
inherent and systemic flaws and problems, such as ease of barriers to entry and top performers leaving to
start their own firm, which make it very challenging to create sustainable organizations that truly excel.
Jeff will share new concepts and philosophies, as well as provide you with dozens of proven strategies and
best practices that you can immediately implement into your firm regardless of its size.
Donato Diorio
The Birth of a Big Biller: Breaking in and dominating a new niche market
Living as a niche leader affords you benefits untouched by recruitment generalists. In a good market or a
market taking a downturn, picking the right area of specialization is paramount to success and sometime survival.
Leveraging resources and branding yourself can mean the difference between surviving and thriving.
This talk will focus on proven, creative strategies to build critical mass in your market. Bring your notebooks,
this will be a fast-paced session with take-away’s on branding, technology, creative process, recruitment and
business development.
Donato Diorio is a former Big Biller and currently founder and Chief Executive Officer at Broadlook Technologies.
Donato is known as a thought leader in recruitment process, technology and strategies.
Carol Wenom
My candidate said WHAT??!! - Proven Tips for Candidate Control
In this time when great candidates are in short supply, it's not uncommon
for A+ candidates to get a serious case of "the big head" or "cop an
attitude" with you or worse - with your client. In this session Carol will
teach you her finely-honed techniques for gaining candidate control right
from the very first phone call!
Mike Gionta
Big Biller Secrets: How I took my desk from $319,750 to $2,143,140 in Two Years
Tired of getting the same results as everyone else? Are you looking for some simple strategies that
will grow your billings dramatically? Then this session is for you. After years of struggling with
average personal billings, Mike Gionta changed his approach to one that dramatically increased his
billings, client retention and the ability to get engaged fees. If you want to be perceived as "different"
and you want to stand out in the crowd this session will provide scripts, strategies and tactics to get
you there.
Greg Doersching
You may be a Rookie...but it's time to Bill like a Veteran.
You may have 1 year as a Recruiter or 20 but to many of you are still billing less than $250,000 a
year - that's rookie level. Join Greg Doersching as he goes through the critical conversations you
must master and strategies you must employ if you want to produce over $500,000 like the industries
elite. These are the conversations where money is made or lost and you won't want to miss a minute as
he takes you through what to say when your asked about why they should use your agency; candidates who
aren't "really" looking to make a change, how to handle compensations issues, and so much more.
Shally Steckerl
Passive Candidates for Busy Recruiters in 10 Minutes or Less
In this highly useful presentation, Shally Steckerl, internet sourcing guru, will share his latest and
greatest techniques to finding and connecting with the right candidates. Many of us use the job
boards, but they only provide access to a small part of the workforce. In fact, the best candidates
aren’t hanging out on the job boards. To truly broaden your outreach, you’ll need to master
important internet sourcing techniques. Shally will demonstrate how you can:
Be more effective online with top ten tips and shortcuts
Learn how to quickly find leads that nobody else can find
Expand your network with online tools
Tracey Madden
ABC's of Temporary Staffing
If you've joined the temp/contract industry in the last few years or are considering adding
a temporary division to your company this program will give you the fundamentals you will
need to succeed. This popular fact packed session will touch on the basics, show you how
to keep the funds flowing in lean times and some of the tricks of the trade that Tracey has
developed over her 25 years in the business. She'll share with you the importance of legal
compliance, co-employment, building your "employer" infrastructure, how to motivate the client
to alternatives candidates, payroll and markups, avoiding "no shows", advertising,
evaluations and more. Enlighten yourself to the "Reactive" World of Temp/Contract
Staffing.
Cheryl Grimaldi
From the Front Line
Objective: To inform NAPS attendees on the latest strategies, techniques and information that
is affecting the bottom line on a recruiter’s desk.
Outline: What happens on your desk everyday changes like the weather. Learn from Grimaldi, who
like you runs a desk everyday. Objections can shift like the wind, retainers are your only real
job orders and if you are not using technology your crazy BUT in this market you better have
closing skills. Listen to Grimaldi who will give you what you need to be successful in today’s
market.
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