Department

106, 2018

Buyer Reality: Through the Noise

By |June 1st, 2018|

As a procurement professional and then as an industry advisor, I have worked with all kinds of suppliers. I have conducted numerous sourcing exercises, such as negotiating contracts and running RFPs on everything from office supplies and small package freight to travel services and cleaning supplies to contingent labor.

My diverse experience has taught me much […]

106, 2018

Expert’s Corner: Save the Date!

By |June 1st, 2018|

Why industry conferences are essential — and how to justify their cost

Today’s technology enables us to connect with each other like never before. In the business world, tools such as virtual meetings, podcasts and webinars enable us to conduct meetings and view training programs with farflung associates from our desktops. So, it’s often tempting to […]

106, 2018

Selling Smart: Planned Persistence

By |June 1st, 2018|

Before my staffing industry career, I sold properties for a home builder. In staffing, though I was making more calls and even increasing the number of my meetings, I struggled to close deals. I was working just as hard as I had in my previous job. Then, I connected with my customers as a person […]

106, 2018

The Other Side: Promoting Right

By |June 1st, 2018|

One of my proudest moments as an IT consultant was when I was working for a global company implementing an end-to-end digital transformation initiative, including new CRM, MarTech and CMS platforms. It was a complex project with many hands on deck.

More than a year into it, we hit a major roadblock that could have torn […]

105, 2018

Buyer Reality: A Purple Cow

By |May 1st, 2018|

Every day, another technological development threatens to upend the way companies operate — or so it seems. Take my world, for instance. Freelance management systems, offshoring and nontraditional modes of engagement dominate many of my conversations with staffing services buyers in all stages of their program evolution. At the same time, these managers value and […]

105, 2018

Selling Smart: Get Street Cred

By |May 1st, 2018|

In a previous role, I sold a recruitment process outsourcing product early in its evolutionary cycle. I evangelized the merits of outsourcing a talent acquisition resource along with my company’s ability to deliver this workforce solution. At the time, few companies outsourced their talent acquisition process/resource, making it a tough sell.

To address the problem, I […]

105, 2018

The Other Side: More Equal Than Others

By |May 1st, 2018|

After more than 20 years in the corporate world, I decided to branch out on my own. Throughout my career, I had established great working relationships with several consulting agencies that specialize in my area of expertise, so it was natural to connect with them to help me find work.

Initially, I took on many different […]

105, 2018

The Buzz: A Picture Is Worth …

By |May 1st, 2018|

Personality tests are as old as psychology.

One test in particular — known as the “big five” or “fivefactor model” — scores individuals along five dimensions: openness, extraversion, conscientiousness, agreeableness and neuroticism. It is often used to predict performance and turnover in a work setting, but it can take up to two hours to administer and […]

2603, 2018

Benefit of Counsel: Avoid Compliance Failures

By |March 26th, 2018|

In 1991, the US Sentencing Commission published its Sentencing Guidelines for Organizations, which set standards for creating corporate compliance programs that allow for more favorable treatment from the courts in the event of a compliance failure. And in today’s highly regulated environment, compliance failures are highly likely.

Indeed, the regulatory risks on all industries have increased […]

2603, 2018

Buyer Reality: Stand Out

By |March 26th, 2018|

How can you be the best supplier in the MSP supplychain? That’s a difficult question to answer. As a career procurement professional who now advises enterprise clients through SIA’s Contingent Workforce Strategies Council, I have come to sympathize with the struggles many suppliers face in trying to succeed in these programs. And it starts by […]