1510, 2014

Power Seller: Get That ‘A’

By |October 15th, 2014|

Adopt the Five Cs of selling and win customers
In my job I get the unique opportunity to see how contingent workforce programs work globally, across industries and categories. What I find most interesting is the striking commonality of factors that make the difference for suppliers wishing to participate in these programs. I believe that by […]

3009, 2014

Power Seller: Tricks of the Trade

By |September 30th, 2014|

Be a (sales)force to reckon with
In my job, I sell to people in all walks of life and have learned that the basics of selling have not changed much over the years. Here are some fundamental principles that should hold any staffing sales person in good stead — veteran or new:

Networking. When they were out […]

109, 2014

Power Seller: Passing the Test

By |September 1st, 2014|

Healthcare’s unique environment creates excellent lessons for staffing firms
By Janet Elkin

Not too long ago, the common belief in healthcare staffing was that if you had enough clinicians, clients would beat a path to your door. If that was ever true, it certainly isn’t today.

With Affordable Care Act implementation and other government regulations, combined with the […]

107, 2014

Power Seller: Break It Down

By |July 1st, 2014|

Tools to help sales staff be effective teachers and providers
Salespeople are a different breed to be sure, but in the staffing industry this is definitely the rule and not the exception. Selling a service or a complete solution, and one that deals with people, is complex and requires not only someone who can sell, but […]

105, 2014

Remodeling for Sale: How to stage your staffing firm for a successful sale

By |May 1st, 2014|

Whether you’d like to enjoy the fruits of your labor or tackle a new challenge, making sure that your staffing firm will thrive after you leave is the key to courting buyers and consummating a lucrative deal.

A slow-recovering economy continues to create a cautious merger and acquisition environment, according to RBS Citizens’ Middle Market M&A […]

105, 2014

Power Seller: Dropping the Ball

By |May 1st, 2014|

This morning at the gym, three of the five people in my line of sight were looking down at their phones doing who knows what — trolling Facebook, reading email, texting. What they weren’t doing was working out. Using this sample, 60 percent of the people who are getting up at o-dark-thirty with the best […]

103, 2014

Power Seller: Open Doors

By |March 1st, 2014|

Years ago, I sat nervously in a client’s conference room with my fellow IT staffing competitors. They had brought in Chimes, a now defunct vendor management system (VMS), and a managed service provider (MSP), to manage all its suppliers. During that meeting, a Chimes representative boldly stated: “… Your jobs are no longer necessary. You […]

102, 2014

Power Seller: More Than Just Friends

By |February 1st, 2014|

How to take the staffing relationship to the next level
Sales has always been one of my favorite aspects of the staffing industry because of the complex nature of what we offer to our end customers. In doing what we do, we are able to affect our clients deeply when it comes to employee morale, tenure, […]

112, 2013

Here’s the Deal: Buying/selling a staffing firm involves due diligence – and destiny

By |December 1st, 2013|

Mergers and acquisitions in the staffing industry are on the rise this year, but the act of buying or selling a staffing firm is no mean feat. Not only are there numerous moving parts to navigate, but emotions can run high in this process.

When sizing up firms, buyers look at potential for growth, quality of […]

112, 2013

Power Seller: Embrace Change

By |December 1st, 2013|

Every sales person hits a point in time when something out of their control changes, adversely affecting their results. It could be the market, the economy, the competition or the client that changes. The cause is immaterial, because it is inevitable, but it is a signal that YOU need to change things up.

Navigating through change […]