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CONFERENCE SUBPAGE NAVIGATION

2019 Conference Sessions

Bob Marshall
The Total Account Executive - How to Find, Hire, Train & Retain Them
For as long as I have been in the recruitment business one of the most asked questions revolves around how to identify potential ‘big billers’ when we first meet them as talented but unpolished gems. What do they look like? What do they sound like? What traits do they have that will serve them well as recruiters? And what traits do they have that will cause them to fail? —a big concern since we plan to put so much time and energy into their development. In this presentation, we will discuss how to locate them, develop them and keep them.

Session Takeaways:
1. Vectoring in on the ‘ideal’ AE profile by illuminating the qualities they possess.
2. How to best on-board this potential superstar.
3. Training on how to acquire, and keep, the 'right attitude'.
4. Retaining these Total Account Executives by implementing the techniques of the 'zero turnover' big biller managers.



Tricia Tamkin and Jason Thibeault
The Unethical Recruiter

It’s no secret that many people consider recruiters to be in a category with ambulance chasing lawyers and sleazy used car salesman. Learn what you may be doing that is causing candidates and clients to associate you with those malcontents and how to break the cycle. It may not be your fault, but it is your problem. Together we can rise above the mountain of bad recruiters.

Session Takeaways:
Key Takeaway: Learn what recruiters are doing which is viewed as unethical, why they are doing them, and what techniques can replace them for better results.



Diane Geller
The Blue Haze of Medical Marijuana in the Workplace

Marijuana has been listed as an illegal Schedule I drug under federal law since the Controlled Substances Act (CSA) was pass by Congress in 1970. However, in recent years, 33 states plus the District of Columbia have passed bills that decriminalize or legalize medical marijuana use. Support for the drug reached new highs in 2017, with polls showing up to 64 percent of Americans favor legalization. When asked specifically about the legalization of medical marijuana, that number grew to 83 percent.

With medical marijuana here to stay, business owners, CEOs and HR professionals are all asking what they need to know to contend with employees who use medical marijuana in states where it is legal. This session will cover how employers should deal with the contradictions between federal and state laws. Can and should companies continue to drug test employees. As well as other laws that come into play when dealing with medical marijuana, including ADA, OSHA, covering safety issues and knowing when employees are impaired and how to deal with these situations.

Session Takeaways:
1. Handle asking employees or candidates to submit a voluntary drug test.
2. What you can and cannot ask candidates about their medical marijuana usage.
3. Industry and regulatory updates



John Ninkovich
Overcoming the Barriers to Growth

As your business continues to grow, you will inevitably arrive at barriers that will challenge the future growth of your business. You are not alone; all businesses will experience these barriers. The key to breaking through is to understand these barriers, where and when they will occur, and grow your organizational capability to continue your rise to the top.

In this 60-minute session, John Ninkovich, EM Advisor and staffing industry veteran, will identify the barriers to growth and provide guidance on how top performing firms continue to grow.

Session Takeaways:
1. What are the Barriers to Growth?
2. What are the strategies and tactics to break through the barriers?
3. What should CEO's, Business Owners, and Executive Teams Focus on?



Todd Bossler
Sourcing Wizardry - Tips for Finding People and Information

A huge portion of your job as an Executive Recruiter revolves around finding people that your client companies either can't find, or don't have time to. Another portion is being able to contact those people once you've identified them. This session will expose a few services,hints, and tricks that help you achieve this.

Session Takeaways:
1. Methods to source additional candidates and/or client contacts.
2. Services for finding contact info for new prospects.
3. Several general productivity "geek shortcuts" to help speed up your computer processes.



Barbara Bruno
Become an Influencer, Here and Now

If someone described you, would they use the word “influencer?” Achieving more influence is critical to success in the Staffing and Recruiting Profession. Your title and what you say is not important. How you make your clients and candidates feel and their perception of you are important.

Learning the art of influence has advantages, but gaining influence takes time and effort. Regardless of your level of experience you will increase your ability to positively influence anyone who has the privilege of interacting with you!

Session Takeaways:
1. Cornerstones to cultivate influence
2. Five approaches to influence your clients
3. Five approaches to influence your candidates
4. What it takes to become an online influencer



Brad Bialy
Personal Branding: Your Secret to More Applications and Better Candidates

With national unemployment rate at 4 percent, recruiters need every tool possible at their disposal when sourcing candidates. While digital marketing, direct marketing and advertising from an organizational level are more important than ever, often overlooked is the impact your personal brand on social media can have on a candidate's decision to work with your staffing agency instead of a local or national competitor.

Join Brad Bialy as he discusses Personal Branding: Your Secret to More Applications and Better Candidates.

Session Takeaways:
1. How to define the keys to a successful personal brand
2. The three-step process to personal branding on social media
3. 13 tactics to deploy on social media to generate more applications and source better candidates



Stephanie Maas
No Surprises Recruiting

How often do we as recruiters get frustrated and often infuriated at the end of a search process to lose the deal to a crappy low ball offer or even worse a counter offer?

How would like to know, every single time, that by the time the candidate and client say "yes"...it's truly a done deal? In this incredible session, Stephanie will walk through how to work work with candidates AND clients to eliminate "surprise" ending to searches during resignations.

Stephanie will walk you through how to set the stage, eliminate counter offers, and how to get your clients to be a part of this process. In addition, she will teach you to prepare your candidates and clients for anything and how to overcome any objection at the final hour.

Session Takeaways:
1. How to get to the "no" and ultimately the "yes" quicker
2. How to prep candidates/clients for counters offers
3. How to finish every search with "no surprises"



Rob Mosley
Achieving Commitment - Focusing On Results

Individuals and teams that commit to decisions and standards do so because they know how to embrace two separate but related concepts: buy-in and clarity. Buy-in is the achievement of honest emotional support. Clarity is the removal of assumptions and ambiguity from a situation. Both individual and team commitment requires clarity and buy-in.” This Team Effectiveness session taps into two leaders in this field; Patrick Lencioni and the Acclivus Corporation to provide concrete practical tools to achieve both buy-in and clarity in any team.

Session Takeaways:
1. Learn to Focus on the right Priorities
2. Effective Communication is Key to Understanding
3. The Concepts of Buy-In and Clarity are essential in every office environment



Patricia (Tish) Conlin
Mentally Prepared for Anything-Boost your inner Resilience as a Recruiter

In this high energy action packed key note presentation you will learn how to be boost your resilience to obtain more lasting success as a recruiter. You will learn the keys to building long term resilience to thrive in work and life, review powerful stress busting techniques and easy upgrades to your habits to navigate more successfully through the ups and downs of recruitment. You will learn how to better connect better with clients and candidates using Emotional Intelligence Tools for more placements and be taught easy ways to reach your goals faster. This session will include hand-outs, work-sheets and offer a chance to win a free coaching session or a copy of Patricia’s first book. You will be actively participating is some educational exercises with partners to reinforce training concepts.

Session Takeaways:
1. The 6 keys to Becoming a more Resilient Recruiter for more lasting success
2. Secrets to becoming a becoming a stress management guru and building better habits to thrive at work and in life
3. How to use Emotional Intelligence tools to negotiate and communicate better for more placements-Learn why EI will trump AI any day.



Jayne Latz M.A.,CCC-SLP
Use Your Voice to Impact and Influence Others

Professional speaking skills are essential to all aspects of communication. As one delivers their message it is important that they use the right tone, clarity and delivery, in order for their audience to fully process and embrace the message.

This presentation is designed for business professionals looking to increase their presence, their confidence and their delivery when communicating with clients and prospects and colleagues. By improving the delivery of the spoken message, the listener response is immediate. Attendees will walk away with techniques that immediately engage their listeners and make a positive impact from the very first word.

Session Takeaways:
1. Develop skills to project a voice to match their talent, skill, and expertise
2. Provide increased confidence in daily business communication and presentations
3. Be able to speak and deliver a message in a clear, concise and succinct manner
4. Practical tools and tips that can immediately be applied on a daily basis



Carol Wenom
Are you using your Silver Bullet?

What if I told you that there was one "Silver Bullet" that would allow you to do client development, build client rapport, recruit, close more deals AND make a "killer first impression" all in ONE fairly easy step? Would you even hesitate? Most of you already know it and some even use it, just not to your best advantage! Learn why Reference Checking MUST be one of the most important tools in your toolbox regardless of what type of recruiting practice you have and how to use it to not only grow but EXPLODE your business!

Session Takeaways:
1. Why reference checking is critical to your business
2. How to conduct stellar reference checks
3. How to maximize the value of a reference check call



Neil Lebovits
How to Master the Art of Contracting & Staffing

The steady rise of the contingent workforce brings with it many exciting opportunities for the savvy recruiter to add contract and temporary placements to their traditional direct hire business.

More and more recruiters are recognizing that while your direct hire cash flow can fluctuate, revenue from contract and temporary placements are predictable and consistent. However, many recruiters struggle with how to secure that new kind of business. In this session, expert recruiter trainer, Neil Lebovits, will discuss how to master the art of contract and temporary recruiting, and key steps to filling contingent staffing orders.

Session Takeaways:
1. Why you should offer a contracting solution & how to get started
2. The various funding options available, margin guidelines & calculations you need to know
3. Proven marketing tips for your contractors to increase revenues



Jeremy Sisemore
The Evolution of a Recruiter

Jeremy will take the audience on a journey over 15+ years of how one can evolve from a successful rookie year and evolve their desk and business over time to bill far more, increase efficiency, and experience annual growth to prevent burnout and truly navigate a longterm career. We'll explore the evolution from solo-contingency and how one can increase their fees, develop stronger client partnerships, grow a team, transition to retained & engaged models and even add new revenue streams. Jeremy can share from experience, how to develop and execute tactics and strategies that will yield higher billings and keep your career growth on track, thus preventing burn-out.

Session Takeaways:
1. Every year we should evolve so that we generate more revenue with less effort.
2. Concepts that help us evolve and bill more: Increasing Average Fee - Negotiating Exclusivity or Engagement Fees - Structuring your client relationships better and Growing a Rainmaker Team Model.
3. Learning specifics about how your desk should evolve and how we must grow over a 5, 10, 15-year career to prevent burnout.



Carletta Clyatt
The Working Dead - Keeping Your Team Alive and Engaged

Has the energy level in your office dropped so low you feel like you’re walking through a post-apocalyptic zombie landscape? Has the camaraderie and banter that once filled the halls disappeared? Is this a good thing? Less chatting, more working, productivity must be soaring. Only, it isn’t!

Unfortunately, many managers consider employee engagement initiatives to be a waste of energy. This kind of thinking leads to two undesirable outcomes. First, your office becomes zombiefied. Your employees feel mild interest in doing satisfactory work. Second, your A-players get bored and start looking for a more vibrant workplace; one that actually cares about employee development, engagement and motivation.

Session Takeaways:
1. Causes of employee disengagement and how to avoid these pitfalls
2. How internal motivators impact employee engagement
3. How to engage and motivate your employees
4. How to recognize and overcome actions that can destroy engagement



Tom Erb
Maximize your recruiting efforts through candidate engagement

Most staffing firms are so focused on recruiting new candidates that they overlook and discount the value of their existing database. But as the talent pool continues to shrink, it is more important than ever that we maximize the recruiting efforts we've already put forth. In this session, we'll talk about how to get the greatest ROI on your recruiting through candidate engagement, employee redeployment, and other areas.

Session Takeaways:
1. Learn how to create candidate engagement programs that are repeatable and yield results
2. Ways to increase your redeployment rates
3. Different options for leveraging technology in your engagement and redeployment efforts.



Rob Mosley
Negotiating Tactics and Demands

This program is about maintaining our value proposition by elevating the client’s and candidate’s perception of us and our services. It is about a type of negotiation, but not just about the contractual part of the process. Selling is negotiating…negotiating is selling… Therefore, we are always negotiating as we also seek to elevate our relationships.... So goes the relationship, so goes the negotiation, so goes the sale.

This powerful interactive session provides us with the skills and techniques to build and apply power to influence how people; clients, candidates, and even friends and family see us.

Why is this skill so critical?...If you fail to differentiate in your approach, you will always be forced to differentiate by your price.

Session Takeaways:
1. Negotiation prep tool that can be integrated in to your CRM
2. The Trigon: A more objective tool to analyze how your clients and candidates see you
3. The Framework for Negotiation to effectively negotiate and communicate to align needs



Jon Davis
Data, Decisions and Dollars - Territory Techniques for Growth

In this interactive session participants will gain strategies and techniques analyze their business. Jon will share a time tested and proven territory plan that is simple to employ for owners, managers and sales reps on a consistent basis. By focusing on key data points for each customer, you will learn how to evaluate each client and their opportunity for growth while seeking a balanced portfolio to ensure growth and hedge risk. By using a Total Client Ownership, (TCO) strategy participants will better understand where their business and be equipped to better capitalize on future opportunities with each customer.

Session Takeaways:
1. Not all customers are created equal. Use data to better analyze opportunities and risk.
2. Data is powerful when used with your sales team and customer to drive better behaviors.
3. Develop a process to better convert more business and waste less effort.




When:

September 22 - 24, 2019
8:00 - 5:00pm MST

Where:

Hyatt Regency Hill Country Resort & Spa


 
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