As a staffing organization grows, management relies on metrics to provide the visibility necessary to ensure the company is staying on the right track. How effectively an organization develops these metrics has a direct impact on critical management decisions, and thereby, on company performance in both the short and long term. Because the staffing industry relies on individual performance, most … Read More
In Case You Missed It: Metrics that Matter
A couple months ago I was given the opportunity to present on metrics at the SIA conference in Miami. I have had several requests for the presentation, so it is now available on the website. You can listen to the presentation or view in pdf format here. Some of the topics covered in the Metrics that Matter presentation are: The role … Read More
Relationships Still Rule, But…..
Back in the early 90s when I entered this business, I was exposed to a simple yet accurate description of the staffing industry by Al Dubuc of Oz Enterprises- “People selling people to people”. The crux of that definition was that this business runs on the strengths of one-on-one relationships with clients and consultants. However, as clients have changed how … Read More
Letterman’s Legacy
Recently, I stumbled across some articles that made some interesting claims including the “The ten dumbest management trends” and “The ten worst business ideas ever”. It makes me want to write an article titled “The top ten management articles that make controversial overgeneralizations to drive web traffic”. I understand why people structure their articles around lists, and if you want … Read More
The End of Management
A couple weeks ago I was browsing through the weekend edition of the Wall Street Journal and stumbled on an article titled “The End of Management”. Contrary to what it suggests, the point of the article is not to rid companies of management, but to challenge the perception of the role of management as it faces unprecedented change. One … Read More
Jack’s Big Aha!
It’s never a bad idea to look at strategic principles through the lens of proven business leaders such as Jack Welch. Jack started at GE as a chemical engineer in 1960 and by 1980 he was promoted to CEO where he proceeded to grow the company from $26B to $130B with a market value of $410B. To learn more about … Read More
What Drives Your Sales Culture?
In the last blog article, I discussed how the Global Workforce Study on workforce culture reported the highest level of employee dissatisfaction in the study’s 23 year history. Employee dissatisfaction can be especially damaging to a company’s sales culture, threatening client relationships and overall company growth. There are many companies that have compelling products and services and good people to … Read More
The BP Spill: A Consequence of Bad Strategy
“A company can’t prioritize everything, and while BP was prioritizing PR and acquisitions, it wasn’t prioritizing operations.” Holman Jenkins, WSJ A preventable catastrophe is unfolding along our Gulf shores and much of the region is going to suffer for years. Who’s to blame? The easier question may be who isn’t to blame. However, one thing is clear; a combination of bad … Read More
Are You Selling to the Right Accounts?
An effective sales strategy starts with well defined segmentation of your current and target accounts. However, many companies struggle with defining the right criteria to build an effective account pipeline, which then significantly reduces the productivity of their entire sales process. This post will discuss three examples of how to qualify the accounts you decide to pursue; the existence of … Read More
Eliminate Waste: How Staffing Firms Can Deliver More Efficiently
Do you know who your most profitable clients are, and do you respond to their needs accordingly? Are you paying for work that has little to no chance of providing revenue? How firms manage and deliver against job orders significantly impacts it’s competitiveness and bottom line. Studies from Lean Six Sigma consultancies estimate services firms who do not actively manage … Read More
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