Avoiding 3 Big Acquisition Integration Missteps Part 1: People

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You’re excited, so why wouldn’t everyone else be?  After all, the synergies between the two staffing firms are obvious.  This is bringing a bigger combined footprint, access to a new customer base, and a team with competencies yours lacks.  You’ll scale faster and everyone will win as a result of this acquisition! Shockingly, buying a… Read more »

The Best Laid Plans

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Half of the year is over. How’s the progress coming on those 2019 key initiatives we all said would blow our competitors out of the water? This year things are going to be different, we all said. 2019 will be the year of flawless execution of the strategy we spent two solid days holed up… Read more »

4 Ways to Motivate Your Sales Team This Summer

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The lazy days of summer can be, well, just that – lazy days! As we struggle to reach people on the phone and set meetings, it can feel like everyone is in vacation mode. Resignation can set in as your reps become discouraged and make fewer attempts, ultimately becoming lazy and unmotivated. In actuality, your… Read more »

Why You’re Pulling Your Hair Out to Get Your People to Cross-Sell

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It seems so simple. If we can just get our people to cross-sell between divisions, everyone wins! After all, increasing our value by providing our clients more a broader variety of skills and solutions, and doubling or tripling our sales force, sounds like the ideal growth strategy. But staffing firms of all sizes and disciplines… Read more »

Key Elements to Keep In Mind When Positioning to Sell

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Pundits tell us to always be managing a business as if you are positioning to sell it. This advice is prudent for several reasons. First, one never quite knows when a deal or aggressive buyer is going to come knocking. If an opportunistic buyer does call, you want your business to be positioned to secure… Read more »

5 Strategies to Live by for Effective Price Negotiations

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Perhaps nothing creates more angst for staffing and recruiting professionals than a price negotiation. Here are some helpful strategies I use to coach my clients and reduce anxiety associated with price negotiations: Remember that negotiation is an ongoing process, not an event Typically the outcome is determined way before the close. If you approach the… Read more »

HIIT Isn’t Just for the Gym

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High Intensity Interval Training – commonly known as “HIIT” – is now a familiar term in the world of sport. Touted as the ideal high-intensity workout known to burn more calories in less time, the HIIT approach to a workout has many benefits. It eliminates the boredom of tedious marathon-length cardio sessions, revs your metabolism… Read more »

Coach Your Hiring Managers to Secure Top Talent

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While securing candidates is a top priority for recruiters in all industries, selling is only 50% of the game in the staffing business. As staffing professionals, if we don’t fill the job order we’ve worked so hard to get, we’ve lost the battle. However, it’s important to keep in mind our work doesn’t end once we set… Read more »

Looking to Sell Your Business? Seven Common Mistakes Sellers Make

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In my last blog, I wrote about some common errors that buyers make in acquisitions. Let’s look at the other side of the coin and address some of the mistakes sellers often make when trying to sell their business. No Valuation The number one error that many owners of privately held staffing firms make is… Read more »

Looking for Acquisitions? Seven Common Mistakes for Buyers to Avoid

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Even though mergers and acquisitions are at an all-time high in the staffing industry, many transactions go sideways due to some common mistakes. Astute buyers have full-time staff members who act as experienced internal M&A consultants. Staffing firms that lack such internal resources can easily fall into some common errors that result in a lot… Read more »