By Amy Bingham

Posted

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 »

By Thomas Kosnik

Posted

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 »

By Amy Bingham

Posted

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 »

By Amy Bingham

Posted

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 »

By Amy Bingham

Posted

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 »

By Thomas Kosnik

Posted

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 »

By Thomas Kosnik

Posted

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 »

By Amy Bingham

Posted

In my line of work, I see the same stubborn issue rearing its head repeatedly. My conversation with sales leaders typically goes something like this: Sales Manager: “My sales rep hasn’t closed a deal in 90 days. Should I let him go?” Me: “Well, that depends. Does he know what’s expected of him?”  Sales Manager:… Read more »

By Amy Bingham

Posted

The staffing industry is by nature a very reactionary business. When a client needs to fill a position, they typically need someone immediately. Every time the phone rings, it usually brings another challenge. And, what’s unique to our business is there are two customers to serve: buyers and contractors. Oh, and let’s not forget our… Read more »

By Thomas Kosnik

Posted

The business sages tell us that if we want success then we must develop a plan for success.  We’ve all heard it…“If you don’t plan for your business, then you plan to fail.”  What about hard statistics?  Small Business Trends surveyed 2,877 privately held business and discovered that companies that commit to planning for their… Read more »