Conference Schedule

8:30 am – 9:00 am  Registration and Continental Breakfast

9:00 am – 9:15 am   Conference Opening and Welcome

9:15 am - 10:30 am

Keynote – The Fine Art of People Power ~ Jonathan Bowman

Are you ready to be inspired, invigorated, and equipped to turn great challenges into unimaginable victories? In this compelling, inspirational presentation, Jonathan uncovers three hidden benefits of your support system that can help you achieve this goal. This is the power of people in your lives.

Jonathan teaches how “People Power” helped propel him from living in public housing projects and homelessness as a child to becoming an accomplished attorney and award-winning leader. Plus, Jonathan’s message is made even more memorable by his powerful, fine art photography, which he uses as a metaphor to graphically illustrate key points.

10:30 am – 11:00 am - Refreshment Break, Exhibits Open

Best Practices/Leadership Track  - How to Lead the Way To Picture Perfect Change ~ Jonathan Bowman

Have you ever wanted to increase sales, create a new department or enhance your team’s performance? Change can be difficult for anybody. Leading change can be even more difficult and – at times – seemingly impossible. This seminar will teach attendees change leadership principles that every organizational leader should know.

In this energetic and content-rich presentation, you will learn how to lead the way to successful – “Picture Perfect” – change. Drawing examples from real leadership situations, Jonathan will teach and inspire you to ignite your team to achieve dynamic results. You will learn how vision of change, achieve buy-in and lead the way to capture your vision.

Temporary Track – People Buy You ~ Chris Cosmos

Have you ever asked yourself why a prospect becomes a client?  Why would a prospect decide to work with your firm rather than any number of other firms calling on that prospect?  Is it your fancy marketing material, your “brand awareness”, your website, your thoroughly screened consultants, your firm’s experience or your proprietary database? Or maybe it’s just plain luck? No matter what type of staffing service you are providing, the most valuable resources you can provide the buying community are your people! Owners and operators who have marketing and branding budgets the size of Microsoft and GM need not attend!  If, however, you don’t, this interactive session will offer unique marketing and brand awareness strategies your sales team can apply right away without breaking the bank.  Remember, absence doesn’t make the heart grow fonder.  It makes people forget.

Founder and Managing Director of Cosmos Sales Professional, Chris Cosmos, has spent the last 13 years of his career successfully selling and managing sales executives in the staffing and consulting industry. As a staffing industry leader, Chris has had the opportunity to mentor, train and coach hundreds of sales executives providing them with valuable insights, behavioral techniques and motivation to dramatically improve their book of business.

Direct Hire Track – Multimillion Dollar Time Management ~ Jon Bartos

This session will talk about best practices in running your recruiting practice or desk. Some concepts are time tested and true and other are brand new to the recruiting industry.  This session will help all managers and recruiters alike get poised for success by using these critical principles of Time Management.

Jon Bartos is a premier writer, speaker and consultant on all aspects of personal performance, human capital and the analytics behind them. In 2010 Jon founded Revenue Performance Management, LLC. The RPM Dashboard System is a business intelligence tool used worldwide for metrics management for individual and team performance improvement.

Young Pros/Back to Basics Track – Hard Work Does Not Guarantee Success ~ Barb Bruno

It is critical that you understand exactly where to place your efforts and focus to obtain the highest level of success possible.  Barb Bruno, CPC, CTS will discuss the following:

• Impact of your attitude
• Best use of your time
• Expectations
• Seven money making strategies

Participants will know exactly where to place their focus in order to have the greatest impact on their success.  Barb will allow time to answer your questions!

12:00 pm - 1:30 pm - Luncheon with Table Topics

1:30 pm – 2:00 pm - Exhibits Open

2:00 pm - 3:00 pm - Concurrent Workshops

Best Practices Track – People, Process, Accountability ~ Chris Cosmos

Why is it so difficult to hire sales executives who can actually build a book of business, be profitable or extremely profitable and remain loyal to a company over several years?  It’s time for many companies in our industry to make a fundamental change in their sales management & execution philosophy.  We’ll uncover and discuss the central issues that prevent many sales professionals within staffing the success we’re all hoping (and wishing) for.  Finally, we’ll examine a revolutionary approach to sales management within staffing that does not put “people first”.

Temporary Track – Selling to the IT Organization ~ Dan Fisher

Thinking about selling IT staffing or wanting to sell more of it?  Want to expand your staffing services to include IT staffing but not sure how to get started?  This is the track for you.  Join Dan Fisher, 20 year sales leader of the IT staffing and services industry and owner of Menemsha Group, a sales consultancy dedicated to working with IT staffing and consulting firms. Dan has consulted with over 230 IT staffing firms and has coached thousands of sales reps in the IT staffing industry.

During this presentation Dan will dispels the myths and false assumptions about what it takes to break into and successfully sell IT staffing services.  Dan will share with you fresh ideas, insights and strategies for selling IT staffing including:

• Keys to establishing credibility with IT buyers
• Why IT staffing providers need a niche
• Understanding and developing IT buyer persona’s
• Why possessing business acumen, not technical knowledge is the key to breaking into IT
• How to speak the language of IT buyers
• Navigating the IT organizational chart

Dan is a twenty year sales veteran and thought leader of the IT staffing and consulting industry. Dan is the author of the only proprietary sales methodology designed exclusively for selling IT staffing services and is a popular speaker at industry events TechServe Alliance and Staffing World as well as sales conferences and leadership retreats.  Dan has worked with over 200 IT staffing and professional services firms and has coached thousands of sales professionals in the IT services industry.  Dan’s focus is on helping sales professionals move up the customer value chain through strategic sales strategies, accelerating the sales cycle and key account development.

Direct Hire Track – Research on the Search Business in 2015 ~ Jon Bartos

This session will be discovering how the top producers in the industry became the top producers.  Also it will unveil techniques that helped them get there.

Young Pros/Back to Basics Track – Why Should Clients and Candidates Do Business With You? ~ Barb Bruno

If you don’t know the answer to this question, your clients and candidates won’t take the time to figure it out! The answer to this question is critical to your success.  During this session you will learn how to:

• Differentiate yourself from your competition
• Understand daily results needed to attain or surpass goals set
• Effectively overcome objections
• The Dynamic Duo –  Prep and Debrief

3:00 pm - 3:30 pm - Refreshment Break, Exhibits Open

3:30 pm – 4:30 pm - Concurrent Workshops

Best Practices Track – Why Did You Close Your Last 10 Sales? ~ Barb Bruno

All members of your Sales and Recruiting team should follow a proven, predictable sales process with allowances for individual personalities and selling styles.  This makes it easier for you to scale your business more quickly, efficiently and successfully.  During this session Barb Bruno, CPC, CTS will discuss:

• Revenue modeling to determine your best business
• Provable benefits and results
• Stats and individual ratios

Barb will allow time to answer your questions.

Temporary Track – The Power of Polite Persistence ~ Chris Cosmo

Whatever happened to the days of a sales rep having 40 people on billing within 20 different accounts?  Is your sales team making “sales calls” just for the sake of making “sales calls”?  With constant turnover in our industry and a very low barrier to entry, the salespersons job within the staffing industry is continuing to become commoditized.  This in turn is making it more difficult to build relationships within the hiring community and consistently win business.  One very important piece of the recipe for success is the concept of Polite Persistence.  We’ll discuss this concept and uncover why it’s so important over the short term as well as the long term to be Politely Persistent.

Being persistent is like breathing… The last breath you take is important, but not nearly as important as the next breath you’re going to take…

Direct Hire Track – The Foundation of Healthy Recruiting – Great Brand and Marketing Strategy ~ Jon Bartos

This session will look at techniques to focus on a specific Zebra as well as develop a blue-ocean strategy.  The end result will be to eliminate the competition, increase your fees and make it easier to get GOOD business.

Young Pros/Back to Basics Track – How to Become a Top Sales Performer ~ Dan Fisher

4:30 pm - 6:15 pm - Cocktail and Appetizer Reception, Networking, and Prizes