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 The Florida Staffing Association

FSA News

  • Mon, October 19, 2015 11:49 AM | FSA (Administrator)

    Sales Soundbite:  Follow the Money

    Over the weekend I reviewed Staffing Industry Analysts’ list of 2015 Fastest-Growing Staffing Firms.  According to SIA, this year was the largest, with 102 firms making the list at a self-reported compound average growth rate (CAGR) of 24.2% from 2010-2014.  The top 10 firms interviewed credited their internal team, metrics management, and customer focus as the reasons for their growth. 

    While these are critical success factors for any high-performance staffing firm, there is another dynamic at play that’s likely the #1 driver of their growth:  demand in the skill segment they’re in.  36% of the top 102 are IT firms, 32% serve the industrial sector, and 22% are in the healthcare space.  Light industrial business is the first to rebound from a recession (and the first to decline when one hits); most notably, the rebound in manufacturing has fueled demand that - if you’re in this sector – should make it hard to fail when it comes to top line growth.  IT, driven by skill shortages and the lightning speed at which technology is moving, means the wind has been and will continue to be at the backs of these firms.  And like IT, we can’t find enough healthcare talent in the U.S. to meet the needs of an aging population which will only get worse as 78 million baby boomers get older and older.

    So it may seem obvious, but with strategic planning season upon us now, the easiest path to above-market growth is the path of high demand.  Yes, you have to spend time and money to hire, train, coach, and work exhaustively to retain your internal talent.  Yes, you have to manage by metrics.  And yes, you should be obsessed with acquiring and retaining customers.  But first and foremost, you want to create a growth strategy based on three things:  1) opportunity in the skill segment now (if you’re in one that’s flat or projected to grow only in the low single digits, can you be as successful as you want to be?) 2) projected demand in that segment over the next 10 years (high demand = job orders easier to get = more placements and more revenue), and 3) opportunity in that segment in the market(s) you’re in now and seek to enter (look at segment size and high-growth industries).  Then create your strategy, execute well, and you’ll make the next list!

    By Amy Bingham, manager partner, Bingham Consulting Professionals

  • Thu, October 15, 2015 1:48 PM | FSA (Administrator)
    Perhaps nothing creates more angst for staffing and recruiting professionals than a price negotiation.  Here’s how I coach my clients to reduce any anxiety.
    1. Remember that negotiation is an ongoing process, not an event. Typically the outcome is determined way before the close.  If you approach the sales process consultatively, price should be the last thing to come up - after the buyer has already decided he wants to work with you.
    2. Aim high.  You can always come down, but you can’t go back up.  Some staffing professionals roll over on price because they don't truly believe in the value they will create for the customer.    Check your body language, tone of voice and word choices when it’s time for a price quote, and confidently present a rate at the top of your range.
    3. Your goal is a win-win.  A win-lose in a price negotiation usually spells failure in retaining a client over time.  If your buyer feels he lost (he walks away with a nagging feeling he’s paying too much), his expectations may exceed what you can deliver (not good).   If you lose (you give away the store and end up losing money), you’ll resent having to provide the same level of service to this client that you provide to another at higher margins (also not good).  One or both parties typically end up disillusioned and either your client fires you or you have to have the uncomfortable conversation about raising your rate or firing your client.
    4. Remember that in a price negotiation, he who speaks first generally loses.  State your rate and allow silence.  It’s possible the prospect is just processing how your price quote fits his budget, not formulating an objection about your rate.  If you come back too quickly with “…but for you, we can charge X (a lower rate)” you have just relinquished all the power to the buyer, who is now thinking “what else can I get?” 
    5. Always expect reciprocity.  You give, you get.  When you’re forced to lower your price, ask the buyer what services he can live without.  If you don’t, you're training him to continue to want more while reducing the value of what you're conceding.  Keep the negotiation balanced and you’ll command the respect you deserve.

    Commit these strategies to memory, employ them regularly, and you’ll see more success.

    By Amy Bingham
  • Wed, August 26, 2015 9:04 AM | FSA (Administrator)

    The Florida Staffing Association Board of Directors proudly welcome Sean Campbell as chair of the Legislative Committee.

    Campbell is the owner of Southeast Staffing located in Melbourne, FL. His firm's focus is on temp to perm positions in the electronic assembly, production, and light industrial fields.

    A former state lobbyist (2004-2008), Campbell also ran for State Representative in 2008. From 2010-2012, Campbell worked in the Brevard County Clerk of the Court office as Deputy Chief in charge of records and personnel.

    If you are interested in joining the Legislative Committee, please contact FSA at admin@floridastaffing.org for more information.

  • Thu, August 20, 2015 1:13 PM | FSA (Administrator)

    The American Staffing Association conferred FSA with a Chapter Achievement Awards for outstanding programs and chapter efforts in 2015.

    ASA chairman John Elwood, CSP, will officially present FSA with the award at a special ceremony during Staffing World 2015, the annual ASA convention and expo, on Oct. 27–29 in Nashville, TN.

    ASA evaluated state associations on their support of the staffing industry through chapter meetings, special events, educational seminars, government relations activities, and community outreach efforts, and honored the chapters with the most outstanding programs with merit awards.

  • Tue, August 11, 2015 9:01 AM | FSA (Administrator)

    Amy Bingham

    Amy Bingham is managing partner for Bingham Consulting Professionals and brings a history of success honed over 20 years as a top performer in the staffing industry. Amy leverages her training as a certified Performance Coach for the Human Performance Institute to propel the productivity of individuals and teams by setting them up for success in today’s high-pressure business environment.

    Committed to the long-term success of the staffing industry at large, Amy routinely trains at both national and state conferences, blogs, and writes for Staffing Industry Review magazine.

    Kelly Merbler

    As the Regional Manager for AppleOne for the South Florida market, Kelly is responsibility for leading/building sales teams, implementing sales strategy and achieving sales targets within the tri-county marketplace (Palm Beach, Broward and Dade County).

    Kelly is the Vice President of the Networked Recruiter Event for the Boca Raton chapter and is also very active with the Nova Southeastern University’s Sales Institute where she has done several speaking engagements. Kelly holds a BA in Communications from the University of Central Florida.

  • Tue, July 21, 2015 11:11 AM | FSA (Administrator)

    Staffing agencies are a major part of helping organizations find the right candidates for temporary and long-term work purposes. Perhaps it’s because you don’t have much time yourself to source the right employees or maybe it’s because you want someone on board who has the expertise in locating worker and help grow your business.

    Either way, it’s crucial you find the right staffing agencies in order to keep the business ticking over smoothly, and it’s not just expertise you should be thinking about – it’s whether they will fit in with current group of employees.

    Yes, staffing agencies do add an extra cost to a company but what you get for that cost will soon benefit the company in the long run. Plus, you don’t have to take out expensive job adverts which are a saving straight away.

    How Staffing Agencies Convert Failure into Success
    There is a great staffing agency in Syracuse, Staffworks CNY, who has a proven tracks record of helping businesses convert failure into success. Maybe you have gone on your own back to hire employees and it hasn’t worked out, and the costs that have stacked up from that placement have made you think twice.
    Well, the answer to this is to let an experienced staffing agency takeover from where you have left off by providing their experience in helping you get to your desired targets.
    Agencies like this know that you need specific skills and that finding that one outstanding individual can be tough. That’s why with databases of potential employees, you can rely on staffing agencies to turn failures into success, by being your best friend.
    The added benefit of turning to a staffing agency is that they will save you money as business owner because you won’t need to foot the costs for payroll processing and any additional administration work that is required.


    How to Select The Right Staffing Agency?
    There are a few key points that you need to consider and take into account when searching for a staffing agency and it’s in your best interests as a business to follow these.
    Firstly, you should do your homework as not all staffing agencies are going to be the same. Some may specialise in certain industry areas, where others may offer a broader spectrum. You ideally want to select one with the same interests at heart as you will benefit from a higher success rate.
    Secondly, let them know what you want from the relationship and try to meet the owner if you can to discuss your requirements.
    Finally, try and get some references from other people that have used them, or look online for feedback and general reviews.

    Summary
    When you measure up the costs, time and the hassle that is involved in finding the right employee yourself you will soon realize that by investing in a staffing agency solution will help your business in the short-term and in the long-term. Whatever costs are invested initially will made back when you get the right employee that is experienced and adds benefit to your workforce.

    Courtesy of www.seekyt.com

  • Wed, July 01, 2015 1:10 PM | FSA (Administrator)

    Florida's private employers laid off half as many workers in June as the year before — at a time when layoffs nationally increased.

    Employers in Florida cut 636 jobs in June and 7,768 in the first half of the year, outplacement firm Challenger, Gray & Christmas said Wednesday.

    In South Florida, that included 150 layoffs by tobacco company Commonwealth-Altadis in Fort Lauderdale, due to the company being acquired.

    In June 2014, Florida employers dropped 1,234 jobs. The mid-year mark was 14,001, Challenger said.

    Economists have said that Florida's recovery remains on track and that more workers are entering the job market, now that more jobs are available.

    Nationally, job cuts increased by about 10 percent in June, as employers announced plans to reduce payrolls by 44,842 workers during the month.

    And heavier-than-expected downsizing throughout the first half of 2015 pushed the U.S. mid-year total to its highest level since 2010, Challenger said.

    Employers trimmed 287,672 jobs during the first half of the year.That was up 17 percent from 2014, when the six-month total was 246,034.

    Source:  Sun Sentinel

  • Tue, June 23, 2015 1:43 PM | FSA (Administrator)

    We're now on Twitter - give us a follow @FLStaffing!

    Need more FSA on social media? Check us out on Facebook and LinkedIn too.

  • Thu, June 04, 2015 9:44 AM | FSA (Administrator)

    The ASA Staffing Index for the week of May 11–17 was 97.03—the 19th consecutive record high week of the year. Temporary and contract staffing employment increased 0.32% from the prior week, and was 0.24% higher than the same week last year. The week containing the 12th also will be used in the May monthly employment situation report that will be issued by the U.S. Bureau of Labor Statistics on June 5.

    The ASA Staffing Index is reported nine days after each workweek, making it a near real-time measure of staffing employment trends. ASA research shows that staffing employment is a coincident economic indicator.

    For more information, visit the ASA Newsroom. You can also follow ASA on Twitter.

    # # #

    About the American Staffing Association

    The American Staffing Association is the voice of the U.S. staffing, recruiting, and workforce solutions industry. ASA and its affiliated chapters advance the interests of the industry across all sectors through advocacy, research, education, and the promotion of high standards of legal, ethical, and professional practices. For more information about ASA, visit americanstaffing.net.

  • Fri, April 24, 2015 10:46 AM | FSA (Administrator)
    Alexandria, VA, April 21, 2015—The ASA Staffing Index for the week of April 6–12 was 96.46—a record high for the 15th week of the year. Temporary and contract staffing employment increased 0.02% from the prior week, with survey respondents reporting lingering spring break impact. Staffing employment was 0.96% higher than the same week last year. The week containing the 12th also will be used in the April monthly employment situation report that will be issued by the U.S. Bureau of Labor Statistics on May 8.

    The ASA Staffing Index is reported nine days after each workweek, making it a near real-time measure of staffing employment trends. ASA research shows that staffing employment is a coincident economic indicator.

    For more information, visit the ASA Newsroom. You can also follow ASA on Twitter.
    # # #
    About the American Staffing Association
    The American Staffing Association is the voice of the U.S. staffing, recruiting, and workforce solutions industry. ASA and its affiliated chapters advance the interests of the industry across all sectors through advocacy, research, education, and the promotion of high standards of legal, ethical, and professional practices. For more information about ASA, visit americanstaffing.net.

    Contact
    Michelle R. Snyder
    Director, Public Relations
    703-253-1151
    msnyder@americanstaffing.net 

The Florida Staffing Association is a non-profit 501 c(6) trade association.

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