Home >> Sessions >> Workshops and Roundtables Workshops & Roundtables To attend any workshop or roundtable an attendee must be fully registered to attend the conference. We do not have workshop only registrations. Thursday, November 8th; 10:45 am - 1:00 pm Driving Operational Efficiency: A Workshop for Those Who Keep the Lights On A Facilitated Peer-to-Peer Exchange for Accounting, Operations, and other Back Office Roles Facilitator: Tom Nunn, President, Tom Nunn Consulting, LLC While there is no additional registration fee, Pre-registration is Required. Seating is limited to the first 40 registrants. Click here for slides While not always receiving the glory like sales and recruiting, accounting, operations and other support functions are critical to the success of any IT and engineering staffing firm. During this 2 ½ hour interactive workshop, join industry peers to do a ‘deep dive’ into the nuts and bolts of accounting and operations including such topics as: Workflow & Best Practices for Commissions, Time Sheet Management, Invoicing, AR, AP, Managing DSO Dashboards/Reporting/KPIs that Drive Growth and Profitability On-boarding consultants efficiently Monthly close: Best practices for speeding it up Management Reports: What Information Supports Sales & Recruiting Effectiveness Budgeting & Financial Forecasting Thursday, November 8th; 11:45 am - 12:45 pm Hot Topic Networking Lunch Join your peers for networking, discussion and lunch in a relaxed and friendly forum that will provide you with the opportunity to explore shared talent, technology, and growth and profitability challenges. Learn what works for others and share what's working for you. Thursday, November 8th; 1:30 pm - 4:00 pm Strategies for Leading and Managing Recruiting Teams A Facilitated Peer-to-Peer Exchange focused on leading recruiting teams Facilitator: Barb Bruno, President, Good as Gold Training While there is no additional registration fee, Pre-registration is Required. Seating is limited to the first 40 registrants. Click here for slides A company’s success depends greatly on YOU, the Owner or Recruiting Manager. It’s your capability to select and coach your recruiting team, effectively set and attain goals and consistently fill a higher percentage of business written. At this limited-seating, highly-interactive workshop you will learn proven recruiting management strategies and techniques to drive your own professional growth and career development. From designing goals and structure, coaching your direct reports, aligning motivation with compensation programs, this strategic workshop will provide the techniques you need to consistently drive high performance from your recruiting team to boost your company’s success. This workshop will also provide opportunities to: Analyze your most urgent and important recruiting management issues, drawing from knowledge and experience of colleagues Renew and enhance your recruiting strategies and KPI's Foster a championship culture for your recruiting team THE WORKSHOP IS DESIGNED FOR: Owners or recruiting managers who want a systematic review of proven strategic, professional approaches to recruiting leadership and management. Takeaways from The Critical Science (& Art) of Developing Successful Sales Organizations A Facilitated Peer-to-Peer Exchange of Sales Executives responsible for building, developing, and growing staffing sales organizations. Facilitator: Rick Carlson, President/Founder, Harvest Consulting Partners Unequivocally, the IT talent shortage has changed the way firms do business. It’s created an even more competitive market in an industry of nearly 10,000 IT staffing firms, all vying for the same shrinking pool of qualified workers. This reality has put a significant amount of pressure on recruiters to fill roles, yes, but it’s also created the same sense of urgency on the client side for the sales organization. While the sales team has a very important job, many IT staffing firms struggle with assembling the right team. In the workshop “The Critical Science (& Art) of Developing Successful Sales Organizations,” presenter Rick Carlson of Harvyst Consulting Partners led a room full of staffing executives through a group discussion on how to attract, train and retain great sales teams. The workshop began with each attendee sharing their top challenges associated with their sales organizations. Unsurprisingly, most firms struggle with the same issues. Some are related to the employees themselves, such as finding individuals who want to work hard or those who embrace values-based selling. Others stem from management issues, including how to hold employees accountable or managing Millennials. Other challenges are the result of broader issues, such as the best way to expand your business or differentiate your company and create value for employees. Rick began the discussion with a look at what makes companies successful, and why some don’t succeed. What makes your company great? Almost all CEOs who are asked this question point to people as the reason. Rick followed up that observation with three reasons staffing firms struggle: They fail to find and hire good talent. One study found that 50% of people fail – but the number could be much higher if you consider that many firms retain employees long after they’ve stopped performing well. They fail to develop people. When employees feel their career growth is flat, retention becomes a serious issue. They fail to differentiate. Prospects then have a hard time choosing your company over another. While the workshop addressed many ways to combat these challenges, one of the areas of high value for attendees was during the discussion on the hiring process. Rick shared his timeline and hiring activities, including using hiring profiles and taking finalists off site to get a better sense of their personalities. He then asked attendees: What are some unique ways your company vets candidates? Be vague on next step of the process. This is a great way to test their perseverance. If they are proactive in following up, it demonstrates their interest in the role, and more importantly, their ability to be persistent with prospects. Give them some homework. It doesn’t matter what it is exactly, just that they can take direction and follow up appropriately. Place a high priority on thank you emails. Many in the room agreed that a handwritten note is a definite plus, but even an email shows that they are appreciative of the time you and your team spent with them. Ask them to set objectives. Ask candidates to create a three-month, six-month and 12-month plan to help you evaluate their expectations as well as understanding of the role and responsibilities. Test their knowledge of your background. Most in the room agreed that they appreciate when candidates not only review but connect with them on LinkedIn. One even shared that he has purposely included some unique facts in his profile in hopes that candidates ask about it. Validate their presentation skills. One attendee shared that her firm asks candidates to create and deliver a five-minute presentation on a topic of their choosing (even making peanut butter and jelly sandwiches). While staffing firms aren’t alone in their challenges, they also aren’t alone when it comes to finding a solution. TechServe Alliance – with the largest network of IT staffing firms – brings executives from firms of all sizes together to solve the industry’s toughest problems. This session was a great example of sharing ideas to create better sales organizations. Friday, November 9th; 12:00 pm - 1:15 pm Industry Roundtable Lunch: Choose from 20+ Industry Experts Join industry experts for lunch and discuss your challenges directly with experts that ca give you clear takeaways and actionable ideas. Topics will include creative recruiting ideas, M&A, legal/HR, sales best practices, compensation strategies and many more. Friday, November 9th; 1:15 am - 3:15 pm Recruiting Interactive Workshop - Your BEST Year Ever A Facilitated Peer-to-Peer Exchange focused on recruiting best practices Facilitator: Barb Bruno, President, Good as Gold Training While there is no additional registration fee, Pre-registration is Required. Seating is limited to the first 40 registrants. Have you ever thought about what you would earn if you filled 100% of your contracts and orders? Have you wondered how other recruiters find talent and if they face the same challenges you do? Would you like to experience your “best recruiting year ever”? At this limited-seating, interactive workshop you will learn proven recruiting strategies and techniques to elevate your level of success. From surpassing your goals, staying motivated on a daily basis and hitting challenges head on, this workshop will provide the approaches and techniques you need to consistently achieve high performance. This workshop will also provide opportunity to: Analyze your most urgent and important recruiting issues, drawing from knowledge and experience of colleagues Renew and enhance your recruiting strategies Know where to focus your efforts to achieve the greatest ROI THIS WORKSHOP IS DESIGNED FOR: Recruiters, recruiting managers or anyone involved in the recruiting profession who wants to learn proven strategic recruiting techniques in this candidate driven market 2019 SPONSORS Add your company to the growing list!