TechServe Alliance Members have access to all past webinar recordings and presentations. If you are a member, please sign in to view these materials. How to Set Up a Record 2020 - Certification Webinar Thursday, December 19, 2019 There are things you must do starting now if you intend to achieve a record year. It’s not enough to want a record year; you must take control and make it happen. If you don’t know precisely where you’re going in 2020, you could end up somewhere else. Barb Bruno will discuss: How to conduct a GAP Analysis Precise goals, stats and ratios Ten non-negotiable goals Six revenue generating strategies State of the Industry: A Quarterly Executive Webinar Tuesday, December 10, 2019 The State of the Industry quarterly webinar series provides an overview of the latest developments in the IT & Engineering Staffing and Solutions Industry. Hosted by TechServe CEO Mark Roberts with industry veteran Jim Janesky, these quarterly presentations will cover key industry trends, metrics and drivers. It includes the latest public company performances, provides an update on important developments in government affairs, features highlights of the ever-expanding portfolio of TechServe research, and offers current industry growth projections. Building a Strong Candidate Experience From Marketing to Application Thursday, November 14, 2019 With more job openings than job seekers, having an extremely positive candidate experience is no longer a nice-to-have, it’s a must for every staffing firm looking to achieve growth. In this webinar, Brian Vesce, a recruiter turned staffing software veteran, discusses must-have technologies and strategies that deliver a candidate experience that is guaranteed to boost your firm’s placements. In this webinar, you will learn: Tips for integration with your ATS How to best market your jobs using A/B testing and your careers page How to make your application processing as streamlined and intuitive as possible Using analytics to make informed decisions about candidate sourcing Effectively Increase Margins and Fees Thursday, October 31, 2019 To be successful in negotiating higher margins or fees, you must be extremely confident when you discuss the costs involved in utilizing your services. If your clients are only buying based on price, they may not be the best clients to represent. However, there are times when pricing is predetermined; for example, if you’re working with VMS clients. Outside of those scenarios you should be paid what you’re worth. In this webinar, Barb Bruno will address the following topics: Know when clients will take advantage of you Learn nine strategies to prove the ROI you provide How to negotiate effectively Benefits of becoming a strong negotiator An Economic Update and Forecast of the IT & Engineering Staffing and Solutions Industry: A Quarterly Webinar Series Thursday, October 10, 2019 Do you know what's in store for the U.S. and global economies for the rest of 2019, 2020, and beyond? ITR Economics has a remarkable track record of providing economic forecasts with 94.7% forecast accuracy. In the quarterly webinar series created exclusively for TechServe, you'll get the pertinent information you need to plan your upcoming year. You'll hear thoughts on the economic outlook with particular attention on our industry. Attendees will also find out how to anticipate changes and capitalize on them! Who should attend: CEOs, owners and senior-level executives from all sectors and segments of the staffing industry. The New TechServe Alliance Health Insurance Program - Savings Up to 10 - 40% Tuesday, October 8, 2019 Announcing the Launch of the NEW TechServe Alliance Health Insurance Program in partnership with Pendella* with savings up to 10-40%**. Join us for our inaugural webinar providing an overview of the TechServe Alliance Health Insurance Program. Learn how the program can help your company save money – bending the curve of relentlessly escalating health insurance costs. *Insurance Policies are made available through Pendella, LLC, a virtual insurance agency licensed to sell life and health insurance in all 50 states. **Subject to medical underwriting. Plan options may vary by state. Messages That Inspire Clients and Candidates to Respond - Certification Webinar Thursday, September 26, 2019 Candidates have learned to hide behind technology, find it simple to ignore voicemail, delete email and ignore LinkedIn InMail, especially from strangers. Studies have found the sender of the message has a great impact on the response rate. Barb Bruno will discuss: Voicemails that are returned Emails that are read InMail that inspire responses The impact of your LinkedIn Profile HR Compliance Mistakes: How to Recognize and Avoid Common Landmines Tuesday, September 17, 2019 Employers face an ever-changing and complex legal environment. More than ever, it’s essential to stay compliant with the increasingly complex state and federal employment regulations. Unknowingly making these common mistakes could land employers in legal hot water with costly liabilities. Join ComplianceHR CEO, Lori Brown, and Littler Shareholder, Neil Alexander, as they discuss how to tackle your HR compliance challenges and how the Navigator Suite of solutions can help you minimize your risk. Whether it is overtime, paid leave, non-competes, or other HR issues, this powerful suite of federal and 50 state-compliant resources has the answers to your questions and can generate the documents you need. Build a Winning Sales and Recruiting Team Thursday, September 5, 2019 Would you like to be the business development “hero” of your organization? We all know the key is to place the right people on your sales and recruiting teams. Then, onboarding and coaching — setting goals and creating enthusiasm — must immediately follow if you are going to build a great sales culture. But with the unemployment rate for salespeople hovering around 2%, finding people who can sell, recruit, and especially “prospect”, and then being able to identify these traits in your applicants, is more difficult than ever. However, there are proven tools and techniques to boost your predictability of success by over 50% and cut your risk in half. These methods also work miracles on your company culture — even as you cut turnover and create sustainable enthusiasm. Lance Cooper and Sales Manage Solutions, leaders in the sales recruiting, team-building and leadership training industry for over 30 years, will take you through the onboarding, coaching and goal-setting processes for the entire front-facing team. You will learn about tools and systems which can help your team succeed and do it earlier. You Just Wrote the Contract or Oder, Now What? - Certification Webinar Thursday, August 29, 2019 The most successful individuals follow a repeatable process on both the client development and recruiting sides of our profession. So, let’s focus on the process you should follow once new business has been written. Barb Bruno will discuss these topics: Information needed from clients Information that should be shared with the recruiting team How candidates are presented to clients Why pre-closing and percentages improve results Rank and Bank - The Power of Online Visibility in Attracting New Business Thursday, July 25, 2019 Do you remember the days when a company named themselves “AAA Movers” so they could be the first name in the Yellow Pages? The methodology hasn’t changed, but the sophistication has changed significantly. It’s called ranking – using SEO through organic search on Google. While 20 years ago all you had to do was change the name of your company to rank first, today you have to be constantly evolving and changing online to stay ranked in search engines. Parqa’s CEO was an early adopter to the game, and saw incredible growth to his staffing/search firm by ranking first for hundreds of keywords on Google. Competition for business in the IT and Engineering staffing space is as hot as ever. With unemployment rates at historic lows across the nation everyone is looking for talent, a lot of whom are looking to contingent labor and search firms to fill the void. Will potential clients be able to find you when they are identifying potential partners? This webinar will show you how to take your digital marketing strategy all the way to the bank! In this session, you’ll learn: The importance of your online reputation, and how potential clients view you & your brand Why being a recruiter without an online presence isn't enough anymore Best practices for ranking in the industry - not just on Google! Tips & tricks to outrank your competition online Double Qualify Candidates - Certification Webinar Thursday, July 18, 2019 When hiring authorities ask you questions about your candidates, do you always know the answers? You would if you double qualify your candidates! When you can’t answer questions, you lose credibility and it hurts your ability to develop rapport and trust with your clients. Double-qualifying your candidates helps you book more interviews, make better matches and close more deals. During this webinar, Barb Bruno will cover: What is uncovered with information-probing questions Why and how to double qualify and quantify How to effectively negotiate Tips to pre-close candidates An Economic Update and Forecast of the IT & Engineering Staffing and Solutions Industry: A Quarterly Webinar Series Thursday, July 11, 2019 Do you know what's in store for the U.S. and global economies for the rest of 2019 and beyond? ITR Economics has a remarkable track record of providing economic forecasts with 94.7% forecast accuracy. In the quarterly webinar series created exclusively for TechServe, you'll get the pertinent information you need to plan your upcoming year. You'll hear thoughts on the economic outlook with particular attention on our industry. Attendees will also find out how to anticipate changes and capitalize on them! State of the Industry: A Quarterly Executive Webinar with 2019 OPR Insights Thursday, June 20, 2019 The State of the Industry quarterly webinar series provides an overview of the latest developments in the IT & Engineering Staffing and Solutions Industry. Hosted by TechServe CEO Mark Roberts with industry veteran Jim Janesky, these quarterly presentations will cover key industry trends, metrics and drivers. The June 20th State of the Industry webinar will include the latest public company performances, provide an update on important developments in government affairs, feature highlights of the ever-expanding portfolio of TechServe research, and offer current industry growth projections. The webinar will also include insights from TechServe's just-released 2019 Operating Practices Report (OPR), the only benchmarking analysis exclusively focused on the IT & engineering staffing industry. In addition to highlighting what the most successful industry firms do differently, the OPR provides the essential data to measure, analyze, and drive your firm toward greater growth and profitability. Develop Candidate and Client Rapport - Certification Webinar Thursday, June 13, 2019 The market has changed, clients and candidates are more demanding, and they are being bombarded with calls from recruiters. It’s becoming more difficult than ever to get someone to answer the phone, so how do you develop rapport based on trust? You will obtain the answer during this webinar. Barb Bruno will explain: The steps to developing candidate rapport Your goal with clients and candidates Gain Confidence in Your I-9 Process Thursday, June 6, 2019 Learn everything you need to know about the I-9! Around 68% of Remote I-9 forms have errors. Considering that I-9 audits have gone up nearly 2000% since 2009, this is an area that employers can't afford to misinterpret. During this webinar, you will learn the following: Strategies to increase form accuracy Do's and don'ts when it comes to Section 2 Federal compliance and auditing methods And much more! Stop Posting and Praying; Recruit Passive Candidates - Certification Webinar Series Thursday, May 30, 2019 There is a candidate shortage. You can’t only target the 15% of the talent pool who are conducting an active job search, like everyone else. So how do you identify, recruit and place passive candidates. Topics addressed will include: What you do prior to your recruiting call How to triple your candidate flow Additional candidate resources Recruiting presentations that result in hits Lateral marketing Staffing Legal Risk: Real Life Stories Thursday, May 9, 2019 In a departure from the approach taken by most educational sessions on legal topics that involve a lecture on theory and a laundry list of ‘do's and don’ts,' this TechServe Alliance webinar will draw upon real-life examples of legal issues actually encountered by IT and engineering staffing firms in daily operations and the typical insurance claims they face. What are the real risks to your business? What types of claims are typically covered by insurance and what claims are not insurable? You will hear from Bill Josey, former general counsel of one of the country’s largest IT staffing firms who currently works with dozens of IT staffing firms as part of the TechServe Alliance Premium Services Program and Jill Norton, the Senior Account Executive for TechServe Alliance’s Business Insurance Program which insures over 300 firms in our industry. From Bad to Worse: Disruption of the H-1B Talent Pipeline Thursday, April 25, 2019 With a shortage of IT and engineering professionals in many high-demand skill sets, the disruption of the H-1B talent pipeline could not come at a more inopportune time. IT and engineering staffing and solutions firms are experiencing increasing rates denials of H-1B petitions, substantially increased costs, greater uncertainty, and wary clients. During this webinar, one of the leading immigration attorneys in the IT and engineering staffing space will provide an overview of the evolving challenges confronting staffing firms who rely on H-1B talent (whether you sponsor or not) to meet client needs. Following the overview of these issues, we will hear from executives of staffing firms about the business implications for IT and engineering staffing and how they are responding to these disruptive forces. Redeploying Candidates and Become A Lifetime Agent - Certification Webinar Series Thursday, April 18, 2019 There are tremendous benefits in redeploying your contractors. Unfortunately, in the Contract Staffing Profession, only a small percentage of contractors are redeployed. Join Barb Bruno and learn how to position yourself as a lifetime agent, while you help your contractors achieve their short-term as well as long-term career goals. Topics that will be addressed: Five basic rules to nurture a long-standing relationship How redeployment starts with your interview Importance of your follow up and touch program. An Economic Update and Forecast of the IT & Engineering Staffing and Solutions Industry Thursday, April 11, 2019 Do you know what's in store for the U.S. and global economies for 2019, 2020, and beyond? ITR Economics has a remarkable track record of providing economic forecasts with 94.7% forecast accuracy. In the quarterly webinar series created exclusively for TechServe, you'll get the pertinent information you need to plan your upcoming year. You'll hear thoughts on the economic outlook with particular attention on our industry. Attendees will also find out how to anticipate changes and capitalize on them! Settle Smart - Defining Your Priorities for More Authentic Leadership Thursday, April 4, 2019 Speaker: Dana Look-Arimoto, Founder & CEO, Phoenix5 Authentic leadership is when we as leaders are honest and forthcoming with those we lead. It's leading by example while walking the walk, not simply talking the talk. So when we, as leaders, run sprints insides of marathons, we are attempting to have it all by doing it all. Think about it. We send the message that this is how we expect those we lead to act as well. No wonder retention and engagement scores are average at best in most staffing companies. Really, all companies. Even the best places to work want to keep what they have in terms of the best talent and most productive and engaged workforce. The problem is that this is unsustainable. Trying to do everything at 100% leads to burnout. We must honestly ask ourselves what our priorities are and strive to live and lead based on those priorities. In this webinar, drawing upon decades of managing, mentoring, coaching and developing thousands of individuals and leadership teams, Dana Look-Arimoto will expose the mismatch in terms of what people want for themselves at work and in their relationships throughout their busy lives. With insights, tools, tips, and stories this webinar will reveal to you where you are and where you want to be and how to lead truly authentically. Remember, it’s not about balance. It is about harmonious integration powered by what it is that you really want. Harmony beats balance every time! It’s all about knowing how to Settle Smart. Time Kills Deals - Certification Webinar Series Thursday, March 21, 2019 Too many deals go south because there is a lack of urgency. You do a tremendous amount of work for free and are only compensated for deals that close. Time can work to your advantage or kill your deals. During this session Barb Bruno will address: How to create urgency with your clients How to create urgency with your candidates The importance of you doing the right things at the right time Bring your lack of urgency problems and Barb will provide solutions! State of the Industry - A Quarterly Executive Webinar Series Thursday, March 14, 2019 Speakers: Mark B. Roberts, CEO, TechServe Alliance Jim Janesky, CFO, Talenting The State of the Industry quarterly webinar series provides an overview of the latest developments in the IT & Engineering Staffing and Solutions Industry. Hosted by TechServe CEO Mark Roberts with industry veteran Jim Janesky, these quarterly presentations will cover key industry trends, metrics and drivers. It includes the latest public company performances, provide an update on important developments in government affairs, feature highlights of the ever-expanding portfolio of TechServe research, and offer current industry growth projections. There will also be an opportunity for Q&A. What Top Middle Market Firms Do Differently to Execute Their Growth Strategy and Win Thursday, March 7, 2019 Speaker: Cindy Praeger, Co-founder, Rhythm Systems 90% of companies struggle to execute their growth strategy. This is a big issue because middle market growth companies rely heavily on great execution to hit their growth goals. You can beat the odds. Learn behind the scenes insights from staffing firms as well as other industry leaders: How the top staffing firms transform the dreaded weekly meeting into one of their most powerful assets to align cross-functional regional and account teams. How to use “Execution Ready” annual plans to achieve your growth goals as you scale from 50 to 1,200 employees. How to use KPIs, metrics and dashboards to grow Rhythm Systems is the go-to strategy execution platform for mid-market organizations that facilitates and manages airtight execution, smarter growth, alignment and accountability for CEOs and their departmental teams, paving a clear path from strategy to execution. For 12 years they have been helping clients in the staffing industry drive execution ready plans. Cindy Praeger, co-founder of Rhythm Systems, will lead this engaging and interactive session and the promise is that you will leave with at least 1 practical idea that can make a big impact on your firms’ ability to achieve your growth goals. Proactively Reduce Problem Areas - Certification Webinar Series Thursday, February 28, 2019 Speaker: Barb Bruno, CEO, Good as Gold Training Problem areas are on the rise, but there are proactive steps you can take to dramatically reduce their occurrence. During this session Barb Bruno will provide solutions for the following areas: 1. No Shows 2. No Starts | Offer Rejects 3. Counter-Offers 4. Not Completing a Contract or Fall-Off 5. How to Get Past the Gatekeeper Hitting Target: Sales & Recruiting Success Through Effective Goal-Setting and Accountability Thursday, February 21, 2019 Speaker: Rick Carlson, TechServe Alliance Sales & Recruiting Management Program Director “How many sales calls should my sales team be making in a week?” “What should the ratio of submits to interviews be for a seasoned sales person?” “How much gross margin should a senior producer be bringing in on a weekly or monthly basis?” “How do we get our people to reach higher activity based standards?” These are all important questions and necessary activities in order to grow our businesses. While these numbers have meaning, there is much more to it than just setting a target and expecting people to achieve these levels. Our marketplace continues to change and evolve and what worked 5 or 10 years ago may now be obsolete. Productivity cannot be measured by the number of hours you work or the tasks you cross off of a “to do” list. You must have a plan and a strategy that incorporates these activities. And that plan requires a different methodology of selling. In this webinar, we will address crucial activities and the levels necessary to sustain and grow a business. More importantly, we will look at what approaches can be adopted to differentiate our companies and put us in the role of “trusted advisor” to our end customers. The Pass-Through Deduction - Eligibility of IT & Engineering Staffing Firms Thursday, January 31, 2019 Speakers: Kent A. Mason, Partner, Davis & Harman LLP Julie Strandlie, Government Affairs Representative, TechServe Alliance Moderator: Mark Roberts, CEO, TechServe Alliance In December 2017, Congress passed a “once-in-a-generation” tax bill. Among the key provisions was a 20% deduction for some services businesses organized as pass-through entities (e.g., S Corps, LLCs). Given the lack of clarity on this key provision of the bill, TechServe Alliance launched a government affairs effort including retaining a top DC tax attorney and lobbyist to ensure our industry’s position was represented before Treasury and the IRS. On January 18, 2019, the IRS issued long-awaited guidance on aspects of the new law including which businesses are and are not eligible for the 20% deduction. We were excited to see that the IRS had incorporated TechServe’s suggestions on IT staffing. During this webinar, we will provide an overview of the guidance and what it means for IT and engineering staffing firms who want to take advantage of this valuable deduction. Double Trouble: Addressing Top Frustrations with Clients & Candidates (Certification Webinar Series) Thursday, January 17, 2019 The economy is strong, companies are hiring and there has never been a tighter candidate market - the perfect storm for profit. In fact, many firms are breaking sales and profit records every quarter. However, many other firms are facing frustrations with clients and candidates that limit sales and profits. Barb Bruno, CPC, CTS will address why some firms are flourishing while others are struggling to fill business written. During this webinar you will learn: Top frustrations with clients Top frustrations with candidates How to address these frustrations What firms who are flourishing may be doing differently than you! An Economic Update and Forecast of the IT & Engineering Staffing and Solutions Industry Thursday, January 10, 2019 Do you know what's in store for the U.S. and global economies for 2019 and beyond? ITR Economics has a remarkable track record of providing economic forecasts with 94.7% forecast accuracy. In the quarterly webinar series created exclusively for TechServe, you'll get the pertinent information you need to plan your upcoming year. You'll hear thoughts on the economic outlook with particular attention on our industry. Attendees will also find out how to anticipate changes and capitalize on them!