TAPC 2007 CONFERENCE “LIFTING TEXAS HIRE” SCHEDULE OF EVENTS

TAPC 2007 CONFERENCE
“LIFTING TEXAS HIRE”
SCHEDULE OF EVENTS

WEDNESDAY, APRIL 25, 2007
8:00 am – 11:00 am Presidential Suite Board Meeting - All TAPC 2006-2007 and 2007-2008 Board Members

Afternoon Bridlewood Golf Club TAPC Golf Tournament (must be pre-registered)

Four Seasons Spa Afternoon at the spa (must have appointment)


THURSDAY, APRIL 26, 2007
7:30 am – 8:30 am Parkwest Foyer/Fountainview Continental Breakfast for “A Day with Danny Cahill”, “A Day for
HR Professionals”, and Certification Immersion Day attendees

8:00 am – 9:00 am Texas Learning Center Check in for “A Day with Danny Cahill”
Trinity I Check in for “A Day for HR Professionals”
Parkwest F Check in for “Certification Day”

9:00 am – 4:00 pm Texas Learning Center “A Day with Danny Cahill” workshop
(*includes lunch for attendees Trinity I “A Day for HR Professionals” workshop
In the Parkwest Foyer/Fountainview) Parkwest F Certification Immersion Day (test to be taken at end of session)

Exhibitor, Bookstore, and Registration set up throughout the day

Noon – 7:00 pm Hotel Lobby Registration open – register early and get your material!

Noon – 5:00 pm Exhibit Area (Parkwest Foyer) Visit the Bookstore and some exhibitors

7:00 pm – 10:00 pm Parkwest C-F President’s Reception – everyone is invited!
Special Networking Opportunity!
FRIDAY, APRIL 27, 2007 – MORNING

7:00 am – 6:00 pm Hotel Lobby Registration open

7:00 am – 6:00 pm Exhibit Area (Parkwest Foyer) Bookstore open

7:00 am – 5:00 pm Exhibit Area (Parkwest Foyer/Lobby) Exhibits open

7:00 am – 7:30 am Exhibit Area (Parkwest Foyer) Breakfast with the Exhibitors

7:30 am – 8:00 am Parkwest Ballroom Opening Ceremonies

8:00 am – 9:15 am Parkwest Ballroom Keynote – Danny Cahill
“Set Your Mind To Becoming A Winning Recruiter!”

9:15 am – 9:30 am Exhibit Area (Parkwest Foyer) Break with Exhibitors

9:30 am – 11:30 am Texas Learning Center Direct Hire Session – Jim Ashworth
“Are You Tired Of Objections?”

Trinity Ballroom Temp Session – Fran Goldstein
“Triggering Temp Sales”

Parkwest A/B Owner/Manager Session – Danny Cahill
“Business Models For The Modern Search Firm: And How To Implement Them”

11:30 am – 1:15 pm Parkwest Ballroom Education Lunch – Special Surprise Guest Speaker!
• Legislative Update – What TAPC has been doing about the Margin Tax and the latest information about the bill. How it affects you and your business – presented by TAPC’s lobbyists, Jake Posey and Steve Koebele
• Linda McLaughlin Scholarship Winner
• “CTS/CPC of the Year” Presentation
• Certification and Accreditation Graduation Ceremony
FRIDAY, APRIL 27, 2007 – AFTERNOON

1:15 pm – 1:30 pm Parkwest Foyer/Fountainview Dessert with Exhibitors

1:30 pm – 3:00 pm Texas Learning Center Direct Hire Session – Scott Wintrip
“The Quintessential Guide To Mining For Candidates”

Trinity Ballroom Temp Session – Fran Goldstein
“What To Do When You Don’t Have The Perfect Temp Candidate”

Parkwest A/B Owner/Manager Session – Chris Scherer
“Shifting Sands: The Ever-Changing Law”

3:00 pm – 3:15 pm Exhibit Area (Parkwest Foyer) Break with Exhibitors – Booth Contest Winners Named!

3:15 pm – 5:00 pm Texas Learning Center Direct Hire Session – Scott Wintrip
“The Powerful Presentation Process”

Trinity Ballroom Temp Session – Chris Scherer
“A Primer On Avoicing Unlawful Practices”

Parkwest C/D “Speed Exhibiting” – 30 Owners By Invitation Only
Have some wine and get to know the exhibitors, and other
owners, in a fun and relaxed atmosphere set up like “Speed Dating”
(WITH BELLS RINGING, OWNERS ROTATING AMONG 15 TABLES, PRIZES)

6:00 pm Lobby Check in and buses leave for Lonestar Park
(Must be previously registered and have a ticket)

SATURDAY, APRIL 28, 2007 – MORNING

7:30 am – Noon Hotel Lobby Registration open

7:00 am – 5:00 pm Exhibit Area (Parkwest Foyer) Bookstore open

7:00 am – 5:00 pm Exhibit Area (Parkwest Foyer/Lobby) Exhibits open

7:30 am – 8:30 am Exhibit Area Breakfast with the Exhibitors

8:00 am – 8:30 am Parkwest Ballroom Keynote – Patricia Drain
“Who You Are Speaks So Loudly, I Can’t Hear What You Are Saying!”

9:15 am – 9:30 am Exhibit Area (Parkwest Foyer) Break with Exhibitors

9:30 am – 10:45 am Texas Learning Center Direct Hire Session – Greg Doersching
“It’s All About The Cheese!” PART I

Trinity Ballroom Temp Session – Patricia Drain
“Selling The Sizzle”

9:30 am – 11:30 am Parkwest A/B Owner/Manager Session – Randy Pennington
“Position Yourself As A Partner: Five Strategies To Maintain An
Endless Supply Of Quality Candidates”

10:45 am – 11:00 am Exhibit Area (Parkwest Foyer) Break with Exhibitors

11:00 am – 12:15 pm Texas Learning Center Direct Hire Session – Greg Doersching
“It’s All About The Cheese!” PART II

Trinity Ballroom Temp Session – Patricia Drain
“The Goal Rush”

SATURDAY, APRIL 28, 2007 – AFTERNOON

12:15 pm – 1:30 pm Parkwest Ballroom Awards Luncheon – Come celebrate TAPC Top Producers from
across the state! Locke-Matthiessen Award Presentation!

1:30 Lobby Area Pictures of Award Winning Individuals and Teams

1:30 pm – 1:45 pm Parkwest Foyer/Fountainview Dessert with Exhibitors - $100 Raffle Drawing from “Bingo Cards”

1:45 pm – 3:15 pm Texas Learning Center Direct Hire Session – Bill Vick
“Big Billers And What Makes Them Tick”

Trinity Ballroom Temp Session – Yvonne Abel
“Differentiate Your Service – How to Develop High Volume Accounts and Edge Out Your Competition

Parkwest A/B Owner/Manager Session – Patricia Drain
“7 Secrets For Building A Business That Has Value”

Parkwest Foyer/Fountainview Break with Exhibitors

3:30 pm – 5:00 pm Texas Learning Center Direct Hire Session – Randy Pennington
“Results Rule! – Standing Out In A “Me Too” World”

Trinity Ballroom Temp Session – Panel with Tami Kyle, Kevin Burch, and Kevin Rogers Moderated by Gary Wood
“Answers To Your Questions From Those Who Have Been There, Done That!”

5:00 pm CONFERENCE CONCLUDES

TAPC 2007 CONFERENCE
“LIFTING TEXAS HIRE”
SPEAKER BIOGRAPHIES

Yvonne Abel, SPHR, was named President of Delta Dallas Call Center Services Division, January 2007, after serving as Delta Dallas’s Executive Vice President of Client Services since 2002. Yvonne’s extensive experience in Human Resources and Sales/Service Management includes Principal Consultant/Owner for ABEL Resource Group, a Consulting and Training Company, and a previous 25 years of Human Resources and Staffing Industry executive management. Yvonne is well known throughout the service industries, and served as Board Member and President of the DFW Chapter of ICSA (International Customer Service Association), participates in Call Center Network Group, Southwest Council for Women Business Enterprises, Dallas Association for Human Resource Management as well as TAPC, MAPC and TAS.

Jim Ashworth has enjoyed his success as a key member of the Marshall Career Service management team since joining MCS in 1990. Along with being the company Vice President, Jim is also the firm’s top producer. Jim is a long standing member of the Pinnacle Society, currently holding the board position of treasurer. Consistently, Jim is recognized on a local, state and national level for his expertise in billing and also for the contribution Jim makes in the development of others within our profession. Enthusiasm and hard work are keys to his success. Jim has a passion for our profession matched only by a unique few others. When not at the office, Jim enjoys spending time with his family that now includes 2 grandchildren. He is a music nut and also plays a pretty good game of golf.
Kevin Burch graduated from The University of North Texas in May of 1992 with a BA in Radio/Television and Film and minor in Advertising. After a stint in the Radio business as both an On-Air personality and Account Executive, Kevin started his recruiting career as an Insurance Recruiter with The Danbrook Group in 1995. In August of 1996 he made a move to Join Lauren Levinson and began building Questpro Consultants into the premier Insurance Recruiting firm in the Nation.  His current role is as the Owner/CEO/President of both QuestPro Consultants and Q TEMPS, a temporary staffing company he started in 2003 to serve temporary/contract needs for those companies in the Insurance Industry. The companies have now grown to 20 employees and house 5 of the top fifteen producers in the Metroplex. He is in charge of hiring, training and managing the day-to-day activities both from a recruiting and financial stand point of the entire staff of Managers, Researchers and Recruiters. In addition to his management responsibilities he still works an active desk and has been one of the top producers in the Dallas/Ft. Worth area in each of the last four years. Kevin also is the current President of the Metroplex Association of Personnel Consultants and has been on the TAPC board of directors for the last two years and is quickly becoming one of the up and coming speakers in our industry. He has spoken/presented to groups of recruiters in Houston, Odessa/Midland, Austin, San Antonio and Dallas in the last year on several topics, as well as multiple consulting/training assignments with Recruiting Firms in several different industries across the country.
Danny Cahill is the only industry "guru" that runs a search firm every day. He does what you do. He has built Hobson Associates into one of the country's largest niche search firms, specializing in Sales and Marketing talent for the computer industry. His career personal billings exceed four million dollars and he recently broke the record for the largest fee in his company's history. In 1990, Danny established the Cahill Consulting Group, and began sharing his "hands on" techniques. His dynamic and humorous presentations launched him into immediate prominence. In 1992, '93 and '95, 1997, '98 and '99, his sessions at nationals were the highest rated sessions of the conference. His 1998 keynote, "Deconstructing Danny," and his 2000 keynote are considered landmark events in the industry's history. He has addressed consultants on three continents. His video products are core training tools for thousands of consultants. His Mentoring Program has increased the billings of its participants over 50%, with new students making their first deal within eight working days. In October 1995, Danny became the only industry trainer ever asked to speak at a meeting of the Pinnacle Society, the top producers in the industry. Over fifty percent of Pinnacle members use Cahill Consulting products. In 1999, the Pinnacle Society appointed him a permanent chairperson's position. In July of 2002 Danny launched a new website devoted to owners, managers and recruiters. AccordingToDanny enables the thousands of recruiters worldwide who have developed their careers through Danny's personal "mentoring" programs or through his renowned series of videos, audio tapes and software products, to have direct access to his guidance "24/7". His articles have appeared in numerous trade journals and magazines and he has written for CBS television. He received his Master's Degree in literature from Wesleyan University and believes sales people enjoy the world's only job security.
Greg Doersching is Managing Partner and Founder of The Griffin Group, a National Search Firm working in the direct hire placement industry. For the past 13 years Greg has been recognized as one of the most cutting edge voices in the recruiting industry. He is an International Trainer and has presented for the National Association of Personnel Services, American Staffing Association and the Association of Canadian Search, Employment and Staffing Services. He is consistently rated as one of the top presenters for each conference. He has done numerous Regional, State and Local presentations. Recognized as one of the "Top Producers" for the state of Wisconsin - Greg received the "Dare to Soar" Award for increasing billings over 300% in a single year. He served for 2 years as the President of the Wisconsin Association of Personnel Services and now sits on their Board of Directors. He is an avid fisherman and hunter and has been known to trade consulting services for a chance to go hunting or fishing in new places.
Patricia Drain is an international author and professional speaker with over 20 years experience as a business owner in the executive recruiting profession. Patricia is the recipient of the National Association of Personnel Services “Hall of Fame Award,” the most highly acclaimed award of its kind. The Working Woman Magazine presented Patricia with the “Most Innovative Business Practice Award” and she was voted one of the “100 Most Influential People in Arizona” by the Phoenix Business Journal. Drain is also the recipient of “Woman Business Owner of the Year” presented by the National Association of Women Business Owners. Helping thousands around the world discover the secrets of successful interviewing, Patricia authored a book, “HIRE ME! Secrets of Job Interviewing,” which has been published in nine languages. She has also authored 6 other books and her newest release is called “What Should I Be When I grow Up Now That I’m 40,50,60?” Feeling that we all need a strong foundation about who and what we are at an early age to prepare us for life, Patricia also wrote “I LOVE MYSELF,” a children’s book and tape on self esteem

Fran Goldstein

Fran Goldstein CPC, CSP began her 25 year business and sales career as a recruiter, placing temporary and permanent office support personnel. She was promoted to Manager within her first 18 months in the industry and continued to grow a blended staffing division for a premiere Boston agency, more than 78% growth in two years. Fran then joined a National temporary staffing firm as Regional Manager where she increased sales for her four branch regions by 60% and implemented their first temp-to-hire conversion fees. In 1993 Fran established Gold Staff Consultants, a leading boutique firm, specializing in Administrative Placement in the Greater Boston area. Gold Staff Consultants’ unique success stems from Fran’s passion for inspiring her staff while increasing ROI. Her charismatic techniques naturally initiated and sustained her role as a mentor and trainer, ultimately resulting in the growth of speaking and training requests. Fran continues to run a desk while speaking and training across the country. Fran volunteers professionally on the Board of Directors for NAPS (National Association of Personnel Services), is Past President of MAPS (Massachusetts Association of Personnel Services), Past Vice President of MSA (Massachusetts Staffing Association), Board of Advisors for Minuteman Technical Regional High School, and currently teaches Interviewing Skills to Northeastern University's College of Business. Quoted in The Boston Globe and Top Echelon Contracting on trends in the staffing industry, Fran has also been featured in Who’s Who in Women’s Business Resource Guide. She is also the recipient of the 2004 and 2005 NAPS (National Association of Personnel Services) Chairman’s Award in which she was recognized for her many years of leadership, outstanding dedication, and professional commitment to the industry. Fran is an active member of the National Speakers Association (NSA), and a leader in the establishment of the Cummings Park Charter Club of Toastmasters International. Fran has a BS from Syracuse University and lives in the Boston area. Her new book is called, “Return on Investment and Return on Ideals – The Complete ROI”.

Tami Kyle entered the healthcare recruiting arena in 1990 while working as a Human Resource Specialist in the DFW area. This hospital based HR experience, coupled with her hands on experience working in a physician practice gave Tami an insider’s knowledge and unique perspective into the specialized needs of the healthcare community. Upon graduating from Tarleton State University, Tami decided to postpone medical school and join the workforce for a short time, accepting a position as a Staffing Specialist with a healthcare recruiting firm in 1997. The staffing and recruiting industry got into her blood and that “short time” turned into a passion for bringing a high level of service to the healthcare community. In 2000, Tami accepted a position as the Austin branch manager for the healthcare recruiting firm and opened a new branch in San Antonio in 2001. In September of 2002, Tami decided it was time to venture out on her own and she opened TLK Healthcare Placement, Ltd.

Randy G. Pennington is an expert in helping companies build a culture focused on results, relationships, and accountability. He is author of Results Rule! Build a Culture that Blows the Competition Away and On My Honor, I Will and creator of Positive Performance® Management and Integrity-Driven® Leadership. Since 1984, Randy has worked with a diverse group of corporations, associations, universities, and government agencies. The list includes Alabama Power Company, Medical Group Management Association, Brinks Home Security, Hyatt Hotels and Resorts, National Association of Federal Credit Unions, Delta Dental, and Sprint PCS. Additionally, Randy serves as an instructor in the Cox Business Leadership Center at Southern Methodist University. Pennington’s expertise has made him an internationally respected commentator with appearances on CNN, PBS, Fox News, the ABC Radio Network, and the BBC. His views have appeared in The Wall Street Journal, The New York Times, Entrepreneur, Executive Excellence, Training & Development, in numerous newspapers, and many professional/trade association journals. Randy’s personal experience has taken him from a locker room attendant at a municipal swimming pool to consulting in the Board rooms of corporate America. Along the way, he’s held executive positions in health care and state government; been a partner and Chief Financial Officer in a multi-million dollar consulting firm; worked in a machine shop, and been a professional musician at Six Flags Over Texas. Randy is a past Chairman of the Board for the American Heart Association, Texas Affiliate and a founding member of the Texas Council on Cardiovascular Disease and Stroke. He earned the Certified Speaking Professional (CSP) designation from the National Speakers Association, and currently chairs the NSA Foundation Board of Trustees.

Kevin Rogers, CPC, CTS has been in the staffing profession for 5 years. He started in industrial staffing as a Branch Manager and after moving to Houston 3 years ago joined Steverson Staffing as an Account Executive, handling both contract/temporary and direct hire sales. Kevin’s most recent achievement is a combined $1 million in new business sales, in 2006. Kevin has both his CPC and CTS designations. Kevin serves on the HAAPC board, has emceed the HAAPC awards banquet, and teaches the CTS/CPC review sessions in Houston.
Chris Scherer earned his Juris Doctor degree, magna cum laude, from Tulane University School of Law in May 1995. Prior to attending law school, Scherer earned the rank of Captain during his active duty tour in the United States Marine Corps. Scherer attended the University of Texas at Austin on a Naval Reserve Officers Training Corps four-year scholarship. He is a Distinguished Naval Graduate with a Business Administration Degree. Scene in SA magazine selected him as one of San Antonio’s “Best Lawyers” in Labor and Employment Law. He serves as a Trustee on the Board of Trustees for the Judson Montessori School, is Co-Chair of the North San Antonio Chamber of Commerce Leadership Lab Class of 2006, serves on the Leadership Lab Alumni Association Board, and is a member of the San Antonio Human Resources Management Association.
Greg Smith shows executives and managers how to accelerate workplace performance and how to attract and retain their workforce. Greg is the Founder and President of Chart Your Course International, a management development firm located in Atlanta, Georgia. He has addressed organizations in twelve countries and many of his clients include both Malcolm Baldrige National Quality Award winners and Fortune Magazine's "Top 100 Best Places To Work." Greg served on the Board of Examiners for the Malcolm Baldrige National Quality Award. This award is presented by the President of the United States each year and is the nation's highest honor for business excellence. Greg has received many awards and honors including being listed in Harvard University's Profiles in Business and Management: An International Directory of Scholars and Their Research. The Human Resource Executive Magazine selected him as one of the nation’s Top-Ten "Rising Stars" in Human Resource Management. He has written over 350 articles and seven books including, “Here Today, Here Tomorrow: Transforming Your Workforce from High Turnover to High-Retention”, and has helped organizations worldwide with their retention and talent management efforts. He has been featured in hundreds of newspapers, magazines and websites including HR Magazine, Business Week, President&CEO, Boston Globe, Kiplinger’s Personal Finance, USA Today, Training, Christian Science Monitor, and Exame, South America’s largest business magazine. He has appeared on numerous television programs including Bloomberg Business News and PBS.

Bill Vick spent his early career in executive sales and marketing management with F500 companies focusing on the consumer products industry, computer retail and software industries. He joined Management Recruiters International in 1986 as a recruiter where he was their National Rookie of the Year. Subsequent to that, Bill ran his own retained search firm, Vick & Associates, which he still maintains. He is the co-author of two books, Linkedin For Recruiting and Big Billers, profiling the recruitment industries million dollar billers. In 1991, Bill formed Solo System, which produced Applicant Tracking Software for the staffing industry. In 1996, he sold his recruiting business and software company to focus exclusively on the Internet where he founded Ad-Cast, a collection of internet companies which included Recruiters OnLine Network (RON), a top 100 site, HR.Net and TheTalentBank.net. RecruitersOnline.com grew to over 11,000 recruiters world wide. In 2002, he sold the Ad-Cast collection of companies and launched three not for profit Web sites focusing on recruitment and employment issues, XtremeRecruiting.org, ThePhoenixLink.com and EmploymentDigest.net. He was a founding and board member of the Pinnacle Society recognizing achievement in the staffing industry, a national speaker for the National Association of Personnel Consultants (NAPS), served on the Board of Directors of the Texas Association of Personnel Services (TAPS), was an officer with the Metroplex Association of Personnel Services (MAPS) and a founder of the local Dallas Independent Recruiters Group (IRG). He is an active speaker and writer on career issues, recruiting trends and employment technology.
Scott Wintrip is the founder and President of StaffingU, a leading staffing industry training, coaching, and consulting services provider. StaffingU is a Savings & Solutions Partner and Approved Continuing Education Provider. Scott has trained and coached more than 23,000 individuals from such national andinternational companies as Wells Fargo Bank, Manpower, Compuware, J.M. Agency (China), AFLAC, Snelling Personnel Services, Century 21, Nikken, Boeing, Discover Financial, Proctor & Gamble (United Kingdom), A.G. Edwards, American Red Cross, Accountants Inc., Cox Target Media, InteliStaf, University of New South Wales (Australia), Kohl’s Department Stores, and Wachovia. Scott is a top rated speaker at state, regional, national, and international conferences for organizations including National Association of Personnel Services; World President’s Organization, National Technical Services Association, Association of Canadian Search, Employment and Staffing Services, and many more. In 2003, Scott was named to the Top 40 Under 40 by Recruiter Magazine, a list of the 40 most powerful and influential executives in the staffing industry under the age of 40.
Gary Wood, CPC, CTS joined Smith Hanley in early 2002 to manage existing client accounts as well as introduce his company’s services to new clientele. He brings a wealth of business knowledge to the team having over 20 years management experience in many facets of business including operations, marketing and sales. In 2005 Gary became a stakeholder in the company and was promoted to General Manager shortly after that. Gary attributes his success’s to his simple philosophy of building relationships and taking the time to assess the business needs, narrow down specific skills and understand the nuances of the job. These skills and experience have served him well within Smith Hanley and have helped him consistently maintain his President Circle’s Top Biller’s Status within the organization.  Gary is HAAPC’s current President and also serves on the TAPC board.

TAPC 2007 CONFERENCE
“LIFTING TEXAS HIRE”
SESSION TOPICS AND DESCRIPTIONS

THURSDAY, APRIL 26, 2007

“A Day with Danny Cahill – The New Fundamentals – Advanced Search Success in a Search Engine World”, presented by Danny Cahill
Everyone wants to “go back to the basics”. But which basics? Is it basic to go over marketing scripts when you never get anyone on the phone? Is it basic to try to negotiate with an empowered “Post 911” HR Professional with derogatory power moves from the past? Is it basic to try to qualify a candidate the way you always have when their mindset has been forever changed by the Internet? Is it smart to be a call level intensive business in a world that requires seamless email integration into the selling process? Danny doesn’t think so! But there are some unifying principles that Danny will build on in this session. Certain closing tenets that have stood the test of time because our business requires the art of persuasion. In this session we’ll drill down to the following:
• Handling the money discussion with candidates
• Covering a job and candidate
• A pipeline approach to planning and desk organization
• 10 classic closes for reluctant recruits
• Step by step job order qualifying
• Pricing rebuttals that raise fees
• How to get referrals from your existing database
• Reference checks that close deals
• Counter offer discussions that candidates can trust
• Voicemail marketing pitches that get call backs
• How to write powerful and succinct emails
• How to use Video Emails and other new technologies
• How to qualify and close generation X and Y candidates (lose the Boomer bravado!)
• How to develop a niche that will enable you to get more business from fewer clients
This session will be interactive and will require participation. You’ll be put on the spot and called on without warning because that’s what happens to you everyday. We’ll challenge each other with respect, and we’ll throw in some live calls just for drama!

“A Day for HR Professionals – Talent Management & Employee Retention”, presented by Greg Smith
(this session is appropriate for HR Professionals, AND Owners and Managers of Staffing/Search Firms)
The average cost to recruit and train one employee is estimated at 2.5 times an employee’s salary! It costs $678,000 in recruiting, training and missed sales opportunities every time a mid-level sales person quits! U.S. businesses spend over $200 billion annually recruiting and replacing their employees! You cannot afford to promote the wrong person or make a bad hiring decision. Organizations are spending thousands of dollars in turnover and training costs. Money and benefits may bring employees through the front door, but poor work conditions and weak management skills drive them out the back. When it comes to recruiting and retaining, many organizations fail to see their own bad habits, faulty processes, and other inefficiencies which lead to low productivity and high turnover. This workshop is filled with effective strategies, simple tools and techniques which you can implement easily at your workplace. The workshop is interactive, upbeat, and packed with information! Each participant will receive a workbook to use at the session as well as a copy of Greg’s book “Here Today, Here Tomorrow”. Topics that will be covered are: How to deploy a Talent Management and Retention Strategy, Providing Direction and Leading by Example, Recruitment and Selection, Orientation and Onboarding, Building Connections and Communication, Rewards-Recognition and Reinforcement, Developing a Charged Environment that Engages the Workforce, and Employee Learning and Development.




FRIDAY, APRIL 27, 2007

“Set Your Mind To Become A Winning Recruiter” , Keynote presented by Danny Cahill
Lots of recruiters make deals, but don’t consistently produce. Why are so many on a path of feast or famine, or prosper then panic? Why do they continue to do things thy already know don’t work? Learn vital recruiting methods from an industry trainer who still runs a search firm everyday. Understand the contemporary marketplace, who your customers really are, what customers really want, and the best way to get it. Witness demonstrated techniques to increase your bottom line while saving you valuable time. Come along with Cahill as he walks you through the “new normal” day of contemporary recruiters: what they do, how they think, what tools they use, and how they close deals to be winning recruiters. Find out what Cahill has learned about top recruiters who have billed $400,000 to $1 million in one year under his guidance. Go with him as he takes you inside the minds of successful recruiters to discover their skill sets, fears and phobias. He’ll help you understand their daily structure, pricing policies, and networking strategies.

“Are You Tired Of Objections?” , Direct Hire Session presented by Jim Ashworth
Put objections in their proper place, once and for all! For some, it is time to graduate from those same nagging objections you have been getting since your first day in the business…and should have mastered in your first year. Once you fully understand them from the employer’s perspective and learn a few proven responses, you’ll master them with ease. Then it is time to arm yourself for more complex objections (HR involvement as they circle their wagons to defend their deteriorating territories, fee agreements, candidate submissions through an employer’s web-based system, contingency to retained service, openings outside your market)…the type you will see even more of in the future, as this market continues to change at a rapidly escalating rate.

“Triggering Temp Sales” , Temp Session presented by Fran Goldstein
In the Temp and Contract profession, success hinges on the ability to initiate client relationships and service their open work orders. Learn how to leverage daily activities to sell with every communication from voicemail to client visits. Gain the power of consultative language and proactively design scripts and agendas to increase your sales. Discover how the difference between ordinary and extraordinary technique impacts your ROI. You will leave empowered by this highly interactive session! Instant take aways include: How to polish your own presentation skills to drive sales, how to leverage consultative language to overcome client and candidate objections, how to leave voicemails that trigger job orders and immediate call backs, the key steps to choreographing client visits that result in instant sales activity, and simple techniques to measure and forecast your daily ROI!

“Business Models For The Modern Search Firm: And How To Implement Them”, Owner/Manager Session presented by Danny Cahill
Whether you are starting your firm, or tired of the plateaued production of the one you own or manage, it’s time we re-thought the core model you’ve been brought up to believe is the one true way, and see if we can fast track to success. Some issues we’ll explore are: Full service desk or separate client development and candidate development?-pros and cons, fee as a percentage or flat fees?, retainer, engagement, or straight contingency?, buy a big space and fill it with recruiters or hire virtual recruiters?, are researchers passé?, non competes a plus or a headache?, low draw/high commission costing you good recruiters?, what technology tools do you need and which are toys?, what are the new ratios in a voice mail and email dominated world? Danny trains at firms with a variety of models, and he sees the pros and the cons. He has reincarnated his own firm a half dozen times and what he will show you he has learned through trial and error...and error…and error. But his firm is currently busting all previous production records! Open your mind, let go of the past, and hold on tight! It’s going to be a bumpy ride!

“The Quintessential Guide To Mining For Candidates”, Direct Hire Session presented by Scott Wintrip
During this interactive session you will discover the referral potential of every person you speak with. You’ll gain new language that immediately enrolls people in wanting to give you more referrals, more often and you’ll learn the two key principles recruiters must follow in order to gain more quality leads. By attending this session you’ll take away a simple four-step outline for creating referral conversations with anyone, anywhere, at any time. Learn what to ask for and when to ask for it and discover the “secret” for building long-lasting relationships in less than a month. You’ll learn how to network within any company while maintaining your professional integrity and you’ll discover how to get around difficult gatekeepers. Important to longevity in the business, acquire an easy to use system for getting to the key players in organizations without telling lies or using elaborate ruses.



“What To do When You Don’t Have The Perfect Temp Candidate”, Temp Session presented by Fran Goldstein
Sound familiar? Are you constantly recruiting by trying to find that absolute “Perfect Candidate” for your demanding clients? You are not alone! This is the healthiest staffing market in years. Your clients are looking to you in a candidate short situation to deliver what they describe as “The Perfect Candidate”. Learn how to exceed their expectations by developing your true consultative skills. Watch your hours soar, and your ROI, too! Instant Take-Aways include:

Specific questions to ask your clients during the job order process to completely understand their definition of “The Perfect Candidate”!

Known as the “Customer Service Queen” at Delta Dallas, Yvonne acknowledges a passion for providing leading-edge customer service. Whether you provide Administrative, Light Industrial, or Professional staffing services, you can separate yourself from the competitors by delivering outstanding customer service. Yvonne started in the staffing business in 1984 by cold-calling every business in her territory. She then progressed to Regional Vice President over 5 DFW Staffing Offices, leading the company in Revenue and Gross Margin by having her offices specialize in service delivery. Come to this workshop prepared to ask the hard questions on sales and service.

“7 Secrets For Building A Business That Has Value” , Owner Session presented by Patricia Drain
Patricia Drain is all about building value in your business and has helped owners build value in their companies to position them to sell in the future. She has identified 7 “secrets” that she will share with you which will enable you to build value and, more importantly, demonstrate the value of your business when it is time to sell. Along the way, the increased value in your business will strongly position you with clients, attract and retain quality candidates, and bring you the staff/consultant talent your need for your business to succeed.

“Results Rule! – Standing Out In A “Me Too” World” , Direct Hire Session presented by Randy Pennington
Do you deliver results that thrill your clients, engage your staff, and fulfill your business objectives? When others describe your operation, do they speak of you as a hero? Do your clients love you so much they sell for you? This session will help you build a culture that sets you apart in the hearts and minds of your clients and allows your organization to deliver the results you want day after day after day. Based on the lessons from Randy Pennington’s best selling book, you will learn the six choices you need to make and implement to:
• Achieve operational excellence and focus on the results that matter to you and those you serve
• Create a partnership based on trust with clients, staff, and candidates
• Engage others to take ownership for delivering the results you want
• Build a company that is continually adapting and pushing the envelope to deliver amazing results

Learn the lessons from great companies in other industries to find out how you can be a marketplace hero. This session will challenge you to think about what makes your operation truly distinctive and will help you lay the foundation for building a culture that brings your uniqueness to life.

Learn strategies to:
• Engage others and build partnerships with clients, staff, and candidates
• Build an environment that challenges the status quo and continually implements new ideas for staying relevant in the marketplace
• Promote a sense of candor and accountability

“Answers To Your Questions From Those Who Have Been There, Done That!” Temp Panel Session with Tami, Kyle, Kevin Burch, and Kevin Rogers – Moderated by Gary Wood
Gary Wood will moderate this Temp Panel made up of 3 outstanding individuals in a variety of roles and specialties within the temp/contract arena. Bring your questions! You’ll have an opportunity to submit questions for one or more panel members to your most pressing and burning questions! Hear how others that have had success in identifying, building, and retaining temp business have done it!