In this episode of InSights, Brad Bialy sits down with David Searns to unpack practical marketing tactics staffing firms can use to win back former clients, deepen existing relationships, and stay top of mind in a volatile hiring market.

About the Guest

David Searns is Co-CEO of Haley Marketing and a trusted leader in staffing industry marketing. With more than 25 years of experience helping firms build innovative strategies and award-winning websites, David brings deep insight into how staffing companies can grow in any market condition.

Key Takeaways

Relationships drive revenue more than automation alone.
Segmentation creates clarity in outreach.
Consult, don’t just sell.
Differentiate through service, not slogans.
Nurture consistently to stay top of mind.

Timestamps

[02:05] – Why staffing struggles feel different this time
[04:47] – Winning back former customers with real conversations
[07:42] – Using segmentation to tailor your outreach
[10:14] – Becoming a consultant, not just an order taker
[13:40] – Spotting future staffing needs before clients do
[15:29] – Building client org charts to uncover hidden buyers
[17:48] – Leveraging LinkedIn for warm introductions
[20:45] – Differentiating your sales playbook from competitors
[22:37] – New service models that break the staffing mold
[26:28] – Can marketing replace a sales rep?
[32:16] – Staying top of mind during hiring freezes
[39:16] – Rethinking websites: employer entryways that convert

About the Host

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Sponsors and Offers Heard

InSights is presented by Haley Marketing. The old way of selling staffing is dead. Let’s fix it – with smarter strategies and HUGE DISCOUNTS on modern lead gen tools: https://bit.ly/Bialy20

Book a 30-minute business and marketing consultation with host, Brad Bialy: https://bit.ly/Bialy30

This episode is brought to you by MJA & Associates. For over 20 years, they’ve helped staffing firms save money by securing federal and state tax credits like the Work Opportunity Tax Credit (WOTC). With performance-based pricing, you only pay when you save—no setup costs, just real results. Learn more at mja-associates.com

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