

Thriving in a Down Market: Building a Scalable Sales Playbook with Steven Farrell
Apr 15, 2025
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Finding 'Why' in Staffing
- Steven Farrell found his "why" during COVID when he helped shuttle workers from Wyoming to Utah to meet critical staffing needs.
- This experience showed him staffing can truly impact and save lives, fueling his passion for the industry.
Small Firms Win on Retention
- Smaller staffing firms succeed by truly investing time and personalized attention in their people.
- Large firms struggle with scale, making it harder to maintain individual development and retention.
Focus on Targeted Niches
- Niching down to a focused target market leads to better resource use and growth, even in down economies.
- Steven's team targeted just 3% of local companies actively hiring or ripe for retargeting to boost sales.