Secrets of Staffing Success

Is your staffing firm's digital lead generation falling flat? In this episode of Take the Stage, Brad Bialy talks with David Searns, Co-CEO of Haley Marketing, about the pitfalls of relying solely on digital automation for sales success. David explains why your prospect pool isn't large enough to make digital-only work and offers a smarter, integrated approach that blends human connection with digital tactics. Discover how to increase your conversion rates, win attention, and become the go-to expert your clients trust.   Expect to Learn: 1. The value of integrated direct marketing 2. Why the "spray and pray" approach is failing staffing firms 3. How to personalize your outreach and boost lead engagement   Key Moments: [00:00] Personal intros and pickleball frustrations [02:06] The Smart Ideas newsletter: history and purpose [03:10] "Stop the Digital-Only Madness"—The core issue [06:49] Why digital-only strategies fail in staffing [09:11] Winning the battle for attention first [11:49] Changing the sales conversation: Short game vs. long game [14:09] Incentivizing smarter sales approaches [17:34] Becoming a trusted advisor, not a necessary evil [19:27] Establishing credibility from first contact [23:01] Leveraging data and AI for better targeting [24:35] Building integrated campaigns that actually work [27:00] Aligning sales and marketing for success [28:59] Final thoughts and AI as a game-changer for sales productivity   About the Speakers: Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry, presented by Haley Marketing. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry. When it comes to marketing a staffing firm, few people know the industry like David. He literally grew up in the business. He has been helping staffing companies create innovative marketing strategies and award-winning websites for more than 25 years.   Offers Heard in this Episode: 30-minutes of strategic marketing consultation with Brad Bialy: https://bit.ly/Bialy30 Special Offers! Our Best Savings of 2025: https://bit.ly/bialyoffer If you’re running a staffing firm and your tech stack feels more like a roadblock than a growth engine—Broad & Madison is your fix. With over 60 years of recruitment technology expertise, they streamline your systems, automate the boring stuff, and make your tech finally work for your team, not against it. Broad & Madison doesn’t just keep your systems running... they make them smarter, faster, and more profitable. To learn more about our friends over at Broad and Madison and how they can help your staffing firm maximize its technology visit https://www.BroadAndMadison.com

Dan Fisher, founder of Menemsha Group, shares his extensive experience transforming cold calling in the staffing industry. He reveals how outdated techniques have held back professionals and offers actionable strategies to revitalize sales outreach. Fisher emphasizes the need to build trust through empathy, engage with compelling storytelling, and redefine conversations to focus on outcomes rather than services. With practical tips and insights from coaching over 500 staffing firms, listeners gain fresh perspectives on making meaningful connections and mastering modern sales techniques.

In this insightful discussion, Brad Smith, Chief Strategy Officer at Haley Marketing, shares two decades’ worth of expertise in the staffing world. He reveals strategies for recruiting beyond job boards, such as leveraging local Facebook campaigns that convert and the surprising ROI of employee referral programs. Brad also highlights the untapped potential of your ATS through segmentation and stresses grassroots methods like engaging with community organizations. Get ready to rethink your recruiting approach and unlock new talent channels!

In this insightful discussion, Patrick Morin, a Partner at Transact Capital with expertise in mergers and acquisitions, emphasizes that culture is key to competitive advantage in staffing. He explores how culture shapes branding, enhances accountability, and improves client relationships. Morin argues that hiring for cultural fit leads to better outcomes, even in short assignments. He shares strategies for fostering a learning culture and the importance of leadership in embedding values, positioning firms as trusted advisors in a commoditized industry.

Mike Cleland, founder of Charted Path, shares his 30 years of staffing industry wisdom. He discusses the accountability gap causing underperformance and the shift from order-taking to proactive selling. The conversation dives into the crucial role of leadership in fostering resilience and sales culture, emphasizing the characteristics of thriving firms. Mike also addresses the challenge of toxic high-performers and provides insights on building high-performing teams, making this a vital listen for industry leaders and newcomers alike.

Discover how recruiters can shift from order-takers to proactive sellers in today’s competitive market. The discussion emphasizes the necessity of a structured sales process for long-term success. Learn why it takes 17–20 touches to engage clients and the biggest mistakes firms make in chasing new business. Collaboration over competition is highlighted as crucial for innovation. Plus, the importance of mentorship in refining sales strategies is explored, giving actionable insights to enhance recruitment effectiveness and drive results.

What are the staffing industry trends in 2025? With AI, economic shifts, and technological disruptions, firms must adapt—or risk falling behind. Barry Asin, President & Chief Analyst of Staffing Industry Analysts (SIA), joins Brad Bialy to break down key trends, challenges, and opportunities shaping the industry. SIA is the leading authority in staffing research, and Barry’s insights help top firms navigate uncertainty and stay ahead of the competition. This is a big episode—we’re covering SIA’s latest research, why "Flat is the New Up," and how leadership separates thriving firms from struggling ones. Plus, we discuss SIA’s upcoming Executive Forum on March 10, the must-attend event for staffing leaders. Whether you’re a staffing firm owner, recruiter, or industry executive, this episode is a must-watch to stay ahead in 2025. If you've seen content from Staffing Monthly or Haley Marketing, you’ll love this episode. Barry Asin has advised the world’s top staffing firms and brings exclusive insights on how to lead and grow in today’s industry. 5 Key Takeaways from This Episode: ✅ Why "Flat is the New Up" ✅ The impact of AI on recruiting? ✅ How top staffing firms are staying ahead. ✅ The leadership mindset shifts that separate thriving firms from struggling ones ✅ Why small and mid-sized staffing firms can still compete with billion-dollar tech giants   Chapters & Key Moments 00:01 - Introduction: Barry Asin on the staffing industry's outlook for 2025 00:10 - Why the industry is stabilizing and SIA’s 5% growth projection 01:14 - Sector breakdown: Healthcare staffing struggles, IT and AI’s impact 03:07 - "Flat is the new up": How firms should view growth in 2025 06:34 - Election years and their impact on staffing demand 07:28 - AI in staffing: A threat or an opportunity? 11:01 - What top staffing firms do differently: Embracing change 14:18 - Growth mindset: How leadership shapes long-term success 18:07 - Biggest threats to the staffing industry in 2025 and beyond 23:56 - Competing with tech-driven platforms like Amazon and Upwork 27:41 - How small firms can stay competitive despite massive tech budgets 28:41 - Preview of SIA’s upcoming Executive Forum 30:25 - What is Staffing Industry Analysts (SIA)? 32:57 - Rapid fire: Barry’s top book, best career advice, and Bills' Super Bowl hopes   About the Speakers Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry. A leading authority on workforce solutions worldwide, Barry Asin is renowned for his expertise on staffing and contingent labor. He served as Staffing Industry Analysts (SIA) president from 2010 through 2024 with overall responsibility for the company’s global strategy, operations and growth. Asin has been with the company since 2003, where he previously led the team responsible for SIA’s award-winning research and content. As chief analyst he continues to focus on developing SIA’s thought leadership, conference content, long-term strategy and product development.

In a world flooded with distractions, standing out is crucial for staffing firms. Consistent marketing efforts create brand visibility, while neglecting them can lead to stagnation and missed opportunities. The speakers delve into the psychology of attention, revealing the need for multiple touchpoints to make an impression. They discuss effective strategies for targeting healthcare staffing clients through tailored social media content. The power of niche marketing is emphasized as a way to cultivate trust and foster deeper connections.

Joey Frampus, Managing Director at Butler Street and a staffing industry veteran with over 12 years of experience, shares insights on building high-performing sales teams. He discusses the critical role leadership plays in driving sales strategy and how to cultivate a strong sales culture. Joey explores the game-changing impact of AI in sales and debunks myths around its role in recruitment. Drawing parallels to endurance sports, he emphasizes mental resilience and continuous improvement as keys to achieving sales success.

James Abraham, a dynamic sales performance trainer and CEO of Sandler Israel, shares his insights on building a winning sales mindset. He discusses the importance of conviction in sales and how mental resilience can transform rejection into growth opportunities. Abraham emphasizes tracking behaviors over results and introduces his Sandler BAT Triangle framework. Drawing parallels between marathon training and sales strategies, he encourages discipline, motivation, and the contagious nature of positive attitudes among teams. A must-listen for aspiring sales professionals!