Secrets of Staffing Success

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!

Rochelle Carrington, CEO of Emotional Intelligence Blueprinting, shares her over 30 years of coaching experience to help professionals excel in staffing sales. She emphasizes the vital shift from chasing prospects to guiding them decisively. Key topics include building a strong sales mindset, the importance of understanding prospects, and integrating marketing with sales strategies. Rochelle also discusses the role of effective communication and emotional intelligence in nurturing client relationships, along with the significance of humor and ongoing learning in achieving success.

The striking statistic that 91% of marketing efforts fail sets the stage for a lively discussion on what businesses can learn from New Year's resolutions. The hosts emphasize the need for consistency and realistic goal-setting, advocating for sustainable marketing habits. They tackle skepticism in the staffing industry, highlighting the importance of authenticity and trust. Listeners are encouraged to focus on their unique strategies and prioritize genuine self-expression over curated perfection. This mix of insights promises to reshape marketing approaches.

In this episode, Brad Bialy sits down with Cathi Williams, a dynamic speaker, executive coach, and founder of Happy, Healthy Leadership. Cathi shares practical insights into managing workplace stress, fostering open communication, and setting boundaries in both in-office and remote settings. She also discusses the interplay between personal and professional stress and offers actionable advice for creating balance and resilience in our busy lives.   Chapters and Timestamps [00:01] Introduction to Workplace Stress [00:43] Is Stress Leadership’s Fault? [01:25] The First Step to Managing Stress [03:29] How to Self-Audit Stress Levels [04:33] Setting Boundaries at Work [07:52] Managing Stress in Remote Work Settings [14:14] How Personal Stress Impacts Work [19:04] The Role of Physical Activity [24:23] Communicating Effectively with Leadership [26:00] Final Thoughts on Stress Management   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.   As a life and wellness coach, motivational speaker, and workshop facilitator, Cathi Williams helps people unlock the best version of themselves. With over 20 years in the wellness space and 10 years of mindset coaching, she has had the privilege of empowering countless individuals and business increase their confidence, and mental strength to achieve their goals.

David Searns, Co-CEO of Haley Marketing, shares his 25 years of expertise in helping staffing companies thrive. He reveals how successful firms adapted in 2024, emphasizing a 20+ step sales process and the rise of AI tools like ChatGPT. Personalization is highlighted as essential for engagement, and Searns discusses the shift from traditional marketing to more dynamic strategies. Listeners gain actionable tips for their 2025 plans, focusing on niche markets, authentic connections, and the power of information in staffing sales.

Matt Lozar, an executive recruiter and director of legal and HR at FPC Savannah, joins Brad Bialy to discuss key trends and challenges in the staffing industry as they reflect on 2024. They delve into the rise of video marketing and the evolving use of LinkedIn, while balancing personal branding with professional value. Insights on aligning sales and marketing for recruitment success are shared, along with the transformative role of AI in recruitment strategies. Tune in for their optimistic predictions for 2025 and actionable advice for adapting to change.