5 Leadership Disciplines You Need To Know To Successfully ...€¦ · ©Crain Communications Inc. All rights reserved. Adrianne Nelson, Sr. Director, Global Membership Products, Staffing

©CrainCommunicationsInc.Allrightsreserved.

5LeadershipDisciplinesYouNeedToKnowToSuccessfullyGrowYourBusiness

Thiswebinarisbroadcastthroughyourcomputerspeakersviatheaudiobroadcastingicononyourscreen.Youmayadjustthesoundvolumebyusingtheslidebarontheaudiobroadcastingicon.Ifyoucannotaccesstheaudio,youmaydialintothecallbydialing1-650-479-3208andusingaccesscode665411027Needfurtherassistance?ContactSIAcustomerserviceat800-950-9496ormemberservices@staffingindustry.com.

Sponsoredby

August23,201710amPT/1pmET

Presentedby:BarryAsin,PresidentStaffingIndustryAnalysts

AdamStern,SeniorDirector&GeneralManager,AdvancePartners

Moderator:AdrianneNelson,SeniorDirector,GlobalMembershipProductsStaffingIndustryAnalysts

1


• Listenthroughyourcomputerbyturningonyourspeakersafteryoulogintotheevent.Soundwillbecomingthroughthisicon:

• Donot closethisaudiobroadcastbox.

• Toincreasethevolumeofsoundcomingthroughyourcomputer speakersadjustthesoundbarontheaudiobroadcastboxshownabove.

• Q&A: Togetassistanceoraskquestions– usethequestionfunctiononthewebcastcontrolpanel

• TechSupport: Ifatanytimeyouareexperiencingproblemswiththewebinarcallglobalservicesat800-950-9496orourWebex assistthroughtheQ&A.

• Thewebinarisbroadcastthroughyourcomputerspeakers,ifyouarehavingtroublewiththesound,pleasesendamessagetothewebinarhostusingtheQ&Afunction.

Slides: Copiesoftheslidesusedwillbedistributedtoallattendeeswithin48hoursfollowingthewebinarandareplayofthewebinarwillbeavailableatwww.staffingindustry.com foralimitedtime

2


AdrianneNelson,Sr.Director,GlobalMembership

Products,StaffingIndustryAnalysts

Today’sSpeakers

AdamStern,Sr.Director&

GeneralManager

Moderator:

BarryAsin,PresidentStaffingIndustryAnalysts

3


Adam Stern, SeniorDirector&GeneralManager,AdvancePartners

• AdvancePartnersfocusesonachievablegrowthforindependentstaffingfirmsthroughpayrollfundingandbackofficesupport.

• 500+staffingfirmclientswith$2.5billionannualbilling

• WearepartofthePaychexfamily

Webinar Sponsor:

Proud Sponsor:

Flexiblesolutions

Smallcompanyfeel,Fortune1000companyresources

Customizableoptionsbasedonyourneeds

4


AdamSternSeniorDirector&GeneralManager,AdvancePartners

HowcanAdvancePartnershelp?

• ProblemSolvers- Calluscrazy!Weconsideritagoodproblemwhenyougrowandyourbackofficebecomeamorecomplexoperationandyourneedforworkingcapitalbecomesachallenge.

• Partnership- It’simportanttohavesomeoneinyourcornerthatisflexibleandhascreativesolutions.

• SeasonedVeterans- We’recelebratingour20th anniversaryofcontributingtootherssuccessandhelpingsupportstaffingfirmsingrowthmode.

WebinarSponsor:

ProudSponsor:

5


• 5LeadershipDisciplines- whyisthisimportant?• PartneredwithSIAtodiscuss• Determine-Whatarethehallmarksofsuccess?

• AdvancePartnersclients• Somemadethelistandothersdidn’t• Weaskedourselveswhy?• Ourmission:tohelpstaffingfirmsgrow

WebinarSponsor:

ProudSponsor:

6

Jeanne Michaelides,Director, Client & Corporate Engagement


FiveLeadershipDisciplinesYouNeedtoKnowtoSuccessfullyGrowYourBusiness

7


8


WhyDoSoFewStaffingFirmsReachTheTop?

NumberofUSStaffingFirmsbySize

Source: US Economic Census, 2012 and Staffing Industry Analysts

9


AbouttheResearch

• AcombinedeffortofSIAandChartedPath

• InterviewsanddiscussionswithhighperformingstaffingfirmsfromSIA’s“FastestGrowingStaffingFirms”Report

• Averagerateof21%organicgrowthpastfiveyearsvs.avg.marketgrowthof8%

• Plus:Researchandconsultingexperience

• Focusonwhatdothehighperformingfirmshaveincommon?

SponsoredbyAdvancePartners

10


PhasesofGrowth

11


Owner/OperatorDependent•Executivedirectlyinvolvedinproduction•Growthbutnotdiversified/unsustainable• Limitedbyexecutivebandwidth

PhasesofGrowth

12


IndependentOperation• Linelevelmanagementhired• Leaderbeginsdelegatingdaytodayops•Operationslargelyselfsufficient• Leaderfocusesonsomestrategicgrowthopps

PhasesofGrowth

13


OrganicScale•Orgcaninvestwhilemaintainprofitability•Repeatable/turnkeyoperationsinmultiplemarkets• Lessinvolvementofleaderintacticaldecisions•Growthmorediversified

PhasesofGrowth

14


StrategicExpansion•Corebusinesslargelyselfmanaging•Abletoexecuteonexpansiontoadjacentmarketopportunities– acquisitions,newbusinesslines,etc.

PhasesofGrowth

15


What’sinCommonAmongThoseWhoHaveBrokenThroughtheBarrierstoGrowth?

16


FiveDisciplinesofTopPerformingStaffingFirms

Strategic Tactical

CommitmentPerformance

DrivenCulture

TalentDevelopment ExecutionDirection

17


Strategic Tactical


DrivenCulture



18


Commitment

• Startsatthetop

• Whatisyour“WHY”?

• Willingnesstosacrifice– Financial– Professional– Personal

• Movefrom“workingin”thebusinessto“workingon”thebusiness

19


POLL1

Approximatelywhatpercentofyourleadershipteamstimeisspent“workingon”thebusiness?

a) 0%– 25%

b) 25%- 50%

c) 50%-75%

d) 75%- 100%

20


CommitmentinAction

• TheDeltaCompanies(Founded2001,$115Min2016,Healthcare/LocumTenens)

• HireDynamics(Foundedin2001,$121Min2016,Industrial)

• StrategicStaffingSolutions(Founded1990,$321Min2016,IT)

• All:Constantreinvestmentinthebusiness

21


Strategic Tactical


DrivenCulture



22


DirectionandStrategicAlignment

• Developadefensiblecompetitive/marketstrategythatenhancesgrowthopportunities

• Buildwell-alignedoperationalcapabilities

• Ongoingassessmentandadaptation

23


WhatisCompetitive/MarketStrategy?

Competitivestrategyisthechoiceofthecustomersandmarketnicheabusinesschoosestoserveandthewaysinwhichthatbusinessdifferentiatesitselffromitscompetitors.

24


WhatCustomerswillyouServe?

• Skills• Geography• Industry• Situation/Problem• Size

“Neverunderestimatethevalueofagoodtailwind”

ApproximatelyhalfofSIA’sfastestgrowingfirmsfor2016

inITorhealthcare

TheValueof“No”

25


OperationalCapabilitiesAlignedwithStrategy

• Salesstrategiesmustallowyoutoidentifyandinfluencetherightbuyers

• Deliverycapabilitiesmustmatchthesuccessfactorsofyourtargetaccounts

• Bothsalesanddeliverymustbeabletoscaleinconjunctionwithoneanother

26


KeyResources

• Money

• Technology

• People

27


POLL2

Whichofthesearethebiggestlimitingfactortothegrowthofyourcompany?

a) Money/Finance

b) Technology

c) People

d) Noneoftheabove

28


AssessandAdapt

• Activeevaluationofexternaltrends

• Managementsystemstomeasuretheeffectivenessofstrategyanditsexecution

• Abilitytomakeincrementalaswellasstrategicadjustments

29



Strategic Tactical


DrivenCulture


30


“CultureEatsStrategyforBreakfast…”

“…andOrganizationStructureforLunch”

31


PerformanceDrivenCulture

• Culturealignedwithstrategy• Drivenandembodiedfromthetop

ReinforcingtheCulture• Establishasharedbeliefsystem• Developcohesiveteams• Delegateculturalleadership• “Whoyouhire,fireandpromote”

32


DelegateCulturalLeadership

• Transitionfromapersonalitytovaluedrivenculture

• Ensureculturalstandardsaretransferrable

• Hireandempowerleaderstobecomeculturaladvocates

“Wehaveasayingthattheacquisitionofpowerisabouttherelinquishingofcontrol”

MarkEldridge,ALKU

33


PerformanceDrivenCultureinAction

• Medix(AndrewLimouris,Founded2001,$161Min2016,Healthcare/IT/)‒ Valuesandpurposedriven– verypersonal‒ “Medix,wegotyourback”‒ Showingupforpeopleingoodtimesandbad‒ Firingvendors/partners/customerswhodon’tfit

• StrategicStaffingSolutions– “Allgreen,allthetime”– highinternalloyalty– Invertedorganizationchart– customers,talentontop– Community– givingbackinDetroitamajorfocus

34


Strategic Tactical


DrivenCulture



35


TalentDevelopment• Hiring

• Evaluation

• TrainingandDevelopment

• Motivation“Whenistherighttimetohireasalespersonorarecruiter?

Wheneveryouhavefoundtherightperson.”

MarkEldridge,ALKU

36


Strategic Tactical


DrivenCulture



37


Execution:InSalesandRecruiting

• IdentificationofEssentialPractices

• ScalingKeyProcesses

• ReplicationoverMultipleOperations

38


Strategic Tactical


DrivenCulture



39


Poll3

Whichdisciplinedoyouthinkisyourcompany’sbiggestchallengetoday?

a) Commitment

b) Direction

c) PerformanceDrivenCulture

d) TalentDevelopment

e) Execution

40


TimeforYourQuestions

AdamStern,Sr.Director&

GeneralManager

BarryAsin,President

StaffingIndustryAnalysts

41


MOREGREATRESOURCES!• EssentialGuideforBusinessOwners• 5FactsAllStaffingFirmOwnersNeedtoKnow• 3WaysYouCouldbeLosingMoneyWithouttheRightFundingOption• AndMORE!

http://go.advancepartners.com/siawebinar

Copiesoftheslidesandalinktotheaudiorecordingwillbedistributedtoallattendees48hoursfollowingthewebinar.

Areplayofthewebinarwillbeavailableatwww.staffingindustry.com

THANKYOU!

42


ListentotheSIAandAdvancePartnersWebinarAreyouready…forYES!Whatyoureallyneedtoknowbeforeacceptingthatnextbigcorporatecontract

HUNGRYFORMORE?

43

http://go.advancepartners.com/siawebinar


StaffingIndustryAnalystsWebinar:Tuesday,September19,10AMPacific/1PMEastern

Wanttoseeyournameinprint?StaffingStream islookingforthoughtleaders. (Originalcontentonly.)

[email protected]

Lookforinvitationsinyouremail!

44


AboutStaffingIndustryAnalystsFoundedin1989,StaffingIndustryAnalystsistheglobaladvisoronstaffingandworkforcesolutions.Ourproprietaryresearchcoversallcategoriesofemployedandnon-employedworkincludingtemporarystaffing,independentcontractingandothertypesofcontingentlabor.SIA’sindependentandobjectiveanalysisprovidesinsightsintotheservicesandsuppliersoperatingintheworkforcesolutionsecosystemincludingstaffingfirms,managedserviceproviders,recruitmentprocessoutsourcers,payrolling/compliancefirmsandtalentacquisitiontechnologyspecialistssuchasvendormanagementsystems,onlinestaffingplatforms,crowdsourcingandonlineworkservices.WealsoprovidetrainingandaccreditationwithouruniqueCertifiedContingentWorkforceProfessional(CCWP)program.

Knownforouraward-winningcontent,data,supporttools,publications,executiveconferencesandevents,wehelpbothsuppliersandbuyersofworkforcesolutionsmakebetter-informeddecisionsthatimprovebusinessresultsandminimizerisk.Asadivisionoftheinternationalbusinessmediacompany,CrainCommunicationsInc.,SIAisheadquarteredinMountainView,California,withofficesinLondon,England.

Formoreinformation:www.staffingindustry.com

Forglobalcoverageacrosstheworkforcesolutionsecosystem,followus@SIAResearchandconnectvia

PROPRIETARYDATA,DONOTDISTRIBUTEOUTSIDEYOURORGANIZATION.Yourcompany’suseofthisreportprecludesdistributionofitscontents,inwholeorinpart,toothercompaniesorindividualsoutsideyourorganizationinanyform–electronic,writtenorverbal– withouttheexpresswrittenpermissionofStaffingIndustryAnalysts.Itisyourorganization’sresponsibilitytomaintainandprotecttheconfidentialityofthisreport.

StaffingIndustryAnalysts|1975W.ElCaminoReal,Ste.304|MountainView,CA94040|800.950.9496|www.staffingindustry.com

45

Documents

5 Leadership Disciplines You Need To Know To Successfully ...€¦ · ©Crain Communications Inc. All rights reserved. Adrianne Nelson, Sr. Director, Global Membership Products, Staffing