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BreakthroughLeadership
Overview: Breaking Through the Barriers to Growth
Interactive Session:
Introduction:§ Tim Bell, Chief Revenue Officer, People 2.0 Global, LLC
Speakers:§ Barry Asin, President, Staffing Industry Analysts§ Mike Cleland, Founder, Charted Path
Sponsored by
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BreakthroughLeadership
Breaking Through the Barriers to GrowthInteractive Session :
Barry Asin, President, Staffing Industry Analysts
Jeff Bowling, Member, Four Piers Capital Partners
Mike Cleland, Founder, Charted Path
Jay Cohen, Founder & CEO, Signature Consultants, LLC
Jeffrey Harris, Co-Founder & Chairman, EttainGroup
Sponsored by
Breaking ThroughBarry Asin and Mike Cleland | February 28, 2019
Our Plan for the Morning
8:30-9:00 Breaking Through Overview9:00-10:00 Case Study Presentations10:00-10:30 Networking Break10:30-11:15 Panel and Q&A 11:15-12:00 Discussion Tables
Why do so few staffing firms make it to the top?
Source: US Economic Census, 2012 and Staffing Industry Analysts
Number of U.S. Staffing Firms by Size
FIRMS 100M+
FIRMS 50M – 100M
FIRMS 25M – 50M
FIRMS 10M – 25M
FIRMS 5M – 10M
FIRMS 1M – 5M
FIRMS <1M
140
158
359
974
1,428
5,534
10,815
1%
1%
2%
5%
7%
29%
56%
FIRMS OPERATED FULL YEAR – 19,408
Growth Trajectory and Leadership Maturity
Overcoming Growth Barriers
Executive directly involved in production
Growth but not diversified/
unsustainable
Limited by executive
bandwidth
Overcoming Growth Barriers
ORGANIC
SCALESTRATEGIC
EXPANSION
Line-level management
hired
Leader begins delegating
day-to-day ops
Operations largely self-sufficient
Leader focuses on some strategic
growth ops
Overcoming Growth Barriers
STRATEGIC
EXPANSION
Org can invest while maintaining profitability
Repeatable/ turnkey operations in
multiple markets
Growth more diversified
Less involvement of leader in tactical
decisions
Overcoming Growth Barriers
Core business largely self-monitoring
Able to execute on expansion to adjacent market opportunities, e.g., acquisitions,
new business lines, etc.
Overcoming Growth Barriers
©2018 Charted Path. All rights reserved.
Breakthrough Growth Firms
FROM STARTUP
TOP 2%
TO
GREW 4x
FASTERTHAN THE INDUSTRY AVERAGE(2011-16)
Commitment
What differentiates these firms?
Direction
Culture
Talent
development
Execution
STRATEGIC TACTICAL
Summary
CommitmentA common purpose that enables leaders and producers to make short-term sacrifices to ensure the company’s long-term success.
Commitment
• Establishes a shared purpose and narrative
• What is your “WHY” and does it inspire others?
• Level of commitment is reflected in the willingness to sacrifice
– Financial– Professional– Personal
Summary
DirectionA clear company vision accompanied by a clearly defined strategy. Direction also includes the ability to adapt the organization to new opportunities and threats.
Direction
• A well defined market strategy
• Strongly aligned operations (sales, recruiting, back office)
• Ability to adapt to new threats and opportunities
Summary
CultureA performance-driven culture provides unwritten rules of behavior defined largely by shared values that drive collaboration and mutual accountability.
Culture
• Building an intentional culture of performance
• Strong cultures require advocates including all of leadership
• Team members protect the culture through mutual accountability to informal
rules
Summary
Talent DevelopmentFocuses on hiring, coaching, and promoting the internal talent needed to drive growth. Talent Development is especially critical in staffing, where growth depends on individual production and leadership.
©2018 Charted Path. All rights reserved.
Talent Development
• Hiring
• Evaluation
• Training and Development
• Motivation“When is the right time to hire a sales person or a recruiter? …Whenever you have found the right person.”
Mark Eldridge, ALKU
Summary
ExecutionA discipline which focuses on well-defined sales and recruiting practices supported by the right processes, policies, and tools.
Execution
Competitive Practices that are:
• Aligned with all prior disciplines
• Scalable and consistent
• Reinforced by policies, processes and tools
Competitive Practices – a sampling
• Operational metrics• Territory Management• Prospecting activities• Meeting Activities• Job order qualification• Sourcing of candidates• Submittal management• Placement and onboarding
Commitment
What differentiates these firms?
Direction
Culture
Talent
development
Execution
STRATEGIC TACTICAL
Barry AsinPresidentStaffing Industry Analysts
Mike ClelandFounderCharted Path
Self-Assessment
Commitment
Direction
Culture
Talent Development
Execution
LEADERSHIP DISCIPLINE CATALYST INHIBITOR NEITHER/NOT SURE
©2018 Charted Path. All rights reserved.
Our Plan for the Morning
8:30-9:00 Breaking Through Overview9:00-10:00 Case Study Presentations10:00-10:30 Networking Break10:30-11:15 Panel and Q&A 11:15-12:00 Discussion Tables
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BreakthroughLeadership
Case Study: Breaking Through the Barriers to Growth
Leadership Panel:
§ Speaker: Jeffrey Harris, Co-Founder & Chairman, Ettain Group
Coming up Next…
ettaingroup– JeffHarris
2017-2020
Chairman and Founder(CEO 1996-2018)
• Co-founded ettain group 1996
• Board of Directors American Staffing Association (ASA)
• Co-founded National Staffing Alliance
• Member of IT Staffing Executive Roundtable
• Supports charities in cancer, heart disease and autism
• BS, Biology, Wake Forest University
• Enjoy golf, guitar and red wine
ettaingroup- CompanyOverview
2017-2020
• The Talent Solutions Company
• Services• Recruitment Services• Managed Services
• Practice Areas• Information Technology• Healthcare IT• Digital Creative
• 2018 Revenue - $175M
• Best of Staffing Talent and Client Diamond Award (8 years)
• Culture built on Core Values (APART) and a Vision to create opportunities for others
CulturalFoundation
“We did not create this business to be a great staffing company. We created this business just to be a great company…” – Jeff Harris, Chairman and Founder
ettaingroup- Timeline
1996-2006IT Staffing
2006-2015IT & HIT Staffing
2015-???IT, HIT & Digital Creative
Solutions
• Hustle and Grit• Hire friends / High retention• Work hard / Have fun• Revenue / customer growth• Right people vs Profit
• Recession = Opportunity• Embraced National Accounts• Learned to say “NO!”• Geographic Depth vs Expansion• Best Company in Charlotte (HQ) • Good to Great “off the bus”• Hiring and training execution• EBITDA Matters!
• Salesforce Development• Market /Account Planning• Performance Management• Data and Benchmarking• Next Gen Leadership• Services Diversity• Geographic Expansion
Whatever it takesFocus andCommitment
Execution“Sustainability and Succession”
“Survivability” “Scalability”
PE Investment(Feb 2014)$100M & 10%+ Margin
$30M Rev(‘06-’08)$10 -12M
(’01-’03)
$205M (2019)
1996-2006IT Staffing
2006-2015IT & HIT Staffing
PersonalEvolution– FoundertoCEO
1996-2006 2006-2015 2015-2019
• Salesperson• Cultural Cheerleader• Working in the biz• Partner vs CEO• Hands on Everything• “Willing and able to be CEO?”• “Lifestyle or wealth?”
• External Learning• Advisory Board• Peer Networking
• Personal Development• Executive Coach• Direct Feedback
• “It’s business not personal”• Work ON vs IN the biz
• Trust and Verify• Deligate
• Wealth Security
• Industry thought leader• Expert vs Sales Exec.• Investor Lens• Wealth Creation and
Shareholder Value
LessonsLearned
• Be humble – “I don’t know”• Self-awareness = growth and reinvention• Seek out learning opportunities• Be intentional and consistent• Culture over strategy• Over-communicate the purpose, vision and
values• Loyalty does not equal longevity• Operate from an abundance mindset• Recessions = opportunity• Be Profitable!• C players make A players B players and B
Players hire C players• Rarely let someone go that didn’t thank me
later
IndustryPerspectiveandWhereweareHeaded
• Contingent Labor will increase as a % of the workforce
• Managed Services / Managed Staffing will continue to cannibalize transactional staff augmentation
• Online recruiting and automation is NOT a threat (tax and last mile issues), but a tool to make us more efficient.
• Communication with, feedback from clients/contractors and influencing your online reputation necessary for survival
Q&A
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BreakthroughLeadership
Case Study: Breaking Through the Barriers to Growth
Leadership Panel:
§ Speaker: Jeff Bowling, Member, Four Piers Capital Partners
Coming up Next…
Jeff Bowling
Scaling
• Texan• Humble Beginnings• Baseball• Daniella• Reagan, Cash & Jett
• Texan• Humble Beginnings• Baseball• Daniella• Reagan, Cash & Jett• MHA• TDC• Four Boards• Four Piers
• October 31, 1997• Physician & Allied• Temp & Direct Hire• Three Brands• 250 Members• One Location • Sold in 2014• $120 in 2016
You know the great thing about start-ups?
You only ever experience two emotions: euphoria and terror.
And I find that lack of sleep enhances them both.
Marc Andreessen
5761
54 57
68
58 6154
44
57
4654
78
46 44 45 46 4954
63 6157
69
59 58
69
1317
24
4133 30
18
8 8
-34
9 11
2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018
DLT DHP Industry
CommitmentAugust 2003
20042005
20062007
20082009
20102011
20122013
20142015
2016
$8 $15 $25$40
$55 $65 $56 $65 $75 $79 $77$96
$120
THE DELTA COMPANIESRevenue in Millions
2003
From opportunity to responsibility.
2003
Execution December 2007
Grow YourCapacity.
Or you will get left behind.
The people that got you to $10M likely won’t get you to $100M.
• Informal environment • Limited rules• Vague goals• Minimal process• Most behavior is okay• May be content
Keep content people (who are loyal) and who don’t grow their capacity.
Grow your company.
Do you want to be successful or do you want to be king?
Do you want to be the successful or
do you want to want to be hero?
May 2009
Execution
20042005
20062007
20082009
20102011
20122013
20142015
2016
$8 $15 $25$40
$55 $65 $56 $65 $75 $79 $77$96
$120
THE DELTA COMPANIESRevenue in Millions
oops
“We have hit for 14 quarters in a row. I am not going to manage by KPI’s any longer.”
From X to Y by Z.
Allow people to fail (and learn)
Fire bad clients & brilliant jerks
Invest in training & branding
Go offsite
Worried about this week
Loyal to the loyal, to a fault
Having leaders produce
Don’t attend industry events
WARMBODIES
ACCEPTED
CultureForever
Culture
The shared set of attitudes, behaviors, values, goals and
practices that characterizes a group.
Culture
Better at 250!
Culture
Thank You
© CrainCommunicationsInc.Allrightsreserved.
BreakthroughLeadership
Case Study: Breaking Through the Barriers to Growth
Leadership Panel :
Speaker:§ Jay Cohen, Founder & CEO, Signature Consultants, LLC
Coming up Next…
Historical revenue2018 Revenue$368M
2017 Revenue$339M
2016 Revenue$314M
Initial footprint 1997
1998
1997
Local Offices
Consultants
Corporate Headquarters
Future Offices
Current footprint 2019
1998
20032010
2014
2008
2007
2006
2016
1997
20142016
2014
2014
1999
2010
2010
2010
20132007
1998
2014
2014
2007
2012
2010
Local Offices
Consultants
Corporate Headquarters
Future Offices
Our core values
Think
Our core values
Hard WorkThink
Our core values
Hard Work
Desire
Think
Our core values
Hard Work
CultureDesire
Think
Our core values
Hard Work
CultureDesire
Think
Vision
Awards and recognition
TALENT DEVELOPMENT EXCELLENCE
14th
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BreakthroughLeadership
Coming up…§ Networking Break
10:45-11:15 am | Grand Ballroom Foyer - Level 4
Sponsored by
Peer support & expert insight for staffing leaders seeking growth.
For more information and the opportunity to win a free copy of Breaking Through, drop your business card in the fishbowl at the back of the room or email [email protected].
Our Plan for the Morning
8:30-9:00 Breaking Through Overview9:00-10:00 Case Study Presentations10:00-10:30 Networking Break10:30-11:15 Panel and Q&A 11:15-12:00 Discussion Tables
Breaking Through the Barriers to Growth
Panel Discussion and Q&A:
Barry Asin, President, Staffing Industry Analysts
Jeff Bowling, Member, Four Piers Capital Partners
Mike Cleland, Founder, Charted Path
Jay Cohen, Founder & CEO, Signature Consultants, LLC
Jeffrey Harris, Co-Founder & Chairman, EttainGroup
Peer support & expert insight for staffing leaders seeking growth.
For more information and the opportunity to win a free copy of Breaking Through, drop your business card in the fishbowl at the back of the room or email [email protected].
Our Plan for the Morning
8:30-9:00 Breaking Through Overview9:00-10:00 Case Study Presentations10:00-10:30 Networking Break10:30-11:15 Panel and Q&A 11:15-12:00 Discussion Tables
Discussion Table Format
• Groups of 10 to 12 maximum• Choose a facilitator if one is not present• Intro questions to discuss (1 to 2 minutes maximum per person)• Introduce yourself/company and where you are on stages of growth• Your greatest opportunity• The greatest challenge you are facing today
Barry AsinPresidentStaffing Industry Analysts
Mike ClelandFounderCharted Path
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BreakthroughLeadership
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BreakthroughLeadership
Stay Connected§ Join the 2019 Executive Forum
Conference Community
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BreakthroughLeadership
March 9-12, 2020Fontainebleau Hotel | Miami Beach, FL
@ExecForum #ExecForum
Join Us in Warm Miami Beach!An exclusive event for staffing executives, Executive Forum North America provides access to top industry thinkers, leaders and innovators; new techniques and practices; and advice on market segments for business growth.Register now at www.siexecutiveforum.com
Register Now for San Diego!Collaboration in the Gig Economy is the fastest-growing, collaborative, and leading-edgeconference of its kind. Join staffing suppliers, workforce solutions buyers, VMS, MSP & RPO providers, suppliers to staffing, gig economy/human cloud companies and othersfor an intensive look at maximizing value and optimizing the talent supply chain.
Register now at www.collaborationgigeconomy.com
September 11-12, 2019Manchester Grand Hyatt | San Diego, CA
@SIAGigE #GigE2019
Join Us in Las Vegas, Nevada!The Healthcare Staffing Summit offers healthcare staffing executives the only place to network with peers, experience sessions devoted to the myriad of segments in this growth area of the industry and learn about the latest technology and innovations from suppliers.Register now at www.healthcarestaffingsummit.com
November 6-8, 2019Red Rock Resort | Las Vegas, NV
@HCStaffSummit #HCStaffSummit
Register Now for London!Collaboration in the Gig Economy is the fastest-growing, collaborative, and leading-edgeconference of its kind. Join staffing suppliers, workforce solutions buyers, VMS, MSP & RPO providers, suppliers to staffing, gig economy/human cloud companies and others for an intensive look at maximizing value and optimizing the talent supply chain.Register now at www.collaborationgigeconomy.eu
March 27-28, 2019Royal Lancaster Hotel | London
@SIAGigE #GigE2019
November 19-20, 2019Grange St. Paul's Hotel | London
@ExecForum #ExecForum
Join Us in London! An exclusive event for European staffing executives, Executive Forum Europe provides access to top industry thinkers and advice on market segments for business growth. Join us for inspiring keynote speakers, topical breakout sessions, and many opportunities to network with peers and sponsors.Register now at www.siexecutiveforum.eu
