Page 1

STAFFING NOW

VOLUME 10, NUMBER 1, JAN/FEB 2011

THE VOICE OF NC EMPLOYMENT PROFESSIONALS

Carolina Spring Conference Agenda Work and Play Page 6-9

Get Back in the Game Meet the Speakers Page 10-17

Miracle League Supporting Our Community Page 28


Congratulations to Mary Storms Mary Storms, tech sales recruiter at STORMS Associates, was named Ambassador of the Year for the NC Technology Association (NCTA) at its Annual Meeting Jan. 24, in Durham. To make the event even more memorable, while Mary was on stage for the award, NCTA CEO Brooks Raiford led the crowd of 400 tech business people in singing Happy Birthday to her. “400 people singing to me! What an unforgettable birthday!” Mary said. NCTA is NC’s state-wide advocacy and educational association for its 425 members and for the NC tech business community. Its Ambassadors are volunteers who help develop and welcome new members. Mary is also Secretary on NCASP’s Board of Directors. In her full-time job, she recruits sales people for tech companies across the USA. You can reach her at Mary@STORMSassociates.com, 704-607-9118.

COMPARING CLIENTS TO CANDIDATES IS LIKE COMPARING APPLES TO...

APPLES.

DID YOU KNOW THAT 46% U.S. CLIENTS HAVE ALSO WORKED WITH A STAFFING FIRM AS A JOB SEEKER? Turn your current candidates into future clients. Download the 2010 Opportunities in Staffing Guide to find out more about the link between candidate and client experience at www.OpportunitiesInStaffing.com.

CONTACT CAREERBUILDER’S STAFFING & RECRUITING GROUP TO LEARN MORE. 1-800-960-5203 or RBUStaffing@careerbuilder.com www.Facebook.com/CareerBuilderForStaffing • www.careerbuilder.com/staffing © 2010 CareerBuilder, LLC. All rights reserved.

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STAFFING NOW

contents

THE VOICE OF NC EMPLOYMENT PROFESSIONALS

Volume 10, Number 1 January/February 2011 Publishing Information PO Box 1810 Hickory, NC 28603 NCASP.com Editor in Chief | Carol Ashby cashby@debbiesstaffing.com Vendor Partner Relations | Mary Mallett mary@searchpro.com Graphic Designer | Stacey Chacon stacey@staceychacon.com Contributing Writers Jill Benson Julie Ann Blazei Karen Caruso Marc Cochran Jillian Dodson Mark Krajnik Scott Love Mary Mallett Mary Storms Jonathan Weiner

April 28-30, 2011

IN THIS ISSUE President’s Message . . . . . . . . . . . . . . . . 4 Conference Agenda . . . . . . . . . . . . . . . 6-9

Published by

April Conference Speakers . . . . . . . . . 10 – 17 2011 Membership Specials . . . . . . . . . . . . 17 Vendor Partners . . . . . . . . . . . . . . . . . 18

President | Scott Love scott@scottlove.com Staffing Now is published five times per year by North Carolina Association of Staffing Professionals. For subscription inquiries, click here. Archived issues are available online at ncasp.com. Copyright 2011. All rights reserved.

Bringing Excellence to the Industry . . . . . . . . 20 Beyond The Bank Line of Credit . . . . . . . . 22-23 Certification . . . . . . . . . . . . . . . . . . . 24 Leadership Spotlight . . . . . . . . . . . . . . . 25 Temp Medical Inquiries . . . . . . . . . . . . . . 26 2011 Vendor Partner Memberships . . . . . . . . 27 Miracle League . . . . . . . . . . . . . . . . . . 28 2011 Staffing Forecast . . . . . . . . . . . . . . 29

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PRESIDENT’S MESSAGE

Scott Love and Jonathan Weiner

Jonathan Weiner Passes The Gavel To Our New President, Scott Love I’m honored and excited to serve as President for NCASP this year. What excites me most about this group are two things: First, we have a competent board of sharp and happy people who are fun to work with and who care about making a difference for you, our members. Second, we are coming out of some tough times. This is the time to come together as an industry, to lay down our fears of sharing secrets with competitors, and to realize that when we share our ideas and our knowledge with each other, then we grow stronger as an industry. For 2011, I want to suggest a theme and a focus for our association. It’s focused on one word. Growth. This is a year of growth, and it’s something that I want you to think about this month as you start your year. How do you want to grow your business? How have you grown in the past and want to get better this year? How will you personally grow from those hardships and adversities that you may have encountered last year? In the recruiting and staffing industry, adversity is something you can count on. Get used to it. Bad things will happen to nice people in this business. But for those who are resilient, who can stand up quickly and dust themselves off and get back on the phone, those are the ones who are the champions. And you are a champion. I’d like to extend to you a personal invitation to get involved this year with NCASP. You never get as much out of an endeavor if you are just a passive participant on the sideline. You always develop richer relationships and receive richer experiences when you dig in a little and make a contribution of energy. So get busy, get involved, and get yourself to Wrightsville Beach this year for our convention on April 28-30. And if there’s anything I can do for you, please call me at 828-225-7700 ext 701 or on my cell at 480-650-0230. Best regards,

Scott T. Love

Scott T. Love, CPC

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Get Back in the Game.

Mark Krajnik, CPC, and Scott Love, CPC, are Co-Chairmen for the April 28-30, 2011 event, and their Conference Committee has tremendous training and fantastic fun planned for attendees, vendor partners, and speakers. Here’s a sample of the good times and good training you can expect: NAPS’ HALF-DAY CPC AND CTS CERTIFICATION IMMERSION TRAINING and exam EMPLOYMENT LAW AND OWNERMANAGER SESSIONS SEPARATE STAFFING AND RECRUITING TRAINERS , including last year’s big singing hit, Jon Bartos SPEED TRAINING by industry specialists

WHEN? April 28-30, 2011 WHERE? Holiday Inn Resort, Wrightsville Beach, NC. Call now - 910-256-2231 to reserve a room at last year’s prices: $154 for Harbor Side and $169 for Ocean View, plus tax. Tell the hotel you get the NCASP discount.

NCASP.com

CONFERENCE REGISTRATION? Register now at $299 Click here to register

EXCEPTIONAL ENTERTAINMENT and food, including: More Beach Volleyball, Charity Poker Tournament, Silent and Live Auctions VENDOR PARTNER RECEPTION and Awards Luncheon // Photo Booth // Dance Music // Golf A FEAST of sumptuous seafood and bubbly beverages OCEANFRONT ACCOMMODATIONS on the Atlantic Ocean side of beautiful Wrightsville Beach QUESTIONS? Contact your Conference CoChairmen, Scott Love, Scott@ncasp. com , 480-650-0230, and Mark Krajnik, MarkK@ncasp.com, 704-510-0900.

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Get Back in the Game. NCASP invites you – Carolina staffing specialists, recruiters, and partners – to the 2011 Carolina Annual Spring Conference, Thursday, April 28, through Saturday, April 30. Join us at the oceanfront Holiday Inn Resort in Wrightsville Beach, NC (910-2562231). * Rookies, start now to maximize performance * Drive higher fees with better negotiating * Gain confidence to gain clients * Rookie or Vet - Expand your recruiting toolbox

Conference Agenda Thursday, April 28, through Saturday, April 30, 2011 Holiday Inn Resort 1706 North Lumina Avenue Wrightsville Beach, NC 28480 910-256-2231 Wednesday, April 27 EVENING (Board Members Only) 5:30 p.m.

Board of Directors Meeting Conference Organization, Assignments, BOD Filming for NCASP.com

7:30 p.m.

Board of Directors Dinner

Thursday, April 28 MORNING 7:30 a.m.

NCASP Vendor Partner & Owner/Member Golf Outing TBA, Check-In

8:00 a.m.

2011 Conference Registration Open (through 5:00 p.m.) Vendor Partner Setup

8:30 a.m.

NAPS Certification Training and Skills Workshop CPC & CTS Exam Preparation (Includes Lunch and 2:00 p.m. Examination for Certification)

$299 for Members to attend. Ready to Play? Register now at NCASP.com

AFTERNOON OWNER/MANAGER/LEADER SESSIONS 12:00 p.m.

Vendor Partner Expo Opens

12:30 p.m.

Get Back in the Game Leadership Luncheon (Introduction by Jonathan Weiner) 11-4-11: The Top 11 Behaviors that will Drive Your Revenue for 2011 Scott Love, CPC & Mark Krajnik, CPC 90 minute, interactive session to focus on successful behaviors that will drive revenue in 2011 and beyond Upcoming Legal Issues Jill Benson

2:00 p.m.

Vendor Partner Expo Energy Break

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2:30 p.m.

Leadership: A Model That Works Today! Joe Judge, President, Clear Possibilities, LLC Competency - Trust - Relationships - Energy: A Model for Building Your Team Recognizing that Leadership and Life go hand-in-hand. This highly interactive session will last two hours and provide many take-aways for your team.

Joe Judge 5:00 p.m.

Vendor Partner Expo

5:30 p.m.

NCASP Vendor Partner Reception Sponsored by John Walters, Essential StaffCARE

Friday, April 29 MORNING 7:30 a.m.

Registration Opens Buffet Breakfast & Coffee Station (Breakfast until 8:30 a.m.) Vendor Partner Expo Opens

8:15 a.m.

2011 NCASP Welcome and Introductions Scott Love, Mark Krajnik, Jonathan Weiner & Mary Mallett

8:30 a.m.

Get Back in the Game Kick Off (Intro by Chris Kennedy) Richard Wahlquist, ASA President and CEO

9:00 a.m.

Morning Key Note: Get Back in the Game! (Intro by Scott Love) Four Advanced Strategies for Breakout Performance: Mindset, Measures, Methodology, Momentum Ken Christian, PhD, Maximum Potential, Sacramento, CA Ken Christian is a performance psychologist, author of Your Own Worst Enemy: Breaking the Habit of Adult Underachievement and founder of the Maximum Potential Project. Key Takeaways: • A no-fault, no self-attack Mindset that sets stage for high performance • Measures to take that nurture, enhance and radically protect focused work time • A Methodology or protocol for radically increasing productivity • How to increase and sustain Momentum to lock in a permanent shift in performance

10:15 a.m.

Vendor Partner Expo

10:45 a.m.

Negotiating Tactics & Demands (Intro by Frank Bealer) Rob Mosley, Next Level Exchange, Plano, TX In tough times clients and prospects can become very tactical and demanding. They use tactics either consciously or subconsciously to influence your perception of what is right and what is fair. The key is to neutralize the tactic and not your client. When you begin to recognize a tactic-as a tactic, its effectiveness is greatly reduced. This program is about your ability to create your own future circumstances with clients and prospects through a better negotiation process by first preventing, then recognizing and responding to client tactics and demands. You can never concede your way to a healthy client or candidate partnership.

Ken Christian

Rob Mosley

AFTERNOON 12:00 p.m.

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Awards Luncheon Jonathan Weiner, NCASP In order to recognize outstanding performance, we will all congratulate our new Hall of Fame, Rookie of the Year and more! Jon Maly, CareerBuilder, Chicago, IL Sponsored by CareerBuilder.com • Generating new leads by positioning your firm as a thought leader and knowledge expert in staffing and hiring. • Quickly targeting the most qualified prospects for your services to close more business faster.

Jon Maly January/February 2011

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1:15 p.m.

Vendor Partner Expo Coffee, Tea and Desserts

1:45 p.m.

What Now? A Quick Start Guide to success in staffing today! (Intro by John Walters) Donna Mallard, Principal, Mallard & Associates, Raleigh, NC After this interactive workshop, participants will be able to: • Identify the current state of the staffing industry • List strategies and when they are appropriate for prospects/clients • Practice uncovering challenges with different client roles • Complete an Implementation Game Plan outlining the next step • Go back to the office, armed with confidence to compete in today’s market!

Donna Mallard 1:45 p.m.

Herding Cats: Next Level Strategies in Candidate Recruitment (Intro by Spruill Alexander ) Karen Schmidt, Training Director, Next Level Exchange, Plano, TX This session is about your ability to source both passive and proactive candidates by developing collaborative relationships to ensure a higher probability of recruitment success. This session will provide you with real skills to answer the following questions: • How do we source candidates in a time effective and efficient manner? • How do we differentiate ourselves from our compietitors? • How do we build real value in a market that tends to see us as “vendors” or a “necessary evil”? • How do we properly manage candidate tactics and demands so that we are seen as more than just a commodity? • How do we elevate our level of relationship to ensure committed and motivated candidates that want to work with us? This session is designed to help tenured recruiters master advanced techniques for candidate development.  It is the accumulation of the very best practices of top billers and niche specialists in the recruiting industry.  

3:15 p.m.

Vendor Partner Expo Energy Break

3:45 p.m.

Afternoon Key Note: Get Back in the Game! (Introduction by Jonathan Weiner) Maximizing Your Potential… in Recruiting and in Life (Presenting 15-Minute Film Clip) Jonathan Bartos, CEO, Jonathan Scott International, Mason, OH As the recession comes to an end and the recovery begins, firms will be assessing the damage and asking that all important question - “What is the best way to maximize performance?” There have been significant changes in the way our candidates and clients will do business. Even though things are picking up, those who think 2011 will be easy money and back to business as usual will be in for a rude awakening. With rumors of a jobless recovery and unemployment rates between 8-10%, it is predicted to be anything but easy. This session will address the specific actions that Owners, Managers and Recruiters need to do to maximize the opportunities you are presented. How you and your organization handle these important changes and the actions you take will determine the level of success you will have in 2011.

5:00 p.m.

2nd Annual NCASP Beach Volleyball Tournament & Beach Party Compete down on the beach, wear your team shirts and enjoy music, food, drinks, a net and a white ball. The winning Team will be recognized in the Ball Room at 8 p.m.

7:00 p.m.

NCASP Beach Party 2011 Open bar and Buffet

Karen Schmidt

Jon Bartos

A Minute to Win It! Compete in A Minute to Win It games for prizes. It’s All Fun & Games! Silent Auction Begins, Raffle Tickets, Photo Booth, Prizes, Music & Dancing. Fun for Everyone!!! Charity Texas Hold ‘Em Poker Tournament Tournament begins, benefiting the Miracle League in Raleigh, NC Presented by All-In Entertainment, Cary, NC

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8:30 p.m.

LIVE Auction hosted by Surprise Celebrity Also, our Annual Silent Auction concludes, and the 50/50 Raffle will be awarded. We will be supporting the Miracle League in Raleigh, NC

Saturday, April 30 MORNING 9:00 a.m.

Seated Breakfast

9:00 a.m.

Employment Law Review & Ethics Jill Benson, Spillman Thomas & Battle Law, Winston Salem, NC Throughout the conference Jill Benson, Esq. will be discussing: (1) Client Contracts: The Good, The Bad, and the Ugly (2) HealthCare Reform: One Year Later (3) I-9 Update: How to Detect Fraudulent I-9 Documents (4) Managing Employees with Health Problems - How the interactive process can avoid lawsuits

Jill Benson 10:00 a.m.

Master Mind Round Tables: Speed Training You don’t want to miss this. This will be a high energy, interactive look into best practices and SME insight from our Trainers and Partners. There will be 6, 10 minute sessions where our Speakers and trainers come to you to both educate and provide insight in their specific areas of expertise. Featuring: Jonathan Bartos, Frank Bealer, Ken Christian, Joe Judge, Chris Kennedy, Donna Mallard, Karen Schmidt and Jill Benson

11:00 a.m.

Prize Drawing Scott, Mark and the rest of the 2011 NCASP Board of Directors close the 2011 NCASP Annual Conference

11:15 a.m.

Holiday Inn Check Out Thanks for your participation!

He Said, She Said. “I really enjoyed myself at the conference this year! This group is really special to me. It’s almost like a second family.” - Cassie Watkins of Wells Fargo, 2010 NCASP Conference Participant “I enjoyed meeting everyone at the beach. Sarah and I both feel we can get some good business from your group.” - Lee Lloyd of Vantage Point Services, 2010 NCASP Conference Participant “The NCASP conference was one of the best shows we have attended! Not only was it a good time, but it was also great for making connections for new business opportunities! Thank you NCASP for a job well done for balancing business and fun!” - Chris Kennedy of Bond Adapt, 2010 NCASP Conference Participant “Of all the conferences we attend each year, NCASP is the best!” - John Waters, Essential StaffCARE NCASP.com

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CONFERENCE SPEAKER

What Now? Fine tune your knowledge and skills Congratulations! You’ve just survived the longest and deepest recession since the Great Depression! Whether you’re new to the industry or a seasoned veteran, it’s a great time to fine tune your knowledge and skills. Educate yourself on economic/ staffing industry trends. Ben Benanke, chairman of the Federal Reserve Board, reported to Congress on July 21, 2010, that economic expansion began in the middle of 2009. Interestingly, the ASA Staffing Index bottomed out the week of June 29, 2009, and has grown almost nonstop since, strongly suggesting that the end of June was the turning point – the trough. Study the “big picture.”

LEARN

The United States staffing industry is anticipated to grow faster and add more new jobs over the next decade than just about any other industry. Make the most of it! You may never have a better opportunity.

Pinpoint client needs. Are you customer centric? What are the challenges your clients face? Make evaluating your clients’ ever changing problems a top priority.

Donna Mallard Provide workforce solutions. No answers in-a-box. Put away the printed list of offerings. Although some of your standard strategies may address client needs/ cultures, sometimes the solution is an entirely new offering! Start with client challenges and back into the solution.

Donna Mallard, CSP, brings twenty-six years of staffing industry experience to her role as CEO of Mallard & Associates and partner in Staffing e-Trainer. Mallard provides executive coaching and consulting services, along with staff development, specifically for the industry. Over the last fifteen years, Mallard has presented at numerous national and state industry associations She served on the faculty for two years at Staffing Industry Analyst’s Staffing Industry Summer School and presented at the American Staffing Association’s annual conventions, twelve state conferences and several Interaction Webinars. In addition, over eighty staffing companies in the United States have benefited from training and consulting services since 1994.  Staffing industry knowledge and experience, combined with training expertise, enable Mallard to offer a practical, customized approach to enhancing employee and company performance for long term profitability. dmallard@staffingetrainer.com

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CONFERENCE SPEAKER

Stop Sucking the Life Out

Are you an energizer?

It’s been tough! What an understatement. The last couple of years have taken a toll every way imaginable. Attitudes tend to slip then energy starts to wane. How many times has someone’s number showed up on your caller ID and your first reaction was “crap!” How often does an employee walk into the office and you can literally feel the energy drop? If so, you know just what I am referring to. As energy goes, results follow. In a tough competitive market, leaders cannot afford to ignore energy in the work place. The rule of energy is that you either put it into something or take it out. As leaders, we need to understand that the workplace will seldom exceed the level of energy that we personally set. So when in lineof-site of those we work with, turn your switch on.

LEARN

Joe Judge •• Be aware, be active and put out energy. •• Smile, watch your voice, move with purpose and talk about energy with employees. •• Create contests other than those around numbers: best desk, best healthy homemade snacks, greatest weight loss. •• Set the expectation of a high -energy office and watch as solutions replace problems.

Joe’s specialty is helping individuals, teams, and organizations successfully align behaviors in order to achieve their stated objectives. With this comes a simple process for handling conflict, holding people accountable, dreaming, and developing teams that excel. In the early 1990s, Joe was asked to help develop a leadership program for Lutheran clergy. While doing that, he found a passion for understanding organizational dynamics and motivational value systems, as well as coaching others towards excellence. In 2000, Joe joined Staub Leadership Solutions in Greensboro where he soon became partner and president. At Staub, his clients ranged from large corporations to small family businesses. In 2009, Joe stepped away from his responsibilities at Staub to focus on writing, volunteer work, living a more balanced life, and starting his own company, Clear Possibilities. joe@clearpossibilities.net  

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CONFERENCE SPEAKER

Maximize Your Potential A new economy approaches

requires

new

As the recession comes to an end and the recovery begins , firms will be assessing the damage and asking that all important question - “what is the best way to maximize peformance?”  

LEARN

There have been significant changes in the way our candidates and clients will do business.   Even though things are picking up, those who think 2011 will be easy money and back to business as usual will be in for a rude awakening.  With rumors of a jobless recovery and unemployment rates between 8-10%, it is predicted to be anything but easy.   The sessions will address the specific actions that Owners, Managers and Recruiters need to do to maximize the opportunities you are presented.   How you and your organization handle these important changes and the actions you take will determine the level of success you will have in 2011.      

Jon Bartos

•• The four generations in the work force and how to work with each

•• The processes to consistently perform at the top of your game

•• Business Development techniques that will lead to money immediately

•• Which technologies are producing the most results and the processes to use them

•• The key metrics to worship for an office , a practice or a desk •• The role technology now plays in recruiting and how to master it

Jon Bartos is a premier writer, speaker and consultant on human capital and achievement. As president and CEO of Jonathan Scott International in Mason, Ohio, he has achieved industry-leading success. He is one of an elite group of executive recruiters who have billed over $1 million annually. In a 10 year period from 1999 to 2009, he cashed in over $10 million in personal production. His office has won over 17 international awards in the MRI Network, including International Billing Manager of the Year and Top 10 SC Office. Jon also competes nationally in Masters Track and Field. He was the 2004 National Masters Outdoor Pole Vault Champion and the 2010 National Masters Indoor Pole Vault Champion. Jon recently launched Magnum, a personal coaching program to help business professionals reach new levels of personal and professional success. You can also hear his weekly radio show “It’s all about Talent” exclusively on jon@jonathanscott.com

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CONFERENCE SPEAKER

HERDING CATS Next Level Strategies in Candidate Recruitment It’s about your ability to source both passive and proactive candidates by developing collaborative relationships to ensure a higher probability of recruitment success. Be open to a new concept, a new approach, or perhaps even shifting your paradigm just a little. Most of you know the definition of insanity – in fact, some of you might actually feel like you are sometimes married to it or work in the office next to it! The definition of insanity is “doing the same thing over and over again and expecting a different result.” During our time together, you will be encouraged to release your current standards of operation. Lao Tsu said it best: “When I let go of what I am, I become what I might be.”

LEARN

What does this mean as it relates to today? If you leave after this session and go back to the way you’ve always done it, you will be where you are today. If you want to be more, accomplish more, or grow more, it requires you to adopt an open mindset around the tools and concepts we will cover in this session.

Karen Schmidt

•• Differentiate yourself from your competitors •• Build real value in a market that tends to see recruiters as vendors •• Properly manage candidate tactics and demands so you are seen as more than just a commodity •• Elevate your level of relationships to ensure that candidates are committed and motivated candidates to work with you.

Karen Schmidt is a Partner and the Director of Training and Development for Kaye/Bassman International and oversees all training initiatives and ongoing career development organizationally. At Kaye/Bassman, she is exclusively responsible for the rookie training program and continued partner and associate development. Her programs cover a variety of topics, from basic recruiting fundamentals, to effective marketing techniques, to long-term development.” Karen is also a Partner with Next Level Exchange and a frequent consultant to search firm owners who have a greater vision of growth, hiring, and training.   Karen graduated from Southern Methodist University in Dallas TX. In 2010, she was recognized by the Dallas Business Journal’s “40 Under Forty,” a list of rising young leaders in the Dallas area. kas@nlrtraining.com

NCASP.com

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CONFERENCE SPEAKER

Breakout Performance Four Steps to Breakout Performance

If you want to be at the top of your field, how do you get there? You need a reliable plan and system. This is the ideal moment to put one in place. Here are four advanced strategies. 1) Mindset. A Breakout mindset 1) says no to self-limiting beliefs and 2) stems for a skills mind set. A skills mindset says breakout performance is a matter of acquiring technique. A talent perspective says you either have or don’t have what it takes. Research shows that success stems from a skills mindset. 2) Measures. Acquire the skills and mentoring you need and then set up your environment to radically support focused attention. That includes turning off anything that could interrupt you, e.g., smart phones, computer programs—when it’s time to focus.

4) Momentum. Momentum arises from relentlessly applying the first three strategies. Momentum takes effort to establish, but once established, increases in performance take less effort and occur more rapidly.

Kenneth W. Christian, Ph. D., is a licensed psychologist whose sole focus for the last twenty years has been helping individuals, parents, educators and organizations and their leaders remove limitations and maximize potential. In 1990 Ken founded the Maximum Potential Project and in 2002 published Your Own Worst Enemy: Breaking the Habit of Adult Underachievement. He has also authored An Invitation to Personal Change, and written more than 50 articles. His work has been cited in numerous national publications. Ken has been a university professor, private practice clinician, speaker, organizational consultant and program developer and has worked with incarcerated juveniles. His team-building experience began as team

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Ken Christian LEARN

3) Method. For breakout performance, set up a stepby-step protocol involving two, two-hour blocks of uninterrupted focused time for calls and other essential daily tasks. Work intensively with maximum focus.

•• A no-fault, no self-attack Mindset •• Measures to take that nurture, enhance and radically protect focused work time •• A Methodology for increasing productivity •• How to increase and sustain Momentum to lock-in a permanent shift in performance

leader of a multi-racial, multi-cultural, six-member team of community paraprofessionals (the team quickly became the highest-rated in the nation on all measures of performance related to goals); and later as coach for one season to his then ten-year-old daughter’s softball team (which went all the way to the league championship game and unfortunately lost due to tragically impaired umpiring.) Through mentoring, training, and writing, Ken shares his passion, knowledge, and experience with organizations worldwide. He lived in Paris from 1999 to 2002, speaks French, and, with sufficient accompanying hand gestures, can find a good restaurant in Spanish.

ken@maxpotential.com

NCASP.com


CONFERENCE SPEAKER

Hearing is not Listening

Listen first, talk later

Have you ever found yourself in a situation where you are listening to your spouse or colleague relate something that is extremely important to them? While they are speaking, something comes to mind and you cannot wait for them to finish so you can tell your story. This is the point where you can still hear them, but you are no longer listening. If you’re like many people and have not completed significant training in active listening, then what you are doing much of the time is ‘hearing,’ not listening. Active listening is a very specific set of techniques that do not just happen automatically. You must learn, train and practice the techniques to achieve competency in active listening.

LEARN

To listen actively is to first of all listen without deciding or judging about what you hear. Active listening is the process of temporarily setting your world aside and concentrating on the other person’s message and meaning. Evaluations, decisions and reactions can come later.

Rob Mosley

•• Listen without deciding. •• Use a neutral tone of voice. •• Maintain good eye contact and a relaxed posture. •• Avoid listening autobiographically. •• Ask open-ended questions. •• Reframe to show understanding and to clarify.

•• Go through the doors that they open. •• Get closure. •• Don’t use active listening to manipulate or persuade. •• Practice at home first. •• Active listening is not a discussion or teaching.

Rob is the Sr. Director of Training and Development for Next Level Recruiting Training. Rob comes to Next Level from MRINetwork™ Corporate in Philadelphia, PA, where he served as the Chief Learning Officer, responsible for all training and sales development of 1,100 offices worldwide.

Rob’s knowledge of the search industry comes from 10 years with Merritt Hawkins and Associates, part of AMN Healthcare, the nation’s leading provider of clinical healthcare staffing and consulting services. Rob was MHA’s Marketer of the Year for three consecutive years and served as Vice President of Corporate Business Development.

Previously Rob was with the Acclivus Corporation, an international performance development company. He has facilitated the Acclivus curriculum on five continents and was part of the Acclivus team responsible for global relationships with companies as diverse as Dell Inc., Accenture, KPMG Consulting, CDI Corporation, and Dun & Bradstreet.

He is a licensed facilitator for Stephen Covey’s The 7 Habits of Highly Effective People. Rob holds master certifications in Consultative Selling, Performance Coaching, Advanced Sales Negotiation, Strategic Client Communication, and Major Account Planning & Strategy. Rob holds a BA (cum laude) and JD from Baylor University.

rob@nlrtraining.com  

NCASP.com

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CONFERENCE SPEAKER

Evaluate Your Game Sales Techniques and Tools for 2011

Business development initiatives top the list of priorities for many staffing and recruiting firms in 2011. This session highlights simple strategies firms can deploy to expand their business with new and existing customers, including:

• Generating new leads by positioning your firm as a thought leader and knowledge expert in staffing and hiring.

• Quickly targeting the most qualified prospects for your services to close more business faster.

• Leveraging new technologies and social media resources to expand your network and deliver customized messages to new sales prospects.

LEARN

Jon Maly

· Generating new leads by positioning your firm as a thought leader and knowledge expert in staffing and hiring · Quickly targeting the most qualified prospects for your services to close more business faster · Leveraging new technologies and social media resources to expand your network and deliver customized messages to new sales prospects

Jon Maly, Chicago, IL Regional Sales Manager, Staffing and Recruiting Group Jon Maly is a Regional Sales Manager in CareerBuilder’s Staffing and Recruiting Group.  He leads a team of Senior Account Executives in providing effective recruiting solutions to small-to-mid size staffing and recruiting firms throughout the Southeast. Maly joined CareerBuilder as a Senior Account Executive in 2007 and was promoted to a leadership position in just two years. Jon graduated from the University in Illinois and owned a business focused on providing direct mail services before joining CareerBuilder. Jon.Maly@careerbuilder.com

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CONFERENCE SPEAKER

Legal Matters Employment Law Review & Ethics Throughout the conference Jill Benson, Esq. will be discussing: (1) Client Contracts: The Good, The Bad, and the Ugly (2) HealthCare Reform: One Year Later (3) I-9 Update: How to Detect Fraudulent I-9 Documents (4) Managing Employees with Health Problems - How the interactive process can avoid lawsuits

LEARN

Jill Benson •• Client Contracts: The Good, The Bad, and the Ugly

•• I-9 Update: How to Detect Fraudulent I-9 Documents

•• HealthCare Reform: One Year Later

•• Managing Employees with Health Problems How the interactive process can avoid lawsuits

Jill Benson is an attorney in the Winston Salem office of Spilman Thomas & Battle, PLLC. Ms. Benson’s primary area of practice is labor and employment law, which includes litigation, appellate practice, and counseling in the areas of discrimination, wage and hour, and compliance with I-9 employment eligibility requirements. Ms. Benson’s practice also focuses on complex commercial and business litigation. She represents clients in proceedings before federal and state administrative agencies, including the Equal Employment Opportunity Commission and the Department of Labor. Ms. Benson drafts employee handbooks, employment agreements, and confidentiality agreements. She also conducts internal audits of employment policies and procedures, and provides training to clients of various employment matters. jbenson@spilmanlaw.com

NCASP.com

January/February 2011

17


VENDOR PARTNERS

2011 Conference Vendors Mary Mallett, CPC, SearchPro

2011 is shaping up to become a banner year for the Staffing and Recruiting business to make a comeback! We are grateful for our loyal Vendor Partners who have committed to join us for our Annual Carolina Spring Conference. Essential StaffCARE is our Key Gold Sponsor and will be hosting our Vendor Partner Reception on Thursday, April 28 at 5:30 pm. Careerbuilder is our Silver Sponsor and Jon Maly will be speaking at our Awards Luncheon on Friday, April 29th at 12:00 noon. Our Bronze Sponsors are Bond Adapt, Tricom Funding, The Clement Companies, Mercury Insurance Group, Spilman, Thomas & Battle and Mind Your Business, Inc.

Our Booth Sponsors are Vantage Point Services, RCS, Wells Fargo, Global Cash Card, Coats Integrated Software, Hirease and Top Echelon. We have an action packed schedule with a lineup of stellar national speakers and loads of fun entertainment planned where you can network. Plan to step out ahead of your competition and get back in the game and get retooled, retrained and rejuvenated at the Beach. Click on ncasp.com to register today and reserve your hotel room at the Holiday Inn Resort at Wrightsville Beach (910-256-2231) Mary Mallett is NCASP Director of Vendor Partner Relations and recruiter/ owner of SearchPro, a financial services recruiting firm. You can become an NCASP sponsor today by contacting her at Mary@SearchPro.com, MaryM@ NCASP.com, or 704-849-9092.

Welcome to our newest Premier Vendor Partner, Mind Your Business, Inc. They specialize in investigative background checks and information services. They are dedicated to helping corporations make better informed hiring decisions. Find them at www.mybinc.com

Vendor Partner Index Natalia Vidmar (page 2) 773.527.2975 natalia.vidmar@careerbuilder.com

Mark Demaree (page 26) 330-455-1433 x172 mdemaree@topechelon.com

Frank Bealer (page 4) 865-425-1037 fbealer@mercurygrouponline.com

Spruill Alexander (page 27) 252-756-8300 x204 salexander@clementins.com

Karen Caruso (page21) 828-698-9905 Kcaruso@mybinc.com

Chris Kennedy (page 28) 804--266-3300 x 607 ckennedy@bond-us.com

Karen Connor (page 21) 800-481-5894 kconnor@coatssql.com

Jill Benson, Esq. (page 29) 336-970-5206 JBenson@spilmanlaw.com

Joe Purcell (page 21) 888-220-4477 x202 jfp@globalcashcard.com

Richard Skinner (page 30) 800-807-7475 rskinner@riskcontrolservices.com,

Julie Ann Blazei (page 23) 262-509-6225 jblazei@tricom.com

Sarah Price (page 30) 800-792-4339 Sprice@vpscreening.com

18 January/February 2011

Scott Cox (page 30) 704-556-2594 scott.cox@wellsfargo.com Paul Dent (page 30) 910-693-1764 paul.dent@hirease.com John Walters (page 32) 864-527-0474 JohnWalters@iagbenefits.com Jim Shaki 828-329-4759 publisher@recruitereco.com

NCASP.com


North Carolina Association of Staffing Professionals 2011 Vendor Partner Memberships Premier $1,000

Events Conference

■■

Eligible for selection as Guest Speaker at NCASP Luncheon Seminars and/or a Webinar during the year. May attend all NCASP Conferences and Luncheons at regular Member rates.

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Invited to participate in the Premier Vendor Roundtable Group at State Conferences.

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Eligible to be highlighted in a “Spotlight on Vendor” article in our Bi-Monthly NCASP E-zines. Your company logo in all five Bi-Monthly NCASP E-zines.

Web Exposure

■■

Your company logo on our www.ncasp.com for six months.

Communications

■■

Provided with a list of current NCASP Members with their contact information.

Memberships

■■

NCASP Premier Membership (Non-Voting) for One Full Year.

Events

■■

May attend all NCASP Conferences and Luncheons at regular Member rates.

E-zine Exposure

■■

Your company logo in our NCASP E-zines for 6 months.

Web Exposure

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Your company logo on our www.ncasp.com for 3 months.

Memberships

■■

NCASP Partner Membership (Non-Voting) for One Full Year.

Events

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May attend all NCASP Conferences and Luncheons at regular Member rates.

E-zine Exposure

■■

Your company logo in our NCASP E-zines for 3 months.

Web Exposure

■■

Your company logo on our www.ncasp.com for 1 month.

Memberships

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NCASP Associate Membership (Non-Voting) for One Full Year.

ASSOCIATE: $350

PARTNER $600

E-zine Exposure

■■

NCASP Vendor Partners PREMIER

STAFFING & RECRUITING PARTNER

ASSOCIATE

NCASP.com

January/February 2011

19


VENDOR PARTNER SPOTLIGHT

Bringing Excellence to the Industry The staffing industry has a unique set of specific needs. From rapid placement to due diligence compliance MYB recognizes the need to custom tailor a screening program. Mind Your Business offers flexible options to fit the requirements and budget of every client and is there for you every step of the way. MYB provides a cost effective way to ensure that your staffing company is making the most informed hiring decision. MYB’s management philosophy is to provide accurate information to the client within the requested time period, at a fair cost and provide a high level of customer service; ensuring the customer understands the results of the information MYB strives to maintain superior services, and continuously demonstrate to customers, employees, and vendors our honesty, integrity, diligence, and stability. About Mind Your Business

Key Services:

• • • • • • • • • • • • • MYB offers a vast array of services designed to obtain the • most valuable and accurate reportable information available. • Our quality control team verifies and re-verifies all derogatory • Located in Hendersonville, NC, Mind Your Business, Incorporated (MYB) is an award winning provider of preemployment screening, investigation and information services for families, businesses, and government agencies nationally and internationally since 1996. Under the management and guidance of CEO, Karen Caruso, Mind Your Business has become a community and industry leader by combining world class customer care with the highest quality information services available while taking personal responsibility to aid in the success of the businesses it services and the local community.

Domestic and International Screening Solutions Criminal Record Checks Credit Report Motor Vehicle Report Social Security Number Trace Education Verification Employment Verification Work and Personal Reference Interview/Verification Worker’s Compensation Claims Professional License Verification Drug Screening Online Personality Assessments/Evaluations EEO Investigations Visitor Management Program DOT Crash Reporting Applicant Tracking Integration

information for accuracy before returning it to the client.

Karen Caruso is an author with LifeSuccess Publishing. The publishing company is owned by Bob Proctor, star of the movie The Secret. Karen’s book on how to capture success, no matter where you have come from in life, or what pits you have fallen into, is expected to be released later this year. Karen’s story about finding the strength you already have, but don’t know it, and turning it into gold will be inspiring for all. To contact Mind Your Business, call 888-758-3776.

20 January/February 2011

NCASP.com


Corporate Services Criminal Record Checks Credit History Motor Vehicle Report Social Security Number Tracing Education Verification Work and Personal Reference Interview Worker's Compensation Professional License Verification Drug Screening

Call us: 888-758-3776 www.mybinc.com

NCASP.com

January/February 2011

21


BUSINESS TIPS

Beyond The Bank Line of Credit: The Truth About Asset Based Lending For Growing Staffing Companies By Julie Ann Blazei, Tricom Funding Economists have declared the recession over. Tell that to small business owners throughout the country still struggling to receive the credit they need to grow their businesses. A recent article in Crain’s New York Business entitled “Why can’t these companies get a bank loan?” revealed that access to capital is the number one business issue for half of the private companies nationwide. They found that banks are still being extremely cautious with their credit for small businesses, approving only 20 to 30 percent of small business credit applications. For example, at Wells Fargo, loan decisions are generally based on cash flow plus collateral. Most small businesses’ cash flow has declined, and real estate values have dropped significantly. Many small businesses are turning to credit cards to make up the difference. However, credit cards are becoming a less reliable and costlier source of start up and operating capital. Small businesses were not covered in the recent financial reform bill that tightened restrictions on the fees and interest credit card companies could charge consumers. The Crain’s article indicated that among companies with fewer than 500 employees, 34 percent carried more than a quarter of the company’s overall debt load on a credit card, oftentimes paying interest in excess of 10 percent. As a staffing company owner, the silver lining in all of this is that you have options when it comes to credit in the form of asset-based lending.

22 January/February 2011

For the longest time, there was a stigma attached to asset-based lending and those companies that used it. It was for companies with bad credit, strapped for cash, and unable to get funding from traditional sources such as banks. Not anymore. More and more staffing companies are using asset-based lending, not because they have to, but because it offers the flexibility and competitive pricing they’re looking for to help their businesses grow. Plus, when you pick the right asset-based lender, you may also acquire expert industry resources for your business as well.

Flexibility

Flexibility is the biggest difference between asset-based lending and traditional bank lines of credit. Staffing is usually one of the first industries to feel changes in the economy. While banks are still operating under their current tight credit restrictions of the recession, staffing companies are looking to grow. They need financial partners that can support and enable — not inhibit — that growth. Asset-based lending is a revolving line of credit that fluctuates based on your accounts receivable balance. It easily allows for larger credit limits in times when your A/R balance necessitates increases. An asset-based business line of credit is usually designed for the same purpose as a normal business line of credit — to allow the company to bridge itself between the timing of cash flow of payments it receives and expenses. Asset-based lenders are NOT factors. Factors actually purchase your accounts receivables. This is not a loan, but a purchase of the

financial asset. With factoring, the factor will try to alleviate its risk by controlling with whom the company does business to make sure those customers can actually pay. They’ll also take an active, intrusive role in collections from customers. A factor will typically base funding on each customer’s risk, not on the total portfolio risk. With asset-based lending, you still own your accounts receivables, and those assets are used as collateral against the funds you borrow. In staffing, one big contract can mean an immediate need for more financing, which traditional bank lines of credit are not set up to accommodate. To increase your bank line of credit, you may need to wait as many as 30-60 days for a review, as well as pay additional fees to have your line increased. Asset-based lenders who specialize in the staffing industry understand that a staffing company needs funds quickly. They can often increase your credit line within a few days, if not automatically. This can mean the difference between landing that big new contract and having to let the opportunity pass you by.

Overall Cost

Another common misconception about asset-based lending is that rates are higher than traditional bank lines of credit. Competition within the industry has brought asset-based lending rates down. However, another important aspect to consider with any financial decision is any additional fees associated with your lending contract. With both asset-based lenders and traditional banks, you have your basic cost of funding: as with any credit contract, the better your credit, the better rates for which you are eligible. NCASP.com


Your rates can be calculated in many ways based on how quickly you pay. Be realistic when calculating how long you need to repay your line of credit and then determine your true cost from there. But that isn’t where your expenses end. Bank lines of credit often include a host of fees and expenses that can significantly increase your overall cost. These expenses need to be considered when comparing financing options, and can include line usage fees, loan fees, line of credit increase fees, lock box fees, and initial application costs. Banks may also impose strict guidelines on your staffing business, including business covenants that restrict how much executives can earn in a year, ROI requirements, capital expenditures, and limits on business growth. A word of caution here: some assetbased lenders offer what appear to be extremely low rates. However, these contracts may include incremental fees that can greatly inflate your true costs. Additional costs that can

quickly add up include items such as clearance delays, fund transfer fees, overnight fees, credit reporting fees, UCC fees, document fees and administrative fees. With ANY financial contract, make sure you have a true, full picture of your costs before you sign on the dotted line to avoid any unpleasant, unexpected hidden expenses.

Expert Resources

Unfortunately, to many banks, you’re just another loan on the books. A good partner often has expert resources to help your business make sound, strategic financial decisions. When you partner with financial lenders that specializes in the staffing industry, they often have resources beyond what traditional bank lenders offer. Oftentimes they’ll offer professional collections assistance, access to payroll processing services, online, real-time aging reports, and credit summaries to help you determine the credit-worthiness of new customers. They can also help you understand any tax implications of your business decisions such as entering new markets. The good asset-based lenders take a vested

interest in the success of your business and will look out for your best interests. That’s when it becomes more than just a vendor relationship, when you and your lender develop a true partnership that allows you to focus on your core strength: sales. Asset-based lending isn’t a shady, expensive, lender-of-last-resort option for companies with bad credit. More and more staffing company owners are realizing that their needs don’t fit into traditional bank line-of-credit. They are turning to asset-based lending — not because they have to — but because it makes good business sense and fits their needs. Asset-based lending is a solid, flexible financial option for staffing companies eager to grow their business. Julie Ann Blazei is an 18-year veteran of the staffing industry and President/ CEO of Tricom Funding, a leading resource to the staffing industry since the company was founded in 1989. Email: jblazei@tricom.com, phone: 888-487-4266

I know that I can

grow as fast as I need to ...

—Karl McCoy, President & Founder, ProTech Search

hear+read more

The secret is getting out at www.tricom.com/why

1-888-4-TRICOM (487-4266) front-end software WINFUNDS® payroll funding payroll processing invoicing receivables management monthly financial statements

Build your business on our foundation.SM

Join us on LinkedIn & Facebook. NCASP.com

January/February 2011

23


CERTIFICATION

Beach Certification, April 28 By Jillian Dodson, CPC, Greene Resources

I hope that 2011 has started off well for each and every one of you. Are you looking for a way to add to your credentials this year and further your education in staffing and employment law? What better way than to participate in the immersion and certification at our annual Spring conference. Not only will you receive your professional recruiting certification(s), but you will also have the option to stay for the conference and network with fellow professionals in our industry. NCASP will host NAPS at our upcoming spring Conference in April of 2011. NAPS will present the immersion course and certification exams on Thursday, April 28, prior to the kick off of our conference. I hope that you will strongly consider taking this valuable step in your career to get certified and participate in our conference. I’ve included several links below that will allow you to view additional information about each exam that will be offered; the CTS and CPC. h t t p : / / w w w. r e c r u i t i n g l i f e . com/credentialing/certifiedtemporary-staffing-specialist.cfm h t t p : / / w w w. r e c r u i t i n g l i f e . com/credentialing/certifiedpersonnel-consultant.cfm Bob Style, NAPS corporate counsel and author of the training materials, and Dr. Frank Burtnett, educator and author of the certification exam, will facilitate the immersion training and administer the exam. The immersion training will cover both the CTS (Certified Temporary Staffing Specialist) and CPC (Certified Personnel Consultant) material.

It is imperative that staffing and recruiting professionals stay current with legal, business, and related practices. Participating in the immersion and obtaining certification in our industry will differentiate you and your company from the competition. For those of you that have already taken this step in your professional career, maintaining your certification is very important. Once you have obtained your NAPS certification, it is yours for life, as long as you complete the continued education and training and submit this to NAPS. I’ve included a link below from the NAPS website that outlines this process. As I noted in the newsletter last month, the guidelines have recently changed and your training log should be turned in annually to NAPS versus on a three year timeline. I’ve included a link to the CEU log sheet below. NAPS has simplified this process to make it very easy for you to get and stay certified! h t t p : / / w w w. r e c r u i t i n g l i f e . c o m / c r e d e n t i a l i n g / continuing-education-faqs.cfm http://www.recruitinglife.com/pdfs/ceu_log_sheet.pdf I hope to see you at the certification and conference in April! Stay tuned for additional certification updates. Call or email me if you have questions: Jillian Dodson, NCASP Certification Director, jillian@greeneresources.com, Jillian@ncasp.com, 919-862-8602.

HUMOR

24 January/February 2011

NCASP.com


LEADERSHIP SPOTLIGHT

Scott Love, NCASP President Scott Love is NCASP’s 2011 President, and served previously as Co-Director of Membership and Co-Director of the Western Region. Scott is a recruiter at Attorney Search Group, where he’s been since 2002. He is owner and recruiting-sales coach at Great Recruiter Training, based in Asheville. You can reach him at 828.225.7700, Scott@ncasp.com, and Scott@ScottLove. com. What are your primary job responsibilities? As a trainer, I give recruiters life-changing secrets of recruiting to help them bill more. As a recruiter, I grow law firms by recruiting partner level attorneys. In which industries and functions do you specialize? Legal, only for firms in Washington DC. I work nationally as a trainer and coach. Which aspects of your job get you revved up? As a trainer, I love associating with winners who want to stretch and grow. As a recruiter, I love it when a candidate who tells me he is ‘happy where he is’ seriously considers what I have to say, goes on that interview, and at the end of the interview is ready to make a major life change.  I also love the client development, where my clients trust me to help grow their vision, to be their advocate in finding and recruiting their competitors’ best people. What’s one of your favorite recruiting stories? Having the candidate show up the day after the interview thinking he received a job offer, but he didn’t.  And my client decided to hire him anyway.  He was there for 7 years. Which aspects of your job would you outsource if you could? Anything with a detail. Tell me about your professional life before joining your current company. First day as a recruiter was in 1996.  I did telecom sales a few years before that. Before that I was a naval officer, where I was a leadership trainer at the world’s largest naval base.  I was also on a ship for 2 years. I was third in command when I was 22. Why did you leave that industry for recruiting? I was medically separated from the US Navy for migraine headaches.  How did your pre-recruiting life help prepare you for your current career? It gave me patience in dealing with people and getting them motivated to take action and excel at what they do. Has your NCASP membership benefited you thus far?   The Board members have become my closest friends.  Almost like family.  I don’t think you get that in other industries. Why did you join the NCASP BOD? I wanted to get more involved in something that I believed in and felt was worth my time. Anything else? Life is good.  I love my family.  I am with a great woman who is sweet all the time and who I love very much.  My boy is 9, just became a Cub Scout, and I love spending time with him.   We have a bipolar cat and a high maintenance, overly-needy dog.  I’ve limited my training to virtual-only with an occasional speaking trip, not like before when I was doing 2 or 3 presentations away each week. I am so glad I’m not on the road anymore. 

NCASP.com

January/February 2011

25


LEGAL MATTERS

Medical Inquiries for Temporary Workers: Timing is Everything by Jill Benson Can you ask medical questions or require medical examinations of job applicants? Yes, after you extend a conditional job offer and before the employee starts working. This postoffer period is your opportunity to ask about the individual’s illnesses/diseases, physical and mental health, workers’ compensation history, and even prior sick leave usage. What constitutes a conditional job offer in the staffing industry? According to the Equal Employment Opportunity Commission (“EEOC”), it is not enough for a staffing firm to offer an applicant a place on its roster for future consideration for a temporary work assignment. The staffing firm must offer the applicant a work assignment with a particular client. Once the job offer for a particular client is made, and before the employee begins working, a staffing firm can ask disability-related questions or require a medical examination as long as it does so for all employees in the same job position. Conducting medical inquiries outside of this narrow timeframe violates the Americans with Disabilities Act of 1990 (“ADA”) and makes you vulnerable to severe fines and penalties.

What are your options after the medical inquiry is conducted? The information obtained from the medical questioning and/ or exam must be kept strictly confidential and stored in a medical file (not the personnel file). A staffing firm may withdraw the job offer if the employee has a disability or has sustained prior injuries that prevent him/her from performing the essential functions of the job. The staffing firm or its client must prove that its decision was (1) job-related, (2) consistent with business necessity, and (3) that there was no reasonable accommodation that could have been made. If a staffing firm withdraws a job offer because the employee’s disability is a safety concern, then it must prove that the employee poses a “direct threat” to the workplace. Medical inquiries are extremely helpful in assuring your client that your temporary workers are capable of fully performing the essential functions of the job. Indeed, staffing firms that learn to operate within the boundaries set forth by the ADA are at a huge advantage. Contact your employment attorney if you are considering using medical questionnaires or exams to aid in the placement of temporary workers.

Get Back in the Game. NCASP invites you – Carolina staffing specialists, recruiters, and partners – to the 2011 Carolina Annual Spring Conference, Thursday, April 28, through Saturday, April 30. Join us at the oceanfront Holiday Inn Resort in Wrightsville Beach, NC (910-256-2231). $299 for Members to attend. Register now at NCASP.com

26 January/February 2011

Mark Demaree 330-455-1433, Ext. 172 MDemaree@TopEchelon.com NCASP.com


MEMBERSHIP NEWS

2011 Membership Specials By Marc Cochran, Target

2011, I think we all have been waiting for this year to come more than any other year in recent history. Optimism abounds in our business, as reflected by the American Staffing Association continuing to report that the Staffing Index is strong and continuing to hold steady. Here at NCASP we are excited about 2011, and what we have in store to offer our members. Staffing companies are starting to hire again to be prepared for their client’s growing needs, and recruiters are seeing more opportunities for placements. This year, being a member of NCASP is critical as you look to make 2011 the year that solidifies our industry’s comeback. There will be a focus on training more so this year than in years past.

How can you make your firm stand out? How can you prepare your employees for increased competition and regulations in their markets? How is it that we are only charging $99 for an Individual Membership where you can get access to all this training? NCASP is your resource for helping staffing and recruiting professionals in NC be at their top performance this year. Our new President, Scott Love, has a passion for the industry and is ready to take NCASP to new levels and continue the success that Jonathan has started.

Good luck to all in 2011, but don’t let your wins rely on just luck. Join NCASP and give yourself the training and motivation to guarantee that success.

Please feel free to reach out with any questions to me at 678-662-6308 or marc@ncasp.com.

Providing Staffing Insurance Programs for over 15 years. Property Workers Compensation Health Insurance

General Liability Third Party Fidelity Mini Med Health Benefits

Professional Bonds Life, Disability, Dental & LTC

1-800-849-8013 Scott Cooper and Spruill Alexander provide the knowledge and service that will help your staffing company understand why you need certain coverage and how to purchase the coverage at the most competitive rate. Make the call; you will be glad you did. Spruill Alexander ext. 204 Scott Cooper

NCASP.com

Scott Cooper ext. 226

Web Site: www.Clementins.com

January/February 2011

27


NCASP 2011 CHARITY

NCASP’S Silent Auction Will Support “The Miracle League of the Triangle” at the 2011 Spring Conference Late in 2004, after seeing a program about the Miracle League on television, businessmen Robin Rose and Tony Withers were inspired to establish the Miracle League of the Triangle. The principle was simple:  to provide children with special needs the opportunity to play America’s Favorite past-time.... the game of Baseball.  The hope was to have 40 children (4 teams) and over 100 volunteers for Opening Day. On September 16, 2006 The Miracle League of the Triangle opened its first season with over 100 players (8 teams) and over 200 volunteers from throughout the Triangle. On April 14, 2007 they proudly celebrated both the dedication of their field and growth to over 160 children (12 teams) with over 300 volunteers. Currently they have over 200 players (18 teams) and over 500 volunteers. We encourage you to come be a part of their growth and touch more and more lives by donating items to NCASP’s Silent Auction. For more details about the Silent Auction or the Miracle League, contact Kara Bertoncino (kbertoncino@ quality-staffing.com).

Chris Kennedy Regional Sales Manager Toll Free: 800.882.2663 ext. 607 Main: 804.266.330 ext. 607 Direct: 804.627.0607 Mobile: 804.347.8163 Email: ckennedy@bond-us.com

28 January/February 2011

http://www.miracleleagueofthetriangle.com/About/ about_history.aspx   *Our field: Through tremendous local community support and a close partnership with the Wake County Public School System, the children play on a state of the art, custom fitted field at Adam’s Elementary School, conveniently located near I-40 off Cary Towne Boulevard, Cary. NCASP.com


STAFFING TRENDS

2011 First Quarter Forecast

Labor Forecast Predicts 20.3% Increase in Demand for Temporary Workers Industry Consulting Firm G. Palmer & Associates’ Quarterly Forecast Assists in Previewing Near-Term Hiring Patterns The positive direction of sequential increases in temporary help was supported by December, 2010’s gain in overall non-farm numbers, Palmer said. Temporary help, which typically is the first job category to improve at the beginning of an economic expansion, continues to see gains. However, the non-farm jobs are still seeing less-than-anticipated positive movement as compared with previous recoveries. Continued unevenness also is being experienced in certain temp labor categories, such as industrial staffing, which has been has been a strong segment and is expected to continue its growth. Other sectors within healthcare and IT are also expected to continue to demonstrate strong year-over-year gains in the 2011 first quarter. Conversely, professional staffing and direct hire, both of which historically lag, are seeing signs of renewed growth, but at somewhat softer rates. For a full report, visit the Press Room gpalmerassociates.com

NCASP.com

January/February 2011

29


We Spot Bad Eggs. Wells Fargo Insurance Services

Vantage Point Services spots liabilites before and during employment.

Providing staffing companies with flexible and cost effective insurance solutions By taking the time to understand your company, we can provide you with a level of insurance protection designed to mitigate your particular risks.

Will potential upcoming changes at the NC Administrative Office of the Courts affect your background screening prices and turnaround times?

Wells Fargo Insurance Services USA, Inc. Scott L. Cox, CPCU, CIC Vice President 704-556-2594 scott.cox@wellsfargo.com

No matter what happens with the NC AOC, Vantage Point Services will continue to offer instant NC statewide criminal checks at the most competitive price.

wellsfargo.com/wfis

Toll Free (800) 792.4339

Š 2011 Wells Fargo Insurance Services. All rights reserved.

010711ab-B_AD_NC-StaffingInd 3x4 bw.indd , Inc.

1

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1/21/2011 4:33:34 PM

Are they telling you everything? Because we will.

Employment & Educational Verifications. Reference Checks. DMV Checks. Criminal Backgrounds. Credit History. Drug Testing and Much More.

Toll Free 877-253-6330 or www.hirease.com

30 January/February 2011

NCASP.com


NCASP2011/2012.BOARD OF DIRECTORS

NCASP.com

Scott Love, CPC President Phone: 480.650.0230 Email: scott@ncasp.com Web: scottlove.com

Mary Mallett, CPC Co-Director of Vendor Partner Relations Phone: 704-241-2996 Email: marym@ncasp.com Web: searchpro.com

Michelle Coviello, CPC Director, Regional Events Phone: 919.280.1671 Email: michelle@ncasp. com Web: hirenetworkscom

Jonathan Weiner, CPC Past President Phone: 704.756.8751 Email: jonathan@ncasp. com Web: acs-clt.com

Rita Bottoms, CSP Co-Dir. Vendor Partner Relations Phone: 336.970.5206 Email: rita@ncasp.com Web: temporaryresources. com

Jill Benson, Esq. Director at Large, Non-voting Phone: 336.970.5206 Email: JBenson@ spilmanlaw.com Web: spilmanlaw.com

Quintin Williams, CTS Vice President Phone: 336.403.6487 Email: quintin@ncasp.com Web: debbiesstaffing.com

Jillian Dodson, CTS, CPC Director, Certification Phone: 919.606.2256 Email: jillian@ncasp.com Web: greeneresources. com

Mark Griffin, CSP Vice President Phone: 336.337.3327 Email: markg@ncasp.com Web: procurastaff.com

John Ravelli, CPC Director, Education Phone: 919.291.8320 Email: john@ncasp.com Web: TTRecruiting.com

Mary Storms, CPC Secretary Phone: 704.607.9118 Email: marys@ncasp.com Web: stormsassociates.com

Marc Cochran, CSP Director, Membership Phone: 678.662.6308 Email: marc@ncasp.com Web: target.com

Wendy Ward, CPC Treasurer Phone: 828.302.4042 Email: wendy@ncasp.com Web: cvstaffinginc.com

Anna Hudson, CPC, CSP Director at Large Phone: 704.553.8120 Email: anna@ncasp.com Web: corestaff.com

Carol Ashby, CTS Dir. of Communications Phone: 704.996.4757 Email: carol@ncasp.com Web: debbiesstaffing.com

Kara Bertoncino, CSP Director at Large Phone: 919.818.3773 Email: kara@ncasp.com Web: quality-staffing.com

Mark Krajnik, CPC Conference Chairperson Phone: 704-510-0900 Email: mark@ncasp.com Web: kellyservices.com

Cheryl Neely, CTS Director at Large Phone: 704.975.1137 Email: cheryl@ncasp.com Web: carolinastaffingresources. com

Spruill Alexander Director at Large, Non-voting Phone: 252.756.8300 Email: spruill@ncasp.com Web: clementins.com

Chris Kennedy Director at Large, Non-voting Phone: 804.266.3300 Email: chris@ncasp.com Web: bond-us.com

Cassie Watkins, CPCU, CIC, ARM Director, Southern Region, Non Voting Phone: 704.556.2569 Email: cassie@ncasp.com Web: wellsfargo.com Brandy Barrett Director Phone: 919.862.8602 Email: brandy@ncasp.com Web: greeneresources. com

January/February 2011

31


“With Essential StaffCARE, I don’t have to worry. With all the changes going on in health care, I can count on the expertise and quality service that comes with the Essential StaffCARE plans.” John Byrnes | State President , South Carolina Association of Personnel & Staffing | Express Employment Franchise Owner

Health care reform will make it even more important to offer insurance options to your employees. We help you through the changes as they happen. The Essential StaffCARE program will allow you to continue to remain competitive by offering affordable health and prescription drug insurance, dental insurance, vision, short-term disability and term life options to your temporary employees.

BENEFITS FOR EMPLOYERS:

PLAN PROVIDES FOR EMPLOYEES:

• Competitive advantage

• Benefits for doctors’ office visits

• Increase employee retention

• Outpatient medical benefits

• Easy to implement

• Inpatient hospital benefits

• No cost to employer

To learn more about how the Essential StaffCARE program can help your business, call today!

• Prescription drug benefits • Wellness benefits and more

John Walters | 864.527.0474 | johnwalters@iagbenefits.com Health insurance and benefits for the temporary employment industry. Essential StaffCARE is a limited benefit health insurance plan underwritten by BCS Insurance Company Oakbrook Terrace, Il and BCS Life Insurance Company, Oakbrook Terrace, Il. Administered by Planned Administrators Inc. (PAI), Columbia, S.C.

32 January/February 2011

NCASP.com


Staffing Now, January/February 2011  

Staffing Now is published by NCASP.

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