1.
TECHSERVE ALLIANCE
CONFERENCE 2016
HIGHLIGHT REEL: SATURDAY, NOVEMBER 5TH
#TSAconf16

2.
IMPACT TALKS QUOTABLE QUOTES
CRAIG FISHER
Be human. You have to be someone people feel
like they can get to know.
Technology is only as good as we make our
vendors make it and as we make our people use it.
Technology is cool, but people are
what really matters.
Even in a flat organization, you can get people the
development they crave.

3.
IMPACT TALKS QUOTABLE QUOTES
DEREK DEWAN
Get a hunting license. You don’t always have to play in
the VMS space, but you have to be on the vendor list to
go after ancillary business.
You have to have an after-hours strategy. Not all work gets
done between 8am and 5pm.
If you have a good candidate don’t give him away.
Bill rate drives revenue, not just headcount.
We all know what we need to do, we
just don’t get to it.

4.
IMPACT TALKS QUOTABLE QUOTES
JOHN GOULLET
Our recruiters role play 60-80-100 times,
so they know how to handle objections
before they take their first sales call.
Shaking up our culture meant we had to get rid of
some long-term employees, some really good people.
We are looking for people who don’t quit. They hate to lose,
they’re there for the company good, and they want to be pushed.
In 2006, I was scared.
I didn’t know how to
grow a business.

5.
EMERGING TALENT ACQUISITION TECHNOLOGIES
BRUCE MORTON
“I’m here to keep up with the latest in staffing technology
and learn about disruptors that might be a threat to us. It
seems clear that many technology providers are working
towards disintermediating of the staffing industry.”
- John Bemis, President, Benchmark IT
• Take Away 1 Staffing clients want an “Amazon experience” where they can pick
attributes, price, and delivery in a one-stop shop.
• Take Away 2 Investing in technology is as much of a retention issue as an ROI
issue. If you’re not giving your recruiters the latest and greatest tools, they are
going to walk away.
• Take Away 3 We expect everything to be easy, but the tools people give us at
work aren’t as good as the tools we’re using at home.
• Take Away 4 Many of the skillsets you’re supplying are going to disappear. Take a
good hard look and get out early.
• Take Away 5 Pick up the phone!!
(“Coolest job title in the world:” Head of Innovation)

6.
PANEL PERSPECTIVE:
• SEAN: I think work ethic is more than, “I stayed
late at the office.” Maybe the team is getting
there at 7 and leaving at 7, but what are they
actually doing when they are there? It’s more
about what you’re accomplishing while you’re
there.
• ANDREW: Millennials love data and information.
We share how many dials, how much
commission, company revenue. It’s all available
for everyone to see daily. It’s not just millennials
that want transparency…we’re not aliens!
• MOLLY: Only 33% of millennials are going to stay
with you, determine how you identify and
engage those people that are the right fit for
your company.
KEEPING MILLENNIALS IN STAFFING
PRESENTERS: MOLLY LOUTHAN, UPWORK, ANDREW BULL, ALKU, SEAN GILLIGAN, HARVEY NASH

7.
OVERHEARD AT THE
EXECUTIVE WOMEN'S LUNCH
“Who you surround yourself with is critical to
who you are going to be as a professional.”
Sue Thaden, CEO/President CRi
“To be heard, you have to be seen and to be seen
you have to put yourself out there.”
Leslie Vickrey, CEO & Founder, ClearEdge Marketing
“To be heard and to succeed, you
have to be credible. Find ways to add
value to the conversation.”
Karen Wilson, MAKE Corporation

8.
THE NEW OVERTIME RULES: UNDERSTANDING THE LEGAL AND BUSINESS
CHALLENGES AND CHOICES FOR STAFFING FIRMS PRESENTERS
Presenters: Bill Josey, Attorney at Law, Mediator and Arbitrator and Molly
Jungbauer, CEO and CFO Hollstadt & Associates
• What You Need to Know: The new overtime
rules are not going to be overturned by the
courts and it’s not going away. This is going to
happen.
• Eye-opening Fact: Since the year 2000, the
number of overtime lawsuits filed annual in
Federal Courts has QUADRUPLED!

9.
MOREON THE NEW OVERTIME RULES
• Greatest Impact for You: The recruiter role
because they are frequently classified under the
administrative exemption.
• The Good Thing About This Change: If you are
paying people wrong today, this is a wonderful
opportunity to fix your issues in terms of roles, job
descriptions and compensation.
• Where to Learn More: Read Bill Josey’s white
paper on the new overtime rules on the
TechServe Alliance Web site member’s only
section.

10.
DISCOURSE ON DISRUPTION WITH BRUCE MORTON,
ALLEGIS, AND MARK ROBERTS, TECHSERVE ALLIANCE
• Take Away 1 The big difference with technology
changes that are happening today is that
organizations are rethinking how they are
getting work done. That that hasn’t happened
before.
• Take Away 2 The smaller you are as a staffing
firm the more niched you need to be.
• Take Away 3 When it comes to AI and
automation what’s most exciting for our
industry is the ability to drive out unconscious
bias and make big progress when it comes to
diversity.

11.
IMPACT TALKS: STANDOUT MOMENTS
#TSAconf16
Tori Young, CRi
I really loved the concept of shaking up
your organization. In particular, I
appreciated the suggestion to allow
your newer and younger employees to
take an active role in cultural
acclimation for new staff.
Ben Brody, iPlace USA
My most important takeaway was the
importance all three speakers placed on
culture. They all ran very different
organizations, but they all viewed culture
as a vital component to their success.
Harvey Shulman
Expert Advice and Counsel
I’ve known John Goullet for over
20 years, and the journey he
took to owning his own
company is testimony to what
our industry is all about.
FUN FACT
As an original co-
founder, Harvey
has been to all 29
conferences!

12.
KPIs & COMP PLANS WITH TOM NUNN
HOW TO MEASURE & INCENTIVIZE THE TEAM
#TSAconf16
“The worst mistake you can
make is to pay for activity and
not for results.”
Read the blog
on the TSA
website!

13.
Welcome Mindy Zaziski
Incoming President Elect for TechServe Alliance
#TSAconf16
More on Mindy:
• CEO, President and co-founder of
FYI Solutions based in Parsippany,
NJ
• Serves on the national TechServe
board, as well President of
TechServe’s TriState Chapter
• Attended Bucknell University,
received MBA from Rutgers and
completed a 3-year program for
business owners at Harvard
Business School

14.
SUCCESSFUL LEADERSHIP: WHAT IT TAKES
DAN QUIGGLE
THE PILLARS OF EMOTIONAL
INTELLIGENCE
• Self Awareness
• Social Awareness
• Relationship Management
• Self Management
RONALD REAGAN’S TRAITS
• Attitude of Gratitude
• Loyalty
• Humility
• Humor
Dan challenged attendees to seek “Work/Life Presence” in our
lives. “You’re here for a reason,” so even if you can’t change the
world, focus on changing just one life.

15.
#TSAconf16
“So stop pacing the aisles and counting the
miles. Instead, swim more rivers, climb
more mountains, kiss more babies, count
more stars. Laugh more and cry less. Go
barefoot more often. Eat more ice cream.
Ride more merry-go-rounds. Watch more
sunsets. Life must be lived as we go along.
The station will come soon enough.”
Excerpt from The Station by Robert Hastings
Ask those close to you:
What should I do more of? What should I do less of?
And then shut up and listen.

16.
VENDORS ROCK!
Insights from the Expo Floor
“We love coming to the TechServe Conference every
year. It’s an excellent opportunity to meet new people
and connect with lots of industry owners.”
- Allen Geyer, President – AGR Financial
“This year’s Conference has had great turnout and has been a
valuable forum for gathering client feedback, meeting new people
and supporting TechServe (we love TechServe!).”
- Jenn Gaal, Account Executive, Bullhorn, Inc.

17.
VENDORS ROCK!
MORE Insights from the Expo Floor
“This is my favorite Conference of the year! TechServe
knows its audience and the attendees are smart
business professionals who are enthusiastic, innovative
and know what they are looking for.”
- MaryLou Garcia, Head of Events - DICE
“What a great industry event!”
- Jack Lyons, President -
Lyons Solutions

18.
VENDORS ROCK!
MORE Insights from the Expo Floor
“We are having such a great time here with many of
our existing clients and meeting new industry friends.
People are curious to learn about JobDiva and excited
to see the Diva Dude, which always makes us happy!”
- Christina Abdo– Digital Media Specialist - JobDiva
“TechServe is always a
great time to connect
with our clients and meet
new companies. This year
we’ve seen a lot of
growth in VMS, so this
has been great
opportunity for us to talk
with businesses
interested in talking that
path.”
- Charlie Denys,
Director of Int’l Business -
24/7 Headhunting