Staffing Industry Insights with Tom Erb - Avionte
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Staffing Industry Insights
with Tom Erb
Every Downturn
has Opportunity • Scarce, marketable talent
becomes available
• Competition thins out
• Candidates, Clients, and
prospects are more accessible
• Our value as recruiting experts
increases
• Processes are tightened up
• Relationships are solidified
Our Attitude Will Determine Our Success How we Who/what do respond we listen to How we What we process choose to the info believe
“I make my living off the evening news
Just give me something-something I
can use “Headlines, in a way, are
People love it when you lose, what mislead you because
They love dirty laundry” bad news is a headline, and
gradual improvement is
Dirty Laundry not.”
Don Henley
Bill Gates
“The news media are, for the most
part, the bringers of bad news... and
“All I know is just what I read in
it's not entirely the media's fault,
the papers, and that's an alibi for
bad news gets higher ratings and
my ignorance.”
sells more papers than good news.”
Will Rogers
Peter McWilliams
Humorist, Actor
Author, Poet
GDP Recovering Source: Federal Reserve of New York
ASA Staffing Index
Avionte RAW Report
Source: American Staffing Association
Recruiting Complications
Enhanced
Moral Government
Stance Benefits
Fear of School/Childcare
Infection Issues
Unemployed
4%
The Talent Pool Active
Not Moving 9%
25%
1.4 Million more Semi-Active
jobs than job 25%
seekers
Passive
Over 7 million 37%
open jobs
19 States at
historic low
unemployment Pre-CrisisThe Talent Pool Unemployed
Not Moving 11% Active
23% 9%
All but 3 states
hit historic high Semi-Active
unemployment 23%
Passive
31 States under 34%
10%
4 States above
15%
TodayUnemployment by Industry Source: Statista
Unemployment
by State
Source: Statista• Evaluate your niche/client
base/market
• Determine your timeline
• Identify similar niches
• Take action
• < 3 months – Recruit
& Sell!
• < 6 months – Look
for Opportunities to
Now 1-3 months 3-6 months 6+ months Diversify
• > 6 months – Target
Healthcare Retail Restaurant Tourism
new niches
Supply Chain/3PL Manufacturing Hospitality International Travel
Some Manufacturing Finance/Accounting Domestic Air Travel Cruise Lines
Some IT Sales Some Tourism Sporting
Some Retail IT Oil & Gas Events/Festivals/Concerts
Define Your TimelineStrengthen Your
Team
There will never be another time to find talent like
now!
• Previously unavailable talent is now accessible and open to
talking
• Government lending programs provide opportunity for
investing in talent
• Downturn in business allows for process/position retooling
• Technology supports remote work – opens talent pool
nationally
• Focus on existing team growth and improvement!Reengage Your Database
Utilize your Ongoing Reinforce Connect on a Interact
Database Communication Credibility Personal Level “Socially”
Get everyone in your Tailor the Message Share relevant content - Find and record common Google, Facebook &
database • Active - Open Jobs, blogs, articles, news interests Glassdoor reviews
Run searches first Resume Tips Be a resource – career Stay away from potential LinkedIn Status Updates
• Semi-Active – info & advice legal topics and shares
Advancing Your Career
Twitter retweets and
• Passive – Career,
Company Culture likes
Mass & Automated Instagram, YouTube
Communication
• Texting
• EmailTailor the Message
Topics Unemployed/Active Semi-Active Passive Not Moving
Open Jobs
Job Search/Interview Tips
Job/Career Advancement
Referral Requests
Candidate Interest LevelKickstart your Sales Process
• In-person Cold Calling is Dead (at least for a while)
• Incorporate Technology
• Video Appointments
• Recorded video in prospecting activity
• Sales process automation and workflows (Outreach,
Zoho, etc.)
• Execute a Repeatable Process
• Strong Messaging
• Prospecting Cadence
• Pipeline Management
• Adjust Your Metrics (a little)
• Modify for the times – Activity types, Appointments
• Don’t compromise on expectationsLeverage Technology • Don’t return to your old ways • Integrate, don’t add • Redefine how your processes work
Candidate Candidate Mobile
Sourcing
Intake Engagement Workforce
Transformative Staffing/Recruiting TechnologiesIn Closing
Don’t let this temporary crisis impact your
long-term strategyTom Erb
tomerb@tallannresources.com
tallannresources.com
blog.tallannresources.comYou can also read
