Shows
The Staffing Playbook Podcast, Powered by YESRecast: Outsmarting the DownturnExcited to share a special recast episode of The Staffing Playbook Podcast, featuring my conversation on The Elite Recruiter Podcast with Benjamin Mena
In this episode, we dive deep into "Outsmarting the Downturn" and discuss actionable tactics for growing your staffing business—even in challenging economic times.🔥
Key Highlights:
How to strategically pivot when everyone else is struggling.
Proven techniques to keep your Sales pipeline strong.
Practical advice to position your staffing firm for long-term success.
Join us and level up your staffing strategy!
2025-07-251h 10The Staffing Playbook Podcast, Powered by YESStaffing Trends July 2025We're back with another round featuring staffing experts Kim Henderson, MBA, PMP, Six Sigma and Richard D Rosner (aka "Staffing Shark") to tackle everything staffing!
Expect actionable insights, candid conversation, and the straight talk staffing pros need to stay ahead of the curve. Bring your questions, tune in, take notes, and level up your staffing game!
📅 July 17, 2025
🕒 3:00 PM EST
🎙️ Hosts: Steven Farrell, CSP & Genevieve Bourgeois
🔗 Register & Listen:
Apple Podcasts: https://lnkd.in/gFcvmWu6
Spotify: https://lnkd.in/gbfWAZez
The Staffing Playbook: https://lnkd.in/ggxC9eNC
🙏 Sponsored by: Staffing Referrals - https...2025-07-181h 04The Staffing Playbook Podcast, Powered by YESStaffing talk with Kim HendersonWe'll welcome special guest Kim Henderson, MBA, PMP, Six Sigma with Cobalt Compass Solutions. We'll discuss critical topics impacting the staffing industry, including challenges faced by recent college graduates in today's job market, the importance of effective networking and professional associations, and insights into June's unexpected job growth. This episode is proudly sponsored by YES | Your Employment Solutions and Staffing Referrals.
2025-07-1259 min
The Staffing Playbook Podcast, Powered by YESStaffing Talk SeriesWe’ve teamed up for something special.
I’m thrilled to announce a new limited bi-weekly series where we will be joined by industry pros Richard D Rosner and Kim Henderson, MBA, PMP, Six Sigma, to tackle everything staffing.
From AI and automation to labor trends, economic shifts, and new ways to grow your book of business — we’re digging into the tactics, strategies, and straight talk that matters.
This is for staffing pros who want to stay ahead of the curve.
Tune in, take not...2025-07-0459 minThe Staffing Playbook Podcast, Powered by YESHow You Sell Is Your DifferentiatorGuest: Shannon Kahn, Founder & CEO, SMK Consulting USAHosts: Steven Farrell, CSP & Genevieve Bourgeois
Most staffing firms compete on price, speed, and fill-rates. Few stand out by how they sell. Join us for a candid conversation with industry veteran Shannon Kahn on transforming every client interaction—from the first cold call to contract renewal—into a competitive moat.
What you’ll learn in 45 minutesPrep that pays off: Shannon’s pre-call framework for walking into any meeting already two steps ahead.
Reading the room: Subtle cues that signal whether to dig deeper, pivot, or close...2025-06-281h 02The Staffing Playbook Podcast, Powered by YESGaining Market Share, Referrals, Market Trends & Recap of the Utah Sales ConferenceWe're thrilled to welcome David Folwell, Founder & CEO of Staffing Referrals, to The Staffing Playbook Podcast for one of our most powerful episodes yet!
💡 In this episode, we dive into:
Gaining real market share in a crowded industry
Building a referral engine that scales
Current market trends every staffing leader needs to know
A behind-the-scenes recap of the Utah Staffing Sales Conference
David brings unmatched insights from working with hundreds of staffing firms—and if you’re not yet leveraging referrals, this is your blueprint to start.
2025-06-2059 minThe Staffing Playbook Podcast, Powered by YESSummer Staffing Series: Flat Growth, Fast-Moving AI & Smarter MarketingTopic: Flat Growth, Fast-Moving AI & Smarter Marketing — plus an exclusive preview of the Summer School Staffing Series
Guest Speakers: Kim Henderson – Managing Director, Cobalt Compass Richard “Staffing Shark” Rosner – Founder, Staffing Shark Hosts:
Steven Farrell & Geneviève Bourgeois
2025-06-131h 10The Staffing Playbook Podcast, Powered by YESThriving in a Down Market: Building a Scalable Sales PlaybookIn this episode, David and I discuss: How to adapt your sales strategy when hiring freezes and margin pressures hitWays to double down on consultative selling and deepen existing client relationshipsStep-by-step approaches to build a repeatable, scalable sales engine even in a soft market.
If you missed my original guest appearance—or if you’d like to revisit those ideas on my own series—tune in for Episode 39 of The Staffing Playbook Podcast on June 6th.🔗 Listen to the original Staffing Show episode here: https://lnkd.in/gP8xAdx9
2025-06-0959 minThe Staffing Playbook Podcast, Powered by YESKnow Your Worth: Unlocking the True Value of Your Staffing FirmIs your markup a true reflection of the impact you deliver—or just a number on an invoice?
We sit down with Benjamin Mena, founder of Select Source Solutions and host of The Elite Recruiter Podcast, to break down exactly how staffing firms can quantify—and communicate—their real economic value.
Why you should tune in
See your firm through an economic lens. Benjamin’s background in defense-contract recruiting and economics gives him a data-driven view of pricing, margins, and market positioning.
Turn “soft” results into hard numbers. Learn practical frameworks to translate fill-rates...2025-05-301h 01The Staffing Playbook Podcast, Powered by YESBehind the Curtain: What HR Really Thinks About Staffing Agencies pt 3"Behind the Curtain” Series, Part 3 Episode 37: What HR Really Thinks About Staffing Agencies The final curtain is about to fall.
In Parts 1 & 2 we heard unfiltered truths from MSP/VMS leaders and HR pros Megan Gill & Shane Fisher.
Now we’re closing the trilogy with two more seasoned HR voices ready to say the quiet parts out loud: Angie Johnsen and Gail Perkes, SPHR.
Co-hosts Steven Farrell, CSP and Genevieve Bourgeois will dig into:
Fresh “good, bad & ugly” stories that agencies still need to hear The biggest communication misfires HR teams experienced this yea...2025-05-2559 minThe Staffing Playbook Podcast, Powered by YES“Behind the Curtain” Series, Part 2 Episode 36: What HR Really Thinks About Staffing AgenciesOur Behind the Curtain opener pulled back the veil on MSP/VMS frustrations.
Now we’re handing the mic to the people who sign the SOWs: Human Resources leaders.
LIVE: May 16, 2025 | 1:00 PM MDT
Co-hosts Steven Farrell, CSP & Genevieve Bourgeois welcome HR veterans Megan Gill and Shane Fisher for a 45-minute tell-all that covers:
The good, the bad & the ugly of agency relationships
Outreach tactics that trigger an instant delete (and what opens doors)
The communication gaps that tank partnerships—and quick fixes that rebuild trust
HR’s wish-list for a...2025-05-1755 minThe Staffing Playbook Podcast, Powered by YESBehind the Curtain: What MSPs Really Think About Staffing Agencies — The Good, The Bad, and The UglyWe'll be pulling back the curtain with two outstanding guests:
Josh Moskoviz, Vice President of Client Services at AHSA, a Trio Workforce Solutions company
Beth Fenske, CTS/CPC, BS Director, Supplier Solutions, RightSourcing by Magnit.
What we'll cover:
✅ How MSPs view their staffing partners today
✅ The good behaviors that strengthen partnerships
✅ The bad habits that damage trust
✅ The ugly mistakes that cost agencies future business
✅ Practical advice on becoming a preferred partner, not just a vendor
🔹 About Josh Moskoviz: With over 18 years in healthca...2025-05-0957 minThe Staffing Playbook Podcast, Powered by YESNegotiating Client Contracts & How to Avoid Landmines🎧 Hosted by:Steven Farrell & Geneviève Bourgeois
🎤 Guest: Kim Henderson, Founder of Cobalt Compass Solutions
💬 What we'll cover:
✅ Why understanding your client contracts is critical — and how to spot business terms that could trip you up
✅ What legal language to watch out for (and when to call in the legal experts)
✅ Pricing structures, direct contact rules, Right to Represent letters, resume limits, subcontracting policies, and more
✅ How to handle discounts, tenure rebates, VMS/MSP fees, and payment terms
✅ Red flags in onboarding, performance guarantees, non-solicitation clauses, and audits2025-05-021h 03The Staffing Playbook Podcast, Powered by YESHelping Clients Attract the Right Candidates🎙️ Episode 33: Helping Clients Attract the Right Candidates
🗓️ April 25 • 1 PM MDT
👥 Guest: Tina Hazlett, CEO, CVO | Hosts: Steven Farrell & Genevieve Bourgeois
Join us as we unpack:
Defining “the right talent” for your culture
Employer branding wins on a budget
Data‑driven tweaks to your hiring personas
Crafting a standout candidate experience
Balancing AI tools with human touch
Real hiring missteps—and what they taught us
Gen Z’s impact and one key tip for recruiters
Tune in for actionable tactics to sharpen your talent pipeline!
2025-04-2555 minThe Staffing Playbook Podcast, Powered by YESFrom Peaks to Paychecks: Understanding Wage Trends in 2022–2025Wage trends have shaped — and reshaped — the hiring landscape over the past 3 years. From the chaotic highs of 2022 to the recalibration in 2025, understanding what’s driving pay expectations today is not optional — it’s essential for every staffing firm, recruiter, and sales rep trying to stay competitive.
🔍 Join us as we break down:
Why 2022 was a tipping point for wage inflation
What’s changed in the job market since then
Why Utah became a wage pressure cooker — and what to expect next
How staffing teams can use wage data to drive smarter...2025-04-1938 minThe Staffing Playbook Podcast, Powered by YESLeadership Corner – How to Be a More Confident LeaderConfidence is one of the most underrated but essential traits in leadership. It’s not about being the loudest in the room — it’s about being clear, consistent, and calm under pressure.
In this episode, we sit down with leadership coach Ian Macleod to discuss:
The difference between confidence and arrogance
How to lead with confidence (even when you feel unsure)
Where leaders unintentionally undermine their own authority
Actionable strategies to build your confidence starting TODAY
💬 “Confidence isn’t loud — it’s grounded.”
💡 “Start before you feel ready — that’s wher...2025-04-1247 minThe Staffing Playbook Podcast, Powered by YESGaining Client Share in 2025Are you getting your full share of business from existing clients? Or are you being treated like just another staffing vendor?
Join us for this episode of The Staffing Playbook Podcast featuring Kim Henderson, Founder of Colbalt Compass Solutions and a leading expert in sales strategy for the staffing industry.
Kim will present her Client Share & Value Add Playbook, a practical roadmap for: ✅ Penetrating accounts and increasing client share ✅ Shifting from vendor to trusted advisor ✅ Running strategic client meetings that reveal real opportunity ✅ Delivering high-value services that set your firm apart
💡 Kim will be sharing...2025-04-051h 13The Staffing Playbook Podcast, Powered by YESSocial Selling Pt. 2 With Mike BradburyTopic: How Staffing Firms Can Turn Cold Outreach into Warm Conversations
Join us for a LIVE episode of The Staffing Playbook Podcast with guest Mike Bradbury, Co-Founder & Chief Strategist at Type Marketing.
Mike has helped staffing firms ditch the high-volume, low-return cold outreach playbook and replace it with a proven 3-step system for social selling that actually lands meetings.
🔹 Learn how to get your firm on your prospect’s mental shortlist
🔹 Explore the three pillars of social selling: Visibility. Authenticity. Consistency.
🔹 See how to run a Social Selling Blitz with your team on Lin...2025-03-2854 minThe Staffing Playbook Podcast, Powered by YESBeyond Price – Shifting Staffing Sales Conversations from Cost to ValueIs your staffing firm stuck in conversations centered solely on price? It's time to shift the narrative from cost to value.
2024 marked the staffing industry's worst slump since 2008, with ongoing challenges into 2025. Staffing sales teams are under intense pressure to reduce markups—but is price really the battle we should be fighting?
Join us for an insightful conversation where we'll unpack actionable strategies to transform your client conversations, showcasing the true value your staffing services deliver. In this episode, you’ll learn:
✅ How to ask deeper, strategic questions to uncover real client pain points...2025-03-2149 minThe Staffing Playbook Podcast, Powered by YESHow to Create Irresistible Content Without Having to Figure Out What to Write AboutJoin Us for Episode 27 of The Staffing Playbook Podcast! 🎙️
Creating compelling content is one of the biggest challenges businesses face today. How do you consistently generate engaging material without running out of ideas? 🤯
We’ve got the answer! On March 14, 2025, at 1:00 PM MDT, Steven Farrell and Geneviève Bourgeois will sit down with Diane Prince, a content expert who knows how to turn content creation into a seamless, stress-free process.
What We’ll Cover:
Why professionals struggle to come up with content ideas
How to creat...2025-03-1456 min
The Staffing Playbook Podcast, Powered by YESHow to Use Social Media to Market Your Staffing Agency B2B🔹 Is your staffing firm still relying on outdated sales tactics?
🔹 Struggling to generate leads from social media?
🔹 Wondering how to turn LinkedIn engagement into real clients?
Then this LIVE podcast event is for YOU!
Join us for Episode 26 of The Staffing Playbook as we break down:
✅ Why the staffing industry is already behind in social selling
✅ The biggest mistakes staffing agencies make on social media
✅ How to build real relationships that lead to clients
✅ The exact strategies top agencies are using to generate leads from Linked...2025-03-0734 minThe Staffing Playbook Podcast, Powered by YESBuilding BETTER Teams in 2025Join us for Episode 25 of The Staffing Playbook Podcast as we welcome back our regular and highly esteemed guest, Ian Macleod!
Ian, a trusted voice in leadership and organizational growth, is returning to share his valuable insights on how to create high-performing teams in the new year. If you’ve enjoyed Ian's previous appearances, you won’t want to miss this episode!
Whether you're an HR leader, frontline manager, or staffing professional, this conversation will equip you with actionable strategies to drive success.
Let’s learn, grow, and build...2025-02-1450 minThe Staffing Playbook Podcast, Powered by YESW2 vs. 1099: The Legal Pitfalls Your Staffing Agency Won’t Tell YouAre you unknowingly exposing your business to legal risks by using 1099 associates instead of W2 employees? In this must-hear episode, host Steven Farrell and special guest Nick Gruninger dive deep into the hidden dangers and compliance issues that could impact your company’s bottom line.
Learn how to safeguard your business, navigate complex employment regulations, and avoid costly pitfalls.
But that’s not all! We’ll also equip you with the right questions to ask your staffing partners to ensure you are fully protected from risk, fines, and legal action.
This episode is packed...2025-02-0732 minThe Staffing Playbook Podcast, Powered by YESScaling Sales in 2025 - The Staffing Sales SummitWe’ll be diving deep into what you can expect from the 2025 Staffing Sales Summit brought to you by Staffing Mastery! If you’re in the staffing space, this is the must-attend event of the year.
Here’s what we’ll cover:
✅ A sneak peek at the speakers you’ll hear from
✅ Key topics and sessions designed to help you scale your sales efforts
✅ Why this summit is a game-changer for sales and business development leaders in staffing
👤 About Dan Mori:
Dan is a staffing sales expert, founde...2025-02-0156 minThe Staffing Playbook Podcast, Powered by YESOmnichannel Marketing: A 360º ImpactWe’re excited to welcome the YES marketing team—Marc Webb, Geneviève Bourgeois, and Christina Williams—to discuss how a fully rounded (omnichannel) marketing strategy can transform your staffing business.
Here’s what you can look forward to:
Christina Williams will break down the differences between social media platforms for B2B vs. B2C marketing and share tips on aligning your website and social channels for consistent branding.
Marc Webb will dive into targeted advertising strategies—from designing eye-catching ads and drafting compelling copy to tracking key metrics. He’l...2025-01-101h 02The Staffing Playbook Podcast, Powered by YESMastering Discovery Meetings: Leveraging Improv Techniques for Effective Prospecting in StaffingI’m beyond excited to welcome Robert Reid to The Staffing Playbook for an episode that’s sure to be both insightful and entertaining!
Our topic? "Mastering Discovery Meetings: Leveraging Improv Techniques for Effective Prospecting in Staffing"
With 13 years of staffing experience spanning business development, recruiting, and key account management, Robert is a true industry expert. But what makes this episode especially unique is Robert’s improv theater background, including training at the famed Second City in Chicago!
Here’s what we’ll cover:
✅ How to bring the “fun fact...2024-12-2048 minThe Staffing Playbook Podcast, Powered by YES1099 Contracts v. W2 - Understanding the ClassificationsEp. 16 | 1099 Contractor vs. W2 - Understanding the Classifications with Nick Gruninger
Are you clear on the differences between 1099 contractors and W2 employees? In this episode of The Staffing Playbook, we dive deep with Nick Gruniger to unravel the risks and implications of workforce classification.
Misclassifying employees can have serious consequences—from compliance issues to unexpected legal risks.
Join us to explore:
Key differences between 1099 vs. W2 classifications
Potential pitfalls of misclassification
Compliance essentials to protect your business
Whether you're a staffing...2024-11-1836 minThe Staffing Playbook Podcast, Powered by YESConflict ResolutionI'm excited to announce our next episode of The Staffing Playbook where we'll be diving into Conflict Resolution with a special guest, Ian Macleod from Gro Up Leadership!
Whether you're leading a team or part of one, conflicts are inevitable. But how you handle them can make all the difference. Ian will share his insights and proven strategies to help navigate tough conversations and turn conflict into collaboration.
Don’t miss this opportunity to learn from an expert who’s helped teams grow and thrive through effective leadership and communication!
2024-10-2551 minThe Staffing Playbook Podcast, Powered by YESHow to Drive More Orders in the Staffing IndustryExciting News! Join us for Episode 12 of The Staffing Playbook Podcast
I'm thrilled to welcome Brad Bialy as our guest for an upcoming conversation on How to Drive More Orders in the staffing industry.
About Brad: Brad is not only the host of Take the Stage and InSights, two of the staffing industry's most downloaded podcasts, but he's also a dynamic force in staffing and recruiting. With close to 175,000 podcast downloads and more than a decade of experience, Brad has delivered insightful marketing strategies to over 150 industry-specific conferences and webinars. His expertise in c...2024-10-1851 minThe Staffing Playbook Podcast, Powered by YESSales & Client Management in Challenging TimesThrilled to announce that I'll be interviewed by Ian Macleod of Group Leadership for Episode 9 of "The Staffing Playbook" podcast this week! 🎙️
We'll be diving deep into Sales & Client Management in the staffing industry. In today's challenging economic climate, securing new business can be tough. I'll be sharing my insights and strategies on how to navigate these hurdles, build strong client relationships, and grow your staffing business despite the odds.
Whether you're a seasoned professional or just starting out, there's something in it for everyone. Tune in to gain practical tips and empower your sales appro...2024-09-2759 minThe Staffing Playbook Podcast, Powered by YESLeadership Strengths and WeaknessesThis week, I’m joined by Ian Macleod from Gro Up Leadership to dive into the topic of Leadership Strengths and Weaknesses.
We explore:
✅ How leaders can leverage their natural strengths to inspire teams.
✅ Why understanding weaknesses is crucial for growth.
✅ Actionable insights on building stronger, more resilient teams.
Tune in to learn how identifying strengths and embracing weaknesses can elevate your leadership game! 💪
#Leadership #StaffingIndustry #Growth #Strengths #TheStaffingPlaybook
2024-09-0952 minThe Staffing Playbook Podcast, Powered by YESLet's Talk About AccountabilityJoin us for Episode 6 of The Staffing Playbook Podcast, where we dive deep into the essential topic of accountability in the workplace.
This episode's theme is "Let's Talk About Accountability" and we're thrilled to welcome a special guest, Ian MacLeod, founder and CEO of Gro Up Leadership, known for his expertise in leadership development and organizational culture.
In this episode, we'll explore:
The role of accountability in driving team performance and business success.
Practical strategies for fostering a culture of accountability within your organization.
Common cha...2024-08-3050 minThe Staffing Playbook Podcast, Powered by YESIs there really a Labor Shortage?Join us for an insightful LinkedIn Live event featuring Reed Laws, CEO of Your Employment Solutions, as we dive into one of the most pressing challenges businesses face today: the labor shortage.
As industries grapple with unprecedented workforce gaps, we'll explore actionable strategies that can help companies not just survive but thrive in this competitive environment.
In this session, we will cover:
The root causes of the current labor shortage and its impact on different industries.
How the shift to remote work has reshaped labor dynamics.
Key tactics for attracting and...2024-08-2351 minThe Staffing Playbook Podcast, Powered by YESMarketing- THE 4 P's of StaffingJoin us for an insightful podcast event where we dive deep into the heart of staffing success with "People, Passion, Purpose, Placement: The 4 P’s of Staffing."
In today's competitive market, it's not just about filling positions—it's about connecting the right people with the right roles, driven by a shared passion and clear purpose. Our discussion will explore how these four critical components shape the future of staffing and recruitment, enabling businesses to thrive while ensuring employee satisfaction and engagement.
What You'll Learn:
People: The importance of understanding and co...2024-08-1656 minThe Staffing Playbook Podcast, Powered by YESBridging the Generational Gap: Gen Z's Impact on Today's WorkforceWelcome to the second episode of "The Staffing Playbook Podcast"! In this episode, we dive into the dynamic shifts in the workforce as we explore the unique perspectives and contributions of Gen Z compared to other generations. We are thrilled to be joined by Pon Vorasane, the Director of IT for Your Employment Solutions and one of Utah's Top 20 in their 20s, who will share her insights on how Gen Z is reshaping the workplace.
Additionally, leadership coach Ian MacLeod, founder of Gro Up Leadership, will offer his expertise on guiding and integrating new generational talents within...2024-08-0247 minThe Staffing Playbook Podcast, Powered by YESAre companies really posting FAKE jobs?Are companies really posting jobs that don't exist? We'll analyze the data, uncover trends, and share insights from our nearly 20 years of experience in hiring.
Special guest Ian Macleod, a renowned leadership coach, will join us to discuss the implications of this practice on job seekers and employers alike. Don't miss this opportunity to learn, engage, and ask your burning questions!
Tune in to get the real story behind fake job postings!
2024-07-2652 min