PAST EVENTS

April 2018

Our May ESOA Luncheon we have the pleasure of ROB RADCLIFF, partner with the law firm of Weinstein, Radcliff, Pipkin, LLP as our guest speaker. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 5/9 at 11:30 AM, Prestonwood Country Club.

Rob represents placement professionals in fee and employment disputes. Rob’s annual legal update will cover:

Immigration status…What is Washington doing???
The latest on fee disputes;

3. Developments in Texas non-competes; and

4 Latest on overtime rules

5 Arbitration Clauses

6 Some basic employment issues to consider.

In today’s market, and legal environment, it is important to be award of the legal changes that may/can affect your business.

March 2018

Our April 11, 2018 ESOA Luncheon, will be an educational meeting on Predictive Index (PI) Assessments focusing on what is this assessment, and its purpose. Our presenter is Melanie Shaffer with the CFO Suite, which focuses on leading practices of Human Capital Management. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 4/11 at 11:30 AM, Prestonwood Country Club.

Our Program Topic: ”Predictive Index Assessments…What is it? How should they be used? How can we utilize these in our business? Should we use PI Assessments?”

The Predictive Index® (PI®) is a theory-based, self-report measurement of normal, adult, work-related personality that was developed and validated for use within occupational and organizational populations.

Melanie Shaffer is a Partner with the CFO Suite focused on leading practices for Human Capital Management Consulting and Retained Search. Prior to joining the CFO Suite, Melanie spent 12 years as an Executive Search Recruiter with a national publicly held recruiting firm where she was consistently ranked in the top 5% of recruiters in her company nationally.

She has a passion for partnering with her clients to understand their business challenges, values and culture allowing her to become a trusted advisor in developing meaningful and measurable talent performance objectives.

Melanie has always been drawn to developing people and as such, is certified as a Predictive Index Practitioner and is also a Gallup Certified Strengths Coach. She utilizes Predictive Index to support her clients in their selection, development and retention initiatives. Melanie combines her Predictive Index knowledge with her Gallup certification in Clifton StrengthsFinder to consult with her clients around building high performance teams.

Melanie began her career in public accounting, spending time with both Arthur Anderson and PricewaterhouseCoopers where she focused on auditing clients in a variety of industries. This experience allows her to combine a technical background with recruiting excellence to provide her clients greater insight into their needs utilizing a relevant perspective.

Melanie is currently on the Board of the Women’s Finance Exchange, is a sustaining member of the Junior League of Dallas and serves in auxiliary groups for both Children’s Medical Center and Community Partners of Dallas. Melanie graduated from the University of Oklahoma with a BBA in accounting and holds a CPA license that is currently inactive.

Contact Information: Melanie.Shaffer@CFOSuite.com or 214.906.4981

February 2018

Our March 14, 2018 ESOA Luncheon, will be a member-lead Round table focusing insights from our members. It will be facilitated by our own VP, Holly Pena, so there will be plenty of dialog! Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 3/14 at 11:30 AM, Prestonwood Country Club.

Our Program Topic: ”What are you planning to do different in 2018!”.

Holly, our Facilitator is looking to you for your topics, comments, and questions. Please e-mail him directly with your questions: holly@penasearch.com.

Some discussion topics could be:

Tools & Techniques for Managing your Client, especially through the interview process

Best Job Boards, candidate search techniques
Best Business Development Techniques that are working for you
How to ensure you are working the jobs that close
Counteroffers, how to deal with them
Conferences, which ones are worth attending (TE, SIA, TechServeAlliance, ASA, NextLevel)

Today’s goal is to have 1-2-3 takeaways that can be incorporated into your 2018 business practices. The discussion may spur more questions than answers…which is also a goal and fodder for future discussions/meetings.

January 2018

Happy New Year to all! We are all planning for a strong 2018. Your best way to launch 2018 is to attend our first ESOA luncheon. Please mark your calendar for our next ESOA meeting, on Wednesday, 1/10. Our very own Steve Odell will be our speaker, from Odell Medical Search.

Steve has been in the recruiting business for over 48 years. He has had his own firm 44 of those years in a multi-specialty firm specializing in health care, accounting, IT, and legal before transitioning his firm to Health Care exclusively in 2002. His firm has produced many Award winners at the (TAPC) Texas Association of Personnel Consultants and (MAPC) Metroplex Association of Personnel Consultants awards banquet. Most notable is the “Rookie of the Year Award” 12 years in a row. He is a 4 time past President of MAPC and Board of Directors for TAPC for over 30 years.

Odell Medical Search has a proven successful, time tested system with “35 Steps in the Placement Process” which he will share. Although all steps are obviously important, Steve will focus on the Top 12 Tips for success.

Recognizing that many of our members are very experienced and successful, Steve feels there is always room for improvement in all of us. Join us and you may find a few tricks of the trade that can spring board you into one of the best years you have had.

This is another event where your recruiters attend as well!

NOTE: Our Luncheons will be on the 2nd Wednesday of every Month!

I hope you can join us!

December 2017

Our December 13, 2017 ESOA Luncheon, will be a member-lead Round table focusing insights from our members. It will be facilitated by Tad Mcintosh, so there will be plenty of dialog! Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 12/13 at 11:30 AM, Prestonwood Country Club.

Our Program Topic: ”What went Right…what went wrong…and what do you plan to do in 2018 different!”.

Tad, our Facilitator is looking to you for your topics, comments, and questions. Please e-mail him directly with your questions: tad@humcapinc.com.

November 2017

Our November ESOA Luncheon, we have the pleasure of Jim Ashworth, Senior Partner of Joseph Michaels International. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 11/15 at 11:30 AM, Prestonwood Country Club.

Many of us remember Jim from last year’s ESOA Luncheon. He was a tremendous speaker, talking about Recruiting in today’s market. As a member of Metroplex Association of Personnel Consultants (MAPC), and Texas Association of Personnel Consultants (TAPC), Jim is a top producer in professional and technical placements. He is a Member of the Pinnacle Society for over 15 years, a nationally recognized organization of 75 of the top recruiters in the country.

Jim is on target to make over 60 full time placements this year, and he has made over 1,000 placements in the DFW area since 1990! He specializes in executive and senior level management positions in accounting, finance and manufacturing operations. In today’s marketplace, with the highly competitive candidate pool, Jim has been able to utilize various old AND NEW techniques in order to stay competitive, and make placements!

Plan to attend this program, where Jim will openly share “what works” in today’s candidate-starved environment. Also, how he helps decision makers…make a decision and hire his guy over the other!

Oct 17-18 ~ Barb Bruno Training Event

SEPTEMBER 2017

Our September 20, 2017 ESOA Luncheon, will be a member-lead Round table focusing insights from our members. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 9/20 at 11:30 AM, Prestonwood Country Club.

Our Program Topic: ”Actions and Processes to put in place today for a Record 2017!”.

Our Facilitator has a great agenda, and you don’t want to miss it!

Today’s goal is to have 1-2-3 takeaways that can be incorporated into our daily business practices. The discussion may spur more questions than answers…which is also a goal and fodder for future discussions/meetings.

AUGUST 2017

Our August ESOA Luncheon we have the pleasure of ROB RADCLIFF, partner with the law firm of Weinstein, Radcliff, Pipkin, LLP as our guest speaker.

Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 8/9 at 11:30 AM, Prestonwood Country Club.

Note: we are meeting a week earlier, so plan accordingly!

Rob represents placement professionals in fee and employment disputes. Rob’s annual legal update will cover:

(a) the latest on fee disputes;

(b) developments in Texas non-competes; and

In today’s market, and legal environment, it is important to be award of the legal changes that may/can affect your business.

JULY 2017

Our July 2017 ESOA Luncheon, will be a member-lead Round table focusing on Business Development and Today’s Recruiting Atmosphere in our Industry. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 7/19 at 11:30 AM, Prestonwood Country Club.

Our very own Jolene Risch will be our facilitator. She will oversee a discussion on ”What is working in Business Development in today’s Economy.”

As a Business Owner we are constantly being challenged to identify and build our business with new customers. We have countless roadblocks and obstacles, what is working/not working for you. What tools, software, scripts, etc. are meaningful in today’s gate keeper, automated world.

JUNE, 2017

Our June 2017 ESOA Luncheon, we welcome Randy Pennington, Performance coach on change, culture, and results. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 6/21 at 11:30 AM, Prestonwood Country Club.

Your world requires you to be better tomorrow than you are today. Randy brings real-world experience as a business owner, senior executive, C-suite consultant and coach to help you transform and revitalize your organization to thrive.

Every person at every level in every organization knows that success is getting tougher.
The difference between those who thrive in a world of accelerating change and those who don’t is…

Key results include:

Ability to stay nimble and embrace change in order to remain competitive, efficient, and effective
Tools to sustain a strong, confident culture that delivers positive results for the organization and its customers
Renewed focus and commitment from every member of the organization
Reduced fear and uncertainty
Skills to adapt and thrive in any economy
Personal responsibility, accountability, and improved performance
Improved trust and communication between leaders and their employees
Improved ability to overcome resistance, create buy-in, and lead through change
Strategies to implement immediately that differentiate your organization from “the other guys”

It will be a fun, informative session. Randy’s enthusiasm and fast-paced and interactive style makes listening and learning fun.

Make time for professional development, you are your best asset!

May 2017

We welcome Rex Houze Founder of Improving Performance & Results. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 5/17 at 11:30 AM, Prestonwood Country Club.

Rex Houze is a leadership development expert who has worked with hundreds of businesses and thousands of leaders the past 40 years.

He was the president of Leadership Management in Waco, TX and the Game of Work in Park City, UT before starting his own leadership development company in 2003.

Rex is the author of three leadership books, seven business improvement programs, and numerous booklets. He is an avid reader and reads more than 50 books a year on personal, professional and business development and has been doing so for more than 40 years.

Rex believes if you want your circumstances to be better, you must get better. At our May 17 luncheon Rex will share his four keys to developing and enhancing your personal leadership.

It will be a fun session. Rex’s enthusiasm and fast-paced and interactive style makes listening and learning fun.

APRIL 2017

Studies show that by 2025, over 50% of workers will be contract labor. Here’s a chance to begin to learn how we can adapt, morph, and/or incorporate contract labor into our service offering.

Our April 2017 ESOA Luncheon, our speaker will be Brad Stevens, from Signature Back office Solutions. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 4/19 at 11:30 AM, Prestonwood Country Club.

With the professional workforce moving more and more toward contract placement rather than direct hire, full time placement; Brad Stevens with Signature Back Office Solutions will be discussing how we can profit from this trend.

In this session you will gain valuable knowledge of the following:

Trends in the professional contract workforce
How to profit from the growth of the professional contract workforce
What is EOR, PEO and DIY
How do you choose which one is right for you
What are the risks with contract placement
How to eliminate or minimize your personal risk
Details on the Signature EOR solution
What are typical markups (profit margins) by industry and job title
Run the actual numbers on a professional contract placement
Is selling contract different from selling W2 placement

March 2017

Our March 2017 ESOA Luncheon, will be a member-lead Round table focusing on Top Performers in our Industry. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 3/15 at 11:30 AM, Prestonwood Country Club.

Our very own Gaines Baty will be our facilitator. His will oversee a discussion on ”What works in today’s Market”.

Gaines has a great agenda, here’s what will be discussed:

This panel, like our diverse membership, represents distinct and different search firm models. The panel will present ideas that apply to their own models and potentially transfer to different business approaches. Each panel member will hit the highest and most relevant points, and will be brief – but impactful - with comments.

The search firm models we represent include:

Single Desk Contingency – Ron Sunshine
Multiple Desk Contingency Healthcare (from a big-picture, ownership perspective – Steve O’Dell)
Multiple Desk Contingency IT (from in the trenches perspective – Charlie Quinn)
Boutique Retainer – Team model – Gaines Baty

A series of questions/topics will be prompted of the panel:

Please give an overview of your model

Single or multiple desk - Contingency or retained

Industry

Average placement $$
Please describe your best BD/new account sales methodologies (2-3 key tips)

Most important/effective

Most unique

General
Client Management techniques (2-3 key methodologies)

Most important

Most unique/effective

Processes?
Magic Sauce - if you could narrow down one action item or task that was a “difference maker” for 2016, in making an impact to more placements, what would it be?.

And finally, a provocative question for the panelists and audience: If you could change/fix any one thing that would help your business the most, what would it be? (1-2 minutes per person)

February 2017

Our February 2017 ESOA Luncheon, will focus on Recruiting processes and techniques. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 2/15 at 11:30 AM, Prestonwood Country Club.

Our very own Bill Vick will be our presenter. His presentation will be on The Big Biller Commandments.

Over the last few months, Bill Vick has been talking to and interviewing the recruiting industries superstars, or Big Billers, for his upcoming book to find out what they do and how they do it that allows them to bill in excess of $500,000 or more per year. He will discuss the tools, techniques and tactics they employ and share what he is calling "The Big Biller Commandments" with the ESOA.

January 2017

DECEMBER 2016

Our December ESOA Luncheon, will be our final roundtable of the year. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 12/14 at 11:30 AM, Prestonwood Country Club.

The ESOA Board is soliciting new members, and we would like for you to help. Any member who brings a prospect to a monthly luncheon, will receive a free lunch (one per company) for both the member and the prospect. Prospects can attend one meeting complementary. Please consider inviting associates who you think would value and benefit with membership in the ESOA.

NOVEMBER 2016

Many of us remember Jim as a member of Metroplex Association of Personnel Consultants (MAPC), and Texas Association of Personnel Consultants (TAPC), as the top producer in professional and technical placements. He is a Member of the Pinnacle Society for over 15 years, a nationally recognized organization of 75 of the top recruiters in the country.

Jim is on target to make over 60 full time placements this year, and he has made over 1,000 placements in the DFW area since 1990! He specializes in executive and senior level management positions in accounting, finance and manufacturing operations. In today’s marketplace, with the highly competitive candidate pool, Jim has been able to utilize various old AND NEW techniques in order to stay competitive, and make placements!

Plan to attend this program, where Jim will openly share “what works” in today’s candidate-starved environment. Also, how he helps decision makers…make a decision and hire his guy over the other!

OCTOBER 2016

Our October ESOA Luncheon, we have the pleasure of Bernie O’Donnell, from www.Performisys.com as our guest speaker. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 10/19 at 11:30 AM, Prestonwood Country Club.

Bernie is CEO of Performisys, a company results-driven consultancy that builds high-performance work cultures by ensuring the right strategies effectively executed, by the right people effectively led in a high trust environment. Through their unique concepts described in their Performance Pyramid™, People-powered Performance™ Model and Competency Trio™ they help organizations define, hire, and retain "A" caliber performers and align people, strategies, metrics and incentives to the vision while providing leaders with the insight to safely and effectively empower their people.

In his presentation, Bernie will explain how this offering can help build value, and be a differentiator for placement companies. He will share how placement businesses:

Incorporate assessments into their staffing business for competitive advantage and an additional revenue stream.
Utilize assessment programs to better qualify executive searches
Understand the different types of assessments, what they measure and how to select and use them effectively.

September 2016

Our September ESOA Luncheon is our next Owners Round Table for 2016. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 9/21 at 11:30 AM, Prestonwood Country Club.

Bring your questions, comments, and plan to learn how your fellow ESOA members are addressing today’s issues and concerns. You are guaranteed to take away at least two new ideas or strategies to add more placements to your bottom line!

August 2016

Our August ESOA Luncheon, we have the pleasure of Lucinda Ruch, from www.LinkForSuccess.com as our guest speaker. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 8/17 at 11:30 AM, Prestonwood Country Club.

Lucinda is a recognized leader that can help you build a strategy for maximizing benefits (ROI) from LinkedIn. She will provide insights as to how LinkedIn can give you a competitive edge, grow your business or connect you with strategic relationships, former colleagues, or untapped new markets.

In her presentation, Lucinda will give you techniques designed to:

Embrace the power of LinkedIn.
Help you discover how to build your business development plan using social media, specifically LinkedIn.
Operate more efficiently and effectively on LinkedIn.

There are over 345 components in LinkedIn and the majority of those on LinkedIn are not using these features to generate business because they haven’t self discovered how or they haven’t gotten the help they need. Lucinda will touch on some of these areas!

July 2016

Our July ESOA Luncheon we have the pleasure of ROB RADCLIFF, partner with
the law firm of Weinstein, Radcliff, Pipkin, LLP as our guest speaker.
Please plan to attend this month’s luncheon and program. It will be held on
Wednesday, 7/20 at 11:30 AM, Prestonwood Country Club.

He represents placement professionals in fee and employment disputes. Rob’s
annual legal update will cover: (a) the latest on fee disputes; (b)
developments in Texas non-competes; and (c) some basic employment issues to
consider.

In today’s market, and legal environment, it is important to be award of the
legal changes that may/can affect your business.

All ESOA member companies in attendance to the May meeting, will receive a
copy of John’s book to share with your team!

JUNE 2016

Our June ESOA Luncheon is our next Owners Round Table for 2016. We will have a repeat performance with our own TAD McINTOSH, Owner of HumCap as our facilitator for the program. Please plan to attend this month’s luncheon and
program. It will be held on Wednesday, 6/15 at 11:30 AM, Prestonwood Country Club.

Bring your questions, comments, and plan to learn how your fellow ESOA members are addressing today’s issues and concerns. You are guaranteed to take away at least two new ideas or strategies to add more placements to
your bottom line!

MAY 2016

Our May ESOA Luncheon we have the pleasure of JOHN SPARKS, author of “365 Ideas To Go From Good to Great on TWITTER” as our guest speaker. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 5/18 at 11:30 AM, Prestonwood Country Club.

John has been known in the DFW area for over the past 15 years. He spoke at the DFWTRN a few months ago, and was well received. Here his LinkedIn bio:

Presentations Fully Customized.

✭Author of the #1 Best-Seller: "365 Ideas To Go From Good To Great On TWITTER!". Available on Amazon.com & Amazon.com UK, Kindle, and CreateSpace E-Store. Book Link Below.

✭ "Top 100 Social Media Power Influencer of 2015" via Statsocial.com
http://www.statsocial.com/#!/social-influencers

✭ “The Top 50 Most Valuable Social Media Influencers, 2015”
#13 on General Sentiment’s List with Impact Media Value of $2,199,250
http://generalsentiment.com/top-50-most-valuable-social-media-influencers-2015/

✭ "Top Social Media Marketing Experts & Influencers to Follow" http://t.co/j6PI5wmveS

✭ Adjunct journalism professor teaching classes in online journalism & broadcast news writing.

✭ Veteran newscast producer. Almost 20 yrs combined in journalism, media, social media, public relations, business marketing, & education.

Here’s some information on his book:

365 Ideas To Go From Good To Great On TWITTER! contains 365 Brilliant and Insightful Ideas To Increase Your Visibility and Grow Your Followers on Twitter. In this book, author and social media power influencer, John Sparks shares his secrets on how he grew his Twitter Account from less than 800 followers to almost 200,000 followers in just two years.

You are guaranteed to take away at least two new ideas or strategies to add more placements to your bottom line!

APRIL 2016

Our April ESOA Luncheon we have the pleasure of DEBBIE MRAZEK, from The Sales Company as our guest speaker. Please plan to attend this month’s luncheon and program. It will be held on Wednesday, 4/20 at 11:30 AM, Prestonwood Country Club.

Debbie has been known in the DFW area for over the past 20 years. Here is a short bio:

Sales coaching, training and consulting for people who are passionate about what they do and are willing to be intentional about doing the work that needs to be done. We are an experienced based not theory based firm. We are about results. Author - Field Guide To Sales - The All Weather All Terrain Guide To Selling. www.FieldGuideToSales.com

Her speaking topic will be “New Beginnings”. How to build and incorporate a sales strategy to compliment your existing target accounts, and prospects. Don’t just smile and dial, but have a plan!

You are guaranteed to take away at least two new ideas or strategies to add more placements to your bottom line!

March 2016

Our March ESOA Luncheon is our first Owners Round Table for 2016. We have the pleasure of our own TAD McINTOSH as our facilitator for the program. Please plan to attend this month’s Luncheon and program. It will be held on Wednesday, 3/16 at 11:30 AM, Prestonwood Country Club. Here’s information about the program.

Title: OWNERS ROUND TABLE

Description:

Bring your questions, comments, and plan to learn how your fellow ESOA members are addressing today’s issues and concerns. You are guaranteed to take away at least 2 new ideas or strategies to add more placements to your bottom line!

February 2016

We have the pleasure of our own BILL VICK presenting our February program. Please plan to attend this month’s Luncheon and program. It will be held on Wednesday, 2/17 at 11:30, Prestonwood Country Club. Here’s information about the program.

Title: Adding Video to part of your Recruiting Strategy

Description:

Learn how new technologies and tools such as Video can become part of your recruiting strategy and add more placements to your bottom line.

He will cover three things about Video in a recruiting business or practice.

Why use video
What kinds of videos make sense and offer the greatest bang for your buck
How to create them and use them as part of your recruiting strategy

If you want to learn more about our speaker, Bill Vick, check out :

www.billvick.com

LinkedIn Profile: https://www.linkedin.com/in/billvick

January 2016

Title: Candidate Branding and Sourcing Practices for 2016.

Description:

ESOA members, please plan to attend our first meeting for 2016. Our presenter: Liz D’Aloia, will talk to us about:

• Review branding and recruiting best practices

• Preview the latest mobile recruiting software

• Impact of Millennials on staffing methods

If you want to learn more about our speaker, Liz D’Aloia, check out her LinkedIn Profile:

https://www.linkedin.com/in/lizdaloia

DECEMBER, 2015

Please make plans to attend our final ESOA meeting of 2015. It will be held on Wednesday, 12/2. The title of the Meeting is: “Owners Round Table”.

Ron Sunshine will be our facilitator, and we will have a lively discussion around:

What worked well for you this year?
What didn’t work, and why?
Are your yearend numbers up/down?
What do you forecast for 2016?
What will you be doing different?

OCTOBER, 2015

SPEAKER INFORMAITON:

Craig Fisher: LINKEDIN TRAINING STRATEGIST, Inbound Recruitment Advocate, Social Media + Employer Branding for sales, marketing, and recruiting. Purveyor of the 5:1 give to ask content ratio.

Author - Keynote Speaker - Cool Tools Blogger - Radio Host - Digital Strategy - Speaker booking: www.fishdogs.com - Connect @fishdogs on Twitter + Instagram

Craig leads employer branding in the Americas for CA Technologies. I believe your company's most unique feature is it's people. Give them a voice. #LifeAtCA

Speaker Bio:

Craig Fisher's digital branding methods have been adopted as best practices by companies like Linkedin, Zappos, YUM! Brands, Hootsuite, + many more. He's the author of Inbound Recruiting, and a popular keynote speaker at tech, social media, HR / recruiting, and sales conferences worldwide.

Craig created the first Twitter chat for recruiters, and partnered in the first Linkedin certified training company in N. America.

He’s been detailed in the Wall Street Journal, Mashable, NBC News, and The Huffington Post; and is listed among HR and Recruiting's top influencers and most engaging conference speakers.

Craig co-hosts the Cool Tools Show podcast with Lars Schmidt - www.CoolToolShow.com. He tweets @fishdogs.

Download his eBook at www.InboundRecruit.com

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September 2015

“How to Grow your Business”, by Rich Allen, Author and Business Coach.

Rich has first-hand experience with the unique challenges of starting, leading and growing a business. His hands-on approach, engaging personal style and high-energy enthusiasm attract business owners who have a passion for achieving extraordinary results. Rich works one-to-one with business owners to tackle the issues and obstacles that face their business today. He works with owners to create a profitable enterprise built on a solid foundation, with a unique marketplace position, grounded in repeatable processes, and driven by a high-performance team. An author and inspirational speaker, Rich helps business owners visualize their goals, structure their approach, measure their outcomes, continuously improve their processes and achieve remarkable results. His clients credit him with “crystallizing our vision”, “holds me accountable”, “helps me keep my priorities straight”, “providing practical solutions we can implement right away”, and “has been a major factor in our growth and success”.

You can find more information about our speaker at: http://www.tourdeprofit.com/

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AUGUST 2015

Stop Wasting Your Marketing Budget!

Does your marketing cost you money or make you money? For most business owners, marketing spending is a cost. With no strategic marketing plan, marketing services often are purchased and implemented based upon how persuasive the person selling the service is, or because “everyone’s doing it”. No systems exist to measure or compare results of different tactics, so mistakes are often repeated. That flushing sound you hear are funds that if properly used could grow your business, but instead are wasted.

Come learn how true consumer marketing professionals define markets, develop strategies, choose tactics that work best, and optimize their use to provide a positive return on investment.

Dave Swift, “The Marketing Expert”, has over 25 years experience helping small and medium-sized product and service businesses utilize strategy and business planning to focus their efforts and resources for maximum effectiveness, rapid growth, and profit. Dave has extensive strategic and business planning experience, and provides a unique blend of leadership, marketing, financial/analytical skills, and executional excellence.

After getting his undergraduate degree in Political Science from Stanford University and attending Stanford's Graduate School of Business, Dave joined Procter & Gamble. His consumer products experience was broadened at Johnson & Johnson and PepsiCo. As Marketing Director at Frito-Lay Dave commercialized and successfully rolled nationally over 150 new products generating over $1 billion in first year sales. Diversified industry and senior management experience followed as SVP/Chief Marketing Officer of Greyhound Lines, SVP-Consumer Division of WebLink Wireless, and as President of Impact Network. Dave became CEO of Dental Wealth Partners and DWP MSO LLC, a dental practice management company offering a broad suite of integrated products and services to dental professionals. Currently, Dave is the founder of DRS Consulting, a strategic marketing consultancy.

Dave has been a featured speaker on marketing at annual industry trade shows such as the Consumer Electronics Show, Food Marketing Institute, Direct Marketing Association, and at the International Marketing Institute. He has guest lectured on strategic marketing at business schools such as Harvard, Duke, Michigan, SMU, and Stanford. Dave has been interviewed on various TV and radio programs, has served on the Board of the Promotional Marketing Association of America, and has a U.S. patent for a promotional device.

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January 2015, Special half day program featuring Mike Lejuene

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November 2014

martinsbio.htm

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September 2014

Rob Radcliff is a partner with the law firm Weinstein Radcliff LLP that is based here in Dallas. Rob has represented businesses in a wide variety of litigation matters including labor/employment and commercial disputes. Over the years, Rob has represented placement professionals in fee disputes (including trials) and non-compete/non-solicit disputes. Rob frequently writes about employment transitions issues in his legal blog, www.smoothtransitionslawblog.com. A graduate of the SMU Dedman School of Law, Rob has been recognized as a Texas Super Lawyer. This year, Rob formed Weinstein Radcliff with his partner Greg Weinstein. They handle matters throughout Texas and the United States.

Topics Rob will cover will include:

1. Update on any placement professional cases/statute changes etc.

2. Drafting your agreements with an eye towards enforcement – what folks should be thinking about in terms of if there is a dispute about the agreement.

3. The latest on Texas non-competes

4. Social media in the law update.

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August 2014 Featuring Matt Sunshine

For us in the search world, a placement starts with a lead, right? We have to find a company that has an urgent need that is willing to pay us a nice fee to find them a key human asset. We bust our butts every day trying to keep a pipeline of opportunities flowing with those kinds of companies within our niche. Matt thinks that if we in the search business, are willing to change old habits and rethink how we get leads, that we can drastically improve the fun factor of being in the search field, and very positively impact our bottom line results.

Anyone want to have more fun? Anyone want to make more money? If so I believe Matt’s program on August 20 could be a game changer for you. No, there is no magic pill, no simple easy solution, and Matt’s strategy will require some work, but you knew that, I’m sure. Matt is a no BS kind of guy and he believes what he says. I think if we incorporate some of his suggestions along with our current marketing strategies that we will be more successful in both the short and the long haul.

Here are some key points for Matt’s presentation:

Lead Generation: How to establish your thought leadership and get more leads. WITHOUT THE TECHNOBABBLE!

Tactics that can be used right away to help establish thought leadership and get new prospects to find you.

How to more effectively use LinkedIn groups

Understand who your target is. Is it the CEO, is it the Hiring Manager, is it HR, is it the Applicant? Is it all four?

The concept of “they ask… you answer” to attract new leads.

More tactics like effective email strategies targeted to your “lead lists”

How to develop premium content that leads might really want… How to guides, webinars, top 10 lists.

7 step process to starting a lead generation process… including Inbound marketing and blogging.
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July 2014

MARKETING CALL MASTERY

Bob Marshall

A free economic marketplace is constantly correcting itself. While some companies fail, other companies will rise to take their place. Some win. Some lose. And so we market on a daily basis to ‘vector in’ on the winners because they are the ones that need our placement services. And often, we find some of our best candidates among the losers—the companies that are downsizing, experiencing lay-offs or simply going out of business. In a sluggish economy where there are more companies failing, big billers might double or triple their marketing activity to find the few companies that are flourishing. But they continue to find them!

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June 18, 2104. Our June meeting was a roundtable discussion of topics submitted by our membership

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May 14, 2014 - Special program featuring Danny Cahill. Danny Cahill visited Dallas to present a full day program featuring owner manager content in the morning and a recruiter session in the afternoon.

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March 19, 2014

Presented By Kevin Burch, CPC

President of Quest Pro & Q Temps

This program is going to make you think differently about how you approach your day. Recruting, Marketing, Sales - whatever your adjective might be to describe your main purpose each day, this will give you at least one and hopefully many ideas to leave with and use that very afternoon to help drive new business to each of your companies!

Results, Results, and more Results

- Discuss the "When Factor" - When to market, when to send, when to follow up, etc...

- Preparing - what should you do before you even make a call

- More about them vs you!

- Powerful asking skills

- Methods these days & hints to make this process easier

- Follow up

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February 19, 2014

Round Table Discussion

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January 15, 2014

Our meeting on January 15 will mark the beginning of ESOA’s 4th year in operation. Our membership numbers have improved year after year, as has meeting attendance, and the quality of our programs. We wanted to offer something special for our January 15, 2014 Kickoff meeting. So if you want to offer something special, what do you do?? You go to the best, that’s what! What is the most important and critical skill set that we as search firm owners must perform in order to succeed? We have to be good at “SALES”, right? Not only do we have to have good basic sales skills but we also have to be highly motivated to jump out of bed in the morning, hit the office with a positive outlook, and stay up- beat and focused for 10 hours or more until we call it a day. That’s what successful sales people do and the really good ones easily separate themselves from the rest of the pack.

So when you think of sales and motivation and training…What famous name comes to mind?? Zig Ziglar of course, the most iconic name in the sales industry! We would love to have Zig at an ESOA Meeting, but as you know, Zig is no longer with us, but his company is and they have an office right here in Plano. We have arranged for a Ziglar speaker to present at our January 15 meeting. His name is Phillip Hatfield and I met with him for about 2 hours last month. I told him everything I could think of about ESOA and what a day in the life of a search firm owner consists of. I like his positive attitude and background and I am confident that you will to. Here is short bio on Phillip http://www.philliphatfield.com/meet-phillip/ .

Key components of Phillip’s presentation are as follows:

Motivation and how to maintain it.
Doing business with people you know, like and trust.
Increasing business by delighting past clients and building stronger relationships.
Two interactive exercises 1) 5 minute group connection and communication exercise 2) Keep pumping exercise – for Goals, Dreams, Ambitions
Pumping for 2014 goals.

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November 20, 2013

Our November meeting will feature member Jim Durbin presenting on Facebook Graph.

The next and final ESOA meeting for 2013 is scheduled for Wednesday, November 20 at Prestonwood from 11:30am to 1:30pm. Our newest member, Jim Durbin is our speaker and he will provide an interactive demo of the power of Facebook Graph for sourcing candidates. Facebook has 1.1 billion members compared to LinkedIn with 259 million. If you aren’t already exploiting Facebook as a sourcing tool…Don’t you think you ought to start??

Jim is one of us, he is an owner and a headhunter plus he is an expert in the social media industry. Jim is going to follow this email with an email of his own, to further explain what he plans to talk about at our meeting, plus to ask you for your input on specific positions you are trying to fill right now. He will use your jobs in his demo to show you just how effective Facebook Graph can be in sourcing tough to find talent. Great program to help you kick off 2014 with a bang!

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October 16,2013, - Round table discussion on topics submitted by our membership.

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September 2013Our September 16 meeting features Martin Birnbach of Martin Birnbach and Associates- using BIODATA in search.August, 2013Our featured speaker is attorney Rob Radcliff of Dallas law firm Langley Weinstein LLC. Rob specializes in employment law and he is an accomplished speaker and author. He spoke recently at DFWTRN and my connections there say he did a super job. Rob promises that his presentation will be entertaining…not the dry “Bla- Bla- Bla” stuff that we typically expect from the legal profession. He will share examples of cases he has handled and make suggestions on what we as recruiters can do to avoid legal pitfalls. Rob will also explain non-compete, non-disclosure, and non- solicitation agreements, and answer our questions regarding fee and collection disputes and anything else we want to ask him about.

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Jul 17- Split meeting- Gaines Baty will cover 1st half of the meeting with an update on highpoints of the recent Fordyce Meeting in Dallas and Ron Richey and Nick Riccione will cover the second half with a summary of their learning’s from consulting will Bill Vick on enhancing their firm’s social media presence for business development and candidate sourcing

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June 2013

Jeff Kaye and Karen Schmidt of Next level Exchange.

Our next meeting is Wednesday, June 19 from 11:30 to 1:15 at Prestonwood Country Club. We have a great meeting planned with Jeff Kaye and Karen Schmidt of Next Level Exchange as our speakers. They have developed a program which they titled “Market Mastery & Client-Focused Search”. Here is a paragraph they provided to explain their topic:

Market Mastery & Client-Focused Search

In this era of knowledge management, companies are relying on recruiters nearly as much for their industry, and market knowledge, as they are their recruiting capabilities. You will learn the F.I.L.L. (Function, Industry, Location, and Level) approach that can help grow your practice to levels once only thought possible by the elite in our industry. Retainer, Contingency, Retingency, Container, and more! Only by educating the client on the differences between the search process, relationship, and terms can a client make the most informed decision. A thorough yet concise overview of this methodology will be shared.

Next Level Exchange covered this topic at the Fordyce Convention last year (2012) and it was rated the best and most informative presentation by the attendees. In addition to this program, Jeff and Karen have agreed to stay and answer any questions that we as owners have on our mind (whether related to the topic or not). We have agreed to send them our questions in advance so they have time to research their answers. Here are a few questions that ESOA members have given them so far.

1.What is your opinion on optimum small agency staffing...Is it best to hire/train full desk recruiters (someone who does BD and also sources candidates) or hire BD people to do just BD and recruiters to do just recruiting of candidates? Obviously a one desk office has no option, they have to do it all but in a larger office (say 5-6 employees) is it best to split up BD and recruiting?

2. A couple of us attended a Top Echelon conference a couple months ago and Danny Cahill was the keynote. Danny said he has changed his view on requiring employees to make 80-100 cold calls a day because it simply doesn't work anymore. Instead make a smaller number of warm calls (LinkedIn connections for example). Danny also feels that email and texts get better results now than the phone for both BD and sourcing. This is a big change in conventional wisdom from what I learned years ago. Your thoughts?

3. Trade shows are an opportunity to pick up some new business but few search firms (mine included) really knows how to work a trade show. Do you have a process to follow to improve the odds for picking up clients/job orders at a trade show?

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Wednesday, May 15, 2013

ESOA presents a live webinar with Jordan Rayboy.

Below is a summary of the presentation that Jordan sent:

I'm Jordan Rayboy, CEO of Rayboy Insider Search. One thing Rayboy-IS doing these days is kickin butt and taking names! We've set company records for billings and cash-in each of the past two years (exceeding $1.2M in 2012), and are on track to do the same again this year. So what's the secret to our success? Our secret weapon is the Systems we've put in place to take advantage of the principle ofRecyclability. Recyclability of your efforts is the biggest benefit of specializing in a niche. Today I'll discuss systems you can implement immediately to start maximizing your efficiency, resulting in faster presentation of candidates on your open searches, and ultimately more placements. Most of the time, we are presenting a short list of 3-5 qualified and interested candidates to our client in 48-72 hours. You can't beat speed. It's what our clients want, and it's something your competitors, both internal and external, can't touch, if you truly dominate your niche. This is what you can sell as your value proposition to prospects, and it's the reason your key accounts will keep using you for all their search work. You need to provide access and speed- access to the top talent, the passive candidates from their direct competitors, and speed to bring those individuals to their doorstep as fast as possible.

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April 2013 Meeting

Program topic is Round Table Discussion of items submitted in advance by our members. Here is the list of discussion topics for the 4/17 meeting. To register please scroll down…

ESOA Round Table Discussion Topics

Recruiting budgets at many companies are being cut and corporate recruiters are cherry picking the good job orders and giving us the crap. If you agree with this statement, what can we do to stay in the fight?

We all love to pick up a new client, right? What is the most effective method to pick up new business? What works best for you? If someone had a gun to your head and told you to pick up a new client or else, what would your strategy be?

ESOA cut a deal this year with Hoovers to offer a deep discount to our members for a Hoovers subscription. What other subscription services do you currently use that you would like ESOA to contact and try to negotiate a better price? Keep in mind that for ESOA to have any real clout we would probably need at least 5 members who want to subscribe to the service.

Is there anything new or different in sourcing candidates? Aside from LinkedIn which we are all beating to death right now… Where are you having your best success in finding candidates?

Have you evaluated your niche lately? Is there a best way to expand your niche? Do you have any success stories you are willing to share?

I don’t win many fee negotiation discussions with prospective new clients. I ask for 25% and often cave to 20% because I want the work. Then I’m pissed at myself for not doing a better job defending my fee. Anyone want to share your strategy/script?

I walk from any potential new client that demands a cash back guarantee. I want to make sure I explore all reasonable options however before I walk. I offer to extend my free replacement guarantee but that’s about all I have to offer. Anyone want to share how they handle this?

How do you determine if your candidate is just kicking tires vs. being honestly interested and committed to the job you are trying to fill? What is your test to help you make the decision to submit or not submit the candidate to your client?

I am on the verge of adding contract/temp to my permanent placement business. What do you see as the pros and cons of this move? Have any of you done it?...if so, let’s discuss.

I am looking for new/different online tools to find phone numbers. Whitepages.com, switchboard.com, anywho.com etc. seem to have fewer and fewer contacts. Do you have an alternative you like?

March 2013 Meeting - Live webinar with Top Echelon's Mark Demaree. We discussed the "why and how" of increasing revenue with split placements.February 2013 Meeting : Greg Doersching Presented: "The Great 8!"ESOA January 16, 2013 Meeting

ESOA's 2013 schedule will kick off with an exciting & interactive round table discussion featuring topics selected by our membership. This discussion will be focused on helping to get your New Year started off right by re-connecting!

Overall Discussion topic- “Starting the New Year Right” by Re-connecting!
- The importance of re-qualifying your old clients as well as qualifying prospective new clients you want to do business with in 2013.
- Re-qualifying your unfilled job orders from last year- don’t assume that nothing has changed.
- Re-qualifying hot candidates (MPCs). Candidates change career objectives, location preferences etc. so you have to stay connected!
- Contact every candidate you placed and every hiring manager you have done business with the past few years.
Sourcing- What’s working and what is not? Tools and techniques that worked 5 years ago are now ineffective. Discuss what is working for you.
Business & Client Development- What did you do last year that worked?
Re-assess your niche…Expand it, contract it, drop it, try something new?
- Ask your industry’s experts how prospects look for 2013.
- Implications of the Fiscal Cliff compromise as well as future government spending reductions.
Staffing…hiring and retaining the best people to drive your business profits
Politely telling a B or C level client that they are wasting their time chasing A level candidates.
Strategies for gaining the trust of the gate keeper so you can talk directly with the hiring manager.

November 28, 2012Bill Vick provided insights on how to improve our businesses in 2013. Bill gave a great presentation on gaining more business through increasing our brand value and online presence through various social media tools. October 17, 2012Our October meeting featured LinkedIn Expert Craig Fisher September 19, 2012Round Table Disucssion with member topics!August 15, 2012Our August meeting will feature Stephanie Russ of Mullin Law, PCMullin Law, PC has a renowned reputation and comes highly recommended by ESOA member Howard Bloom. Stephanie is certified in Texas and can even practice in the Supreme Court if needed.Stephanie will focus on on legal issues that effect the employment industry. During our interactive lunch session she will share her work experiences and answer member questions on legal matters related to our business.Areas discussed will include but are not limited to:Commercial LitigationEmployment LawTrademark LawFee AgreementsQuestions you can/cannot ask candidates and clients - (With the prevalence of Social Media such as LinkedIn, Facebook, YouTube, etc. in today's marketplace, this is more important than ever.)Stephanie and Mullin Law, PC can be of value to our ESOA membership in the future. They offer a free initial consultation, excellent prices, and will work on contingency.June 20, 2012

ESOA has subsidized three members ($100 each) to attend the Fordyce Forum meeting June 7 and 8 in Dallas. In exchange the attendees with present their learning’s at the June meeting. Attendees registered to attend are Ron Sunshine, and Tom/Greg Dixon. Ron, Tom and Greg will pull the best stuff from the Fordyce Forum meeting and present it to members along with our notes and handouts. It costs up to $1,100 to attend the Fordyce Forum depending on when you register. If you don’t want to spend that much to attend the Fordyce Forum in person, then this is the next best option!

May 16, 2012

A Virtual Workshop With Time for Q & A featuring Steve Finkel

Only someone who has seen our industry through multiple cycles of good times and bad can provide you with the information you need to increase production in today’s market.

Steve Finkel, our industry’s most respected and experienced author and trainer, is described by the Fordyce Letter as “universally regarded as our industry’s leading trainer!” The National Association of Personnel Services has said he possesses “the most in-depth knowledge of search and placement in industry history!” Knowledgeable recruiters and owners agree.

April 18, 2012

Fees and Guarantees- How can I get more 25-35% fees? How do I develop a convincing “Process” to show clients why I deserve a 30% fee? What are some strategies to link an upfront engagement fee to my contingency business? How do I get my client to pay me quicker? Linking fees to guarantees. What if I don’t offer a guarantee at all? Using guarantees to overcome objections (rather than reducing your fee, perhaps you offer a sweeter guarantee)? Should I consider offering Flat fees as well as percentage? What is the roadmap to switch from contingency to retained? Or to work a mix of both?

MARCH 21, 2012

Round table Discussion on topics submitted by our membership - This will be a free flowing discussion facilitated by two of our members. We have a list of topics that we didn’t complete discussion on from our last round table, plus we are looking for more topics from you! Some examples…

Fees and guarantees, Expanding your niche, Supplement your perm. placement business with contract, Split Networks, Fresh Marketing ideas, Best/worst search experience, How to find, hire and retain the best people, Motivating your employees, How long do you retain a low producer?

February 15, 2012

Scott Love Webinar- Virtual Client Development Workshop with time for Q & A from our Attendees

Have you found that the business may be increasing, but so is the competitive activity
among recruiters? Then join Scott Love in his virtual training program on client
development, and learn how you can capture business away from your competitors.
Scott will show attendees how to:
- Create a brand that draws clients to them.
- Get past gatekeepers in making first contact high level prospects.
- Create unique approaches that are effective and compelling.
- Communicate to high level prospects so they are regarded as
- a peer and not a low-level vendor
- Sustain that brand and expand it so that it attracts in-bound inquiries for search work
- Develop an action plan to grow business.

January 18, 2012

Motivational speaker Michael Hoffman kicked off the New Year with a key note that was very entertaining, thought provoking, and aimed specifically at the search business. Michael did a great job and it was unanimous to have him come back and present to ESOA again in the future.

PAST EVENTS

Is selling contract different from selling W2 placement

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Topics Rob will cover will include: