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Category Archives: Process

Why the Status Quo Isn’t Good Enough

Posted on August 17, 2011 by

Mike Cleland

If you don’t like change, you will like irrelevance even less. General Erick Shinseki An organization’s ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage. Jack Welch The majority of people hate change. Change … Continue reading →

Posted in Process, Productivity, Staffing Industry, Strategy, Uncategorized |

Tagged change, Management, Performance, Staffing Industry

Relationships Still Rule, But…..

Posted on January 11, 2011 by

Mike Cleland

Back in the early 90s when I entered this business, I was exposed to a simple yet accurate description of the staffing industry by Al Dubuc of Oz Enterprises- “People selling people to people”. The crux of that definition was … Continue reading →

Posted in Management, Process, Productivity, Profit, Recruiting, Sales, Staffing, Staffing Industry, Strategy |

Tagged Process, Recruiting, Sales, Staffing Industry, Strategy

The End of Management

Posted on September 15, 2010 by

Mike Cleland

A couple weeks ago I was browsing through the weekend edition of the Wall Street Journal and stumbled on an article titled “The End of Management”. Contrary to what it suggests, the point of the article is not … Continue reading →

Posted in Budget, Culture, Delivery, Leadership, Management, Process, Productivity, Sales, Staffing, Staffing Industry, Strategy, Value Proposition |

Tagged Adapting, Staffing Industry, Strategy

Budgeting Behavior

Posted on September 8, 2010 by

Mike Cleland

Staffing is a rapidly changing, people driven business, so I have always struggled with the role of the budget in managing the day-to-day operations over the course of an entire year. While I know budgets are necessary, they can also … Continue reading →

Posted in Budget, Management, Process, Productivity, Profit, Sales, Staffing, Staffing Industry |

Tagged Budgeting, Management, Staffing, Staffing Industry

The Power of Habit

Posted on August 11, 2010 by

Mike Cleland

I was just reading a book called the Power or Habit by Jack Hodge. The primary narrative of the book is that we, more than anything else, are defined by what we do, and close to 90% of what we … Continue reading →

Posted in Culture, Delivery, Management, Process, Productivity, Recruiting, Sales, Staffing, Staffing Industry, Strategy |

Tagged Management, Performance, Recrutiing, Sales, Staffing |

2 Comments

Jack’s Big Aha!

Posted on July 27, 2010 by

Mike Cleland

It’s never a bad idea to look at strategic principles through the lens of proven business leaders such as Jack Welch. Jack started at GE as a chemical engineer in 1960 and by 1980 he was promoted to CEO where … Continue reading →

Posted in Culture, Delivery, Leadership, linkedin, Management, Process, Profit, Staffing, Staffing Industry, Strategy, Uncategorized |

Tagged linkedin, Staffing, Strategy

What Drives Your Sales Culture?

Posted on July 6, 2010 by

Mike Cleland

In the last blog article, I discussed how the Global Workforce Study on workforce culture reported the highest level of employee dissatisfaction in the study’s 23 year history. Employee dissatisfaction can be especially damaging to a company’s sales culture, threatening … Continue reading →

Posted in Delivery, Leadership, Management, Process, Productivity, Profit, Recruiting, Sales, Staffing, Strategy, Uncategorized |

Tagged Competition, Culture, Morale, Performance, Sales Strategy, Staffing, Strategy |

2 Comments

The BP Spill: A Consequence of Bad Strategy

Posted on June 22, 2010 by

Mike Cleland

“A company can’t prioritize everything, and while BP was prioritizing PR and acquisitions, it wasn’t prioritizing operations.” Holman Jenkins, WSJ A preventable catastrophe is unfolding along our Gulf shores and much of the region is going to suffer for years. … Continue reading →

Posted in Delivery, Leadership, Management, Process, Profit, Staffing, Strategy |

Tagged BP, Corporatism, Leadership, Operations, Strategy

Beware the Cassandra Complex

Posted on May 27, 2010 by

Mike Cleland

Cassandra was a princess of Troy, who had the gift of prophesy, but who could not persuade anyone because was cursed with a severe credibility gap. Can you imagine her frustration? She knows she is right, but lacks the credibility … Continue reading →

Posted in Management, Process, Sales, Staffing, Strategy, Uncategorized, Value Proposition |

Tagged Management, Sales, Staffing, Value

Are You Selling to the Right Accounts?

Posted on May 20, 2010 by

Mike Cleland

An effective sales strategy starts with well defined segmentation of your current and target accounts. However, many companies struggle with defining the right criteria to build an effective account pipeline, which then significantly reduces the productivity of their entire sales … Continue reading →