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Mike Cleland is a management consultant specializing in the staffing industry. With 18 years experience, he has a proven track record of helping staffing companies achieve the next level of performance.
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Category Archives: Recruiting
Building a Balanced Metrics Portfolio
As a staffing organization grows, management relies on metrics to provide the visibility necessary to ensure the company is staying on the right track. How effectively an organization develops these metrics has a direct impact on critical management decisions, and … Continue reading
Posted in Management, Metrics, Productivity, Recruiting, Staffing Industry, Strategy
Tagged Management, Metrics, productivity, Strategy
Relationships Still Rule, But…..
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
Planning for Success
How would you respond if someone asked “what’s your growth plan for next year”? In answering the question, you may find that you really don’t have a satisfactory answer. One of the causes of this lack of planning is the … Continue reading
Posted in Budget, Culture, Delivery, Leadership, linkedin, Management, Recruiting, Sales, Staffing, Uncategorized, Value Proposition
Tagged budget, business, Management, planning, Staffing
Hiring For Drive
One of the most common questions I get from staffing managers is whether it’s better to hire experienced or green sales people. Leveraging my years of experience, I can confidently answer that I really don’t know. I have come to this conclusion … Continue reading
Posted in Culture, Leadership, Management, Productivity, Recruiting, Sales, Staffing Industry
Tagged hiring, Recruiting, Sales, Staffing, Staffing Industry
The Price of Excellence
Recently the last of US combat troops left Iraq and crossed into Kuwait marking a significant milestone in a long hard fought war. Regardless, of your view on the war, the support for our troops justifiably crosses political spectrums and … Continue reading
Posted in Culture, Leadership, Management, Productivity, Profit, Recruiting, Staffing, Staffing Industry, Strategy, Uncategorized
Tagged Leadership, Management, Staffing Industry
Pardon the Interruption
Most everyone these days has a DVR. I personally love the technology, mainly due to the fact that I can skip all the commercials pitching products and services I don’t need nor want. Fast forwarding through these advertisements makes me … Continue reading
The Power of Habit
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
Establishing a Culture of Performance
Having discussed the internal drivers of sales culture, the next step is to explore what leaders can do to establish a culture of performance. Since culture is largely defined by human behavior and decision making, it’s important to understand there … Continue reading
Posted in Culture, Leadership, Management, Productivity, Recruiting, Sales, Staffing, Uncategorized
Tagged Communication, Culture, Leadership, Management, Performance
1 Comment
What Drives Your Sales Culture?
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
Change: Your Future Depends on it
Most companies embrace change when they first enter the market, because change presents opportunities for start-up companies to outmaneuver larger organizations that are less adaptable and more reliant on the status quo. Anyone who has been part of a quickly … Continue reading
Posted in Management, Recruiting, Sales, Staffing, Strategy
Tagged Adapt, change, linkedin, Management, Recruiting, Sales, Staffing