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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: Uncategorized
Why the Status Quo Isn’t Good Enough
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
In Case You Missed It: Metrics that Matter
A couple months ago I was given the opportunity to present on metrics at the SIA conference in Miami. I have had several requests for the presentation, so it is now available on the website. You can listen to the … Continue reading
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
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
Jack’s Big Aha!
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
Building Trust
Trust is elusive, and it is one of most critical components of why people buy. Buyers must trust that what they are buying provides the expected value. However, trust plays a different role based on what the buyer is purchasing … Continue reading
Posted in Culture, Delivery, Management, Sales, Staffing, Uncategorized, Value Proposition
Tagged relationships, Selling, trust
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
Beware the Cassandra Complex
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
What role does strategy have in Staffing?
Staffing at its roots is an entrepreneurial industry. Some of the most successful staffing companies can point to strong leadership, aggressive execution, and ambitious production personnel as keys to their success. It is an industry defined at many levels by … Continue reading