Summary In this eye-opening episode of Highly Adaptive, Jeff Pelliccio and Erin McKenzie welcome Eric Gregg, founder of ClearlyRated and the driving force behind Best of Staffing, to tackle a paradox that's plaguing the industry: why firms with identical strategies, tech stacks, and training can deliver wildly different client experiences from office to office. Drawing from over two decades of measuring what actually matters in staffing, Eric reveals a startling truth—over half of all quits and fires happen within the first week, with more than half of those occurring on the first day. Yet most firms spend 80% of their time on strategy and only 20% on execution, missing the most critical mile of success. The conversation dives deep into why staffing faces exponential variability compared to other industries (hint: it's not just about people being different) and why excellence in execution isn't about eliminating variance—it's about focusing on key moments of truth. From Eric's Galapagos diving adventures with hammerhead sharks to his sister's profound parenting advice, this episode weaves together powerful insights about never stopping trying, whether you're 50 feet underwater or leading a staffing firm. Co-hosting his ASA Staffing World session with Erica Woods from Apex Systems, Eric shares how the best firms create feedback loops between strategy and field execution, turning frontline insights into competitive advantages without overcomplicating the process. Key Takeaways First Day = Make or Break – Over half of quits/fires happen in week one, with half of those on day one—focus here changes everything 80/20 Rule is Backwards – Most firms spend 80% on strategy, 20% on execution; winners flip this ratio KBI Before KPI – Key Business Inputs (responsiveness, first-day contact) drive Key Performance Indicators, not vice versa Lifetime Value Mindset – Rehires cost less across the board yet recruiters get paid the same—misaligned incentives kill excellence Problem Solvers > Problem Identifiers – Change makers who bring solutions, not just complaints, have outsized impact Never Stop Trying – Eric's sister's observation: good leaders (like good parents) lead differently but share one trait—persistence Sponsors Allied Insight - The Preferred Marketing Partner of Staffing and Consulting BusinessesExcellence in execution starts with marketing that delivers. Allied Insight helps staffing leaders create consistent, remarkable experiences from first touch to final placement. All Things Staffing - Expert Resources for the Staffing CommunityYour hub for insights that turn strategy into execution. All Things Staffing provides the frameworks and accountability tools that help leaders deliver excellence at scale.

Summary In this game-changing episode of Highly Adaptive, Jeff Pelliccio and Erin McKenzie sit down with Casey Jacox, top sales coach and former #1 producer at Kforce, to decode why relationships—not deals—determine success in staffing. Sporting his elite Seattle Mariners mustache (a story worth hearing), Casey delivers hard truths about why most staffing professionals are getting relationships completely wrong. Drawing from his journey from executive to entrepreneur, Casey reveals the moment in Dallas when he discovered the core principle that would reshape his entire approach: ”Win people, not just deals.” This insight led to his book ”Win the Relationship, Not the Deal” and a coaching practice that’s transforming how staffing leaders think about sales. The conversation tackles the industry’s biggest blind spot—leaders tell their teams to ”build relationships” without teaching them how. Casey breaks down his six-chapter framework with specific, actionable strategies that he used to build elite-level results at Kforce and continues to teach today. From the power of following up after losing a deal to the art of TED-based questions (Tell, Explain, Describe), this episode delivers tactical wisdom wrapped in authentic storytelling. Whether you’re struggling with AI-driven commoditization or wondering how to break through transactional client relationships, Casey’s approach offers a refreshing return to fundamentals that actually work. Key Takeaways Win People, Not Deals – Follow up after losing: ”Are the consultants you hired doing great?” creates three opportunities for connection Listen vs. Hear – Hearing is subconscious, listening is conscious—practice TED questions (Tell me, Explain, Describe) to master this skill Document Everything – Remember birthdays, alma maters, past conversations—relationships are built on documented details Say No to Bad Fits – Casey turned down a client he chased for two years because the risk wasn’t worth destroying the relationship Practice on Family First – Most salespeople practice on clients; winners practice communication skills at home where stakes are lower Ask for Specific Feedback – ”Tell me TWO things we do well and TWO things to improve”—numbers in questions drive deeper answers Sponsors Allied Insight - The Preferred Marketing Partner of Staffing and Consulting Businesses Winning relationships requires authentic positioning. Allied Insight helps staffing firms build brands that attract ideal clients and create lasting connections that transcend transactional sales. All Things Staffing - Expert Resources for the Staffing Community Your destination for relationship-driven strategies and industry insights. All Things Staffing provides the knowledge foundation that helps leaders build stronger connections and better businesses.

<p>In this candid episode of Highly Adaptive, Jeff Pelliccio and Erin McKenzie tackle the lost art of professional networking, revealing why most people are getting it completely wrong. Opening with their own connection story (spoiler: neither can remember exactly when they met, yet feel like they&#39;ve known each other forever), they explore what authentic networking really means in today&#39;s transactional world.</p> <p>The hosts confront the generational divide head-on&mdash;where older professionals view networking as relationship-building while younger generations often treat it like a vending machine for immediate needs. Through personal examples and hard truths, Jeff and Erin dissect why networking has become so misunderstood and how to fix it.</p> <p>Drawing from real scenarios (including the red leaf lettuce grocery store analogy that perfectly illustrates networking gone wrong), they provide a framework for building genuine professional relationships that actually matter. The conversation gets practical with specific tips on everything from LinkedIn authenticity to the power of follow-up, culminating in Erin&#39;s challenge to sit alone at a diner and strike up a conversation with a stranger.</p> <p>For anyone who&#39;s ever felt uncomfortable networking or wondered why their connections aren&#39;t yielding results, this episode delivers the mindset shift needed to transform networking from a necessary evil into a career superpower.</p> <p>Whether you&#39;re an extrovert who needs to add more depth to your connections or an introvert looking for structured approaches to relationship building, Jeff and Erin provide the framework for authentic professional networking that actually works.</p> <h2>Key Takeaways</h2> <p><strong>Networking is Professional Friendship</strong>&nbsp;&ndash; It&#39;s about genuine human connection with purpose, not a vending machine for immediate needs</p> <p><strong>Transparency Beats Manipulation</strong>&nbsp;&ndash; Don&#39;t ask &quot;are you free this weekend?&quot; to set up a moving request&mdash;be authentic about what you need</p> <p><strong>The Top 10 Test</strong>&nbsp;&ndash; If you only had 10 phone spots, who would make the cut? Focus your networking energy there first</p> <p><strong>Follow Up on Outcomes</strong>&nbsp;&ndash; Don&#39;t just say thanks&mdash;share how their advice helped and offer reciprocal support</p> <p><strong>Audit Yourself</strong>&nbsp;&ndash; Are you a generous networker or a selfish one? The answer determines your network&#39;s strength</p> <p><strong>The Diner Challenge</strong>&nbsp;&ndash; Practice networking by sitting alone at a bar or diner and starting conversations with strangers</p> <h2>Sponsors</h2> <p><strong>Allied Insight</strong>&nbsp;- The Preferred Marketing Partner of Staffing and Consulting Businesses<br /> Building authentic connections requires authentic marketing. Allied Insight helps staffing firms create genuine brand relationships that turn prospects into partners and connections into revenue.</p> <p><strong>All Things Staffing</strong>&nbsp;- Expert Resources for the Staffing Community<br /> Your destination for insights that matter. From networking strategies to industry trends, All Things Staffing provides the knowledge base that keeps leaders connected and informed.</p>

<h2>Summary</h2> <p>In this game-changing episode of Highly Adaptive, Jeff Pelliccio and Erin McKenzie sit down with Kim Henderson, former $100 million agency founder and Managing Director of Cobalt Compass, to decode what it really takes to stand out in today&#39;s cutthroat staffing market.</p> <p>Starting from her unexpected entry into staffing after face-to-face mortgage collections (yes, really), Kim shares the hard-won strategies that transformed her from a newcomer into an industry powerhouse. She reveals how accidental discoveries in government contracting led to systematic approaches for dominating niche markets&mdash;including becoming a cleared facility that could obtain secret and top-secret clearances for candidates.</p> <p>The conversation cuts through theoretical fluff to deliver battle-tested tactics: from joining niche professional associations to building organic referral networks that actually work. Kim challenges the industry&#39;s addiction to shallow, transactional relationships and makes the case for deep market penetration&mdash;because until you own 90% of an account&#39;s spend, it&#39;s still just a prospect.</p> <p>This episode is essential listening for executives ready to stop racing to the bottom on price and start building defensible market positions that competitors can&#39;t touch.</p> <h2>Key Takeaways</h2> <p><strong>Stop Chasing Everything, Start Dominating Something</strong>&nbsp;&ndash; Use quarterly Account Profiles to identify where you excel and double down instead of spreading thin</p> <p><strong>Client Share is Your North Star</strong>&nbsp;&ndash; If you have 5 contractors while competitors have 85, you&#39;re not winning&mdash;you&#39;ve barely started</p> <p><strong>Differentiation Through Association</strong>&nbsp;&ndash; Invest $50 in niche professional associations to meet decision-makers that would take 6 months to cold call</p> <p><strong>Value Beyond Placement</strong>&nbsp;&ndash; Send 3 relevant industry articles weekly with no ask attached to stay top-of-mind when needs arise</p> <p><strong>The Power of Saying No</strong>&nbsp;&ndash; Politely dismiss C-minus accounts that don&#39;t match your capabilities and redirect resources to winnable battles</p> <p><strong>Make Everyone a Storyteller</strong>&nbsp;&ndash; Ensure every team member can articulate your unique value with specific case studies, not just leadership</p> <h2>Sponsors</h2> <p><strong>Allied Insight</strong>&nbsp;- The Preferred Marketing Partner of Staffing and Consulting Businesses<br /> When differentiation is survival, you need marketing that cuts through. Allied Insight delivers expert-level strategy and execution that transforms staffing firms from vendors into vital partners. Because in today&#39;s market, good enough isn&#39;t good enough.</p> <p><strong>All Things Staffing</strong>&nbsp;- Expert Resources for the Staffing Community<br /> Your hub for industry insights, proven strategies, and the tools you need to outpace change. From articles to case studies to conversations like this one, All Things Staffing keeps you ahead of the curve.</p>

<p><strong>Summary:</strong></p> <p>In this engaging conversation, Tom Erb shares his insights on the four mindsets of staffing success and the importance of performance in today&#39;s competitive landscape. He emphasizes the need for a long-term perspective in business and how adopting the right mindset can lead to greater success. The discussion also touches on personal anecdotes, motivational quotes, and the evolving nature of the staffing industry.</p> <p><strong>Takeaways:</strong></p> <ul> <li>The four mindsets of staffing success are crucial for performance.</li> <li>Mindset is often more important than specific skills in achieving success.</li> <li>Adopting a long-term perspective is essential in business.</li> <li>Performance should be the primary focus for immediate results.</li> <li>Value is about providing genuine benefits to clients and candidates.</li> <li>Mastery involves continuous improvement and learning.</li> <li>Personal connections are vital in the staffing industry.</li> <li>Technology should be embraced to enhance capabilities, not replace them.</li> <li>Motivational quotes can serve as guiding principles in one&#39;s career.</li> </ul> <p>&nbsp;<strong>Sponsors:</strong></p> <ul> <li><a href="https://alliedinsight.com">Allied Insight</a>&nbsp;- the Preferred Marketing Partner of Staffing and Consulting businesses</li> <li><a href="https://allthingsstaffing.com">All Things Staffing</a> - Expert Resources for the Staffing Community</li> </ul>

<h2>Summary</h2> <p>In this power-packed episode of Highly Adaptive, Jeff Pelliccio and Erin McKenzie sit down with Tom Erb, President of Tallann Resources and one of staffing&#39;s most respected thought leaders, to decode the four mindsets that separate industry champions from the rest of the pack.</p> <p>With over 30 years in the trenches, Tom reveals why success isn&#39;t about having the right skills&mdash;it&#39;s about approaching your work with the right mindset. Drawing from his experience managing teams, building businesses, and now consulting with hundreds of firms, Tom breaks down exactly how top performers think differently about their daily activities.</p> <p>The conversation explores Tom&#39;s evolution from individual contributor to industry advisor, his discovery that mindset trumps tactics, and why most staffing professionals are leaving money on the table by avoiding one simple activity: picking up the phone. Tom challenges conventional wisdom about email efficiency and digital-first strategies, making the case that human connection still drives results in our increasingly automated world.</p> <p>Plus, get Tom&#39;s travel hacks for the conference circuit, including his game-changing Solgaard portable closet system and his philosophy on never checking bags. This episode delivers both strategic frameworks and tactical tips that leaders can implement immediately.</p> <h2>Key Takeaways</h2> <p><strong>Performance Mindset</strong>&nbsp;&ndash; Success starts with doing enough of the RIGHT activities that only you can do, not tasks that can be automated or delegated</p> <p><strong>Value Mindset</strong>&nbsp;&ndash; Shift from apologizing for interrupting to believing prospects are better off knowing you than not knowing you</p> <p><strong>Long Game Mindset</strong>&nbsp;&ndash; What you do today determines your bank account in six months&mdash;build tomorrow&#39;s pipeline while filling today&#39;s orders</p> <p><strong>Mastery Mindset</strong>&nbsp;&ndash; Purposefully improve through continuous learning, following thought leaders, and constantly increasing efficiency</p> <p><strong>Phone Calls Still Win</strong>&nbsp;&ndash; The more people you talk to, the more good things happen&mdash;email alone won&#39;t buil</p>

<p>Adapting to Constant Change: The Role of Collaboration in Modern Business</p> <p>In this episode, Erin and Jeff dive into the concept of constant change, using the relatable metaphor of pears falling from a tree to illustrate the relentless nature of change in our lives and industries. They explore how current market dynamics are driving a need for greater cross-department collaboration and coordination, from sales and marketing to tech and operations. They discuss the emerging &#39;organizational collective culture,&#39; where frontline teams have increasing influence on technology decisions and overall strategy. As they unpack the challenges and opportunities this shift presents, they emphasize the critical need for adaptability and proactive engagement with change to remain competitive. Tune in to learn how embracing these shifts can help your organization not just survive, but thrive in a constantly evolving landscape.</p>

<p>Exciting Fall 2023 Conference Roundup: AI, Tech, and Business Strategies</p> <p>In this episode, we dive into the bustling fall conference season, discussing key events from Dallas to Orlando to Vegas. Highlights include SIA Collab X, TempNet Fall Conference, Thrive Live, ASA Staffing World, and the SIA Healthcare Staffing Summit. We cover noteworthy sessions on AI, tech advancements, business strategies, leadership development, and compliance in the evolving workforce landscape. Don&#39;t miss our recommendations for must-attend sessions and insights into maximizing your conference experience.</p>

<p>What is the Highly Adaptive Mindset and how will it help leaders react faster, become more proactive, adapt better, and develop a more predictable perspective. Jeff Pelliccio and Erin MacKenzie also share the content pillars of education, insights, industry networks, and experts to serve executive, leaders, and change-makers at your staffing and consulting company.</p> <p>Introducing Our New Podcast: Bridging the Gap in Staffing and Technology</p> <p>Join us as we embark on our inaugural podcast episode, where we discuss the need for a new, actionable, and multi-perspective resource in the world of staffing and technology. In this episode, we delve into the importance of providing decision-ready insights, avoiding sales pitches, and focusing on education and true value. Get to know your hosts, their backgrounds, and their passion for bringing strategic, innovative, and helpful advice to the community. We outline our vision for the podcast, including reactive and proactive strategies, AI integration, and industry trends. Perfect for executives, emerging leaders, and change makers, this podcast aims to educate, inspire, and provide actionable steps for success. Don&#39;t miss our segments on education, industry networks, and expert interviews, all designed to help you stay ahead in the dynamic world of staffing.</p>