Staffing as a Solution

Some number of years ago when I first “fell” into the staffing world it looked as if the job was a simple task of matching orders to available talent.  There were few if any contracts, terms were discussed and implemented and the contract employee was put to work.  Simple enough in theory and practical in application.  Work was done for reasons like, maternity leaves, vacation, peak work loads and projects that were facing deadlines.  Throw in that there were projects that entailed work for extended periods of time but not a person on staff once the work was completed and we had reasons for doing business.

 As the staffing industry has progressed, so have the rules of engagement.  Contracts were created by both the staffing firms and their clients.  The process has become much more a formal  start to finish and that is just on the simple vendor to client relationship.  Throw in the VMS (Vendor Managed Services) and now we start to add layers and cost to the process.  Without going overboard, we now can include third party arrangements, off-shore and near-shore options and the menu has become one that can be confusing for companies that are considering/ utilizing staffing as an option.

With all this in mind, I offer one simple thought.  Companies have needs that entail the use of contract labor.  At the end of the day it is about finding the best possible candidate at an appropriate price.  Layering the process can dilute the end result and leave all parties less than satisfied.  Respect the need for what it is and utilize the solution that fits the need.  If we look at this process much like we approach shopping for a new sport shoe I believe that there is a parallel to be found.  Certainly there are different shoes for different sports and I can’t take away from that basic premise but can say that the majority of us can use one shoe for multiple situations.  If I were to go and but a pair of shoes for a spin class but have another pair for weight training and then a pair to jog in but certainly then require another pair to walk to the car and to drive home in and …………….we would need a bigger bag and a fair amount of money.  So has become the idea of staffing as a solution. 

At the end of the day staffing is all about the right candidate at the right price.  If approached in the proper fashion it can be a beneficial process that doesn’t require a heavy amount of structure.  Keeping perspective is a wonderful thing and staffing can still be a positive solution.

Where have all the sales people gone?

Recently I was speaking with a business manager who was frustrated with a perceived lack of sales talent available in the greater bay area. He indicated that in the past 15 months he had hired four new business development types and that all four had turned over with a consistent record of low to no success. His concern is shared by others if I am to take into account the conversations that are appearing on various boards dedicated to hiring as well as conversations with hiring managers and recruiters. Where is the talent and why are companies finding it to be increasingly difficult to retain producers? In my own case, the need is not to find sales types with years of experience, rather I am looking for raw talent and a sense of self motivation. Don Shula, who was known for an ability to produce winning teams year after year summed it up in this fashion. “I can teach skills but I can’t teach attitude.” This is a statement that rings true and is representative of my desire in hiring sales talent. Show me a desire and a willingness to learn and I will teach you the mechanics of successful sales. It is a simple process that only requires the determination and desire of an individual to see a task through from start to success. Perhaps the challange is not a shortage of people but rather the need for instant gratification. In our lives we are able to find, buy or simply obtain what we want in immediate fashion. Sales takes time. Is this simply a question of drawing from a pool that expects and possibly needs a more immediate return? It is a simple question but the answer is perhaps more involved that it has been in the past………….