2. 2 Objectives Today Build your confidence in my capability to sell, manage and make an immediate and substantial impact with your company in order to: drive top line sales / bottom line profit Continue learning about the company culture, leadership team, resources, expectations Review why I feel your company is positioned for continued success; and how I will help it win
3. 3 Industry Observations American Staffing 2009: Looking for GrowthAnnual Economic Analysis Puzzles Through the Data and Explains the TrendsJune 2009 After one of the most difficult years for the U.S.—and the world—since World War II, everyone is looking for signs of growth. The staffing industry is a good place to start. The staffing industry has long been considered a coincident economic indicator and a leading employment indicator. That means that changes in the staffing industry coincide with—occur at the same time as—changes in the overall economy. And changes in staffing industry employment lead—occur before—changes in overall employment. Despite the current recession, the U.S. staffing industry is anticipated to grow faster and add more new jobs over the next decade than just about any other industry. According to the most recent projections from the U.S. Bureau of Labor Statistics, the employment services industry—which is primarily staffing—is estimated to add 692,000 jobs between 2006 and 2016, making it the second largest job-growth industry in the U.S. Even though the U.S. staffing industry contracted last year, over the long term, temporary and contract staffing has been growing faster than the economy because of the flexibility factor: employees want it, businesses need it, and it's good for the economy. Jobs, flexibility, a bridge to permanent employment, choice of alternative employment arrangements, and training—these are the benefits staffing firms offer to today's workers. Flexibility and access to talent—these are the benefits staffing firms bring to business clients. Jobs, labor market flexibility, efficient bridging to permanent jobs, training, lower unemployment rates, and enhanced productivity—these are the benefits staffing firms bring to the economy. Read about these benefits in American Staffing 2009, the ASA annual economic analysis. Source : American Staffing Association June 2009
4. 4 Your Company: Leveraged for Success Relevant, value-added brands with strong niche focus that consumers trust Consistent growth/strong market share Steady stream of innovation and “exceeding customer expectations” Experienced Leadership Team Remain well-positioned in it’s brands and segments while providing services necessary for economic growth
5. 5 Brian’s Career Objective Executive leadership role in staffing industry driving profit and organic growth through innovation and exceeding customers expectations Create market focused, nimble, collaborative innovation team; use inside / outside capabilities to grow revenue Leverage passion to build organization and people capability for sustainable excellence Leave the world a better place as a result of my effort
6. Three Initiatives for Extraordinary Impact Leadership/Sales Activity Establish Top 100 Prospect List – self, sales team Superior Customer Plans/Strategies – know what they need Improve/Exceed Customer Interaction – make us stand out Leadership…Accountability…Creditability Inspect what we Expect Collaborative Partnership with your Senior Leadership Team Focus on Fundamentals/Target “Good Business” Provide scorecard performance feedback/team engagement Measure daily, weekly, monthly, quarterly performance adjust accordingly Grow our People Commitment to Training and Development Customer/Field Work-With to access progress/opportunities Train, educate, coach/develop sales team and support staff 6
7. 7 Who Is Brian ? 12 + years of Staffing Experience (Hunter, Business Development, Account Management) Sold during other down economies Continuously accepted additional responsibility and management duties. Established VMS at UPS Served in the area of: Branch Manager, Regional Manager, National Account Manager, RVP and AVP as well as sole sales contributor for software company in capacity of National Account Manager Opened multiple offices, hired staff, trained admin, recruiters, and sales Conducted hundreds of face-to-face presentations Closed sales in response to RFI, RFP, RFQ’s
8. Guiding Principles Develop your People/Organization #1 Align organization around Vision/Strategy Integrity…Always Be a Collaborative Team Player Be Proactive and Accountable Always have Contingency Plans in place Lead by Example Play to Win Everyday Always Pursue Breakthrough Effectively Manage the Fundamentals-”Gold Standard” Coach/Mentor your organization, don’t “Hammer” Communication….Communication…Communication Have Fun 8
9. 9 Knowledge/Value Added that I bring to the Leadership Team Experience/Instant Creditability 12+ years expertise in the staffing industry. People Oriented-Believe that helping others is the best way to help ourselves. Strong commitment to coaching and mentoring employees. Results driven-Solid track record of increasing revenue/profits and superior execution. Proven leader- Key ability to build, manage and positively motivate sales teams to achieve significant results. Team Collaborative Player- Know how to drive results while supporting other executive priorities. Excellent communicator-Extensive presentation skills and communication skills. Committed to Excellence-”Play to Win Everyday”! Loyal and dependable! Self-motivating and consummate professional- Low maintenance. Exhibits the highest degree of Personal Integrity with extreme work ethic.
10. 10 Career Highlights Sold the single largest account for WillStaff Worldwide: APS - $22million in staffing spend, 20 locations including 11 on-sites, prospected the account, responded through RFP, presented twice to executive management in Savannah, Ga. Conducted sales presentations and assisted in the close of Pacitv Corporation –based in Chicago (Lake Forest). Ultimately sold the account then became Project Manager to bring on 11 on-sites at the same time (in four states). Responsible for sourcing, hiring of all on-site managers, office set up, invoicing format, and reporting structure. Directly responsible for four sites (2 - Wheeling, Franklin Park and Frankfort, IL). Kept 90% of locations profitable for the first year, 100% by 18th month. Sold single largest account for Chase Staffing (Dell Computer) through a VMS process (Staff Management) 4 on-sites within 3 states.
11. 11 Career Highlights continued: Managed 6 offices for WillStaff Worldwide in the state of TN. Grew markets by 15-30%, lowest turnover of office state within last two years. Conducted training and implemented process flow to bring the former Holland Staffing offices under the umbrella of WillStaff Worldwide…after acquisition. Adecco …sold as well as managed 11,000-15,000 hours a week, with an office and two on-sites (Revest and Advo). Worked on a sales team who sold UPS (corporate headquarters Atlanta) a VMS program (first ever for Adecco). Direct manager contact for all UPS Executive team. Opened new offices for: Adecco (West Side, UPS office) for Chase Staffing (Houston, TX -Columbus, Ohio, and Oklahoma City) as well as WillStaff on-sites (CA, IL, GA, TX) More to come…
12. 12 Conclusion: QA Thank you for your time and interest Brian Cornwell cell: 770-354-1309 briancornwell2003@yahoo.com http://www.linkedin.com/in/briancornwell "The next best thing to being wise oneself is to live in a circle of those who are". CS Lewis
