The Staffing Playbook Podcast, Powered by YES

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The Staffing Playbook Podcast, Powered by YES is a business podcast hosted by Steve Farrell, with 75 episodes on record and a Required Pod Score of 80.

Steve Farrell hosts The Staffing Playbook Podcast, Powered by YES, a business show with 75 episodes published.

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  Episode #85

  The Four S’s of Sales Growth

  Sep 25, 202655 min

  Most staffing firms don't have a sales problem. They have a system problem. That's the one-line version of Ep. 84 of The Staffing Playbook, and my guest has spent the last ten years diagnosing that difference inside staffing firms. Shad Tidler of Lushin, a Sandler-powered sales training firm out of Indianapolis, brought a framework with him: the Four S's of Sales Growth — Strategy, Structure, Staff, and Skills. We walk all four, and I spend most of the hour pressure-testing it against light-industrial reality. A few things we get into: → Why Structure and Staff are where most firms actually break (not Skills, the one everybody reaches for first) → How to get from a million-dollar GP goal in January to what a BDM should be doing on Tuesday morning → The industry irony: staffing firms hire for a living and still can't hire their own salespeople → The difference between coaching a pipeline and managing it from behind a laptop (I have a story about that one) → A 60-second self-diagnosis to figure out which S is your bottleneck If you run a sales team in this industry — RVP, VP of Sales, or the owner who still carries the bag — this one's for you. And if you're heading to Staffing World in Denver next month, go see Shad live. He's teaching "Stop Leaving Money on the Table: How to Engage With Your Current Clients" on Wednesday, Oct. 14, 10:45–11:45 AM at the Gaylord Rockies. The podcast is about building the engine for new revenue. His session is about the revenue already sitting inside your accounts. Do both. Ep. 84 drops Thursday, Sept. 24 at 9:00 AM MDT. Link in the comments. #StaffingIndustry #Staffing #SalesLeadership #StaffingWorld #TheStaffingPlaybook

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  Episode #84

  Urgent Update: RECOVERING INTO A RATE HIKE

  Sep 18, 202627 min

  The staffing industry is growing for the first time in three years. On Wednesday, the Fed raised rates for the first time in three years. Same week. That's the whole episode. A solo briefing, recorded Wednesday afternoon after the decision, on what it means to be recovering straight into a rate hike — if you run a desk, a branch, or a book of business. What's in it: → SIA tripled its 2026 forecast — from +0.8% to +2.4%, about $183 billion — and industrial just became the largest segment in the industry. Then the honest version: indexed to 2019, commercial staffing is still 15% below where it was seven years ago, and the industry is still roughly a quarter below its 2022 peak. We're climbing out, not breaking out. → Why it's growing, and why that should make you a little nervous. Industrial employment is falling year over year while industrial staffing hours are up 12%. That's not a rising tide. That's clients choosing flexibility — and share that's chosen can be un-chosen. → The hike itself: a quarter point to 3.75–4.00%, unanimous, with one more penciled in for this year. Inflation at 3.4%, gasoline up 27%, diesel at a record. What that does to your rate-sensitive manufacturing clients, what it doesn't do to the data center down the road, and why a frozen labor market is a temp market. → The number nobody's talking about while they celebrate revenue: every public staffing firm reported margin down this summer. Pay rates are outrunning bill rates. A recovery you can't price is a recovery you can't keep. → A Monday playbook: reprice before Q4, sort your book by rate sensitivity, sell overtime relief, chase the data-center backfill instead of the site, and build a fuel plan for your associates before attendance tells you to. A rate hike isn't the end of the recovery. It's the next sorting event. The last three years sorted this industry once — the firms that leaned in while everyone pulled back are the ones taking share right now. Wednesday started round two. It's National Staffing Employee Week. If you run a branch, go thank an associate. Everything above is downstream of them showing up. The Staffing Playbook Podcast, Powered by YES Episode's live this morning at 8:00 AM MDT. Link in the comments. Staffing Industry Analysts American Staffing Association

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  Episode #83

  Where are all the CTOs in Staffing?

  Sep 11, 202656 min

  He stood up in a room full of staffing leaders who'd spent all day saying AI is the future of this industry, and asked two questions: "How many of you in this room are technologists?" "And where are your CTOs?" Nobody raised a hand. That silence is the whole episode. Daniel Mastropolo runs a large staffing firm with about 20 people and no office — the #1 fastest-growing staffing company in the country. He also spent five years as a fractional CTO to 17 firms. So when he says our industry is an easy mark for tech vendors, he's not guessing. A few things he said out loud that most people only think: → 200+ AI products flooding a market that knows it's a bad buyer of tech → "We sit on top of Bullhorn" is not an answer. Ask what "sit on" means. They usually can't tell you. → Ask a vendor for their bias statement. If you get a cross-eyed look — run. → Most owners have no idea what's actually sitting in their own data. His Monday-morning advice for owners: if you've been hesitant to go down the path of technical independence, your clock is running out. It can't be a toe in the water. Ep. 83 | Where are all the CTOs in Staffing? Wednesday, Sept 10 · 11:30 AM MDT The Staffing Playbook Podcast, Powered by YES Know someone about to write a check for software they can't define? Send it to them. hashtag#StaffingIndustry hashtag#TheStaffingPlaybook

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  Episode #82

  July Jobs Report, Staffing trends and AI news

  Aug 21, 202628 min

  Payrolls went negative in July. Temporary help went up. Not by much — 3,400 jobs. But that number did something no temp help print has done in 45 months. It put this industry into year-over-year growth for the first time since October 2022. Same week, the ISM manufacturing employment index crossed 50 for the first time in 33 months. Two multi-year losing streaks broke in the same seven days. Both of them in light industrial. In a report the headlines called bad. Here's what I think is happening. When employers stop hiring but haven't started firing, they don't stop needing the work done. They rent instead of buy. Right now, we're what they're renting. New episode is up. The July jobs report and the number under the headline that nobody put in a headline. The weekly tape that hit a new high and decelerated at the same time. Three earnings prints, including a margin trap that every growing firm should look at. And the Fed study that finally measured what AI has actually delivered. Plus one correction I owe an economist.

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  Episode #81

  How Do You Grow When the Market Isn't Coming Back?

  Aug 7, 202656 min

  Waiting for the staffing market to "bounce back" has quietly become a strategy. It might also be the wrong one. What if 2022 was the peak — and we don't get back to it? That's the question at the center of the next episode of The Staffing Playbook, and I brought on the one person with the data to actually answer it: Eric Gregg, co-founder and CX strategist at ClearlyRated. Eric has spent two decades — and millions of surveys — studying how staffing buyers and candidates actually behave. His newest research says the ground has shifted under all of us, on both sides of the table. On the buyer side: most now start with a short list of about three firms already in their heads — and they hire off that list. Miss it, and you didn't lose the deal. You never knew it existed. On the candidate side: they can write the resume, parse the job description, and prep for the interview with AI before a recruiter ever crosses their mind. Staffing has gone from the first call to one of the last. So the real question isn't "when does it come back?" It's this: how do you grow when the tide isn't lifting anyone — and what is the human recruiter actually still for? We get into: → Why specialization matters more than it ever has — and what it has to look like now → Where the human still wins once a machine can do the transactional work → The one finding in Eric's data that stopped me cold — it looks like it kills the "humans are irreplaceable" argument, until you look closer → How you earn a spot on that three-firm short list Real data. No hype. Same as always.

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