The Staffing Playbook Podcast, Powered by YES

Know Your Worth: Unlocking the True Value of Your Staffing Firm

Is your markup a true reflection of the impact you deliver—or just a number on an invoice?We sit down with Benjamin Mena, founder of Select Source Solutions and host of The Elite Recruiter Podcast, to break down exactly how staffing firms can quantify—and communicate—their real economic value.Why you should tune inSee your firm through an economic lens. Benjamin’s background in defense-contract recruiting and economics gives him a data-driven view of pricing, margins, and market positioning.
Turn “soft” results into hard numbers. Learn practical frameworks to translate fill-rates, retention, and compliance into dollar impact clients can’t ignore.Stand out without racing to the bottom. Hear brand-building tactics and success stories that prove premium pricing is possible—even in crowded markets.
Rapid-fire insights you’ll take awayThe one economic indicator every staffing leader should trackA proven blueprint for articulating your unique value propositionCommon pitfalls that sabotage pricing power—and how to avoid themIf you’re leading a staffing firm, managing a sales desk, or simply want to stop competing on price alone, this conversation is for you.

Behind the Curtain: What HR Really Thinks About Staffing Agencies pt 3

"Behind the Curtain” Series, Part 3 Episode 37: What HR Really Thinks About Staffing Agencies The final curtain is about to fall.
In Parts 1 & 2 we heard unfiltered truths from MSP/VMS leaders and HR pros Megan Gill & Shane Fisher.
Now we’re closing the trilogy with two more seasoned HR voices ready to say the quiet parts out loud: Angie Johnsen and Gail Perkes, SPHR.
Co-hosts Steven Farrell, CSP and Genevieve Bourgeois will dig into:
Fresh “good, bad & ugly” stories that agencies still need to hear The biggest communication misfires HR teams experienced this year—and how to avoid them Outreach tactics that win a reply vs. an instant delete What agencies must evolve before 2026 to stay on HR’s preferred-vendor list Lightning-round tips you can implement before your next client call Expect candor, specific examples, and an action-packed 45-minute playbook you can put to work immediately.
Sponsored by Staffing Referrals—helping agencies turn great talent into brand ambassadors and repeat placements.

“Behind the Curtain” Series, Part 2 Episode 36: What HR Really Thinks About Staffing Agencies

Our Behind the Curtain opener pulled back the veil on MSP/VMS frustrations.
Now we’re handing the mic to the people who sign the SOWs: Human Resources leaders.
LIVE: May 16, 2025 | 1:00 PM MDT
Co-hosts ⁠Steven Farrell, CSP⁠ & ⁠Genevieve Bourgeois⁠ welcome HR veterans ⁠Megan Gill⁠ and ⁠Shane Fisher⁠ for a 45-minute tell-all that covers:
The good, the bad & the ugly of agency relationships
Outreach tactics that trigger an instant delete (and what opens doors)
The communication gaps that tank partnerships—and quick fixes that rebuild trust
HR’s wish-list for agencies that want to stay relevant in 2025 and beyondReal-life wins that turned suppliers into indispensable partnersWe’ll wrap with a rapid-fire lightning round so you leave with snack-size tips you can implement the same day
Missed Part 1 (MSP/VMS edition)? Catch the replay here ➡️ ⁠https://lnkd.in/g4wMbiVb⁠
Craving more? Stay tuned for Part 3 as we go even deeper into HR’s unfiltered verdict.
— Sponsored by ⁠Staffing Referrals⁠—turning great talent into brand ambassadors and repeat placements

Behind the Curtain: What MSPs Really Think About Staffing Agencies — The Good, The Bad, and The Ugly

We'll be pulling back the curtain with two outstanding guests:
Josh Moskoviz, Vice President of Client Services at AHSA, a Trio Workforce Solutions company
Beth Fenske, CTS/CPC, BS Director, Supplier Solutions, RightSourcing by Magnit.
What we'll cover:
✅ How MSPs view their staffing partners today
✅ The good behaviors that strengthen partnerships
✅ The bad habits that damage trust
✅ The ugly mistakes that cost agencies future business
✅ Practical advice on becoming a preferred partner, not just a vendor
🔹 About Josh Moskoviz: With over 18 years in healthcare staffing, Josh has built, grown, and implemented MSP programs across the country. A retired musician and SoCal outdoor enthusiast, he brings a unique mix of industry wisdom and real-world experience to the table.
🔹 About Beth Fenske, CTS/CPC Beth Fenske brings over 30 years of healthcare experience, with the past five years focused on staffing and Managed Service Provider (MSP) operations. As a former owner and operator of a nurse staffing agency, she offers a unique perspective—advocating for suppliers with deep understanding and empathy. A passionate supplier advocate and mentor, Beth is highly engaged in diversity development, one-on-one agency consulting, Joint Commission certification support, and staff training and development. She is deeply partnership-driven, with a steadfast commitment to collaboration, growth, and mutual success.
👉 Hosted by: Steven Farrell & Genevieve Bourgeois

Negotiating Client Contracts & How to Avoid Landmines

🎧 Hosted by:Steven Farrell & Geneviève Bourgeois
🎤 Guest: Kim Henderson, Founder of Cobalt Compass Solutions
💬 What we'll cover:
✅ Why understanding your client contracts is critical — and how to spot business terms that could trip you up
✅ What legal language to watch out for (and when to call in the legal experts)
✅ Pricing structures, direct contact rules, Right to Represent letters, resume limits, subcontracting policies, and more
✅ How to handle discounts, tenure rebates, VMS/MSP fees, and payment terms
✅ Red flags in onboarding, performance guarantees, non-solicitation clauses, and audits
✅ Best practices to protect your margin, ensure compliance, and drive operational excellence
If you've ever signed a contract without really digging into the details — you NEED this episode. If you're responsible for pricing, compliance, or onboarding — you NEED this episode. If you want to stop leaving money on the table — you REALLY NEED this episode.
✨ Learn how to negotiate smarter, protect your business, and set yourself up for long-term success.

Helping Clients Attract the Right Candidates

🎙️ Episode 33: Helping Clients Attract the Right Candidates
🗓️ April 25 • 1 PM MDT
👥 Guest: ⁠Tina Hazlett, CEO, CVO⁠ | Hosts: Steven Farrell & ⁠Genevieve Bourgeois⁠
Join us as we unpack:
Defining “the right talent” for your culture
Employer branding wins on a budget
Data‑driven tweaks to your hiring personas
Crafting a standout candidate experience
Balancing AI tools with human touch
Real hiring missteps—and what they taught us
Gen Z’s impact and one key tip for recruiters
Tune in for actionable tactics to sharpen your talent pipeline!

From Peaks to Paychecks: Understanding Wage Trends in 2022–2025

Wage trends have shaped — and reshaped — the hiring landscape over the past 3 years. From the chaotic highs of 2022 to the recalibration in 2025, understanding what’s driving pay expectations today is not optional — it’s essential for every staffing firm, recruiter, and sales rep trying to stay competitive.🔍 Join us as we break down:Why 2022 was a tipping point for wage inflationWhat’s changed in the job market since thenWhy Utah became a wage pressure cooker — and what to expect nextHow staffing teams can use wage data to drive smarter placements and stronger client conversations💥 High-impact takeaway:“You don’t win the wage war by racing to the bottom. You win it by knowing where the market is — and getting there first.”

Leadership Corner – How to Be a More Confident Leader

Confidence is one of the most underrated but essential traits in leadership. It’s not about being the loudest in the room — it’s about being clear, consistent, and calm under pressure.In this episode, we sit down with leadership coach Ian Macleod to discuss:The difference between confidence and arroganceHow to lead with confidence (even when you feel unsure)Where leaders unintentionally undermine their own authorityActionable strategies to build your confidence starting TODAY💬 “Confidence isn’t loud — it’s grounded.”💡 “Start before you feel ready — that’s where the growth is.”🔥 Whether you’re a new manager or a seasoned leader, this episode will help you step up with clarity and courage.

Gaining Client Share in 2025

Are you getting your full share of business from existing clients? Or are you being treated like just another staffing vendor?
Join us for this episode of The Staffing Playbook Podcast featuring Kim Henderson, Founder of Colbalt Compass Solutions and a leading expert in sales strategy for the staffing industry.
Kim will present her Client Share & Value Add Playbook, a practical roadmap for: ✅ Penetrating accounts and increasing client share ✅ Shifting from vendor to trusted advisor ✅ Running strategic client meetings that reveal real opportunity ✅ Delivering high-value services that set your firm apart
💡 Kim will be sharing her full slide deck during the session—so grab a notebook and don’t miss this one. 🎙 Hosted by: Steven Farrell & Geneviève Bourgeois
🔗 Connect with Kim: LinkedIn – Kim Henderson 🌐 www.cobaltcompasssolutions.com

Social Selling Pt. 2 With Mike Bradbury

Topic: How Staffing Firms Can Turn Cold Outreach into Warm ConversationsJoin us for a LIVE episode of The Staffing Playbook Podcast with guest Mike Bradbury, Co-Founder & Chief Strategist at Type Marketing.Mike has helped staffing firms ditch the high-volume, low-return cold outreach playbook and replace it with a proven 3-step system for social selling that actually lands meetings.🔹 Learn how to get your firm on your prospect’s mental shortlist🔹 Explore the three pillars of social selling: Visibility. Authenticity. Consistency.🔹 See how to run a Social Selling Blitz with your team on LinkedIn🔹 Get real examples of how to use LinkedIn to build trust and engagementThis is more than just a podcast—it’s a live, tactical training for sales and marketing leaders in the staffing industry.🎙 Hosted by: Steven Farrell & Geneviève Bourgeois🎤 Featuring: Mike Bradbury | Connect with Mike | Type Marketing