The Staffing Playbook Podcast, Powered by YES

Staffing Talk Series

We’ve teamed up for something special.
 
I’m thrilled to announce a new limited bi-weekly series where we will be joined by industry pros Richard D Rosner and Kim Henderson, MBA, PMP, Six Sigma, to tackle everything staffing.
 
From AI and automation to labor trends, economic shifts, and new ways to grow your book of business — we’re digging into the tactics, strategies, and straight talk that matters.
 
This is for staffing pros who want to stay ahead of the curve.
 
Tune in, take notes, and level up.

How You Sell Is Your Differentiator

Guest: Shannon Kahn, Founder & CEO, SMK Consulting USAHosts: Steven Farrell, CSP & Genevieve Bourgeois
 
Most staffing firms compete on price, speed, and fill-rates. Few stand out by how they sell. Join us for a candid conversation with industry veteran Shannon Kahn on transforming every client interaction—from the first cold call to contract renewal—into a competitive moat.
What you’ll learn in 45 minutesPrep that pays off: Shannon’s pre-call framework for walking into any meeting already two steps ahead.
Reading the room: Subtle cues that signal whether to dig deeper, pivot, or close.
Tactical coaching in the moment: How leaders can sharpen micro-skills without turning reps into robots.
Shifting from vendor to strategic partner: Language and questions that elevate you above the transactional pile.
If you lead sales, run a desk, or coach a team—bring your notebook. Every takeaway is built to implement Monday morning.
 
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Sponsored by Staffing Referrals

Gaining Market Share, Referrals, Market Trends & Recap of the Utah Sales Conference

We're thrilled to welcome David Folwell, Founder & CEO of Staffing Referrals, to The Staffing Playbook Podcast for one of our most powerful episodes yet!💡 In this episode, we dive into:Gaining real market share in a crowded industryBuilding a referral engine that scalesCurrent market trends every staffing leader needs to knowA behind-the-scenes recap of the Utah Staffing Sales ConferenceDavid brings unmatched insights from working with hundreds of staffing firms—and if you’re not yet leveraging referrals, this is your blueprint to start.🎧 Powered by YESSponsored by Staffing Referrals🗓️ June 20th | 🕐 1:00 PM MDTStaffing Referrals, is also a proud sponsor of our show. Want to see how their platform can help you scale your referrals the smart way?

Summer Staffing Series: Flat Growth, Fast-Moving AI & Smarter Marketing

Topic: Flat Growth, Fast-Moving AI & Smarter Marketing — plus an exclusive preview of the Summer School Staffing Series
Guest Speakers: Kim Henderson – Managing Director, Cobalt Compass Richard “Staffing Shark” Rosner – Founder, Staffing Shark Hosts:
Steven Farrell & Geneviève Bourgeois

Thriving in a Down Market: Building a Scalable Sales Playbook

In this episode, David and I discuss: How to adapt your sales strategy when hiring freezes and margin pressures hitWays to double down on consultative selling and deepen existing client relationshipsStep-by-step approaches to build a repeatable, scalable sales engine even in a soft market.
If you missed my original guest appearance—or if you’d like to revisit those ideas on my own series—tune in for Episode 39 of The Staffing Playbook Podcast on June 6th.🔗 Listen to the original Staffing Show episode here: ⁠https://lnkd.in/gP8xAdx9

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.