On this episode of Take the Stage, presented by Haley Marketing, Brad Bialy sits down with Kim Henderson, Managing Director of Cobalt Compass Solutions. With nearly 30 years in the staffing industry, Kim shares powerful insights on common mistakes staffing firms make when acquiring new clients and how to develop a strategic mindset to establish deeper, lasting relationships. Kim dives deep into strategic client acquisition for staffing firms, covering key topics like defining your ideal customer profile, the power of specialization, and building long-lasting partnerships. Learn how to move beyond transactional relationships, ask the right questions, and add true value to your clients. Don’t miss Kim Henderson's actionable advice on refining your sales process and establishing your firm as a go-to resource in a competitive market.
KEY MOMENTS
[02:18] Identifying the Ideal Client ProfileKim outlines the importance of targeting the right clients and avoiding the trap of taking on business that doesn't align with your firm's strengths.
[05:07] The Courage to Say NoKim shares strategies for assessing client fit and having the courage to turn down business when it doesn't meet your criteria.
[07:58] The Power of SpecializationKim and Brad Bialy discuss the value of niche specialization and the pitfalls of being a generalist in the staffing industry.
[11:29] Turning Client Meetings into ActionKim explains the importance of asking the right questions and following up effectively to convert meetings into real opportunities.
[16:23] Looking Beyond the Immediate OrderThe conversation shifts to strategic planning and the value of thinking long-term with potential clients, rather than focusing solely on immediate needs.
[22:16] Building Loyalty Through FeedbackKim emphasizes the role of collecting and acting on client feedback to build stronger relationships and create long-term loyalty.
[25:26] Moving from Transactional to Strategic PartnershipsBrad and Kim explore how to become indispensable to clients by providing value beyond job placements.
[29:42] The Importance of Leveraging Marketing and LinkedIn
Kim Henderson reflects on mistakes she made by not utilizing marketing resources and LinkedIn effectively early in her career and shares how others can avoid the same pitfalls.
[32:18] Advice for Newcomers to StaffingKim’s advice for those starting out: Focus on perseverance, a long-term mindset, and building a resilient attitude.
ABOUT THE SPEAKERS
Brad Bialy (LinkedIn)
Brad Bialy has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. As a visionary leader, Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms. His keen eye for strategy and delivery has resulted in multiple industry award-winning social media campaigns, making him a sought-after expert and speaker in the industry.
Kim Henderson
(LinkedIn)
Kim leads Cobalt Compass Solutions, which provides training and consulting services for the staffing industry. Training programs encompass the full life cycle of sales and recruiting and teach the skills to create lasting customer relationships. Consulting services give leaders the methodology to operate business units while managing teams for performance.
Prior to Cobalt Compass, Kim had 28 years in the industry and served as a member of executive leadership for a global workforce solutions provider. As SVP of Client Services and Global Accounts, she was responsible for the development of international and strategic accounts and also established the Government Solutions business. Kim began her career working for a national staffing firm where she served on the executive team and was responsible for the national sales s
