National Trainer, Tom Erb – Feb 18, 2016

WHEN:   Thursday, February 18, 2016 from 8:30 am – 4:00 pm

WHERE:  2300 North Mayfair Road (US Bank Building), Kaplan Training Center (2nd Floor), Milwaukee, WI

REGISTER NOW by emailing Patrick Collins [] with your company name and names of attendees!


ROW Members: $99/each  

ROW Member Firms sending more than 3 attendees pay $49/each for the 4th and beyond. 

Recruiting Community: $149/each  

If you are paying by check.  Please make checks payable to ROW and mail to: Patrick Collins, AllianceStaff, 2300 N Mayfair Rd. Suite 990, Milwaukee, WI 53226 or submit at the door.


Value Prop Workshop

Morning – Sales Value Prop

Recruiting is a commodity! Ever heard someone say that? Of course you have – you might actually believe it yourself. And in many cases you would be right. Pricing pressure from clients and prospects, competitors undercutting your price, and technology such as Vendor Management Systems (VMS) and reverse auctions all have led to our industry facing margin erosion like never before. Why then do some companies in our industry continue to grow their business at significantly higher fees and margins? Why do companies such as Target, Apple, and even Domino Sugar continue to thrive in “commoditized” industries?

In this session, we take a look at how the staffing industry has become commoditized and what you can do get out of the commodity rat race. You will learn how to separate yourself from the competition, how to negotiate from a position of strength, and how to create true demand for your service.

Afternoon – Recruiting Value Prop

Our industry is facing a major paradigm shift. No longer is the ability to find talent our value proposition. With the rise of LinkedIn and other social media and technologies, now practically every professional can be found by our clients. As highly sought after candidates become easier to identify and reach, they are becoming bombarded by internal and external recruiters. So while candidates are now easier to find, they are becoming increasingly harder to attract. That’s where the shift in our role is and how we continue to justify the value of our service.

In this session, we will discuss how the needs of our clients are and will continue to evolve, and how you can effectively build and leverage your network to address these needs. This session will change the way you look at your value as a recruiter, as well as your overall approach to candidates, clients, and the profession.



With a career spanning nearly 20 years, Tom Erb has established himself as one of the staffing and recruiting industry’s top subject matter experts. As an executive for two of the largest staffing and recruiting companies in the world, Tom worked with some of the most recognizable and well-respected companies in the United States to help optimize their workforce strategy. As a consultant, trainer, and speaker to the staffing and recruiting industry, Tom has helped hundreds of firms create and execute sales and recruiting strategies to grow their business.

 Tom entered the staffing industry as a recruiter with Olsten Staffing Services, where he quickly rose through the ranks to the position of area director. Tom then began a 10-year career with Spherion, one of the largest staffing companies in the U.S. During his tenure, he excelled in several roles including business development director, where he grew the Northeast regional sales team into the Spherion’s largest. As Regional Vice President, Tom propelled the Mid East market to the largest in the company with over $90 million in annual revenue.

Tom left Spherion in early 2010 to form Tallann Resources, a consulting firm specializing in the Staffing and Recruiting Industry. Tom has helped staffing and recruiting companies of all sizes and verticals transform their sales structure, create and implement their strategic plans, and optimize their recruiting process.

As one of the top national speakers in the staffing industry, Tom has presented to a variety of organizations including the American Staffing Association, National Association of Personnel Services, TechServe Alliance, New York Staffing Association, Capital Area Staffing Association, Midwest Staffing Conference, New England Association of Personnel Services, and many others.

A variety of national and regional media outlets including The Wall Street Journal,, Columbus CEO, and multiple city business journals have interviewed Tom. His article on negotiating skills for staffing professionals was published in ASA’s Staffing Success magazine in April 2012.

Tom is immediate past president of the Ohio Staffing and Search Association and past president of the Human Resources Association of Central Ohio, and currently serves on the board for the National Association of Personnel Services (NAPS).