Highly Adaptive

In this urgent episode of Highly Adaptive, Jeff Pelliccio and Erin MacKenzie welcome Lauren Jones, founder of Leap Advisory Partners and self-proclaimed tech optimist, to deliver a wake-up call every staffing executive needs to hear: AI adoption is no longer optional—it's table stakes.

Opening with the delightful revelation that Lauren's goats (including Justin Timber-goat) aren't using AI yet, the conversation quickly shifts to a sobering reality. When Lauren asked a room full of large agency leaders in January 2025 who was using AI, not a single hand went up. This moment crystallized her mission: evangelizing a sense of urgency about AI adoption across the industry.

With her characteristic blend of tough love and practical wisdom, Lauren dismantles the excuses holding firms back. Enterprise companies struggle with agility (one tugboat turning a cruise ship), while SMBs wrongly assume they can't compete. The truth? AI has democratized technology—million-dollar firms and billion-dollar firms have access to the same tools at the same cost.

Drawing from her work with over 500 staffing firms and recent partnerships with PE firms, Lauren reveals that exit valuations are now being impacted by technology investments. The conversation provides a clear roadmap: start with one question ("What gets in your way every day?"), build bridges between change management and change acceptance through communication, discipline, and accountability, and remember that Gen Z will talk to a bot 16 minutes longer than a human—but they're getting the worst candidate experience in the industry.

Key Takeaways

• It's Not Optional Anymore – This is the internet all over again; get engaged now or get left behind, period and full stop
• One Question Changes Everything – Ask "What gets in your way every day?" internally and externally for 90%+ response rates
• Agility Beats Size – SMBs have the one advantage enterprises lack: ability to pivot quickly with AI tools
• Gen Z Speaks Bot – They'll engage 16 minutes with AI vs humans but report the worst candidate experience—fix this disconnect
• Policy, Education, Enablement – In that order; give guardrails before tools to avoid resume-dumping disasters
• 20 Days to 7 Days – Real client example: AI cut submittal time by two-thirds through smart training and implementation

Sponsors

Allied Insight - The Preferred Marketing Partner of Staffing and Consulting Businesses
Transform your firm's AI readiness like you transform your marketing. Allied Insight helps staffing leaders build strategies that embrace change and drive real results.

All Things Staffing - Expert Resources for the Staffing Community
Your hub for navigating industry transformation. All Things Staffing provides the insights and frameworks that help leaders turn AI anxiety into competitive advantage.

In this forward-thinking episode of Highly Adaptive, Jeff Pelliccio and Erin MacKenzie welcome John Ruffini, VP of Professional Development at HealthTrust Workforce Solutions and Amazon bestselling author, to explore why upskilling has become the difference between companies that grow and those that get left behind.

With 30 years in staffing and a background that spans from computer programming to songwriting, John brings a unique perspective on developing talent. His philosophy is simple yet powerful: "The best leaders grow their people to become better than they are." This isn't just feel-good advice—it's survival strategy in a market where younger workers will leave companies that don't invest in their growth.

The conversation reveals how smart staffing firms are closing the talent gap by training people in-house rather than endlessly searching for perfect candidates. From forklift certification programs to custom development plans that have moved three of John's team members into director roles, the episode showcases real-world success stories that prove ROI.

Drawing from his upcoming ASA Staffing World panel, John breaks down the infrastructure needed: executive buy-in, strategic planning, and most importantly, starting the conversation. His F1 racing story (working as an usher to watch the Miami Grand Prix instead of paying $400 for standing room) perfectly embodies his "make it happen" philosophy that drives successful upskilling initiatives.

Key Takeaways

• Start the Conversation Today – Someone has to champion upskilling; begin by identifying skill gaps and building your business case
• Know Your Audience's Needs – Survey clients about hard-to-find skills and employees about career goals before designing programs
• Quantify for C-Suite Buy-In – Frame upskilling as cost reduction through lower turnover and captured opportunities, not just "nice to have"
• Culture Enables Innovation – Front-line ideas need pathways up; create environments where everyone can contribute solutions
• Custom Plans Drive Success – One-size-fits-all fails; match development to individual goals and company needs
• Retention Through Growth – Younger workers stay where they're growing; upskilling is now essential retention strategy

Sponsors

Allied Insight - The Preferred Marketing Partner of Staffing and Consulting Businesses
Build teams that grow with your business. Allied Insight helps staffing leaders create brands that attract talent ready to upskill and excel.

All Things Staffing - Expert Resources for the Staffing Community
Your source for workforce development insights. All Things Staffing provides the frameworks and strategies that help leaders build tomorrow's teams today.

In this eye-opening episode of Highly Adaptive, Jeff Pelliccio and Erin MacKenzie welcome Eric Gregg, founder of ClearlyRated and the driving force behind Best of Staffing, to tackle a paradox that's plaguing the industry: why firms with identical strategies, tech stacks, and training can deliver wildly different client experiences from office to office.

Drawing from over two decades of measuring what actually matters in staffing, Eric reveals a startling truth—over half of all quits and fires happen within the first week, with more than half of those occurring on the first day. Yet most firms spend 80% of their time on strategy and only 20% on execution, missing the most critical mile of success.

The conversation dives deep into why staffing faces exponential variability compared to other industries (hint: it's not just about people being different) and why excellence in execution isn't about eliminating variance—it's about focusing on key moments of truth. From Eric's Galapagos diving adventures with hammerhead sharks to his sister's profound parenting advice, this episode weaves together powerful insights about never stopping trying, whether you're 50 feet underwater or leading a staffing firm.

Co-hosting his ASA Staffing World session with Erica Woods from Apex Systems, Eric shares how the best firms create feedback loops between strategy and field execution, turning frontline insights into competitive advantages without overcomplicating the process.

Key Takeaways

First Day = Make or Break – Over half of quits/fires happen in week one, with half of those on day one—focus here changes everything

80/20 Rule is Backwards – Most firms spend 80% on strategy, 20% on execution; winners flip this ratio

KBI Before KPI – Key Business Inputs (responsiveness, first-day contact) drive Key Performance Indicators, not vice versa

Lifetime Value Mindset – Rehires cost less across the board yet recruiters get paid the same—misaligned incentives kill excellence

Problem Solvers > Problem Identifiers – Change makers who bring solutions, not just complaints, have outsized impact

Never Stop Trying – Eric's sister's observation: good leaders (like good parents) lead differently but share one trait—persistence

Sponsors

Allied Insight - The Preferred Marketing Partner of Staffing and Consulting Businesses
Excellence in execution starts with marketing that delivers. Allied Insight helps staffing leaders create consistent, remarkable experiences from first touch to final placement.

All Things Staffing - Expert Resources for the Staffing Community
Your hub for insights that turn strategy into execution. All Things Staffing provides the frameworks and accountability tools that help leaders deliver excellence at scale.

In this game-changing episode of Highly Adaptive, Jeff Pelliccio and Erin MacKenzie sit down with Casey Jacox, top sales coach and former #1 producer at Kforce, to decode why relationships—not deals—determine success in staffing. Sporting his elite Seattle Mariners mustache (a story worth hearing), Casey delivers hard truths about why most staffing professionals are getting relationships completely wrong.

Drawing from his journey from executive to entrepreneur, Casey reveals the moment in Dallas when he discovered the core principle that would reshape his entire approach: "Win people, not just deals." This insight led to his book "Win the Relationship, Not the Deal" and a coaching practice that's transforming how staffing leaders think about sales.

The conversation tackles the industry's biggest blind spot—leaders tell their teams to "build relationships" without teaching them how. Casey breaks down his six-chapter framework with specific, actionable strategies that he used to build elite-level results at Kforce and continues to teach today. From the power of following up after losing a deal to the art of TED-based questions (Tell, Explain, Describe), this episode delivers tactical wisdom wrapped in authentic storytelling.

Whether you're struggling with AI-driven commoditization or wondering how to break through transactional client relationships, Casey's approach offers a refreshing return to fundamentals that actually work.

Key Takeaways

Win People, Not Deals – Follow up after losing: "Are the consultants you hired doing great?" creates three opportunities for connection

Listen vs. Hear – Hearing is subconscious, listening is conscious—practice TED questions (Tell me, Explain, Describe) to master this skill

Document Everything – Remember birthdays, alma maters, past conversations—relationships are built on documented details

Say No to Bad Fits – Casey turned down a client he chased for two years because the risk wasn't worth destroying the relationship

Practice on Family First – Most salespeople practice on clients; winners practice communication skills at home where stakes are lower

Ask for Specific Feedback – "Tell me TWO things we do well and TWO things to improve"—numbers in questions drive deeper answers

Sponsors

Allied Insight - The Preferred Marketing Partner of Staffing and Consulting Businesses
Winning relationships requires authentic positioning. Allied Insight helps staffing firms build brands that attract ideal clients and create lasting connections that transcend transactional sales.

All Things Staffing - Expert Resources for the Staffing Community
Your destination for relationship-driven strategies and industry insights. All Things Staffing provides the knowledge foundation that helps leaders build stronger connections and better businesses.

In this candid episode of Highly Adaptive, Jeff Pelliccio and Erin MacKenzie tackle the lost art of professional networking, revealing why most people are getting it completely wrong. Opening with their own connection story (spoiler: neither can remember exactly when they met, yet feel like they've known each other forever), they explore what authentic networking really means in today's transactional world.

The hosts confront the generational divide head-on—where older professionals view networking as relationship-building while younger generations often treat it like a vending machine for immediate needs. Through personal examples and hard truths, Jeff and Erin dissect why networking has become so misunderstood and how to fix it.

Drawing from real scenarios (including the red leaf lettuce grocery store analogy that perfectly illustrates networking gone wrong), they provide a framework for building genuine professional relationships that actually matter. The conversation gets practical with specific tips on everything from LinkedIn authenticity to the power of follow-up, culminating in Erin's challenge to sit alone at a diner and strike up a conversation with a stranger.

For anyone who's ever felt uncomfortable networking or wondered why their connections aren't yielding results, this episode delivers the mindset shift needed to transform networking from a necessary evil into a career superpower.

Whether you're an extrovert who needs to add more depth to your connections or an introvert looking for structured approaches to relationship building, Jeff and Erin provide the framework for authentic professional networking that actually works.

Key Takeaways

Networking is Professional Friendship – It's about genuine human connection with purpose, not a vending machine for immediate needs

Transparency Beats Manipulation – Don't ask "are you free this weekend?" to set up a moving request—be authentic about what you need

The Top 10 Test – If you only had 10 phone spots, who would make the cut? Focus your networking energy there first

Follow Up on Outcomes – Don't just say thanks—share how their advice helped and offer reciprocal support

Audit Yourself – Are you a generous networker or a selfish one? The answer determines your network's strength

The Diner Challenge – Practice networking by sitting alone at a bar or diner and starting conversations with strangers

Sponsors

Allied Insight - The Preferred Marketing Partner of Staffing and Consulting Businesses
Building authentic connections requires authentic marketing. Allied Insight helps staffing firms create genuine brand relationships that turn prospects into partners and connections into revenue.

All Things Staffing - Expert Resources for the Staffing Community
Your destination for insights that matter. From networking strategies to industry trends, All Things Staffing provides the knowledge base that keeps leaders connected and informed.