Consultative approach beats price competition

In this episode of Take the Stage, Brad Bialy sits down with Brett Cavanagh to explore why staffing firms must abandon the old transactional playbook, embrace a consultative mindset, and leverage technology like AI while doubling down on the human relationships that truly drive success.

Brett Cavanagh is the President of TempWorks Software and Lone Oak Payroll. With more than a decade of experience working directly inside staffing firms before moving into technology leadership, Brett now helps agencies scale through smarter systems, operational discipline, and deeper alignment between technology and the real-world demands of recruiting and staffing.

• The old staffing playbook is breaking in a changing market.

• Talent inventory determines who wins in staffing.

• Commoditized staffing always becomes a race to the bottom.

• AI won’t replace recruiters—it will expose weak ones.

• The future belongs to consultative staffing firms.

[00:00] – Is selling staffing harder than ever?

[01:40] – Why cold calling candidates is fading

[04:05] – What winning staffing firms do differently

[05:49] – The shift from transactional to consultative selling

[08:24] – Why fear drives bad staffing decisions

[10:58] – The danger of competing on price

[16:03] – Building a true candidate-first experience

[21:43] – The “sports agent” mindset for recruiters

[24:45] – How AI will reshape staffing

[32:23] – AI will expose average recruiters

[37:14] – Where growth still exists in staffing

[46:03] – Brett’s advice for the next generation

Brad Bialy is a trusted voice and highly sought-after speaker in the staffing and recruiting industry, known for helping firms grow through integrated marketing, sales, and recruiting strategies. With over 13 years at Haley Marketing and a proven track record guiding hundreds of firms, Brad brings deep expertise and a fresh, actionable perspective to every engagement. He’s the host of Take the Stage and InSights, two of the staffing industry’s leading podcasts with more than 200,000 downloads.

Take the Stage is presented by Haley Marketing. For a limited time, we're offering 50% off a brand new staffing website. Just message Brad Bialy on LinkedIn and mention the Crazy Website Promo.

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Benefits in a Card helps staffing firms offer meaningful benefits to their entire workforce through flexible, unbundled plans designed for high-turnover environments—making it easier to control costs, improve retention, and stay competitive. https://www.BenefitsInACard.com

TRICOM partners with staffing firms as an asset-based lender and full-service back-office provider, helping owners scale confidently by reducing risk and easing the operational strain of payroll, cash flow, and administration. https://www.tricom.com