[InSights] Stop Selling Staffing and Start Selling Outcomes (ft. David Searns)

11 snips

Mar 16, 2026

David Searns, Co-CEO of Haley Marketing and a 25+ year staffing marketing strategist, argues staffing must shift from selling time to selling outcomes. He discusses reimagining work as project-based, learning from consulting, escaping the markup conversation, charging premiums for A-players, using AI to design services, and owning performance data to build lasting differentiation.

Ask episode

AI Snips

Chapters

Books

Transcript

Episode notes

INSIGHT

Sell Project Teams Not Permanent Roles

Reframe work as project-based instead of fixed full-time roles to match how businesses actually need skills intermittently.
Searns compares this to the movie industry assembling temporary project teams that dissolve after completion.

ANECDOTE

Consulting Mindset Transformed A Staffing Business

David recounts his management consulting days where consultants were sold as solutions and upskilled to do project work for clients.
He contrasts that with staffing firms that became outsourced manufacturing providers who ran production lines and owned outcomes.

ADVICE

Use AI To Invent New Staffing Products

Use AI as a research and brainstorming partner: map a segment's problems, then ask AI how workforce solutions could be reimagined.
Iterate with your expertise to turn AI ideas into viable new service models for manufacturing or other niches.

Get the Snipd Podcast app to discover more snips from this episode

Get the app

In this episode of InSights, Brad Bialy sits down with David Searns to explore why selling staffing services has become harder and how firms must rethink their product, pricing, and messaging to compete in a changing market.

About the Guest

David Searns is the Co-CEO of Haley Marketing and one of the staffing industry’s most respected marketing strategists. With more than 25 years of experience helping staffing firms differentiate, position their services, and drive demand, David brings a deep understanding of how marketing, sales, and product strategy intersect to fuel growth.

Key Takeaways

Selling staffing hasn’t just gotten harder...the product itself may be outdated.
Differentiation starts with defining a unique product, not louder promotion.
The firms that control performance data will control the future of staffing.
Value must be defined from the buyer’s perspective—not the recruiter’s.
Specialization creates pricing power where commoditization destroys it.

Timestamps

[00:00] – Is staffing actually harder to sell today?

[02:41] – Why staffing penetration dropped dramatically

[05:24] – Rethinking staffing as project-based work

[07:36] – The consulting model staffing can learn from

[10:55] – Escaping the dangerous “markup conversation”

[12:57] – Using AI as a strategic thought partner

[15:21] – Why HR buyers are risk-averse

[18:01] – The call center story that changed pricing

[20:52] – Why A-players should cost dramatically more

[24:29] – The power of owning performance data

[30:41] – Stop selling to everyone: define the bullseye

[32:08] – The four P’s of marketing staffing firms ignore

About the Host

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.

Sponsors and Offers Heard

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

Book a 30-minute business and marketing consultation with host, Brad Bialy:
https://bit.ly/Bialy30

This episode is brought to you by FoxHire. If you’re looking for an Employer of Record partner that helps recruiters confidently grow contract placements and build recurring revenue without taking on extra risk, FoxHire is perfect for you. Learn more at FoxHire.com/Haley.