In “I Know, Right?!” Danny takes on issues that everyone cares about and obsesses over, always with a subject matter expert, always from a recruiter’s perspective, and always in the style that won him NAPS’ first Knutson Lifetime Achievement award.
Are we being replaced by AI?
Danny talks to Art Papas, the Founder and CEO of Bullhorn about the rise of Artificial Intelligence in the recruiting business.
As Bullhorn’s Founder and CEO, Art was the original architect of Bullhorn’s flagship Customer Relationship Management (CRM) system, which now helps more than 7,000 companies around the world run their businesses. He is the Chairman of the Board at Career Collaborative, an organization that teaches unemployed and under-employed adults how to build careers that change lives and strengthen families. In 2014, Ernst & Young named Art an EY Entrepreneur of the Year Award Winner in New England. Prior to starting Bullhorn, Art started his career as a software engineer at Thomson Reuters. Art is a graduate of Tufts University, holding a Bachelor of Science degree in Mathematics.
“Uh, it was only once…at a wedding…I swear!” Corporate Drug Testing in Today’s World
You find a great candidate! He/she wants the job, gets an offer, accepts…and then flunks the drug test and the deal falls through! It’s so depressing you almost want to get high to forget about your troubles…
Most Americans favor the legalization of drugs. And 70% of the 14.8 million Americans who use illegal drugs are employed! But substance abusers have been proven to be one third less effective than non-users, and every year drug use costs 100 Billion $$ in lost productivity, rehab, absenteeism, etc. Quest Diagnostics says 2017 was the year failed drug tests reached an all-time high. (Yep, couldn’t resist, I know.)
So while many companies have said they will test less or not test for marijuana because the current market makes it too hard to find people, technology allows these companies to test quickly and cheaply, and most of these companies admit if the market were different, they’d have stricter drug policies.
So what’s a recruiter to do? Danny takes this on in with a subject matter expert, Tom Fulmer, a career executive in the world of drug testing…you’ll be surprised and even shocked at what is going on, and you’ll learn all you need to know about how to counsel your candidates about drug testing, and how to fight the fight with your clients when someone fails a test. Yes, you can save some of these deals!
Tom Fulmer Bio:
Tom Fulmer, CPCT, is the Vice President of Business Development for National Drug Screening, a nationwide leader in employer drug testing and top provider of drug testing, training, & TPA/Consortium software. Tom writes articles for National publications and presents at conferences. In 2017 and 2018, he won HR.com “Best Customer Service Leadership Training Program” awards and in 2018, he also won a top 10 award for “Best Sales Leadership Training Program”. He also conducts training for collectors, employers, and sales and customer service teams. Prior to joining National Drug Screening, Tom built a few other companies including a corporate training company, marketing company, and mortgage company. He also built a tennis shop and ran a tennis center while working as a tennis professional.
Michael Pietrack Reading List
Michael Pietrack is the Head of TMAC Direct and leads our Medical Affairs Recruiting Practice. Michael has been consistently recognized as not only one of the Pharmaceutical Industry’s leading recruiters, but one of the Recruiting Industry’s top performers. Before forming TMAC Direct, Michael was a part of the largest international network of recruiters where he perennially ranked among the network’s elite. In 2013, Michael was named the #1 Ranked Recruiter Worldwide. As a result, he was nominated into the prestigious Pinnacle Society, the premier consortium of the top executive recruiters in North America. Because of this recognition, Michael is a sought after speaker both at Pharmaceutical Industry events and Recruiting Industry training seminars.On LinkedIn, Michael facilitates the largest private Medical Affairs discussion group dedicated to job opportunities, interviewing and hiring tips, and career advice, “TMACDirect-TheMSLRecruiter” He has distinguished himself from his competitors by being both a highly efficient and reliable recruiter, but also as an industry insider and trusted advisor.
Click Here for Michael’s bio. (http://www.tmacdirect.com/michael-pietrack-bio/)
Michael’s Book ListThe BibleThe Go-Giver – Bob Burg and John David MannGetting Naked – Patrick LencioniWhat Got You Here, Won’t Get You There – Marshall GoldsmithTotal Money Makeover – Dave Ramsey
Danny Sarch Reading List
Danny Sarch has been a headhunter for the wealth management industry since 1984 and has been the president of his own firm, Leitner Sarch Consultants, since 1990. The wealth management industry has evolved to present more opportunities for top financial advisors than ever before. Danny takes the time to thoroughly learn about his client companies so he can accurately address the unique questions and concerns of the advisory teams with whom he works. If you are curious about independence, about firms new or old, big or small, you can be sure that Danny has done his homework on your behalf.
Danny’s due diligence process begins with: “what do you want to fix?” Danny acts as your “Career Fiduciary” in order to find you the opportunity that is the best fit, to negotiate on your behalf to get you the best possible deal. Because of his national reputation as a thought leader, virtually all of the companies in the industry want him working on their behalf. He only works with the firms that have a unique value proposition for the best advisors in the industry.Danny has a regular column in Investment News about recruiting trends in the wealth management industry and is quoted regularly in the industry’s trade publications. In 1998, Danny was accepted into the Pinnacle Society, the premier consortium of industry-leading recruiters in North America. He served as president from 2004 to 2008 when he was the fifth member ever to be given the special recognition as an Honorary Lifetime Member. He graduated from the University of Pennsylvania in 1984 with a degree in English Literature.
Danny resides in Rye Brook, NY with his wife and two daughters. He is an avid cyclist and skier, and a passionate fundraiser for cancer causes.
Click Here for Danny’s bio. (https://www.leitnersarch.com/)
Danny’s Book ListI Am Pilgrim – Terry HayesThe Gatekeepers – Chris WhippleThe Presidents Club – Gibbs and DuffyPaint Your Hair Blue – Sue MatthewsThey Call Me Super Mensch – Shep GordonScrappy Little Nobody – Anna Kendrick
Summer Reading of Top Producers
“What are you reading these days?”
When top producers come to my office for mentoring or email me to check in, it would surprise most of you to know that what we are reading is the icebreaker we often start with…then we get so into the book reviews and the selling, (“You HAVE to read this…seriously, download it right now while we’re talking”) that we always have to schedule a second call to cover the planned content.
Top Producers have very few common denominators. That’s why they are so hard to replicate and emulate! But one thing they do have in common is an insatiable curiosity about themselves and their world. And they satisfy that curiosity by reading.
So since it is summer and we all have grand plans to read (or write) while we lather on the SPF and ponder paddle boarding, I thought I’d offer you a reading list of some of the top producing and literate people I know, (see links) as well as conversations with some of the more passionate participants. Notice the eclectic tastes, that they really know the material and don’t “peruse”, and I can promise you that while each of them is convinced their reading list rocks, they will be the first to listen to this podcast, and download the selections others rave about. They are top producers, and they want to know what the competition is up to…
Enjoy the podcast. Then go read!
(P.S. Don’t have time to listen to the whole thing right now? Click on the links below to hear each contributor individually.)
* Michael Pietrack Reading List (http://www.ikrpodcast.com/reading-list/michael-pietrack-reading-list/)
* Dan Martineau Reading List (http://www.ikrpodcast.com/reading-list/dan-martineau-reading-list/)
* Danny Sarch Reading List (http://www.ikrpodcast.com/reading-list/danny-sarch-reading-list/)
* Robin Bland Reading List (http://www.ikrpodcast.com/reading-list/robin-bland-reading-list/)
* Emily Audibert Reading List (http://www.ikrpodcast.com/reading-list/emily-audibert-reading-list/)
Dan Martineau Reading List
President of Martineau Recruiting Technology since it’s inception in 2000, Dan Martineau brings an extensive IT and Executive Recruiting background to his client companies and client candidates.
Joining Dunhill Professional Search of Winston Salem in 1983 after attending the University of North Carolina at Greensboro, Dan began his recruiting career in IT. During his 17 years with Dunhill, Dan distinguished himself as one of Dunhill’s best. He was recognized as the #1 Recruiter in the nation for Dunhill, and the winner of the “Millie Michaels Award” from 1995 through 1999, while also being inducted in the Million-Dollar Club.
In May of 2000 Dan and his brother and business partner, Bill Martineau, leveraged their 40+ combined years of recruiting and placement experience by starting their own firm, Martineau Recruiting Technology, Inc. where they specialize solely in the Information Technology industry.
Since that time Dan has been a member of The Pinnacle Society, the premier consortium of the country’s top producing recruiters, even serving on its Board of Directors.
Conducting numerous training seminars for Dunhill Professional Search, NC Association of Personnel Consultants, American Staffing Association (ASA), National Association of Personnel Services (NAPS) among others in the fields of Information Systems/Technology, Recruiting and Marketing Methodologies, Dan continues to make his mark on throughout the Placement Industry.
Click Below for Dan’s bio.
Dan’s Book List
* Road to Character – David Brooks
* The Soul of America: The Battle for our Better Angels – Jon Meacham
* Pope Francis – A Man of His Word (can’t wait to see)