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This article is based on a conversation between Brad Bialy and Patrick Morin on Take the Stage, a podcast/vodcast presented by Haley Marketing. For this episode and others search for “Secrets of Staffing Success” on your preferred podcast player or watch past episodes on YouTube.
If your job orders have slowed down…
If your niche has dried up…
If you’re chasing everything just to stay afloat…
You’re not alone.
But here’s the risk: in trying to win any business, you end up losing what made you great in the first place.
Patrick Morin introduced a simple but powerful framework staffing firms can use to stay strategic – especially in tough markets:
Own. Compete. Reach.
Let’s unpack what each zone means – and how to grow your firm without stretching yourself thin or losing your identity.
What You Own Is Your Foundation
This is your core business – the work you should be winning consistently.
- You know the clients.
- You know the candidates.
- You know the pain points, objections, and buying triggers.
“In your owned space, you should be sucking the oxygen out of the room,” Morin said.
If you’re struggling here, it might be time to refocus, reinvest, or even rethink your positioning. This is the engine that funds everything else.
Where You Compete Is Your Growth Zone
This is the work that’s just outside your wheelhouse, but not totally foreign.
Maybe you’ve placed light industrial workers and now you’re bidding on skilled trades.
Or you’ve staffed office roles and now you’re going after marketing and creative.
You might win 50% of the time. And that’s okay. This is how you grow – but only if your foundation is strong.
What You Reach For Fuels the Future
This is your stretch zone – the business you want long-term but aren’t winning yet.
It’s unfamiliar. It’s harder. It has lower win rates (for now).
But reach is how you learn, evolve, and build toward new service lines or verticals.
Just be careful: “When firms reach too far, they erode margin, sacrifice delivery, and weaken customer service,” Morin warned.
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Build from the Center Out
The key to sustainable growth? Start from your core and expand outward:
- Dominate what you own.
- Compete strategically.
- Reach with intention.
And if the business you own no longer exists?
That’s your signal to pivot – but do it with clarity and buy-in from your team.
This is How You Win
Markets shift. Demand fluctuates. Niches rise and fall.
But with a culture of learning, responsibility, and accountability, your firm can evolve without losing its soul.
Empower your team to spot trends. Let them contribute ideas. Own what you’re great at. Compete where you’re ready. Reach where the opportunity is real.
That’s how culture becomes your strategy – and your strategy becomes your advantage.
Haley Marketing can help your firm thrive when times get tough. Whether it’s digital marketing services, automation technology, or anything in between, we’re here to help.
The post Pivot with Purpose: A Conversation with Patrick Morin appeared first on Haley Marketing Group.
