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This article is based on a conversation between Brad Bialy and Mike Cleland 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.
What separates high-performing staffing firms from those headed for trouble?
After working with hundreds of firms across the country, Mike Cleland can sense the difference almost instantly. It shows up in the conversations, the energy in the office, even how teams run their morning meetings.
The Smell of Failure
“If you walk into an office and it’s like a library—nobody’s talking, there’s no energy—that’s a death knell,” Mike said. “If morning meetings are all about ATS data and not closing deals, things have gone sideways.”
Cleland says struggling firms often show signs of internal disconnect: defensive communication, C-suite disengagement, and a culture more focused on survival than growth. “When the CEO starts talking about the company like a third party, or like I do as a consultant, that’s a problem.”
And winning cultures are just as easy to spot.
The Feel of Success
In one example, Cleland sat down with the leadership team of a fast-growing staffing company and immediately sensed alignment, focus, and shared energy. “This was probably the most aligned team I had experienced. You could feel that this team was just connected and ready to go.”
That kind of cohesion starts at the top, but it’s sustained by shared values, clarity of purpose, and a passion for building something great. You don’t need to be a billion-dollar firm to build it. “There’s something about this business. It gets its claws into people and they don’t leave,” Mike said. “You can outmaneuver the big companies. You just need grit and a great culture.”
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Can Small Firms Still Compete?
Yes, of course. If they’re strategic.
Cleland breaks staffing firms into three categories:
- Transactional (VMS-driven) – High-volume, data-heavy models that are most vulnerable to automation.
- Consultative – Relationship-driven firms that solve problems and build client intimacy.
- Niche-focused – Specialists who dominate a hard-to-source talent segment.
“I think the latter two will be able to survive,” explained Mike. The transactional firms are going to see the most disruption.”
For smaller firms, the path forward is clear: focus on value over volume. Get laser-focused on a niche. Build a culture where resilience, learning, and leadership thrive. “You have to decide: what is my culture? What are my values? And am I really willing to stand behind them?”
Final Thoughts
Mike Cleland offers one final piece of advice for new professionals entering staffing:
“You’re not going to bat a thousand. Don’t build up any pretenses, they’ll be torn down. But if you’re authentic and accountable, you’re going to have a great ride.”
That’s a Wrap!
This concludes our six-part series with Mike Cleland on building stronger teams, cultures, and companies in staffing. Want to hear more insightful conversations on the staffing industry? Search “Secrets of Staffing Success” on your favorite podcast app or watch them on YouTube.
The post Grow and Win in Staffing: a Conversation with Mike Cleland appeared first on Haley Marketing Group.
