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Founded in 2002, LaborMAX Staffing is a contingent staffing company headquartered in Kearney, Missouri, with 105 locations across 31 states in North America.
When Shane Glavin, CIO and CFO at LaborMAX started in January of 2018, the company was pushing through a bumpy implementation with Bullhorn. According to Shane, there were two reasons why the company was struggling to implement Bullhorn: the company had no clear vision of Bullhorn’s capabilities, and no internal infrastructure in place at LaborMAX to support the transition. “I don’t think it was clearly defined and understood why we went with Bullhorn and what Bullhorn even was,” Shane said. “It was like marrying somebody that you just went on a blind date with.”
In June of 2018, Shane and the LaborMAX team attended Bullhorn’s annual staffing conference Engage Boston. “That’s when the light bulb went off,” Shane said. “Tony Shine, President of LaborMAX, came to me and he said ‘I get it. Bullhorn is the ecosystem.’” This newfound understanding of Bullhorn’s capabilities was transformative. Equipped with a clear vision of what LaborMAX could be, Shane set out to metamorphose the company leveraging Bullhorn as the foundation of that transformation.
As the team rediscovered its excitement around Bullhorn as a technology platform, LaborMAX leadership was building their relationship with the Bullhorn team. “Our approach was that we didn’t care what happened in the past, we wanted to have a solution,” Shane said. “We built a bridge.”
For Shane, transitioning from the traditional client-vendor relationship to a partnership was the true turning point with Bullhorn.
“You’re a partnership when you start treating each other like true partners to where our success is Bullhorn’s success, and we really can just peel it back and be brutally honest and work together. I think that is where the relationship absolutely changed and it really took off,” Shane said.
“When I came into LaborMAX, my desire was to change the culture. I felt like LaborMAX was a great company. I believe that the team here out-hustled a lot of their competition, but where we were lacking was technology,” Tony said. “I felt like we were stuck in 1980. And when you look at our internal processes, very little was streamlined. Everything was just kind of thrown together.”
Most importantly, Shane believed in his vision – that LaborMAX could be more than a staffing company: LaborMAX would be a technology company that does staffing. With this mindset, Shane laid out a two-pronged approach: “First, we had to change our culture to be very innovative in mindset. Instead of being tactical, we became strategic as a company. Second, we had to allocate resources to build an internal team that can deliver this product and other products that we’re going to attach to this ecosystem.”
“I created an ‘Evolve’ team to focus on evolving the company forward in innovation and strategic technology,” Shane said. “And what I told individuals is, if you’re innovating for implementing technology, just for the sake of doing it, you’re going to fail every time.” The newly-formed Evolve team turned their attention to strategically positioning LaborMAX in a position for success with a vision for innovation at its core.
At the advice of their account manager, LaborMAX invested in Bullhorn marketplace partner TonicHQ—a Bullhorn System Integrator that helps configure your new Bullhorn system. Soon enough, LaborMAX was well underway rolling out Bullhorn in a strategic phased approach to optimize the success of the end-user. With the nucleus in place, Shane and his team turned to the Bullhorn Marketplace to build out their tech stack.
After investing in partners Sense, Checkr, and CloudCall, through Bullhorn’s open ecosystem and platform for extensibility and innovation, LaborMAX is projected to increase their bottom line by 40 percent in 2019, without having one additional dollar on their top line. “Whether it’s Cloudcall, whether it’s Sense, whether it’s Checkr, we have put together a seamless process and a rollout structure that is going to allow us to deliver,” Shane said.
But building out LaborMAX’s tech stack with Bullhorn at its core was only half the battle. LaborMAX had to put resources behind their implementation and put an infrastructure in place for continued growth.
“You can’t do major changes without a top-of-the-line training center,” Shane said. So in April of 2018 the team created LaborMAX University. “It’s a one-stop shop centrally located where we can put all this great training that we’re developing with our third parties, but also internally,” said Shane, “And before individuals get the new applications that we’re rolling out, they have to pass the test.”
Shane takes a very specific approach to any technology LaborMAX invests in: value plus one. This means that the value of that technology positions them strategically in the future, which will drive the top line but will also provide an immediate ROI that outweighs the investment cost. “Every bit of the strategic technology that we’ve brought on—which is quite a bit—had an instant cost saving over what we were originally paying for,” Shane confirmed.
Shane’s advice for other staffing companies? “I think that every individual that goes with Bullhorn should stop looking at Bullhorn as an application, and say to themselves, how can I make Bullhorn a person?” LaborMAX has done just this, utilizing Bullhorn to do the work of an additional Account Manager in each of their 100 offices, ultimately reflecting a $3.5 million savings for LaborMAX.
“My approach with Bullhorn and its partners that we’re going with is no different than having an additional account manager in the office because that account manager doesn’t call in sick, it doesn’t have a bad attitude, and it always performs at top notch,” Shane said. “So you’re getting a best-in-class account manager by effectively bringing on Bullhorn and all of its partners with what we’ve done.”
From frustration to $3.5 million in savings in two years, Shane is incredibly proud of the metamorphosis LaborMAX undertook in a short window of time.
“It feels great knowing that the culture has changed and we have something real that’s ongoing. We have the buy-in of the partners now. We have a small but elite team internally that is delivering this. And again, without one extra dollar to the top line we will be positioned, once all these new apps are in place, to deliver 40 percent to the bottom line,” Shane said.
For Shane, the evolution of LaborMAX doesn’t end with the ecosystem as it is today. “Evolve isn’t just Evolve 2018. Now we’re Evolve 2019, next year, 2020, then ‘21 Evolve. You’re always evolving or you’re dying.”
“There’s no question that with what we’re doing, we’re going to be a leader in our industry when it comes to technology.”
Executive Vice President of Enterprise and Salesforce
Ryan Murphy is the Executive Vice President of Enterprise and Salesforce. He began his 10-year career at Bullhorn as a finance and sales intern, affording him a 360-degree view of the software-as-a-service industry and Bullhorn’s business model. Prior to his current role, Ryan served as an Enterprise Account Executive where he honed his customer-first leadership style and championed Bullhorn’s offerings to its most strategic clients. Today, Murphy is charged with leading the enterprise strategy and go to market for both Bullhorn and Bullhorn for Salesforce, enabling customers to maximize their investments on both platforms and deliver an incredible experience to their customers and candidates. Ryan has a Bachelor of Arts in Business Administration from Boston University.
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President and Chief Technology Officer
As President and CTO, Matt leads Bullhorn’s architectural, technical, and software design and development efforts. He also directs the product management team’s work defining product strategy, and global customer support and success. Since joining Bullhorn in 2004, Matt has held a variety of leadership positions managing the growth of various technical and services teams, including Vice President of Professional Services. Prior to Bullhorn, Matt worked at PricewaterhouseCoopers, specializing in systems process assurance for such companies as Fidelity and State Street Global Advisors. Matt holds a Bachelor of Science in Business Administration with a concentration in Finance from Boston University’s School of Management.
SVP, Customer Success
As the Senior Vice President of Customer Success, Tamsyn leads Bullhorn’s Services and Customer Success teams. She is responsible for the successful delivery of all products and services globally and is committed to creating and maintaining incredible long-term customer experiences in the Candidate to Cash process. Tamsyn has been delivering implementations for over 25 years with companies such as SAP, Ariba, Zuora and Apttus: specializing in HR, Payroll, Procurement and Quote To Cash capability. She trained as a software engineer after studying Maths, Statistics, and Computing in England.
SVP, Client Services & Support
As Senior Vice President of Services and Support, J.R. leads global client services, professional services, and support for all Bullhorn product lines. J.R. directs both the company’s customer service and professional service efforts around the world, engaging customers throughout all points in the customer journey, both proactively and retroactively, and delivering incredible customer experiences via transactional interactions and client engagements. He brings a broad range of customer service leadership skills and experience to the company, spanning performance management, employee and leadership development, organizational design, and strategy, all of which align to a focus on driving an incredible customer experience. Prior to joining Bullhorn, J.R. led call center optimization efforts for AT&T Mobility, directing the call center strategy for more than 100 contact centers. J.R. has spent 20 years working in the contact center space and held a number of key leadership roles prior to joining Bullhorn.
Founder & CEO
Art Papas is the Founder and CEO of Bullhorn, Inc, the global leader in software for the staffing & recruitment industry. Art was the original architect of Bullhorn’s flagship Customer Relationship Management (CRM) system, which now helps more than 8,000 companies around the world run their businesses. Art is the Chairman of the Board at Career Collaborative, an organization that teaches unemployed and underemployed 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.
SVP, Workforce & Revenue Cloud
As Bullhorn’s SVP of Workforce & Revenue Cloud, Ed drives the company’s middle office strategy and overall product offering. Ed joined Bullhorn as part of the Peoplenet acquisition where he spent 7 years as the President/CEO leading up to the acquisition in late 2017. Prior to joining the Bullhorn family, Ed has spent his career designing, building and managing technology solutions for numerous Fortune 500 companies. He has been a Partner in an ERP-focused consulting firm, a CIO for a global pharmaceutical company, a supply-chain leader for a retail company and the leader of a services company from its inception to $50MM in revenue. Ed was born in Florida but has spent the last 20+ years in Atlanta, GA. Ed loves to play golf, tennis and basketball and occasionally gets out kite boarding when the wind is just right.
Ed holds a Bachelor of Science in Industrial and Systems Engineering from the Georgia Institute of Technology and an MBA from Goizueta Business School at Emory University.
Vice President of Product
Jonathan Novich is Vice President, Product for Bullhorn, the global leader in CRM and operations software for the recruitment industry. A staffing technology innovator, he has developed broad and deep product and technical experience consulting to staffing firms over the past 15 years. Jonathan has acted as an independent consultant for some of the largest staffing companies in the world and advised companies on acquisition targets.
At Bullhorn, he oversees product initiatives as more than 7,000 staffing companies rely on Bullhorn’s cloud-based platform to drive sales, build relationships, and power their recruitment processes from end to end. He graduated with honors from Princeton University, earning a Bachelor of Science in Engineering in Computer Science and a certificate in Operations Research.
Brian Sylvester is Bullhorn’s Chief Financial Officer (CFO) with more than 15 years of financial leadership experience. Brian leads Bullhorn’s financial, accounting, and legal functions. Prior to becoming CFO, Brian spent three years at Bullhorn in various finance & accounting roles. Prior to Bullhorn, Brian was Corporate Controller at Pegasystems, a global provider of business process management software where he scaled the finance organization during a period of 2.5x revenue growth. Brian began his career at PricewaterhouseCoopers in their technology audit practice.
Brian is a CPA in Massachusetts, has a Master’s of Science in Accounting from Boston College and a Bachelor’s of Science in Accounting from Bryant University.
VP of Alliances and Business Development
Nina Eigerman is Bullhorn’s VP of Alliances and Business Development, responsible for the company’s technology and services partnerships. Prior to joining Bullhorn, Nina ran the Business Services practice at G2 Capital Advisors, helping agencies and their providers with capital market transactions. Earlier in her career, she was the President of Aquent Solutions and a consultant with McKinsey & Company. She also ran a full desk at a-connect, a global strategic staffing firm. Nina has a Bachelor of Arts from Harvard College and graduated from the MIT Sloan School of Management.
Executive Vice President of Corporate Development and International
Peter oversees Bullhorn’s international operations across EMEA and APAC in his role as Executive Vice President of Corporate Development and International. Peter joined Bullhorn in 2009 and was responsible for its highly successful UK launch. In addition to growing the international team to over 50 staff and establishing Bullhorn as the UK’s market leading recruitment software in fewer than three years, Peter has expanded Bullhorn’s reach into EMEA and APAC and achieved a user base of more than 10,000 international users. Prior to taking on the launch of Bullhorn in the UK, Peter spent 20 years working in the recruitment industry and held a number of senior director roles before moving into the technology space.
Chief People Officer
As the Chief People Officer, Kim is responsible for driving a highly effective people strategy, leading global talent acquisition, and directing training and learning programs while ensuring an engaging culture. Kim brings over 20 years of human resources management experience to Bullhorn. Prior to joining Bullhorn, Kim worked for Harvard University as the Director of Organizational Effectiveness and for E Ink Corporation as the Director of Human Resources. Kim started her career in the staffing industry as a recruiter placing temporary employees. Kim graduated magna cum laude with a Bachelor of Arts in Psychology from Syracuse University and has an Master of Science in Industrial/Organizational Psychology from Rensselaer Polytechnic Institute.
Chief Revenue Officer
As Bullhorn’s Chief Revenue Officer, Mike drives the company’s global revenue growth. Mike was one of the first 15 team members of Bullhorn Inc. in Boston and relocated to London in 2010 to start up the International team. In his 6 years in London, Mike drove regional expansion into the Netherlands, Germany, Singapore, and Australia. He has supplied cloud-based solutions to recruitment consultancies in over 50 different countries worldwide for the past 10 years. Mike was born and raised in the Boston-area where he grew up an avid sport fan. He earned his Bachelor of Science in Business Management from Babson College.
Chief Marketing Officer
As CMO, Gordon Burnes directs the company’s marketing and business development efforts, including product marketing, demand generation, PR, branding, creative, and Bullhorn Marketplace. He brings a broad range of skills and experience to the company across the product, marketing, sales, and business development functions to help drive growth. Gordon was previously the IBM executive in charge of worldwide marketing for the Risk Analytics group, which became the leading provider in the industry over the course of his tenure. Prior to IBM, Gordon ran marketing and business development for OpenPages, which was acquired by IBM in 2010. Gordon has a Bachelor of Arts in Anthropology from Harvard College and an MBA from Columbia University.