Sometimes an executive can be attracted to a new idea in the staffing ecosystem and try to sell it without first asking why they are trying to sell it.

Recruitment process outsourcing is a common example. However, a common result — if a staffing firm hasn’t thought through why they are doing it and formulated an appropriate strategy — is failure.

“There’s lot of stuff to pick from to sell and there lies the opportunity — and the problem,” said Scott Wintrip, a consultant and executive coach to the staffing industry and president of Wintrip Consulting Group. Wintrip will discuss the problem and solutions in a presentation at the Staffing Industry Executive Forum called “Sell More Stuff.”

Executives need to think through strategic process of why they are selling what they are selling to their customers, Wintrip said. Executives need to ask the right questions and consider the “five impacts” of the staffing ecosystem — quality, accuracy, value we provide, flexibility we deliver and immediacy with which we delivery.

Taking an honest look at the right questions and the effects will help staffing executives.

Wintrip said his presentation will help give people a clear picture of the staffing universe, how to approach customers and make decision on what to sell — and the sales strategy once an executive decides what to sell.

Wintrip’s presentation takes place at 1:30 p.m. on Feb. 23 at Staffing Industry Analysts’ Executive Forum in Phoenix.