Joe Beers graciously agreed (under a tight deadline, I should mention) to be our CEO profile this month – and he did not disappoint. An industry veteran, Beers is the CEO and President of Integrity Outsource, based in Phoenix, Arizona. He founded his company after serving in an executive role at two Arizona based PEOs.
He has a strong passion for the industry and is instrumental in pro PEO legislation, spearheading the only two pieces of PEO legislation in Arizona.
Beers is grounded by his active philanthropic services, as he is an active leader with Sigma Chi International Fraternity, Boy Scouts of America, Seed-Spot Business incubator, and Valley Leadership.
Whyman:
Joe, thank you again for agreeing to be our Profile this month, and again I apologize for the tight deadline, my fault.
Beers:
Not a worry, I am happy to do it.
Whyman:
So, as an industry veteran, can you give me your perspective on the current state of the industry and what you see in the future?
Beers:
Our industry is healthy and has matured nicely. The biggest threat for years was adverse legislation. While that still is a threat, the diligent efforts of NAPEO and industry professionals have mitigated that risk substantially. I believe our biggest threat is now coming upon us quickly in the form of market disrupters that provide slick technology solutions for many of the things we do.
The future of our industry depends on providing real value to clients with the right combination of high touch and high tech. The bottom line is we have to be value and relationship driven.
Whyman:
I agree; it is an interesting threat in a world that is increasingly technology driven. Personal Service seems like such a commodity. How then would you describe the culture of the PEO you founded?
Beers:
We have three criteria for people joining Integrity Outsource. You must have a solid moral foundation, you must be a grown up and you must be happy. We ascribe to Rule 62 which says, don’t take yourself too seriously. The positive atmosphere can be felt when visiting our office.
Whyman:
Whyman: I feel like this is my personal mantra, can I come work for you? Don’t tell Dan. So coming from the position of an executive in a PEO and an acting CEO and President of the PEO you founded, what are three things you appreciate about your job?
Beers:
First, meeting with business owners and finding out what makes their particular company work is fascinating to me. Second, our clients’ companies are genuinely better off when using us. That is satisfying.
Third, what we do is not sexy and that alone makes us stand out as an industry. I may be President of Integrity Outsource, but I have always considered myself an ambassador of the PEO industry first and foremost. Getting clients to the right PEO is a passion for me.
Whyman:
WHAT? PEO IS NOT SEXY??? So, as an ambassador to the industry, how important is actual PEO experience when making a hire? Helpful or hurtful?
Beers:
That is an excellent question. In my experience it depends on the position. For payroll, human resources, benefits and risk management PEO experience has proven helpful. Perhaps because our industry is a bit unique in serving a large number of diverse client companies. In sales however, it can be a negative.
Often sales producers with industry experience have a difficult time adjusting to a different value proposition and are resistant to changing their approach to align with the new PEO. It truly depends on the individual.
Whyman:
As someone coming from the industry and now recruiting for other PEOs I can respect that perspective. It is always tempting to just go for PEO experience, but it can be a double edge sword.
One typical challenge in PEOs as it relates to sales is that “sales vs. operations” issues? How have you overcome this challenge?
Beers:
Everyone is in sales. Anyone who thinks they are not in sales is kidding themselves. There are two main purposes of any position. One is revenue generation. The other is revenue preservation. Both are sales positions.
The companies that struggle the most in our industry often have “operations” calling the shots. In my experience, that is usually a formula that leads to an unhappy environment and their growth stalls. We love our clients and jump when they need something.
But, we place high importance in the next prospective client. We do our best to get them to the right PEO and in many cases, including once today, it may not be us but another PEO. Show up, tell the truth and see what happens. That is what we endeavor to do all day every day.
Whyman:
Let’s take a turn and get a little more personal. What kind of music could we find on your device?
Beers:
Oh my. My musical tastes are very diverse and range from Tom Waits to Oscar Peterson to Mozart to Robin Trower.
Whyman:
That is great, how about books, are you a reader?
Beers:
I am. I usually always have at least two books going.
Whyman:
That is hysterical! I do as well. What is the last book you read? Were there any good takeaways?
Beers:
Usually one of the books is something of specific personal interest and the other usually pertains to business. The New Rules of PR and Marketing is the latest. What a terrific book.
The takeaway is that word of mouth is the best generator of new business and with current technology; word of mouth has become very efficient. Without spending enormous capital, a business can tap into that and drive results.
Whyman:
Mr. Beers, this has been great, thank you, and I am sure many others will thank you as well.
Beers:
You are most welcome.
To learn more about about Integrity Outsource, please visit http://integrityoutsource.com/.
