February 1st, 2012

I’m Busy, I Don’t Have Time

This is a typical answer that you will hear in a multitude of situations … and very often the people uttering those words actually believe them!

Here is my reality … I’m busy, but if it is important enough I will find time to do it!

When someone says they don’t have time, they really mean … I’m busy and this is not important enough to me, so I won’t fit it into my schedule.

If you want/need someone to do something, your problem really isn’t convincing them to fit it into their schedule … the BIG issue is getting them to accept that this is something important to them!  If they agree that it is important then they will find a way, because it is always possible … read my blog about Finding Time for the Really Important Stuff!

Think about that!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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January 31st, 2012

IT INDUSTRY NEWS – January 2012

This is my 30,000 foot look at events in the ICT industry for January 2011. What you see here is a précis of the monthly report I produce, which will be available in more detail at the News section of the Eagle website, where you will also find back issues.

A Little History of previous year’s Januarys …

Five years ago in January 2007 there was no talk of recession, and worker confidence was relatively high.  The big news was Microsoft’s launch of Vista and AOL’s $1 Billion purchase of Tradedoubler.

In January 2008, there was much talk about an impending recession.  Dell, Palm and Yahoo all announced layoffs, while Oracle paid $8.5 Billion for BEA, Microsoft paid $1.2 Billion for FAST and SUN paid $1 Billion for MySQL.

Three years ago in January 2009 it was a different story altogether as the world’s economies melted down! The one sizeable M&A deal was the $775 million purchase of Interwoven by Autonomy.  Confidence with IT workers and CEOs alike was at an all time low, and there was a long list of (significant) companies announcing layoffs.  Satyam announced a major financial accounting scam and former Canadian “tech star” Nortel, filed for bankruptcy protection.

In January Twenty-Ten there was cautious optimism in the air, but not much in the way of blockbuster M&A deals however Oracle, Apple, EMC, and Cisco continued their fairly steady acquisition pace.  Perhaps the most interesting acquisition saw PWC here in Canada return to the IT consulting business with the acquisition of Allstream’s non-telecom consulting business, several years after exiting the business by selling it to IBM.  In other news Apple released the much anticipated iPad.

Last year in January 2011 economic news was generally positive, Steve Jobs announced his leave of absence from Apple and Larry Page assumed the CEO role at Google.  There were also some big M&A deals, the largest being the $3.1 Billion acquisition of Atheros Communications by Qualcomm.  Verizon paid $1.4 Billion for Teremark Worldwide and IGate paid $1.2 Billion for Patni Computer Systems.  Also out spending money were Dell, Google, Cisco and Salesforce.com.

Which brings us back to the present …

January 2012 has been an exceptionally quiet M&A month.  I have probably been doing the industry news for more than 10 years now and I can’t remember a quieter month for acquisitions.  I can only speculate that the continuing economic upheavals in Europe and the US have put a damper on corporate confidence.  The most recent news however does point to more buoyant times so hopefully this is just a blip!  It was nice to see former tech giant JDSU back on the acquisition trail, even if just to pick up a small Vancouver based company, Dyaptive Systems.  Symantec paid $115 million for LiveOffice to help with its storage capabilities, Google bought a bunch more IBM patents, and Xerox picked up Laser Networks in the managed printing space.

While much of the EU struggles, Germany continues to be a powerhouse with record employment and good GDP growth.  Meanwhile there are some signs that things may be improving amongst the poorer performing EU members.  The US also had good employment numbers so hopefully all this good news will help the confidence in the markets.

Possibly the biggest news this month was the expected change at the top of RIM, and while a little skeptical that this move is too little too late, I am rooting for them to return to their former glory.  The only other news that received lots of press was the battle by the tech industry against the US SOPA regulations, which have been put on hold for now.

Clearly this was a month with not much activity, which is not a good sign.  Let’s hope that things pick up in February!  Until next month … Walk Fast and Smile!

That’s what caught my eye over the last month, the full edition will be available soon on the Eagle website. Hope this was useful and I’ll be back with the February 2012 industry news in just about a month’s time.

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)

Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!

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January 30th, 2012

Making the Choice

In?

Committed?

Serious?

Willing to make the effort?

Willing to take responsibility?

Ready for accountability?

Then YOU are in the minority … and success is inevitable.

One thing … THIS CHOICE needs to be a lifetime choice.

Are you in … or will you accept what life gives you?

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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January 27th, 2012

Reward Yourself

I blog a lot about setting goals, about improving productivity, about achieving success and about focusing on work (while at work)!  I have been asked the question, “Kevin, do you ever have any fun?  Aren’t you a little serious?”

I guess its a fair question … if you don’t know me!

The focus of my blog entries tends to be on achieving success … but success isn’t success, if it is at the expense of your happiness!  It IS extremely important to enjoy your life, and to reward yourself for the success that you have.

The only caution I would have is that we all have a tendency to want more reward than work … and really the way to be successful in your career is to focus more on your productivity, and recognise that success with rewards … rather than focus on the rewards.

Some examples:

A number of years ago I promised myself a flashy sports car when I had my first 6 figure year … it didn’t quite happen like that, but I got my sports car.

When I work on projects that have a discrete ending I may reward myself for a good product … for example if I am developing a sales strategy for a new line of business I might set aside the time to do that task, and if I finish early I may spend sometime on a personal activity.

When I was a salesperson I would have goals for myself … a certain number of calls in a week, getting a meeting with a tough client and when I met those goals I would reward myself … maybe be heading out a few minutes earlier than usual, or spending some time on perosnal activities, and maybe it would be dinner out.

Rewards can be big or small, they just need to be something meaningful to you … attached is a picture of one of my rewards, and it brings a BIG smile to my face!!!

Of course this only works if you stick to the plan … rewarding yourself for failure isn’t going to get you the results that you want!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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January 26th, 2012

Taming the Distractions

I have written many times about FOCUS, the Power of Focus, exhorting readers to Focus on the Important Stuff and the importance of discipline to be focused.

The number one enemy of focus is a distraction … and they come in many forms.

If your goal is to be as successful as possible, then being as productive as possible is a great way to start.

Here are some things that you might want to do …

1.  Track how you spend your time every day for a week … if possible, do it in 15 minute increments.

2.  Identify how many hours a day you are working on “high return” tasks.

3.  List all of the distractions that keep you from spending ALL of your workday on “high return” tasks.

4.  Develop a plan to eliminate those distractions.

5.  Measure yourself a month later … and do the same again.  If you do this every month for 3 or 4 months then:

(a) you will absolutely be more productive;  and

(b) you will be developing a (good) HABIT of focusing on the right things.

You might even find that you can be more productive in less time!  Many people end up working much more than an 8 hour day, because they are not productive enough in their 8 hours.

Here are some tips for identifying distractions …

1.  There are the CLASSIC distractions …

Going for coffee runs (sometimes with a buddy) … REALLY?  Bring a coffee with you to the office, drink the coffee in the office (its cheaper, often free), use a coffee run as a reward for GREAT performance etc.

Interruptions from colleagues who want to chat.  Use body language to make it clear you are busy, don’t invite the distractions, suggest another time to chat (lunch time, after work etc).

Reading the paper (online or offline) … just do it at home.

Other online distractions, sports news, news feeds, stock tickers etc.  These should all be turned OFF … check before work, during lunch and after work.

Instant messanger from friends and colleagues.  A 21st century blight on productivity, that CAN also be a good tool.  Treat it like ANY other communication, if its personal do it away from the office, if it is not directly helping your productivity don’t do it.

Personal phone calls.  Emergencies aside, call your mom, spouse, friend etc outside of work hours.

2.  There are some no-classic distractions …

Other people’s work.  Sure help a colleague, but it should be a win-win situation.  If you are doing it then (a) you should be getting credit for it and hence it becomes “high return”; or (b) you should be getting help back.

Busy work.  Sometimes we let the administrivia of our job take over.   Take control of it and don’t let it control you.  Don’t do things twice (or three times) eg.  Interview notes … you scribble notes on a pad, then you clean them up in your notebook and then you enter them in the system.  Just learn to enter them into the system while you interview!

You priorities versus your job priorities.  We all have a tendency to do the things we like to do rather than the tougher jobs that need doing.  Its why recruiters read resumes instead of picking up the phone.  Its why sales people call on the same few people over and over again … instead of establishing new relationships.

Distractions can be tamed … and if you manage to do that you will be more successful, more productive AND have more time for yourself!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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January 25th, 2012

Sales 101 – Compelling Messages

I started writing this blog just about six years ago, and one of my early entries was A Tip to Salespeople from a Busy Executive.  Clearly someone had managed to get under my skin with a less than professional approach to selling.  Six years later it still happens, and I wonder if any of these people invest in themselves.

First thing … if you are going to be in sales get some training.  Here in Canada for example you might want to check out the CPSA training.

Note:  If you are currently in a sales role and have not had any training I would highly recommend getting some.  If won’t hurt!!

Back to my original complaint …

1.  If you are trying get a prospect’s attention then your message to him/her needs to hit the mark.

2.  It should be short enough that they will read it … too long and you lose their attention.

3.  It should be “compelling” … ie. something that interests the reader.

4.  They should NOT have to work to understand the message.

5.  Do NOT ask them to go to some other website to read stuff that you think will then convince them of your value.  Establish value FIRST and then its OK to bring on more messages.

6.  Your messages should not be about YOU … they should be about your PROSPECT.  What is of interest to THEM!

It seems so easy doesn’t it?  Its amazing how often people miss the mark.

An old mentor of mine used to be a fan of the “so what” test.  Read the message and then ask so what?  If the answer isn’t clear, or relevant then its pretty much useless!

Some useless messages …

Other companies in your industry use this … so what?

It is a “state of the art” solution … so what?

It is the latest thing … so what?

Sales is a valuable and honourable profession that gets a black eye from poorly trained people … go get some sales training!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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January 24th, 2012

RIM … What Would I Do?

It seems like everybody and his brother is having their say about the situation at RIM … and while I, like most of those commentating, am not qualified to run a multi-billion dollar public company, I think I have a perspective worth articulating.

I will never face the sort of challenges facing the incoming CEO at RIM, my company is a $110 million staffing company in Canada … but one thing I do know is that there are many similarities in running companies regardless of size, industry or location.

Most observers agree that RIM has been “passed by” over the last few years by Apple and then Google’s Android phenomena, the leaders at RIM did not react correctly to a changing landscape whether through arrogance, ignorance or just a “heads in the sand” attitude.

This week the joint CEOs, and founders, announced that they were stepping down and they would be replaced by an insider.  The new CEO has basically announced that he will “stay the course” … and whether he does or not, remains to be seen.

Many of the pundits speculating about RIM’s potential solutions focus on technology solutions … what next widget they need, what they should do with their current gadgets etc.

Here are some of my thoughts on fixing RIM:

1.  They need to develop and articulate a CLEAR action plan which has a 90, 180 and 270 day set of actions.

2.  They need to harness the brain power within the company … this is a company with incredible talent.  Find the thinkers, find the innovators and create “skunk works” teams that can develop actionable ideas for implementation.

3.  Any solution needs to be business driven, NOT technology driven.

4.  The company needs a culture shift … they used to be the de-facto business PDA.  That brings tremendous pride, and maybe that became arrogance … they need to get back to believing they are the best.  Involving the team will make them feel a part of the solution, rather than along for the ride.

5.  I believe they need to shake things up … they need some new blood, if not the CEO then other senior execs need to be replaced with people who can bring that fresh perspective.  The markets need to see things happening … bring in people from Apple, from Google, from IBM, from other innovative companies.

6.  They need to invest in some strong marketing … so that when the “new direction” is unveiled they can tell the world that they are back!!!

7.  They need to stop trying to compete with everyone … and FOCUS on what they are good at.  Did they REALLY need a tablet, why not partner?

8.  They need to see how they can take advantage of their core competences in the fast growing emerging markets … and dominate there.

9.  They might want to consider some acquisitions of their own … innovative, within the focus of the new strategy and a great message to the markets!

10.  One example of an innovative approach they could consider … develop a blackberry that is affordable by the average person in a low income third world country.  Take a leaf from the Tata book … they developed the affordable car, and the affordable hotel room for example.

People need to see action, and quickly … I do not think that the markets will be very patient with  a “stay the course” strategy.

Of course like any armchair CEO I don’t have anything to lose with my ideas, except of course those RIM shares in my retirement portfolio!

Good luck Thorsten Heins … you have a big job to do, and won’t be getting much sleep for the foreseeable future.  If you need any advice give me a call … I don’t mind protecting my retirement portfolio :-)

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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January 23rd, 2012

The KISS Principle

We have all heard of the KISS (Keep it simple stupid) principle, and have most likely seen it applied in many different situations.  Wikipedia attributes the phrase to the lead engineer at the Lockheed Skunk Works … and it was used as a design consideration for the complex world of airplane construction.

All too often in our daily lives we over complicate situations … and anyone with experience can quickly tell you there is no better way to stop progress than to complicate it!

Here are some thoughts for you …

1.  If you have a message to get across to someone and it is complex, consider carefully HOW that message should be delivered.

2.  Email is great for basic communication … it is deadly for complex communication.

3.  People do NOT read long and complex emails … they switch off, and your chances of gaining their attention is about zero!

4.  People do not listen to long and complex speeches … they get bored, switch off and stop listening.

5.  If someone is expecting a message … “here is our agreement” … and what they get is quite different, you have a big problem.

6.  If you want to effect change of ANY kind then you MUST apply the KISS principle.

7.  Break down complex messages into smaller messages … and make then about the listener/reader.

8.  Consider delivering your messages in several ways … people retain different amounts of knowledge depending upon the delivery mechanism and their learning style.  So … perhaps phone them first and articulate CLEARLY your message, then follow up with an email and then have a face to face meeting?

9.  Messages that are trying to address two different audiences will not be heard by either … keep it simple and address one audience at a time.  In the staffing business we do this all the time trying to develop marketing messages that are applicable to our end clients AND our contractors/temp employees!  It doesn’t work.

10.  Always try to put yourself in the shoes of the person hearing the message … if you were them would this make sense?

11.  Remember that people are different … I wrote a blog entry on this subject called Communicating with Different Personalities.

12.  Just because you DELIVER a message, don’t assume it has been RECEIVED!  People skim, people stop reading, people stop listening, people will shut out messages they consider too complex or not easily understood.

So … if you lasted this long, I suggest you read this blog entry one more time.  Did you spot anything the second go around, that you missed the first time?  Most people would!!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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January 19th, 2012

CANADIAN JOB MARKET – Mini update Dec 2011 Jan 2012

General Observations:

The job situation in December 2011 and the early part of January is typically affected by the holiday period, which makes it difficult to understand if changes are due to a trend or because of the season.   Clearly world economies have continued to struggle, and hence in general terms companies are still being more conservative in their hiring plans.  There are however some positive signs, including McKinsey’s latest perspective on world economics that suggests improved optimism in many parts of the world.

Canada remains one of the brighter lights amongst world economies and after two months of job losses was able to show growth of 18,000 jobs in December.  The unemployment rate however went from 7.4% to 7.5% driven by an increase in people in the labour market.  In the last twelve months Canada has added 199,000 jobs.

As different news hits the press the Canadian dollar has fluctuated against the US dollar, whilst remaining quite strong.  This month, at time of writing, the Canadian dollar edged back close to par at 98.5 cents US … which is nice for me as I am spending a few weeks in the US!

Job growth requires companies to invest, and they are much more likely to do that in a buoyant economy, but companies also look for stability.  This has not been evident in a long while now, as demonstrated by some other key economic indicators.  The TSX at time of writing was about 12,300 … which is a big boost from last month when it was around 11,600, however the markets continue to fluctuate significantly in very short periods of time.  Another key indicator for resource rich Canada is the price of a barrel of oil, which this month is up over $100 a barrel, a gain of better than $6 over last month.

Whilst Eagle’s experiences are not economic indicators on a grand scale, I try to tie look at them in light of the above data in order to paint a picture of the job market here in Canada.  December was a short work month as many people take a week off for the holiday period, yet Eagle’s orders increased by about 7% over November.  We also saw a similar increase in actual sold business, which was a very positive indicator when December is usually a much quieter hiring period.  January has started robustly and at this point it seems like the demand for professionals will be strong as we start off 2012.

More Specifically:

For Eagle the GTA (Greater Toronto Area) remains probably our most active market.  Toronto is Canada’s largest city, Canada’s financial centre and home for many headquarters and as such creates the biggest demand.  The verticals that appear to be most busy would include the financial, retail, insurance and telecommunication sectors with some signs of life from the provincial and municipal governments.  The demand is fairly wide in the GTA but still it is the highly skilled, experienced resources that are in biggest demand … and in addition to traditional IT roles, and accounting/finance roles Eagle’s new management consulting offering is seeing increasing demand.

It is no surprise to see Calgary as the hottest job market in Western Canada with a continued demand for skilled resources at all levels and across Eagle’s lines of business.  While the oil sector is generally buoyant, there are a couple of areas of concern; the US Keystone XL decision will affect companies with oil sands investment, and it remains to be seen to what extent; the multi-year low in gas prices has caused companies in that vertical to cut back on investment, including hiring plans.  The strong oil price also benefits other Western cities, bringing job opportunities.  Most worthy of mention would be Edmonton and Regina, with other smaller Western cities doing well too.  All in all, the West continues to be a busy place, and jobs are there to be had.

In Eagle’s Eastern Canada region, Montreal continues to be busy, with the financial sector and telecommunications companies generating demand.  As Ottawa nears the federal year end there is typically a mini surge in resource demand, but the big news in Ottawa continues to be the upcoming announcement around shared services and what that might mean for jobs both in the Federal Government and amongst suppliers to the Feds.  Halifax and the Eastern provinces continue to be smaller markets with smaller numbers of opportunities, although there continues to be optimism that the ship building contracts will generate jobs.

 Summary:

Despite the doom and gloom that assaults us every time we read a newspaper, or look at the news program Canada continues to do relatively well.  Looking across the country it seems that demand for professionals in general is picking up.  We remain in that strange period where certain skills are in very high demand, creating skills shortages, and yet there are also people with good, but less in-demand skills sitting at home!

December saw an increase in jobs created, and the level of activity we have seen would suggest that demand will continue through January.  The EU and the US seem to have averted near term economic disasters, although there remains concern that things could still go wrong, but optimism is improved.

People with good skills and experience, in the professions and in the trades can find good jobs.  The concern will be for the lower skilled workers as Canada becomes more and more a knowledge based economy.  January is starting relatively strong for us here at Eagle and demand from our clients is increasing.  We are seeing skills shortages in both Calgary and Toronto, that result in candidates able to pick and choose between jobs … resulting in disappointment for those hiring managers unable to move quickly.  In those situations too, hiring managers need to understand that when candidates are in such demand their rates are affected and we are seeing an upward trend on rates for the most in demand people.

As has become my recent practice, I will end this write-up with my “standing advice” to ANY company needing people:

(a) Start the process now with a strong PLANNING phase;

(b) Develop very clean processes to find, screen, choose, hire and onboard these new resources;

(c) Know that you will have a lot of competition and therefore speed in decision making will be critical;

(d) The job doesn’t stop there … retention becomes the next challenge!

That was my monthly look at the Canadian job market and some of its influences.

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)

Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!

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January 19th, 2012

A Remote Work Experiment

As we all know the Winters in Canada can be long and brutally cold … in years past my wife and I have taken a warm weather break in the February/March time frame, heading south to the Caribbean, Mexico or Florida.  It was a welcome break, especially for a guy who is definitely not a Winter person.

This year we are experimenting with a different approach to Winter and have chosen to work remotely from a warm destination for six weeks, and perhaps start a new tradition!  I thought it might be interesting to talk about why we can do it, how we are doing it and perhaps add some lessons learned for the future.

How Are We Able to Do it?

Clearly this is not something that just anyone can do … our special circumstances mean that we can.  We own our own business, we have an excellent management team in place that operates the business on a day to day basis, a large portion of our daily activities are on the phone or computer and there is no requirement for us to be face to face with people for most of our meetings.  In fact, we generally operate our National business out of Ottawa or Toronto, and where we are has little affect on our ability to do our job.

Making it work.

Clearly the biggest factor for us was technology … we needed to have a good/reliable internet and phone connections.   With the good internet connection comes the ability to Skype, of which we are taking full advantage.

We have a regularly scheduled courier bringing physical mail to us here, and we will need to figure out how to send stuff back if needed,  We also have the ability to scan documents so there may not be a need for couriers back to Canada.

With those issues solved we felt we need somewhere big enough that we could both work, comfortably and with some privacy.  To achieve that we rented a nice house for the six weeks, and given we want to enjoy our time here we have a pool and the beach is across the road :-)

We picked up some supplies here … a relatively cheap printer and paper (we elected not to bring those down with us).  We are still considering getting a local Florida mobile phone, but have not done so yet.

Some Lessons …

The biggest thing, like in most things in life, is attitude … it would be easy to “slack off”, not put in the hours and treat this more like a vacation.  We are still refining the routine that will work best for us, but we have set up little “office areas”, and we are disciplined about our work.  We have goals for the six weeks, we have a couple of larger projects to get done in addition to our normal routine work, so we have forced ourselves to “get it done”.  Being business owners we have lots of motivation, but I can see that this would probably be tough for many people … there are definitely lots of potential distractions.

On a smaller note, establishing a routine that feel right can be tougher than you would expect.  Coming here felt like coming on vacation, so it has needed some mental discipline to keep focused on the fact that we need to work … and we have lots to get done!

We chose to drive down from Canada to Florida, and while the early travel was through some nasty weather, all in all it was a good decision.  We were able to bring more “stuff” … and our dog, who actually prefers the cooler weather!

Early Thoughts …

As yet I have no regrets, I feel like I am productive and I am enjoying nice weather.  Of course when I heard about Canadian temperatures in the -50C range I was sold!

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Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
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