naw large company ceo/coo roundtable today’s challenges: investing in people what are your...
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NAW Large Company CEO/COO Roundtable
Today’s Challenges: Investing In People
What Are Your Potential
Employees Looking For?
Howard Coleman
MCA Associates
What Are Your Potential Employees Looking For?
Potential Employees = X + Y
X = Personal Attributes
Y = Workplace Values
What Are Your Potential Employees Looking For?
Four Generations In Workforce
• Traditionalists
• Baby Boomers
• Generation X
• Generation Y – Millennials
Attitudes & Values
What Are Your Potential Employees Looking For?
Traditionalists• Loyalty & Discipline
• Respect for Authority
• Scarcity & Austerity
• Practical
• Dedicated
• Self Sacrifice
• Lead by Hierarchy
What Are Your Potential Employees Looking For?
Baby Boomers• Expectations of High Success
• Self-Motivated
• Workaholics
• Optimistic
• Driven
• Team Oriented
• Lead by Consensus
What Are Your Potential Employees Looking For?
Generation – X• Skeptical
• Personal Initiative
• Self-Reliant, Solo Tasks
• Balance & Flexibility
• Less Hierarchical
• Lead by Competence
What Are Your Potential Employees Looking For?
Generation – Y• Technology
• Collaborative Teams
• Less Self-Reliant
• Autonomy
• Relationships (Supervisors & Co-Workers)
• Clear Goals & Direction
• High Expectations (Value on Self-Fulfillment)
• Coaching & Mentoring
• Experiential Activities
• Loyalty (?)
What Are Your Potential Employees Looking For?
Early Conclusions/Themes
• Failures due to different hierarchies of workplace values
• Narrower differences between Gen-X and
Gen-Y
What Are Your Potential Employees Looking For?
Recognize What Motivates The Individual
Understand Workplace Values
What Are Your Potential Employees Looking For?
“The companies that stand out are those that provide for their employees and their community just as much as they provide for their customer”.
What Are Your Potential Employees Looking For?
“Nothing is more rewarding than knowing that what you do for a living positively affects the lives of others within your community or country, or even the world. Nonetheless, tuition reimbursement, health insurance and bonuses are what drew me to this company”
What Are Your Potential Employees Looking For?
Salary
Benefits
Professional Growth & Advancement
Company Leadership, Reputation, & In-House
Training Programs
Philanthropic Efforts
Courtesy: Robert Half International
What Are Your Potential Employees Looking For?
The 4-Steps To Finding “Qualified” People
1. Knowledge (acquired)
2. Skills (learned)
3. Personal Attributes & Attitude (Behavioral Style)
4. Personal Interests, Workplace Values & Attitudes
What Are Your Potential Employees Looking For?
Personal Attributes & Attititudes
Achievement Factors (results)
Task/Detail Factors (analysis of data)
Selling Factors (selling propensities)
Reliability Factors (consistency)
What Are Your Potential Employees Looking For?
Achievement Challenge/Competitiveness
Results/Goal Orientation
Self-Direction
Self Confidence
Persuasiveness/Influence
What Are Your Potential Employees Looking For?
Task/Detail
Information/Fact Gathering/Analysis
Paperwork/Reports
What Are Your Potential Employees Looking For?
Selling Propensities Closing
Handling Objections
Listening
Presentation/Communication
Prospecting/Rejection
Servicing (after the sale)
What Are Your Potential Employees Looking For?
“Take-Away”
• Get to the “core” of the individual
• Understand what it is that you will have to offer the potential employee - recruiting, “on-boarding experience” and continued development.
What Are Your Potential Employees Looking For?
Workplace Values & Attitudes
Passion for certain values that drive
behavioral style
“Hidden Motivators”
“How” They Will Perform
What Are Your Potential Employees Looking For?
Value (Drive) The Hidden Motivators
Knowledge Concept driven, likes to learn
Money Monetary reward driven
Harmony Lack of conflict, pleasant environment, family atmosphere
Helpfulness People interaction, assisting
Power Likes to control destiny/direction
Order Likes structure, following rules
What Are Your Potential Employees Looking For?
Personal Attributes & Attitudes Achievement Factors (results)
Task/Detail Factors (analysis of data)
Selling Factors (selling propensities)
Reliability Factors (consistency)
Data base: Sales Position – Financial Services Co.
What Are Your Potential Employees Looking For?
A Practical On-Boarding Process Get relevant
Get simple
Communicate a strong set of values
Get your message on-line
Make your website snazzy & high-tech
Get them to respond with an appropriate action
Trade schools and college campuses
Be courteous
What Are Your Potential Employees Looking For?
A Practical On-Boarding Process
Show them how they can grow
Career Pathing
Mentoring, coaching & feedback (performance
values)
What Are Your Potential Employees Looking For?
Performance Values Individual initiative or consensus building?
Speed or careful deliberation?
Preferred method of communication?
How are decisions arrived at?
Communicating actions? To Whom?
What Are Your Potential Employees Looking For?
A Practical On-Boarding Process
Teaming
Don’t make them “pay their dues” too long
Pay attention to them
Have them “hit the ground, running”
Harness the best information technologies
What Are Your Potential Employees Looking For?
Summary• A Two-Way Street
• Personal Attributes and Workplace Values are what each side should be looking for.
• Your Offerings and On Boarding Experience
• What will you do to attract potential employees and go about understanding who they are.
• Provide the necessary opportunities for development and integration into the performance values of your company.
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