top ten success secrets to better hiring in china

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  1. 1. Success Secrets ToBetterHiringinChina A Special Report By Michael Whelan Simple Strategies to Optimize Your Hiring for Maximum Effectiveness
  2. 2. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 2 AboutMichaelWhelan Michael Whelan is a recognized business growth expert and senior leadership advisor based in Beijing. He is absolutely fanatical about innovative, quantified, high-performance, high-quality, senior leadership hiring, retention, and development in China. Since entering the executive recruiting business in 1993 in Hong Kong, Michael has helped his client companies grow their profits by successfully recruiting hundreds of high-performance executives across Asia and China in the last two decades. In the process, he has made every mistake known to man, possibly more. He has also evolved and learned a great deal. Michael has, arguably, more experience engineering company growth through senior executive recruiting than 98% of those practicing the trade in China. Michael brings the hard-knocks wisdom borne out of these years and an innovative mindset focused on driving explosive growth to his clients to generate powerful business results. Today, Michael leads an elite team of hand-selected teammates at The Palio Group. He is most interested in working on demanding, performance-critical leadership roles with ideal clients: mid-sized companies in the manufacturing, aerospace, auto and heavy equipment sectors. These companies are led by decisive, intuitive leaders with clear objectives, a strong sense of urgency, and an equally strong competitive hunger for dynamic business expansion in China. They are strategic, high-impact global leaders in search of the same in China to outpace their competitors and dominate their markets. Michaels ideal clients enjoy a unique Palio approach to their growth challenges that aligns client and consultant to produce accelerated profits, and that: Seamlessly welds client and consultant together from the start Produces measurably superior, high-impact candidates Guarantees candidate tenure for 2-5 years Chops client cost/benefit ratios dramatically Cuts client risk by up to two-thirds Tracks and analyzes leader performance Provides management insights into accelerated results Rewards innovation and consistently superior performance over time Completely reframes the business growth challenge to create consistent, documented, high value, win-win-win outcomes
  3. 3. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 3 Introduction Chinacanbepuzzling.nowtheresanunderstatement! Forthosewhohavebeeninvolvedin managingandgrowingoperationsin China,thesewordswillring particularlytrue.Some,however, mightbewonderingaboutthevalue tobegottenoutofthetimespent readingthroughthismaterialand implementingtheactionsprescribed. Foryou,Iwouldsuggestthatifthere wereonesingleactyoucouldcommit thatwouldhavethegreatestimpactonyourlifeandbusinessinChina,itis hiringyourtopChinaexecutive.Nothingelsehassomuchpower,such leveragepotential,fordeterminingtheoutstandingsuccess,abjectfailure, orwhatsmorecommon,theunder-performance--ofyouroperationin thismarket. Becauseofthisfact,thepaybackfordoingthisright;finding,attractingand retainingthebestpossibleleadershiptalent,isnearlyinfinite.Thatmakes itacausetrulyworthyofyourpersonalattention.Whateverotherfactors youhavetakenthecaretoattendto,nonewillcomeanywherenearhaving themultiplying,cascading,reverberatingeffectonyoupersonally,andthe businessyouareresponsiblefor,thanthiscriticaldecisionwill. So.Ignorethisatyourownperil.OR--devotetothistaskthetime,focus andenergyitrequiresanddeserves.Youwillbenoblyrewardedagainand againtoyoureternalsatisfactionandtheconsternationofyour competition. Readon!
  4. 4. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 4 Inshortform,theTopTenSuccessSecretsare: 1. Getdirectlyinvolved 2. Askyourselfwhatyouwantaccomplished 3. CalculateALLthecostsofNOTgettingthisdone 4. Askyourselfwhatessentialskills,experience, attitudeandcharacterarerequiredtoperformwell inthisrole 5. Askyourselfwhatkindofpersonwillworkbest withyou,yourcustomers,teammates, stakeholders,subordinates 6. Decidehowyouwillmeasureresults 7. Decidewhattherewardsareforachievingthose results 8. Findasearchpartneryoucantrust 9. Prepareinternally 10. Askyourselfwhatyourcompanyhastooffer
  5. 5. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 5 TheTopTenSuccessSecrets,elaboratedupon,are: 1. Getdirectlyinvolved Ifthisisadirectreport,anda seniorpositionrequiring outstandingperformance,no oneisinabetterpositionthan youtodefineanddecideonthe parameters.Andnoone understandsbetterthanyoudo thedynamics,thevalueofthe leveragebuiltintothisrole,theforcemultiplieritrepresents. Ratherthanhaveothersguessatpreciselywhatyouwantinsuch acriticalrole,getdirectlyinvolvedinthisandmanagethe recruitmentprocessyourself.ThepayoffWILLbeenormous. Setthestandardsforhowyouwantthisdone.Decideforyourself whatisideal,whatispractical,andwhattrade-offsyouarewilling tomakeregardingexperience,capabilities,maturity,style, potential,judgment,influencingskills,etc. 2. Askyourselfwhatyouwantaccomplished Startbyaskingyourselfwhat,basically, youwanttogetdonewiththisposition. Whatspecifictasksneedachieving?Use thesimplest,mostbasiclanguageyou cantoarticulatewhatitisyouwant accomplishedovertime. Breakthisupintoquartersifthatmakessense;whatdoyouwant andexpecttogetdoneinthefirst90,180270and360days?
  6. 6. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 6 Thinkalsoaboutwhathappensoverthelongertermiftheperson hireddoesextremelywell;whatistheircareertrajectory?Who doesthispersonreportto?Whatotherstakeholdersdothey needtosatisfy?Whatresourcesdotheyneedtosucceed?What mightbethenextstepif/whentheysucceed? Putdowninwritingwhatyouwantdone.DontuseaJob Description.Instead,createascorecard--5-8majorobjectives which,ifachieved,wouldrepresentanAperformanceinthe firstyear.Then,assignweightsonascaleof1-10toeachofyour bulletpointachievements.Thiswillhelpdistillthereasonthe positionexistsandwhatconcretegoalsitisdesignedto accomplish.Expecttomakeadjustmentsasyourefineyourlist. 3. CalculateALLthecostsofNOTgettingthisdone Tofurtheryourclarificationsoftherole,andwhatitisworthto theorganization,tallyupwhatitwouldcostNOTtogetthisjob done.Assignarealcurrencycosttoeachitem.Includethedirect andindirectcosts:thingslikesalary,bonuses,entertainment, travel,socialbenefits,etc.aretheobviouspieces.Howaboutthe costofopportunitiesforgone,lost growthinmarketshare,damageto yourpositioninthemarket,lower profits,and/orrevenues,orthe seniormanagementtimedevoted tocompensatingforthisnotgetting done? Thisisaleadershipposition.Think aboutallthebottlenecks,staffturnover,inefficiencies,wastage, andthelikethatoccurwithoutgoodleadership.Thencomplete yourcalculationinactualcurrencycostsforthisspecificrole.If youdonthaveexactfigures,estimate.Youmayshockyourselfat whatNOTfillingthepositionisnowcostingandwillcostyour companyinthefuture.
  7. 7. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 7 4. Askyourselfwhatessentialskills,experience, attitudeandcharacterarerequiredtoperform wellinthisrole Startwithwhatyouthinkaretheabsolutesrequiredtodothisjob well.Areyoujustlookingforabodytofillthisposition,given whatyouvecalculatedabove,oralivewire,super-capable,multi- skilled,high-performancetype?Yourcall,butbeasclearasyou canaboutwhattheabsoluteessentialsare. Dontboltonunnecessarydegrees,yearsofexperience,or industryknowledge.Doyouwantsomeonesharpwithnumbers? Thenlistthat,notanMBA.Beasdirectasyoucaninstipulating whatisneededtosucceed.Thisisespeciallyimportantina developingeconomylikeChina;therearepreciousfewreference points,sothecleareryou are,thebetteroffyoull beidentifyingthosewho candothejob. Beyondstrictlytechnical qualifications,takeagood lookatwhatkindof interactionsarekeyto successinthisrole;are thoseinternalorexternal,withgovernmentorprivatesector, fairlystraightforwardorwoefullycomplex.Mappingtheseout shouldgiveyouaclearersenseofwhatsneededandguideyouin yourdeterminationofwhatkindofcharacterandattitudewould dowellinthisrole.
  8. 8. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 8 5. Whatkindofpersonwillworkbestwithyou,your customers,teammates Itsnotonlythetechnicalqualificationsthatcount,itsalsoall thosetouchyfeelybitstoo.Ifthisrolerequireslotsofinteraction andcoordination,collaborationandnegotiatingwithpeople:you, teammates,distantcolleagues,and/orcustomers,youknowwhat kindofpersonality/characterwillworkbest.Buildthatintoyour requirementsupfrontorlateronyoullwishyouhad. Ifthisisbeginningtomakesensetoyouandyouareinterestedin knowingmoreabouthowtosucceedingrowingyourcompany withseniorleadersinChina,orifyouareexperiencingagrowth impasse,callortextme(+8613911125683)oremailmeat michael.whelan@thepaliogroupsa.comsowecanbringsome expertisetobearonyourissues.Thisisntapitch.Itsanofferto openadialogonyourchallengesinChina. 6. Decidehowyouwillmeasureresults Ivebeensurprisedinthepastathow manycompaniesdontdothis,ordoit andthendontconnectitdirectlyto theirrewardsystems,orhavereward systemsimportedfrommore developedmarketswithoutmuch adjustmentforconditionsinChina. Ifyouhaveclearlydefinedtheresultsyoureafterinascorecard, thenyouvealreadyputyourfingeronthemetricsyouwilluseto determinesuccess,andthedegreeofsuccessinthisrole.You mayneedtotweakyourrewardsystemtobesureitis compellinglyattractivetocandidatesinChina.
  9. 9. THEPALIOGROUP 2014ThePalioGroupSA.comTopTenSuccessSecretstoBetterHiringinChina:ASpecialReportbyMichaelWhelan 9 7. Deci