Reincarnation after Termination

For one salesman, two lost jobs opened the door to a new career.

Drew Stevens, 46, can empathize with the thousands of employees who will be laid off from Starbucks as the coffee chain shutters 600 stores in a rolling series of closures through early 2009.

While it’s not uncommon to be laid off several times throughout a career, the sudden end of a job – even when announced in banner headlines – is still a shock.

Read more here:

http://www.nydailynews.com/money/2008/09/18/2008-09-18_for_one_salesman_two_lost_jobs_opened_th.html

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Training Is a Must for Performance Improvement

I advocate training but not for training sake. As many readers know my emphasis is two fold, those that treat training as an event. Individuals cannot change behavior in a six-hour training session. Like biting fingernails or twirling hair, training requires habit changes. Training must be a process that requires several sessions, perhaps years rather than a one-time kudos.

Nothing is more irksome then hearing the CEO or HR professional from a multi-billion dollar organization state there is no money in the training budget. Human Capital is assets not liabilities. The current trend traced to economics is rote with excuses of cutbacks. Typically, training budgets are the first line item.

My doctoral work and a recent article written by Jorina Fontelera indicate the need to train employees. Training when conducted consistently, helps with both worker productivity and morale.

Posted in Drew Stevens, Drew Stevens PhD, Employee Performance, Expertise, Human Resource Management, Management, Performance Management, Uncategorized, effectiveness, efficiency, improve customer service, job training, productivity, productivity techniques, workplace performance | No Comments »

The Problem with Certification (some)

In the last several years there has been much hype and marketing related to certification training. Certifications are special designations attributed by numerous professional societies so that members get the opportunity to enhance particular skills. Exemplars include Residential Relocation Designation for those in the Real Estate Industry and Chartered Accountant for the Accounting Industry.

While there is a need for particular organizations and its members to have such designations, a plethora of these certifications have developed over the years. There is certification for Project Management, Selling, Speaking, Consulting and even Customer Service. At some point, the average professional must begin to question the worthiness of such programs.

Questions to ask must include:

1. Who are those the certify those they certify? What reporting procedures are in place to ensure legitamacy.

2. What is the value? Many associations provide the certification with little explanation as to member value

3. What is the ROI? It is vital for you to understand what returns you receive when you spend thousands of dollars and hundreds of hours. One must also understand if there is a track record of proof.

If you seek certification you might want to question:

1. What is the projected revenue stream upon certification? There are associations for both speaking and selling even training and yet no one is willing to take the bullet to illustrate the relevance to future revenue. If the certification does not lead to revenue growth do not do it!

2. Ego. Many individuals take certification simply because they devour seeking alphabet soup after their name. There are two issues to heed, 1) you are in business to create clients not to stroke your ego, 2) what is the benefit to the client? If you are in business for you and no one else, then eliminate the office and look at the bathroom mirror the remainder of the day since that is all you will sell to.

3. Education. If it is additional education you seek that is admirable. The advice here is to seek that education congruent with both your clients and your desire for knowledge as it relates to present and future clients. These can include CEU credits or additional degrees at the graduate and doctoral level. You might desire a two to three day seminar at many prestigous Executive Education Programs. Many of these alternatives provide a greater return in networking then certification will.

4. Accreditation. Seek education only from accrediting bodies.

5. Be mindful. There are many institutions today that seek to gain from student enrollment and shy from solid eduational practices. Many of these institutions can be found in your Spam filters or were previous good e-learning institutions however they now suffer from avarice. If you desire a solid education then find a solid learning institution.

Certification is not a bad concept however, you need to answer the imperative questions before embarking on this journey. Ensure you can obtain a return for your precious time and money. And do it to assist your clients, not you!

©2008. Drew Stevens Ph.D. All rights reserved.

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How to make your interview great!

Ever been to an interview and so nervous you do not know what to say? Ever stumble on your words and your thoughts? Ever walk in to the interviewer and not understand what the firm does and what role you can fulfill?

I recently counseled a client about a new employment opportunity. Naturally he was surprised to be going on an interview. He had been out of work for four months and was anxious to get his teeth into something. He contacted me to assist him with his interview.

My client was so concerned about impressions and looks that when he was about to end the call I surprised him with my question, “What does the company do?” He did not have an answer. On further questioning, I discovered that he did not even understand what the job entailed.

Ladies and Gentlemen, would you go to a meeting without an agenda? Do you get into your automobile without knowing how to turn on the car? Do you look at a directory when you are going to a new mall? Well then why go to an interview without knowing the particulars about the company and the position?

It is imperative to conduct research about your new job opportunity. When you go to an interview you want to know something about the position and about the company. Job interviews are not an inquisition, they are opportunities to show off your personality, your desire and the knowledge you bring to the table. So why not show off with a bit of homework on the company.

Depending on whether the company is private or public there are three sources of information that you can get today at no cost-the annual report, and business and industry news.

Annual Report
This important multi-section document is a must read. Within the front pages sales professionals will find a letter from the president or CEO indicating new products, growth plans, operational woes and competitive plans. This first section will communicate how you and your producers help the company.

Other sections of importance are the lasting of company officers and board members. Review the list to see if your contact is in the upper tier and perhaps who the board members that might be considered as future customers.

Last, read the financial report, review the numbers go that you know the company’s financial strength. From this section, alone you might determine if the company has the money for your product. Or, perhaps you can save them money.

So where can you get an annual report, call investor relations for Corporation Communications, or call your contact. The latter will appreciate going the extra mile to find out about their company.

Other ways to obtain the report go to the firm’s website or subscribe to an internet services such as www.Hoovers.com or www.factiva.com. .

Business News
I firmly believe that job hunters must read a major national business periodical such as The Wall Street Journal, the New York Times.

To properly service your future customers you must understand their successes, feel their trials and tribulations and help to downplay competitive and marketplace pressures. Reading a major periodical will apprise you of new customer news and keep you abreast of business changes.

Not enough time to read through the papers; then subscribe to these papers e-mail bulletin services for real-time updates.

When you walk into an interview and can speak about suppliers, vendors or recent company events you will highly impress both the decision maker and human resources person.

Industry News
As important as the real-time business news is, you must clearly understand the industry you might service. It is your job to follow the industry news. Perhaps the company services a niche industry such as I do in Wall Street Technology firms. Ask your former clients and peer contacts about the periodicals perhaps they have an idea.

Use the Telephone
When all else fails pick up the telephone and call the Human Resources Department. Let them know that you are coming in for an interview and want to learn more about the company. Let them know who you are interviewing with and when. Ask them if they can supply you with company information that can assist you.

You might even ask if you can speak to a valuable employee in a different department than the one interviewing you to supply you with information.

Be a detective in this step. Try to discover as much about the company as possible so that you have a better feel for the environment, the position and your future employees. Take the time to learn their business and your efforts will be rewarded.

A job interview is your place to shine. You have one shot to make an ever lasting impression on your future boss or peer. By doing some homework and taking the time, you illustrate your professionalism, attitude and commitment to work.

I know many people that use this approach and based on the position, some of them will get hired on the spot. Do your homework and increase your chances or success!

©2008 Drew Stevens PhD. All rights reserved.

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