1. NAW Large Company CEO/COO Roundtable Today’s Challenges: Investing In People What Are Your Potential Employees Looking For? Howard Coleman MCA Associates

2. What Are Your Potential Employees Looking For? Potential Employees = X + Y X = Personal Attributes Y = Workplace Values

3. What Are Your Potential Employees Looking For? 2-Way Street? X Y

4. What Are Your Potential Employees Looking For?  Four Generations In Workforce Traditionalists Baby Boomers Generation X Generation Y – Millennials  Attitudes & Values

5. What Are Your Potential Employees Looking For? Traditionalists Loyalty & Discipline Respect for Authority Scarcity & Austerity Practical Dedicated Self Sacrifice Lead by Hierarchy

6. What Are Your Potential Employees Looking For? Baby Boomers Expectations of High Success Self-Motivated Workaholics Optimistic Driven Team Oriented Lead by Consensus

7. What Are Your Potential Employees Looking For? Generation – X Skeptical Personal Initiative Self-Reliant, Solo Tasks Balance & Flexibility Less Hierarchical Lead by Competence

8. 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 (?)

9. 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

10. What Are Your Potential Employees Looking For?  Recognize What Motivates The Individual  Understand Workplace Values

11. 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”.

12. 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”

13. 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

14. What Are Your Potential Employees Looking For? “The Edge” “Fit” To Company Culture & Job

15. 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

16. 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)

17. What Are Your Potential Employees Looking For? Achievement  Challenge/Competitiveness  Results/Goal Orientation  Self-Direction  Self Confidence  Persuasiveness/Influence

18. What Are Your Potential Employees Looking For? Task/Detail  Information/Fact Gathering/Analysis  Paperwork/Reports

19. What Are Your Potential Employees Looking For? Selling Propensities  Closing  Handling Objections  Listening  Presentation/Communication  Prospecting/Rejection  Servicing (after the sale)

20. 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.

21. What Are Your Potential Employees Looking For? Workplace Values & Attitudes  Passion for certain values that drive behavioral style  “Hidden Motivators”  “How” They Will Perform

22. What Are Your Potential Employees Looking For? Value (Drive)The Hidden Motivators KnowledgeConcept driven, likes to learn MoneyMonetary reward driven HarmonyLack of conflict, pleasant environment, family atmosphere HelpfulnessPeople interaction, assisting PowerLikes to control destiny/direction OrderLikes structure, following rules

23. Workplace Values Sales Position Financial Services Co.

24. Workplace Values Graph Sales Position Financial Services Co.

25. Norms & Comparisons

26. 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.

27. Comparison: Examinee/Standard Sales Position: Financial Services Co.

28. What Are Your Potential Employees Looking For? “New Hire, Time To Productivity”

29. 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

30. 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)

31. 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?

32. 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

33. 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.

34. NAW Large Company CEO/COO Roundtable What Are Your Potential Employees Looking For? THANK YOU!