Step Six – Correlate with a solid profiling tool

Combine your effort with a robust on-line profiling or assessment tool. 
We prefer Profiles International’s web assessments as it has proven to be the most accurate and includes job matching.

If you follow these 6 steps, you will always ensure you are hiring the right candidate for your company, for your team and for you. 

The next time you are hiring, please give this formula a try and let us know how you make out.  As always we are here to help you in any way we can.  Good luck.

For more ideas about coaching, business strategy and communications, please visit us at www.thorntongroup.ca.

Neil Thornton is the President of the Thornton Group of Companies and Partner with Trigger Strategies. Neil can be reached at www.thorntongroup.ca, or www.triggerstrategies.ca.

Does Your Resume Truly Represent YOU?

Over the past number of years, I have been involved in interviewing and hiring new candidates for our clients.  Recently, I can recall sorting through hundreds of resumes at a time.  I have always been astounded by how many people ‘color within the lines’ and submit resumes looking the same as all the rest.  Often times, due to the vast numbers and volume of applications received, every second counts in identifying those that will make it to the next step of the recruiting and interviewing process.

What most companies are looking for today in people joining their team is ATTITUDE.  So how can you convey your attitude, leadership, character and unique skills on a piece of paper; especially one that looks like everyone else’s?

For the past three years I have been teaching business and marketing, and one of the yearly assignments is asking students to hand in their resumes.  I have instructed them that if their resumes resemble the ‘standard and boring cookie cutter formats’ they will not be accepted. 

I will never forget the resume handed in by Julie, and the impact it had on me.  Here is what was included in her portfolio.

• Full resume, ‘specifically’ written for the identified career opportunity
• Business card with contact information and personal links (including social networking sites)
• Personal web site referenced on the business card 
• A professional photo, in classic business attire
• Two full pages of testimonials
• An enclosed video DVD

The DVD had, by far, the biggest impact on me.  Upon opening the media, Julie appeared on the screen, against a well lit background and dressed professionally.

“Hello, my name is Julie, and I would make an excellent addition to your company because I possess the following skills, knowledge and attitudes…..”

If this was not enough, the video faded out and back in to Julie’s parents, followed by three of her personal friends, all attesting to Julie’s unique abilities and character.

For me, the closer was when the video went on to include interviews and testimonials from Julie’s previous three employers! 

I would have hired Julie regardless of her education or work experience.  The effort she placed on conveying her professional image was outstanding and the impact was well beyond the norm.  Her true attributes and what she could contribute came out load and clear.

(As a side note, this year 16 of the class members submitted their assignments on business cards referencing their ‘on-line web based’ resumes, 5 of which included video media.)    

Today, more and more people are in the ranks of looking for career changes and new opportunities.  Standing out from the crowd, and the using technology is becoming essential in the job search process. I hope this story will help you sell yourself when you are, unfortunately, not in the room with a perspective target employer.

Hold up; there is one more thing to consider as well.  My good friend and mentor Albert Iannantuono from Tri-Media Integrated Marketing Technologies, Inc., reminded me of the importance of follow up, more follow up and follow up again.  He personally applies the candidate’s desire to follow up as a qualifier for the interview process.  He calls it ‘a test’. 

I am aware this article will create some unique dialogue and even some strong opposition from the traditionalists out there.  I guess, in the end technology and competition is demanding we raise the bar.  Tom Peters says it best in his book ‘Re-Image’, “If you do not like change, you will like irrelevance even less.”  

Please contact me if you wish to discuss further.  If you are looking for ideas and tools to help you build your brand and image, let’s have a conversation. 

For more ideas about coaching, business strategic planning, marketing, web presence and communications, please visit us at www.thorntongroup.ca  -or-  www.triggerstrategies.ca.

Neil Thornton is President of the Thornton Group of Companies and Partner at Trigger Strategies.  Neil can be reached at 905.401.1434.

 © 2012 All Rights Reserved - Don’t even think about reproducing this document without
written permission from Neil A. Thornton – The Thornton Group

Your Social Judge and Jury

“You are ALWAYS on stage…people are staring at you and making judgments…so how are you showing up?”

For over a decade we have been asking clients to become aware of how they are showing up on stage in front of others?  This is perhaps one of the most difficult questions to answer as only a rare few really understand how they appear to others, judges and critics.

With the advent and exponential growth of social media this question is more important than ever.

Every day you are being stared at by your family.

Every day you are being stared at by you colleagues and peers.

Every day you are being stared at by your existing customers.

Every day you are being stared at by your potential customers.

Every day you are being stared at by your competitors.

Every day you are being stared at by the public.

You are being judged by what others see of you every day.  This is a fact.

Some people out there will call it branding; we tend to call it intention.

In business this means you need to make a conscious decision to take control of how others will see you.  Social media has made that task very easy….and inexpensive.  So what are you posting and contributing to your community that matches how you want to be seen?  This is a valid question.

Are you seen as a product peddler, spammer, self centered or a value provider, thought leader, or innovator? 

And for those of you out there still not involved in social media and business leadership, there are still judgments being made about you.

There was an old Rush lyric that said, ‘If you choose not to decide, you still have made a choice.”  The same is true for your on-line reputation.  Whether you choose to lead or not, there are still judgments being made.  Are you willing to take control of your social reputation before the jury returns on you? 

For more ideas about web presence, business strategy and growing sales, please visit us at www.triggerstrategies.ca.

Authors:

Larry Anderson

Neil Thornton

Trigger Strategies

www.triggerstrategies.ca

905.401.1434

  © 2012 All Rights Reserved

What Is Your Social Value?

“Are you still using social media to try to sell me something I don’t want to buy, or are you giving me value and ideas to solve my problems or hit my goals?”

Our group at Trigger Strategies has been writing about the business application of social media and the impact it can have on your sales development.  We have talked about the danger of overlaying traditional advertising into this new global phenomenon, product peddling and bribing us with deals to ‘like’ or ‘follow’ you…..at which time you relentlessly keep flogging us with how great your deals and product are. 

PLEASE STOP IT.  You are pissing people off.  Why?  Simply, social media is about listening first, building rapport and providing value, then earning the right to talk about product and solutions…..in that order.

When presenting this philosophy to our clients and colleagues, they all agree with the new rules, but many are still confused about where to start in the world of providing value.  The intention of this article is to give you some starting points and ideas to work from. 

In short, you and your company provide solutions based upon the application of your service.  When working with our clients we ask them to recognize the top 3-5 issues their existing or potential customers are facing.  The message you send them must revolve around one or a number of these issues and how you can solve them. 

Conflict arises when you think that your customers need your product, but in fact they are looking for the SOLUTION your product provides.  As an example a pool company does not sell spas, they sell stress relief and family enjoyment.  People do not buy the spa, they buy the experience.

Here are some ‘value’ examples we have dealt with over the past few years.  You may recognize what you can now send out in your social media campaign…..not your latest deal or sales pitch. (Don’t forget, people care about themselves, not you or your product.) 

If you are in the construction business    -    please send me ideas to protect my new wood deck or fence.

If you are in the real estate business       -    please send me ideas to improve the value of my home.

If you are in the travel business              -    please send me ideas to better plan my next vacation.

If you are in the insurance business        -    please send me ideas to better protect my security.

If you are in the floral business              -    please send me ideas to beautify my home. 

If you are in the home staging business  -    please send me ideas to make my neighbors jealous.

If you are in the automotive business     -    please send me ideas to best detail my car on the weekend.

If you are in the winery business             -    please send me ideas on the most beautiful wine routes.

If you are in the restaurant business       -    please send me ideas on new healthy menu options.

If you are in the appliance business        -    please send me ideas on how to clean my toaster and fridge.

If you are in the recycling business         -    please send me ideas on the new e-waste regulations.

If you are in any business                      -    please send me ideas that I can apply to my life situation.

How often should you send these messages out?  We suggest at least weekly.  Daily can be too much and monthly is too far apart.

One objection we have heard is that you do not have time to develop all these ideas.  Our answer is simple…..’No problem, I am sure the ideas will come from a competitor soon enough if not already.”  Get it?  If you don’t have time to develop ideas and solutions for your market, please get out of business as quickly as you can.

When you are able to send value out to your market that arouses eager wants and engages people into action, you have it down…….keep going.   

For more ideas about web presence, business strategy and growing sales, please visit us at www.triggerstrategies.ca.

 Authors:

Larry Anderson

Neil Thornton

Trigger Strategies

www.triggerstrategies.ca

905.401.1434

  © 2012 All Rights Reserved

How To Cut Your Meeting Times In Half

As a business owner or manager, I am sure you will agree the number of meeting commitments can seem daunting and a huge drain on your most important daily resource…time. 

It is frustrating to watch countless people walk into meetings looking like the cast of The Living Dead.  It is even worse to observe the best dialogue happening in the hallway, after the meeting.

Are meetings important?  You bet they are.  So why are they so despised by productive and active people on your team?  The answer is simple…your meetings probably suck.

We have been involved in meetings with hundreds of companies and teams.  We have seen what works and what does not.  We have been the unfortunate facilitators of bad meetings and we have ourselves walked out of boardrooms banging our heads against the projector. 

We have learned a lot along the way and by studying great meeting leaders in action our game has improved.

We would like to share with you some of the recommendations we share with our clients.  We hope you can apply some or all of these with your team.

1. Have a written agenda.  The agenda should be sent out ahead of time to the meeting participants.  They will have an idea of what is expected of them and they can adjust the format if required.

2. Meeting time is for reporting not always assigning.  When your group is together they should be reporting back on commitments and accomplishments that have been pre-assigned.  This keeps the group engaged, moving forward and contributing.

3. Assign only at the end.  Get a quick consensus of what needs to happen and agreement at the end of the meeting.  This sets the stage for the next meeting and assignments are sent out formally afterwards.

4. Problem solve when required.  Many meetings are fraught with problem solving dialogue and endless analysis, often centered on a few individuals, and leaving out others.  If a major problem or issue exists, and was not an agenda item, have a separate focus group create solutions outside the meeting.  They can bring solutions back to the group.  If all you do in meetings is problem solve, you will only ever create more problems.

5. Huddle up team.  Great companies today are holding ‘standing meetings’ where the boardroom is replaced with the shop or office floor.  People are energized on their feet and time is respected.  Everyone has a few moments to comment and respond.  The meeting ends quickly and people get back to work.

6. Stop watch and time.  Give everyone a pre-determined amount of time to communicate with the group.  Use a stop watch and alert people of time remaining.  Call out ‘time’ and move on.  This practice helps develop discipline and will eliminate one person from stealing meeting time with verbal diarrhea.

7. Meeting costs are understood.  If you have 10 people in a meeting with an hourly expense of $90 per hour, taking into consideration all other financial overheads, everyone needs to understand what meetings cost.

8. No one leaves without a commitment.  The biggest killer of any meeting is when everyone talks and talks, but nothing ever gets accomplished.  No wonder apathy exists.  After every meeting, please develop a document outlining commitments, action steps and accountabilities.  The next meeting will open with people reporting back on what they have completed.

9. Get good at speaking.  Your agenda may be the best ever written, but if you can not engage people and drive them forward, please NEVER lead another meeting.  Ultimately, people are looking to be inspired into action.  This does not mean you have to become a motivational speaker, but your style MUST create a motivating environment for people to rush out of room to get into action.  How good are you at this?  How will you get better?

10. Have a Blackberry basket at hand.  Ever notice Shelly at the end of the table looking down to her lap?  She is not looking at her shoes.  In all meetings, cell phones and devices are turned OFF or deposited in the basket.

11.  Start and finish on time.  Meetings start at the set time, no excuses no late arrivals unless the full group is advised and apologized to.  As well, meetings end on time.  If you want people to respect you and arrive on time, please return the commitment to finish on time.

12. Stop pontificating.  We have all been there.  The president stands and starts her dissertation about the state of the world.  “When will this blow hard shut up, please shoot me now,” can be heard whispered around the table. 

Have you ever found yourself violating any one of these? I certainly have.  Please let us know what works for you?  What would you add to this list?  Please let us know, we will update it and reference you with your permission.

For more ideas about coaching, business strategy and communications, please visit us at www.triggerstrategies.ca.

Neil Thornton is a Partner with Trigger Strategies.  His commitment to his clients is to bring speed, resources and accountability to organizational strategy and execution.

  © 2012 All Rights Reserved

Honey…Are You Ready For Your Yearly Performance Appraisal?

A number of years back I made a declaration to abolish yearly performance appraisals with our clients.  Since then, I have punched my way out of Human Resource offices all over Ontario.  This concept, even today, seems so radical and insane that it now requires even further due diligence. 

In short, I am not against performance dialogue, but instead the traditional, old-fashioned flogging and brow beating that can only be compared to the Spanish Inquisition.  In EVERY company I have ever worked with, the viewpoints people share regarding a so-called manager judging performance is about as enjoyable as a 3 day tax seminar.   What’s even funnier is most managers just hate doing them and being forced to comply with company policies from the 1970’s. 

You see no one has ever given you the right to judge another human being…NO ONE!  Have you ever noticed the resentment and apathy you feel after having to perform one of these rituals?  Pssst, it may have everything to do with you.  You see, people will thrive in an environment where they can judge themselves, their performance and contribution to the organization.  They own their work, not you.  (For more on this topic please see our article ‘The Paper Lion’.)

For this article, I would like to offer a new context point of view. Imagine if you will how a typical performance appraisal conversation might happen at home?

Honey, can you join me in the living room please.  We have been married now for just over a year and I would like to take this opportunity to provide you some constructive feedback and criticism about how you have been doing.  It is now a good time to go through your performance appraisal.

You have done some good things this year BUT I would like to give you some feedback about some things I have observed.  You may remember back in the summer, you slept in and once you even forget to get the laundry done.  You tried to tell me what happened but I need to show you some of your faults.  Please do not take this the wrong way, but I am trying to give you ways to be a better wife. 

I know you can be better so lets agree on some ways in which you can improve…OK, here is my ranking system, let’s go through it together shall we…

Does this sound extreme?  If you have been in as many appraisals as I have, you may start to agree with me.  Let me share with you, that if I tried this with my amazing wife and best friend I would definitely find myself renting space in your basement. 

For the past 10 years my colleagues and I have been working on better ways to engage people in the performance and learning process.  We have developed tools and resources that will help you. There is a better way. Let’s talk.

For more ideas about coaching, business strategy and communications, please visit us at www.triggerstrategies.ca.

Neil Thornton is a Partner with Trigger Strategies.  His commitment to his clients is to bring speed, resources and accountability to organizational strategy and execution.

  © 2012 All Rights Reserved

Don’t Try This At Home – Social Media DO NOT List!

Social media has been around now for a few years, and it certainly is not going away.  In working with companies, we have noticed an incredible divide happening between those companies embracing this new technology and those who still consider it a waste of time…. aka, have not done their homework and are looking for a label for what they do not understand.

For this article we would like to address those business people who are using social media, but are falling into the majority of those who are unaware of the ethics or unwritten rules of this new media.  In our workshops and keynotes we have been telling people that traditional media does not apply with social media, yet people are still desperately trying to overlay old methods of advertising with these new models.  It just doesn’t fit.

Here is our ‘Do Not’ list that we have accumulated from our work.  We hope to catch you before you unknowingly make the same mistakes.  Those who have realized they were doing them have all admitted to being boneheads.

1. DO NOT spam people with your products and offerings when you have not earned the right.  You hate it when it happens to you right?
2. DO NOT send the same message out to Facebook, LinkedIn and Twitter.  Your mom and old high schools buddies are typically not in business with you. 
3. DO NOT tell us how wonderful your latest money making scheme is.  Network marketing died the first time you bugged your family and friends to buy 100lbs of soap.
4. DO NOT beg for ‘likes’ and bribe us with contests just to get us to follow you.  The best way to earn a following is to give them value, not a free iPod.
5. DO NOT discuss political or religious beliefs.  We see people losing jobs because they just can’t keep their personal opinions private.
6. DO NOT loose the definition and application of DIPLOMACY and REPECT.  If you think everyone agrees with you…give your head a shake man!
7. DO NOT post anything that someone could not find of value and engaging.  Remember people care more about themselves, not how good you are at something.
8. DO NOT send game requests to everyone on your contact list.  Hey Aunt Mable, I did not know you were involved in the mafia?
9. DO NOT slander any other person, no matter how mad or upset you are.  Karma can be a real bitch when it comes back to you.
10. DO NOT open an account, and not touch it for months.  As business relevancy grows, your contribution and ongoing engagement will prove to others you are fresh not rotting away somewhere. 
11. DO NOT forget the most important part of social media is being social. This means that you’re there on a consistent basis and that you engage individuals in conversation – not mass broadcasting
12. DO NOT think that just because we connected on social media that I have given you permission to put me on your email list. When I connect with you on social media, I’m giving you permission to do one thing, to talk to me on that social media platform and to START to build a relationship
13. DO NOT forget that when you refer someone via social media you are sharing your credibility. This is the one thing you can’t afford to tarnish. Be careful whom you re-tweet or recommend.
14. DO NOT forget that your social media presence is an extension and reflection of your brand. What you do on social media builds on the perception people have of you and your company – like it or not.

Ultimately social media is about providing value, ideas and engaging groups of people with similar interests to your own.  It is about creating and sharing content in conversations.  Of course the best conversations require that you listen more than your speak.   If you catch yourself flogging your lists with your own agenda’s, specials and deals of the week…. you will soon find yourself in the long forgotten spam filter. 

For more ideas about coaching, business strategy and communications, please visit us at www.triggerstrategies.ca.

Neil Thornton is a Partner with Trigger Strategies.  His commitment to his clients is to bring speed, resources and accountability to organizational strategy and execution.

  © 2012 All Rights Reserved

How To Land Your Dream Job…The Business Case

“Whether you are looking for a promotion, new career or transition, the competition today is fierce…..you MUST stand out and be distinct. It is going to take some work, but the payoff is tremendous.”

Nicole called requesting ideas and help. She had been looking for advancement and wanted to take control of her job search. She had applied to a number of advertised openings, only to be faced with competing with hundreds of other people looking for change like she was. Nicole had been offered some interviews, performed well, but just missed out on the award.

Like many people looking today, she was frustrated and feeling powerless. She was seriously considering staying in the job she had, remaining unfulfilled and unhappy.

I explained to her some of the unique things we have observed recently in our corporate recruiting and interviews. We talked about what people are doing to stand out and rise to the top of the competition.

It takes a bit of work, but the payoff is well worth the effort. I asked Nicole to not wait for the job ads to be posted (and therefore competing with hundreds of others), but instead, to choose a company she wanted to work for; her dream organization. She had a strong background in retail management and cash office experience. Her ideal job was to work for one of the large retailers in the area. At one time she had even met one of the store managers and knew his name.

To stand out, I had Nicole develop a business case for the store and manager she was targeting. The plan included the specific benefits the company would gain by bringing her on board. It also described action steps and measurable targets. She detailed her management and leadership style and how she could impact the full team on the floor and in the office. She referenced previous successes and accomplishments and how they could be repeated and improved upon for this target store. Nicole put together a professional reference package from previous managers, colleagues and community leaders.

In short, she considered herself a professional contribution to the organization. They would be crazy not to give her an opportunity. The return on investment against her salary expectations was too much to ignore. She stood out big time!!

I am happy to report that Nicole did receive her interview and soon after the position she was looking for. She had gone out and created her own opportunity by being distinct and different.

Some of the elements in her business plan included ways to improve:

• sales and growth
• efficiency and operations
• staff morale and engagement
• marketing and community affairs
• inventory, stock and logistics

If you are in the same position as Nicole was, there is an opportunity for you out there if you are willing to think about the impact and influence you can create. You can not wait for it to arrive, but instead go after it with confidence and some sound business planning.

Good luck

Authors:
Larry Anderson
Neil Thornton
Trigger Strategies
www.triggerstrategies.ca
905.401.1434

How To Kill A Meeting in 11 Easy Steps

“Would you rather spend a day at a tax seminar than attend one of your management meetings?  Perhaps we can help.”

We’ve all been there.  It’s the dreaded management meeting that you are not looking forward to attending.  The long list of e-mails, looming project deadlines and getting back to phone calls needs your attention now, but instead you are about to partake in the age old painful process likened to a flogging combined with water torture.

Meetings do not need to be seen as a pain.  Instead, they should be seen as an integral part of sharing successes, developing new ideas and improving service and sales.

So why are meetings so dreaded by the participants?  There are a number of reasons ranging from lack of strong facilitation to in-fighting and competing for attention.  Apathy certainly exists with most groups, but it is something that has evolved over time and from a series of bad meetings.  You can improve the way you run meetings, but first it would be good to identify the pitfalls.  

Here are a handful of the classic meeting killers:

1.  Did anyone develop an agenda? 

• Without an agenda, how can you expect to move on items to be reported?  The agenda acts as a game plan.

2.  Personal conflicts and hidden agendas

• We all know they exist, but who in the room is willing to address it.  As long as you let this go on your meeting are a complete waste of time.

3.  No one’s listening

• Ever find people competing for attention and finishing each other’s sentences.  “Would you please be quite so I can say what I want to say.”  Note.  You will only learn when you are listening; no wonder most meetings end in frustration.

4.  Conflicting priorities

• When people only focus on their own projects and agendas, they will never see other’s points of views.  You need to get everyone on the same page….BEFORE the meeting.

5.  The grenade launcher 

• We all know these people.  Running around starting fires, everything is urgent and reaction is the only way they operate.  Keep these people at a distance please.

6.  Too much history and baggage

• The only way to build a business is to let go of past successes and old habits.  If people keep relating new ideas to what they already know, you are in serious trouble.

7.  I’m 15 minutes late…so what?

• Ever wonder why people float into meetings late, looking around with coffee in hand.  It is because they have no respect for you and your team, plain and simple.  Do you know how to deal with them?

8.  Flies on the wall

• Please pose a question, and ask for responses by going around the room, one person at a time.  Let people write out their responses.  Shy people have valuable contributions to make.  Don’t let the best ideas leave the room in people’s heads.

9.  The Pontificators and Time Bandits

• For those who do not know how to shut their cake holes, please set up a timing system for responses.  When time is up, please shout it out!

10.  All stories, no reality

• If you can not ‘picture’ what people are saying in meeting, they are not communicating effectively.  Anyone can share stories, but few actually advance the truth and actions.  Please keep people focused on the facts, not opinions.

11.  We’ll get around to action 

• The downfall of all meetings is inaction.  Please set up clear a follow up plan, accountability partners and set people up to report back to the group at the next meeting.  Also let people know what is at risk if they fail to live their commitments to the team. 

For most of us, business meetings are a way of life.  They can be productive through powerful facilitation, commitment, accountability and follow up.  By identifying these killers in your organization, you have taken the first step towards improvement.  

Authors:

Larry Anderson

Neil Thornton

Trigger Strategies

www.triggerstrategies.ca

905.401.1434