New Workforce Solutions for a Challenging Economy

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Let's Start with Trust. Solutions for community college workforce development clients. Learn how you can use the TrustWorks! trust programs as a selling solutions tool.

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  • Leslie welcomes everyone to the session and goes over the rules on how to work with the system. Polling questions, asking questions via the chat feature, etc.
  • New Workforce Solutions for a Challenging Economy

    1. 1. New Workforce Solutions for a Challenging Economy Let’s Start with Trust presented by Kathy Yeager, Contract Training Edge & Cynthia Olmstead, TrustWorks Group, Inc. Your host: Leslie Larrabee Entrepreneurial Endeavours in Education www.trustworksgroup.com
    2. 2. For More Information <ul><li>Kathy Yeager </li></ul><ul><li>Contract Training Edge </li></ul><ul><li>913-593-5347 – cell </li></ul><ul><li>[email_address] </li></ul><ul><li>www.ctedge.net </li></ul>Cynthia Olmstead TrustWorks Group, Inc. 619-295-5678 [email_address] www.trustworksgroup.com Moderated by: Leslie Larrabee Entrepreneurial Endeavours in Education 760-777-1816 [email_address] New Workforce Solutions for a Challenging Economy
    3. 3. Today’s Agenda <ul><li>Selling Solutions – Why it is so Critical </li></ul><ul><li>Repositioning Yourself as a Solutions Provider </li></ul><ul><li>Why/How to Start with Trust </li></ul>www.trustworksgroup.com
    4. 4. Solution Selling <ul><li>Listens for need </li></ul><ul><li>Asks probing questions </li></ul><ul><li>Understands the issues of the company </li></ul><ul><li>Is proactive in approach </li></ul><ul><li>Creates a blended solution </li></ul><ul><li>Doesn’t show a catalog to sell training </li></ul><ul><li>Isn’t an “order taker” </li></ul>www.trustworksgroup.com
    5. 5. Why Start with Trust? <ul><li>Lack of trust can erode a company </li></ul><ul><li>Without trust, individuals and teams cannot achieve the high returns that lead to productivity and profitability </li></ul><ul><li>Expand offerings </li></ul><ul><li>Increases bottom line </li></ul><ul><li>Positions you as a trusted advisor rather than a Continuing Education salesperson </li></ul>www.trustworksgroup.com
    6. 6. The Solutions Approach – Probing for Need <ul><li>How do team members support each other? </li></ul><ul><li>Are employees working well together? </li></ul><ul><li>How open is communication? </li></ul><ul><li>Are you achieving your performance goals? </li></ul><ul><li>How would you rate the level of trust within the organization? </li></ul>www.trustworksgroup.com
    7. 7. Indicators of Need for a Trust-Based Solution <ul><li>Lack of commitment </li></ul><ul><li>Poor communication </li></ul><ul><li>Low morale </li></ul><ul><li>Closed relationships </li></ul><ul><li>Backstabbing </li></ul><ul><li>Low employee retention </li></ul><ul><li>Information withheld </li></ul><ul><li>Unresolved conflicts </li></ul>www.trustworksgroup.com
    8. 8. Trust is the Driver <ul><li>Jobs are tight </li></ul><ul><li>Employees holding on for dear life </li></ul><ul><li>Need to keep productivity high </li></ul><ul><li>Must have a work environment where everyone is pulling together </li></ul><ul><li>Trust must be in the driver’s seat </li></ul>www.trustworksgroup.com
    9. 9. Trust and Tough Times <ul><li>How is trust built during economic down times? </li></ul>www.trustworksgroup.com
    10. 10. Workforce wants … <ul><li>Clear, honest information </li></ul><ul><li>Knowledge of short / long term plans </li></ul><ul><li>Assurance … </li></ul>www.trustworksgroup.com
    11. 11. <ul><ul><li>PERCEPTIONS </li></ul></ul><ul><ul><li>BEHAVIORS </li></ul></ul>How is Trust Formed? New Workforce Solutions for a Challenging Economy www.trustworksgroup.com
    12. 12. Building an Environment of Trust <ul><li>What does trust look like? </li></ul><ul><li>Means different things to different people … </li></ul><ul><li>Building trust means we need to have a common way to talk about it and rebuild it where and if eroded. </li></ul><ul><li>Trust Busters and Trust Boosters </li></ul>www.trustworksgroup.com
    13. 13. TrustWorks ! ® Model – New Workforce Solutions for a Challenging Economy The ABCDs of Trust a Able b c d Believable Connected Dependable Demonstrate Competence Act with Integrity Care about Others Maintain Reliability ELEMENTS COMPONENTS
    14. 14. Solution Selling <ul><li>Listens for need </li></ul><ul><li>Asks probing questions </li></ul><ul><li>Understands the issues of the company </li></ul><ul><li>Is proactive in approach </li></ul><ul><li>Creates a blended solution </li></ul><ul><li>Doesn’t show a catalog to sell training </li></ul><ul><li>Isn’t an “order taker” </li></ul>www.trustworksgroup.com
    15. 15. How to Utilize Solution Selling <ul><li>Offer solutions that integrate training, consulting and services </li></ul><ul><li>Act as an advisor to improve profits, increase productivity or reduce costs </li></ul><ul><li>Don’t show … Listen! </li></ul><ul><li>Determine need first </li></ul><ul><li>Identify success indicators </li></ul><ul><li>Create proposals containing solutions to uncovered needs </li></ul>www.trustworksgroup.com
    16. 16. Positioned to Sell Solutions <ul><li>One-stop provider of services </li></ul><ul><li>Good brand in the community </li></ul><ul><li>Sales makes proactive sales calls to the “right” prospects </li></ul><ul><li>Responsive to the company’s need </li></ul><ul><li>Delivers solutions through multiple consultants and vendors </li></ul>www.trustworksgroup.com
    17. 17. Toolkit of Solutions <ul><li>Training </li></ul><ul><li>Consulting </li></ul><ul><li>Coaching </li></ul><ul><li>Performance Improvement </li></ul><ul><li>Assessment </li></ul><ul><li>Certificate Programs </li></ul><ul><li>Packaged solutions </li></ul>www.trustworksgroup.com
    18. 18. Adding Trust to your Tool Kit <ul><li>Solution to a need —not just a seminar </li></ul><ul><li>Can build this in with other solutions you propose to the company </li></ul><ul><li>Uncover need and symptoms of the organization </li></ul><ul><li>Prescribe when appropriate </li></ul>www.trustworksgroup.com
    19. 19. Trust-Based Workforce Solutions <ul><li>WD-40’s Global Work Force </li></ul><ul><ul><li>Challenge: Global leadership team in Asia, Australia, Europe, Middle East, USA </li></ul></ul><ul><ul><li>Need: Common way to talk about issues impacting trust between departments and regions </li></ul></ul><ul><ul><li>Solutions: Conducted a one day session; on-going coaching with leadership </li></ul></ul><ul><ul><li>Lasting Outcomes: </li></ul></ul><ul><ul><ul><li>CEO uses the ABCD Model as format for discussions with his leaders </li></ul></ul></ul><ul><ul><ul><li>Leaders use the language with their teams </li></ul></ul></ul>www.trustworksgroup.com
    20. 20. Trust-Based Workforce Solutions <ul><li>Community College Continuing Education Unit </li></ul><ul><ul><li>Challenge: Low morale and lack of communication </li></ul></ul><ul><ul><li>Need: Stronger relationships between Administration and Faculty </li></ul></ul><ul><ul><li>Solutions: Conducted a one day session; Trust Nuggets reinforced trust behaviors </li></ul></ul><ul><ul><li>Lasting Outcomes: Common language created a “safe way” to address issues impacting trust </li></ul></ul>www.trustworksgroup.com
    21. 21. Trust-Based Workforce Solutions <ul><li>Corporate Client Regional Sales Division </li></ul><ul><ul><li>Challenge: High turnover </li></ul></ul><ul><ul><li>Need: Research found relationship with Regional Managers and Sales Reps needed strengthening </li></ul></ul><ul><ul><li>Solutions: Sessions focused on building trust behaviors with Regional Managers; TrustWorks 360 Feedback Tool was catalyst </li></ul></ul><ul><ul><li>Lasting Outcomes: Retention significantly improved </li></ul></ul>www.trustworksgroup.com
    22. 22. Other Examples of Lasting Outcomes <ul><li>Increased understanding of different perceptions of situations </li></ul><ul><li>Stronger team work </li></ul><ul><li>Better communication between departments </li></ul><ul><li>Greater work effort due to happier workers </li></ul><ul><li>Employee retention </li></ul><ul><li>Increased productivity </li></ul>www.trustworksgroup.com
    23. 23. Tools for your Toolkit <ul><li>Leader as Trust Builder ™ </li></ul><ul><li>Myself as Trust Builder ™ </li></ul><ul><li>Great Teams ™ </li></ul><ul><li>Facilitator Kits </li></ul><ul><li>Participant Kits </li></ul><ul><li>Assessments </li></ul><ul><li>Support Tools </li></ul>On-line 360 Assessments Pace Palette ™ New Workforce Solutions for a Challenging Economy www.trustworksgroup.com
    24. 24. How to Add TrustWorks Solutions to your Toolkit <ul><li>1. Order TrustWorks Tools online anytime at www.trustworksgroup.com </li></ul><ul><li>2. Call 1-866-801-5678 to sign up as a TrustWorks Provider </li></ul><ul><li>3. Have a Certified TrustWorks Facilitator conduct your program </li></ul><ul><li>4. Get Certified ! - Facilitator Certification and Solutions Integration Training January 20 – 23, 2009 San Diego, CA </li></ul>
    25. 25. For More Information <ul><li>Kathy Yeager </li></ul><ul><li>Contract Training Edge </li></ul><ul><li>913-593-5347 – cell </li></ul><ul><li>[email_address] </li></ul><ul><li>www.ctedge.net </li></ul>Get Certified ! Trustworks Facilitator Certification and Solutions Integration Training January 20 – 23, 2009 San Diego, CA Cynthia Olmstead TrustWorks Group, Inc. 619-295-5678 [email_address] www.trustworksgroup.com Moderated by: Leslie Larrabee Entrepreneurial Endeavours in Education 760-777-1816 [email_address] New Workforce Solutions for a Challenging Economy Thank you!

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