New Workforce Solutions for a Challenging Economy

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

For More Information

Kathy Yeager

Contract Training Edge

913-593-5347 – cell

[email_address]

www.ctedge.net

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

Today’s Agenda

Selling Solutions – Why it is so Critical

Repositioning Yourself as a Solutions Provider

Why/How to Start with Trust

www.trustworksgroup.com

Solution Selling

Listens for need

Asks probing questions

Understands the issues of the company

Is proactive in approach

Creates a blended solution

Doesn’t show a catalog to sell training

Isn’t an “order taker”

Why Start with Trust?

Lack of trust can erode a company

Without trust, individuals and teams cannot achieve the high returns that lead to productivity and profitability

Expand offerings

Increases bottom line

Positions you as a trusted advisor rather than a Continuing Education salesperson

The Solutions Approach – Probing for Need

How do team members support each other?

Are employees working well together?

How open is communication?

Are you achieving your performance goals?

How would you rate the level of trust within the organization?

Indicators of Need for a Trust-Based Solution

Lack of commitment

Poor communication

Low morale

Closed relationships

Backstabbing

Low employee retention

Information withheld

Unresolved conflicts

Trust is the Driver

Jobs are tight

Employees holding on for dear life

Need to keep productivity high

Must have a work environment where everyone is pulling together

Trust must be in the driver’s seat

Trust and Tough Times

How is trust built during economic down times?

Workforce wants …

Clear, honest information

Knowledge of short / long term plans

Assurance …

PERCEPTIONS

BEHAVIORS

How is Trust Formed? New Workforce Solutions for a Challenging Economy www.trustworksgroup.com

Building an Environment of Trust

What does trust look like?

Means different things to different people …

Building trust means we need to have a common way to talk about it and rebuild it where and if eroded.

Trust Busters and Trust Boosters

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

Solution Selling

Listens for need

Asks probing questions

Understands the issues of the company

Is proactive in approach

Creates a blended solution

Doesn’t show a catalog to sell training

Isn’t an “order taker”

How to Utilize Solution Selling

Offer solutions that integrate training, consulting and services

Act as an advisor to improve profits, increase productivity or reduce costs

Don’t show … Listen!

Determine need first

Identify success indicators

Create proposals containing solutions to uncovered needs

Positioned to Sell Solutions

One-stop provider of services

Good brand in the community

Sales makes proactive sales calls to the “right” prospects

Responsive to the company’s need

Delivers solutions through multiple consultants and vendors

Toolkit of Solutions

Training

Consulting

Coaching

Performance Improvement

Assessment

Certificate Programs

Packaged solutions

Adding Trust to your Tool Kit

Solution to a need —not just a seminar

Can build this in with other solutions you propose to the company

Uncover need and symptoms of the organization

Prescribe when appropriate

Trust-Based Workforce Solutions

WD-40’s Global Work Force

Challenge: Global leadership team in Asia, Australia, Europe, Middle East, USA

Need: Common way to talk about issues impacting trust between departments and regions

Solutions: Conducted a one day session; on-going coaching with leadership

Lasting Outcomes:

CEO uses the ABCD Model as format for discussions with his leaders

Leaders use the language with their teams

Community College Continuing Education Unit

Challenge: Low morale and lack of communication

Need: Stronger relationships between Administration and Faculty

Solutions: Conducted a one day session; Trust Nuggets reinforced trust behaviors

Lasting Outcomes: Common language created a “safe way” to address issues impacting trust

Corporate Client Regional Sales Division

Challenge: High turnover

Need: Research found relationship with Regional Managers and Sales Reps needed strengthening

Solutions: Sessions focused on building trust behaviors with Regional Managers; TrustWorks 360 Feedback Tool was catalyst

Lasting Outcomes: Retention significantly improved

Other Examples of Lasting Outcomes

Increased understanding of different perceptions of situations

Stronger team work

Better communication between departments

Greater work effort due to happier workers

Employee retention

Increased productivity

Tools for your Toolkit

Leader as Trust Builder ™

Myself as Trust Builder ™

Great Teams ™

Facilitator Kits

Participant Kits

Assessments

Support Tools

On-line 360 Assessments Pace Palette ™ New Workforce Solutions for a Challenging Economy www.trustworksgroup.com

How to Add TrustWorks Solutions to your Toolkit

1. Order TrustWorks Tools online anytime at www.trustworksgroup.com

2. Call 1-866-801-5678 to sign up as a TrustWorks Provider

3. Have a Certified TrustWorks Facilitator conduct your program

4. Get Certified ! - Facilitator Certification and Solutions Integration Training January 20 – 23, 2009 San Diego, CA

For More Information

Kathy Yeager

Contract Training Edge

913-593-5347 – cell

[email_address]

www.ctedge.net

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!