The Perfect Storm
Succeeding in a Difficult Market
Bill Carpitella
President
2
A Gathering Storm
Retiring Baby
Boomers
Inexperienced
New Talent
Market
Downturn
2
3
Fewer Leaders with Less Down-Market Experience
US Census Department
Today’s retiring leaders
Their successors
4
Tomorrow’s Leadership
• Your new leaders and leaders’ successors came of age in a strong market
• These leaders number n...
5
What Are Today’s Leaders Good At?
Drive for
Results
Ethics and
Values
Problem
Solving
Decision
Quality
Approachability
A...
6
Establishes clear directions; distributes appropriate workload;
brings out the best in people
Cope w/ change; shift gear...
7
Gallup says don’t waste your time —
focus on selection
Lominger says it depends. Not all
behaviors are equally difficult...
8
Do Behavioral Skills Drive Performance?
• Drive for Results
• Customer Focus
• Motivating Others
• Conflict Management
•...
99
Implications
• Hire for behavioral skills that:
– Are hardest to learn
– Correlate to performance
• Develop behavioral ...
10
“Weather-proof” Critical Roles
Utilize star retirees or outside consultants to
coach leaders and supplement their skill...
11
Addressing Skill Gaps: Create “Success Profiles”
• Define combination of behaviors and skills observed in your key
high...
1212
Foundation for Excellence
Use Success Profiles to:
• Interview
• Manage Performance
• Train and Develop
• Promote
13
Hiring a
Sea-Worthy
Crew
13
14
Innovative Sources for New Talent
• Internal network
• New hires
• Build a database
• Become a known quantity of excell...
15
Recruiting for the Business, Not Just the Position
• Define business competencies
• Translate into functional competenc...
16
Know What You’re Looking For
• Avoid generic job descriptions that focus on price-of-entry skills
– Often based on last...
17
Implications for Hiring
• Once you know who you’re looking for, how do you select them?
– “Gut feel” is only 2% better ...
18
Why Not Hire For Experience
• May have learned wrong attitude/behavior from an inferior
competitor. Retraining is more ...
19
Why Not Hire For IQ
• Intelligence doesn’t predict long-term success
• IQ is the “price of entry”
20
Hiring the Right People
question
What makes the difference
in high performance people?
20
21
Hiring the Right People
Common sense is twice as predictive of success as IQ
answer
21
IT IS NOT
• Experience
• Technic...
22
Hiring the Right People
Why Hire For Attitude
22
• Attitude & behaviors get employees in trouble – not technical/functi...
23
Assessing Behavioral Skills in Hiring
Research Shows:
Casual, 1-on-1 interview .20
Reference checks .26
Assessment cent...
24
Behavioral-Event Interviewing
Sample question, Dealing with Ambiguity:
• Tell me about a time when everything was up in...
25
Developing the
Skills Your Strategy
Demands
25
26
of adult learning is through experience
of performance success correlates directly to behavioral skills
70%
40-60%
What...
27
How to Develop Behavioral Skills
• Focus first on honest feedback and improved self-awareness
• Adults learn by doing (...
28
Challenges for Supervisors
• Tend to hold on to marginal talent too long
– Don’t like confronting direct reports or giv...
29
Developing the Individual Isn’t Enough
• Organizational processes are needed to hold leaders accountable
for upgrading ...
30
Solutions For Upgrading Your Talent
• Create “success profiles” modeled after your best people
• Create an annual talen...
31
Conclusions
• The tactical, strategic and economic impact of people systems
can be significant
• Focusing on your staff...
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Perfect Storm Eliant Roundtable4

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  • A Loop! Each feeds each
  • BRIDGE TO BREGG, RECRUITING
  • A core of talent is necessary to execute strategy
    Recruiting must focus not just on skills, but on the big picture, with attention to team building
    2004 US Olympic basketball team’s loss to Puerto Rico: All stars rather than team players
  • BRIDGE TO CHUCK, HIRING
  • Disney example
  • Harvard Study Results
  • Ask Sharrow friend in audience the question---have them prepared to give sample answer--probe
  • Without follow-up, only 17% of people make any change at all.
    Omnilearn, an online coaching tool, is a great example of a follow-up process that holds people accountable for developing themselves
  • Perfect Storm Eliant Roundtable4

    1. 1. The Perfect Storm Succeeding in a Difficult Market Bill Carpitella President
    2. 2. 2 A Gathering Storm Retiring Baby Boomers Inexperienced New Talent Market Downturn 2
    3. 3. 3 Fewer Leaders with Less Down-Market Experience US Census Department Today’s retiring leaders Their successors
    4. 4. 4 Tomorrow’s Leadership • Your new leaders and leaders’ successors came of age in a strong market • These leaders number nearly 15 million fewer than those they replace • Experienced leaders are retiring in droves • They take with them survival skills and lessons learned from the 80s ’90 ’92 ’94 ’96 ’98 ’00 ’02 ’04 ’06 ‘07 NAHB’s Home Builders Index Seasonally adjusted80 60 40 20
    5. 5. 5 What Are Today’s Leaders Good At? Drive for Results Ethics and Values Problem Solving Decision Quality Approachability Action Oriented Customer Focus Perseverance What’s Missing?
    6. 6. 6 Establishes clear directions; distributes appropriate workload; brings out the best in people Cope w/ change; shift gears comfortably; decide & act without having the total picture; handle risk Launch creative ideas of others; facilitate brainstorming; project how ideas will play out Future-oriented; accurately anticipate future consequences/trends; broad knowledge & perspective Communicates an inspiring vision/sense of purpose; optimistic; rallies support; inspires and motivates Blends people into teams; creates strong morale; fosters open dialogue; lets people be responsible for their work Create climate where people want to do their best; empowers; invites input Difficult Markets Demand Different Skills Dealing with Ambiguity* Innovation Management* Strategic Agility* Managing Vision & Purpose* Building Effective Teams* * One of the Top 8 Skills: most critical AND most rare Motivating Others Directing Others
    7. 7. 7 Gallup says don’t waste your time — focus on selection Lominger says it depends. Not all behaviors are equally difficult to learn We say… use both Can You Develop Behavioral Skills? Action oriented Easy Motivating others Moderate Patience Harder Understanding others Hardest
    8. 8. 8 Do Behavioral Skills Drive Performance? • Drive for Results • Customer Focus • Motivating Others • Conflict Management • Perseverance Yes • Listening • Compassion • Approachability • Ethics & Values • Humor No Answer: Some do and some don’t
    9. 9. 99 Implications • Hire for behavioral skills that: – Are hardest to learn – Correlate to performance • Develop behavioral skills that: – Are easiest to learn – Correlate to performance
    10. 10. 10 “Weather-proof” Critical Roles Utilize star retirees or outside consultants to coach leaders and supplement their skills Create a mentoring program to transfer knowledge before retirement Use retiring stars as a template for new hires Coaching Mentoring Success Profiles Whether new hires or developing leaders, there are ways to ensure success: 10
    11. 11. 11 Addressing Skill Gaps: Create “Success Profiles” • Define combination of behaviors and skills observed in your key high performing retirees • Model after your best 11
    12. 12. 1212 Foundation for Excellence Use Success Profiles to: • Interview • Manage Performance • Train and Develop • Promote
    13. 13. 13 Hiring a Sea-Worthy Crew 13
    14. 14. 14 Innovative Sources for New Talent • Internal network • New hires • Build a database • Become a known quantity of excellence • Use Monster/Career Builder as network opportunity • Mandate a sphere of influence
    15. 15. 15 Recruiting for the Business, Not Just the Position • Define business competencies • Translate into functional competencies • Utilize Interview Architect to match candidate with required competencies • Test for additional validation • Define culture and correlate with candidate persona and values
    16. 16. 16 Know What You’re Looking For • Avoid generic job descriptions that focus on price-of-entry skills – Often based on last employee (successful or not) • Tie strategy and culture to job description • Consider what kind of person suits the culture – What qualities do high performers share? – What will it take to meet short term objectives? (6mo–1yr) – What would excellence in this position look like? • Build on success profiles
    17. 17. 17 Implications for Hiring • Once you know who you’re looking for, how do you select them? – “Gut feel” is only 2% better than flipping a coin
    18. 18. 18 Why Not Hire For Experience • May have learned wrong attitude/behavior from an inferior competitor. Retraining is more difficult. • Harder to change behavior than train for experience.
    19. 19. 19 Why Not Hire For IQ • Intelligence doesn’t predict long-term success • IQ is the “price of entry”
    20. 20. 20 Hiring the Right People question What makes the difference in high performance people? 20
    21. 21. 21 Hiring the Right People Common sense is twice as predictive of success as IQ answer 21 IT IS NOT • Experience • Technical/functional Skills • IQ IT IS • Attitude/Behavior • EQ (common sense)
    22. 22. 22 Hiring the Right People Why Hire For Attitude 22 • Attitude & behaviors get employees in trouble – not technical/functional skills • Behavior is harder to change/train in most cases • Can you name a company that hires for attitude? conclusion
    23. 23. 23 Assessing Behavioral Skills in Hiring Research Shows: Casual, 1-on-1 interview .20 Reference checks .26 Assessment centers .36 Panel interviews .37 Ability testing .53 Behavioral structured interviews .70
    24. 24. 24 Behavioral-Event Interviewing Sample question, Dealing with Ambiguity: • Tell me about a time when everything was up in the air… • Tell me about a time when you took a significant personal risk…
    25. 25. 25 Developing the Skills Your Strategy Demands 25
    26. 26. 26 of adult learning is through experience of performance success correlates directly to behavioral skills 70% 40-60% What Have We Learned About Developing Adults?* Behavioral skills get people in trouble *Center for Creative Learning studies
    27. 27. 27 How to Develop Behavioral Skills • Focus first on honest feedback and improved self-awareness • Adults learn by doing (experience). They must be coached to try new behaviors during daily interactions. – The best way is stretch assignments (reaching out of comfort zone) • Simply imparting new knowledge changes nothing
    28. 28. 28 Challenges for Supervisors • Tend to hold on to marginal talent too long – Don’t like confronting direct reports or giving tough feedback • 30% of employees are blocked learners (resist all change) • Out of 67 leadership skills, developing direct reports is dead last in skill level
    29. 29. 29 Developing the Individual Isn’t Enough • Organizational processes are needed to hold leaders accountable for upgrading their talent
    30. 30. 30 Solutions For Upgrading Your Talent • Create “success profiles” modeled after your best people • Create an annual talent review process that requires you to force rank your talent on both performance and potential • Hire for behavioral skills, not just functional/technical skills • Include behavioral skills in performance management • Consider a 360° confidential feedback process for high potentials. Require written plans targeting individual development. • Provide coaching, mentoring and follow-up for high potentials
    31. 31. 31 Conclusions • The tactical, strategic and economic impact of people systems can be significant • Focusing on your staff’s performance can be profitable and drive revenue – Excellence as an expectation • Aligned people systems add to the bottom line • Hire for attitude – train for skill

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