Building Relationships
with High ROI
Matt Berndt
Director –Communication & Career Services @ CSO Research, Inc.
CEIA 2013 ...
Matt Berndt Career Services Evangelist
Director, Communication & Career Services @ CSO Research, Inc.
matt@csoresearch.com...
Agenda
• Relationship Characteristics
• The Relationships You Need to Build
• Identifying Opinion Leaders
• Communicating ...
Characteristics of
Well-Functioning Relationships
• Recognition of and commitment to
Shared Goals
• Understanding of
Diffe...
Characteristics of
Dysfunctional Relationships
• Mutual Respect Absent
• Self-Interest Prevails over
Mutual Benefit
• Othe...
Relationships you need to build
• Students
• Employers
• Faculty
• Administrators
• Parents
• Other Staff
• Alumni
• Vendo...
Identifying Opinion Leaders
(The Diffusion of Innovations – Everett Rogers)
Opinion Leaders
Copyright © 2013 Matthew Berndt
Getting Buy-In
“People don’t buy what you do; they buy why you do it!”
Simon Sinek
Copyright © 2013 Matthew Berndt
The Gol...
What is Your Vision?
• How do you decide
what you will do and
what you will not do?
• Your Office Mission
• Your Personal ...
To bring the best personal computing experience to
students, educators, creative professionals and consumers
around the wo...
To optimize human potential, increase happiness, and
maximize the engagement of people by providing superior
solutions for...
A Career Center Example
Mission (Why)
– To assist students and alumni in understanding and leveraging their
education, exp...
What do you bring to
relationships?
Subject Area Expertise
Financial Resources
Human Resources
Professional Assistance
Ope...
Assess Your Relationships
• Internal Relationships
– Boss, Peers, Subordinates
• External Relationships
(On-Campus)
– Stud...
Why Some People Will Help You
(and others won’t!)
Two reasons people won’t be willing to help you:
1. They don’t know you ...
The more you succeed . . . .
. . . the more they will be willing to help!
Copyright © 2013 Matthew Berndt
In Conclusion
Questions
and/or
Comments
Copyright © 2012 Matthew Berndt
Matt Berndt Career Services Evangelist
Director, Communication & Career Services @ CSO Research, Inc.
matt@csoresearch.com...
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Building Relationships with High ROI

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Delivered as a 3-hour workshop, a one-hour webinar and a 90-minute conference session in 2013

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Building Relationships with High ROI

  1. 1. Building Relationships with High ROI Matt Berndt Director –Communication & Career Services @ CSO Research, Inc. CEIA 2013 – Orlando FL Copyright © 2013 Matthew Berndt
  2. 2. Matt Berndt Career Services Evangelist Director, Communication & Career Services @ CSO Research, Inc. matt@csoresearch.com http://www.linkedin.com/in/mattberndt @mattberndt Copyright © 2013 Matthew Berndt 20 years in career services and employment Who is this guy?
  3. 3. Agenda • Relationship Characteristics • The Relationships You Need to Build • Identifying Opinion Leaders • Communicating Your Vision • What You Bring to Relationships • Assessing Your Relationships • Why People Will (or Won’t) Help You • The Big ROI: Making your relationships pay off for your students/recruits & your organization! • The Result: Relationships that will benefit you personally and professionally. Copyright © 2013 Matthew Berndt
  4. 4. Characteristics of Well-Functioning Relationships • Recognition of and commitment to Shared Goals • Understanding of Different/Respective/Competing Goals • Expectation of Mutual Benefit • Climate of Mutual Respect Are you bringing these into the relationships you are trying to build? Copyright © 2013 Matthew Berndt
  5. 5. Characteristics of Dysfunctional Relationships • Mutual Respect Absent • Self-Interest Prevails over Mutual Benefit • Other’s Ideas Disregarded • Interaction/Collaboration Avoided Are you bringing any of these into the relationships you are trying to build? Copyright © 2013 Matthew Berndt
  6. 6. Relationships you need to build • Students • Employers • Faculty • Administrators • Parents • Other Staff • Alumni • Vendors • Public Affairs/PR • “Friends” of the College/University • Your Boss • Your Team Where do you start? Copyright © 2012 Matthew Berndt
  7. 7. Identifying Opinion Leaders (The Diffusion of Innovations – Everett Rogers) Opinion Leaders Copyright © 2013 Matthew Berndt
  8. 8. Getting Buy-In “People don’t buy what you do; they buy why you do it!” Simon Sinek Copyright © 2013 Matthew Berndt The Golden Circle – Simon Sinek Raise money to Buy a Centrifuge Raise money to Cure Cancer Doing your Job Making an Impact
  9. 9. What is Your Vision? • How do you decide what you will do and what you will not do? • Your Office Mission • Your Personal Mission Copyright © 2013 Matthew Berndt If you’re a director, your staff take their cues from YOU!
  10. 10. To bring the best personal computing experience to students, educators, creative professionals and consumers around the world through innovative hardware, software and Internet offerings – Apple To be earth's most customer centric company; to build a place where people can come to find and discover anything they might want to buy online – Amazon To give people the power to share and make the world more open and connected – Facebook Copyright © 2013 Matthew Berndt Vision/Mission Statements: Guess Whose!
  11. 11. To optimize human potential, increase happiness, and maximize the engagement of people by providing superior solutions for understanding, acquiring, developing and retaining talent – Kenexa – An HR Services Company Make the best possible ice cream in the nicest possible way – Ben & Jerry’s Ice Cream Deliver happiness to customers, employees, and vendors – Zappos To help launch the careers of the college-educated workforce by delivering innovative, intuitive and valuable solutions backed by exceptional service and support – CSO Research Copyright © 2013 Matthew Berndt Vision/Mission Statements: Guess Whose!
  12. 12. A Career Center Example Mission (Why) – To assist students and alumni in understanding and leveraging their education, experience, talents and creativity to craft a lifetime of personal and professional success Methods (How) – Providing convenient access to career development, job search and recruiting services that meet our clients' diverse needs – Serving as a valuable link to the University community for employers who wish to recruit our students and alumni. – Offering tools, resources and opportunities that will be of value to all of our clients. – Fostering an office environment recognized for professionalism, quality customer service, a friendly culture, and a genuine desire to help students and alumni articulate and achieve their career goals Core Services (What) – Career Development: Career exploration, job search strategy & career planning advisement; graduate and professional school advisement; and job search skills development – Job & Internship Search: Job and internship opportunity development and distribution; career exploration and professional networking programs; career fairs; on-campus interviewing; and resume referral services
  13. 13. What do you bring to relationships? Subject Area Expertise Financial Resources Human Resources Professional Assistance Operational Assistance Connections/Relationships What can you do to make their life easier/better? How can you help them be successful? How can you demonstrate your relevance to them? Copyright © 2013 Matthew Berndt
  14. 14. Assess Your Relationships • Internal Relationships – Boss, Peers, Subordinates • External Relationships (On-Campus) – Students, Faculty, Staff, Administration • External Relationships (Off-Campus) – Employers, Alumni, Parents • How well do they understand career services/co-op? • How well do they know/understand you personally? • How well do you know/understand them personally? Copyright © 2013 Matthew Berndt
  15. 15. Why Some People Will Help You (and others won’t!) Two reasons people won’t be willing to help you: 1. They don’t know you or know enough about you to care whether or not you succeed 2. They are afraid you might make them look bad and don’t want their name and reputation connected to you Three reasons people will be willing to help you: 1. They believe you deserve their assistance 2. They genuinely want to see you succeed 3. They are confident you will not make them look bad You have to EARN their support! Copyright © 2013 Matthew Berndt
  16. 16. The more you succeed . . . . . . . the more they will be willing to help! Copyright © 2013 Matthew Berndt
  17. 17. In Conclusion Questions and/or Comments Copyright © 2012 Matthew Berndt
  18. 18. Matt Berndt Career Services Evangelist Director, Communication & Career Services @ CSO Research, Inc. matt@csoresearch.com http://www.linkedin.com/in/mattberndt @mattberndt Copyright © 2013 Matthew Berndt 20 years in career services and employment Thanks!

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