Workforce development has not yet fully embraced the power of executive interviews. By organizing interviews with local CEO's, workforce investment boards could coordinate information that local colleges, economic develop;ment and their own business representatives are collecting by using a shared database and all asking the same questions so that logical comparisons can be made and follow-up with the employer can be planned in a logical way.

1. Executive Interviews and
Business Retention Services
for Workforce Development Professionals
Eric P. Canada
Blane, Canada Ltd.
© Blane, Canada Ltd.

2. Common Element?
Build coalitions
Convene, facilitate, and broker
Forecast
Gather and analyze data
Anticipate, prepare for, and manage
© Blane, Canada Ltd.

3. US DOL
…defines the purpose of the 21st Century Public Workforce Development system to:
Build coalitions of business and community stakeholders.
Convene, facilitate, and broker connections within the network
to stays one-step ahead of labor market trends, and forecast
employers’ workforce demands
Gather and analyze data and plan a strategy designed to
anticipate, prepare for, and manage economic transitions.
© Blane, Canada Ltd.

4. Getting to US DOL Purpose
How does workforce anticipate layoff aversion?
What information should I gather?
How does workforce execute business engagement?
What does collaboration between WIB,
Economic Development and Education look like?
© Blane, Canada Ltd.

5. Layoff Aversion Options
 Designate a business liaison
 Rely on existing relationships
 Monitor media and rumor mills
 Form emergency response team
 Increase direct contact with business
executives (beyond HR)
© Blane, Canada Ltd.

6. 1st Reaction
Over Used, Impersonal
Inappropriate for
Executive Audience
© Blane, Canada Ltd.
e-Mail Blast Survey

7. Business Visit Program
1)Relationships
2)Growth Opportunities
3)Red flag issues
4)Service delivery
© Blane, Canada Ltd.

8. Structured Meeting
The Executive Interview

9. Why Interview Business Executives?
 Access to CEO Suite
 Credibility & Relationships
 Valuable Information
 Anticipate Changes
 Formulate Strategy
Opportunity to Collaborate
© Blane, Canada Ltd.

10. Conversation Focus
Workforce
W
E
R K F ORC
O
© Blane, Canada Ltd.

11. Big Picture
What
influences
workforce
decisions?
© Blane, Canada Ltd.

12. BR|E Shifting Information Pattern
Business Focus
Economic
Development
Focus
100%
35%
65%
1972
© Blane, Canada Ltd.
55%
45%
1996
2011

13. Weak Information
Worker Availability and Quality
© Blane, Canada Ltd.

14. Yawner…
Q1
Q2
Q3
Q4
Q5
Q6
Q7
Q8
Qn
© Blane, Canada Ltd.

15. Yes, I Get It!
Q1
Q2
Q3
Q4
Q5
Q6
Q7
Q8
Qn
© Blane, Canada Ltd.

16. Prioritize Recruitment Assistance
182 Firms
Recruitment Problems -53
129
Plans to Expand -42
87
No Room to Expand -63
24
Over 75 Employees -15
9
Priority Target Company List
© Blane, Canada Ltd.

17. What Business Info
© Blane, Canada Ltd.

18. Perception
© Blane, Canada Ltd.

19. Engagement
…Open
Ended
…Open Ended
…Multiple
…Yes
… Ranking
Choice
/No
…Multiple Choice
…Yes/
No
…Open
Ended
…Open Ended
…Open Ended
…Yes/No
Casual
© Blane, Canada Ltd.
Conversational
Non-Threatening

20. Time Pressure
 Organized
 Focused
 Efficient
 Consistent
© Blane, Canada Ltd.

21. Think About…
© Blane, Canada Ltd.

22. Build Coalitions
Workforce
Everyone Needs Quality Information
© Blane, Canada Ltd.

23. Key Points Executive Interviews
 Engagement, engagement, surprise
 About them, not me
 Incorporate business driver issues
 Think about positioning
 Structure yields efficiency, effectiveness
© Blane, Canada Ltd.

24. Contact Management
Executive Interview
Service Tracking
Reporting
Analysis
Talent CrossPoint
© Blane, Canada Ltd.

25. Anticipate Hiring and Layoffs
Forecast Service Needs
Better, Faster Decision-Making
Client Knowledge Base
Push Resources Ahead of
Organize, Manage Contacts
Relationship Management
Demand
Predictive
Productive
Service Delivery Tracking
Client Service/Contact
History
One-Click Reporting
Access to Executive Suite
Direct, Executive Contact
Proactive
Executive Interview
Bring Partners Together
© Blane, Canada Ltd.

26. A Platform
Designed for a
21st Century
Workforce
Development
System
© Blane, Canada Ltd.

27. Eric P. Canada
Blane, Canada Ltd.
630.462.9222
ecanada@blanecanada.com
Colleen LaRose
North East Regional Employment & Training Assoc.
908.995.7718
colleen@nereta.org
John Metcalf
Thomas P. Miller Associates
317.894.5508
jmetcalf@tpma-inc.com
© Blane, Canada Ltd.