Influence
                for the
Corporate Recruiter
Improving Your Impact in the Organization
Meet Our Presenters
          Tony Kubica and Sara LaForest
Management consultants, executive coaches and business
perform...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




    Four Overarching Elemen...
Influence for the Corporate Recruiter
            Improving Your Impact in the Organization



  Challenges Facing Corpora...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization



 Challenges Facing Corporate...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




   Can You Achieve Results
...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




                           ...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




Influence is the ability to...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




                       Infl...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




           Influence is not...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




The Risk in Positional Auth...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




 Who do you influence?
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




 •   Boss                  ...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




                           ...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




    The Influence Continuum...
Influence for the Corporate Recruiter
               Improving Your Impact in the Organization




         10 Behavioral ...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




                           ...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




         Assessing and Resp...
Influence for the Corporate Recruiter
            Improving Your Impact in the Organization




 Underlying Principle: Law...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




       2 Elements of Exchan...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization



         Elements of Exchang...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization


         Elements of Exchange...
Influence for the Corporate Recruiter
            Improving Your Impact in the Organization




Understanding the Hiring M...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization



   A Core Strategy: Building...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




          A Core Value: Hea...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization


                       Energy...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization


                       Energy...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




                           ...
Influence for the Corporate Recruiter
            Improving Your Impact in the Organization




            Core Skills to...
Influence for the Corporate Recruiter
               Improving Your Impact in the Organization



    Recruiting, Processe...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization




          Building Your Inf...
Influence for the Corporate Recruiter
            Improving Your Impact in the Organization




                    Scenar...
Influence for the Corporate Recruiter
           Improving Your Impact in the Organization



     9 Keys to Influence wit...
Influence for the Corporate Recruiter
            Improving Your Impact in the Organization




      9 Keys to Influence ...
Influence for the Corporate Recruiter
             Improving Your Impact in the Organization



       9 Keys to Influence...
Questions          Tony Kubica and Sara LaForest
Tony@KubicaLaForestConsulting.com         Sara@KubicaLaForestConsulting.c...
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Influence and the Corporate Recruiter: Improving Your Impact in the Organization

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Presentation from the ERE Expo 2010 Fall in Florida, presented by Tony Kubica and Sara LaForest.

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Influence and the Corporate Recruiter: Improving Your Impact in the Organization

  1. 1. Influence for the Corporate Recruiter Improving Your Impact in the Organization
  2. 2. Meet Our Presenters Tony Kubica and Sara LaForest Management consultants, executive coaches and business performance improvement specialists Tony Kubica and Sara LaForest have 50 plus years of combined experience in helping individuals and their businesses and organizations improve their performance and accelerate their business growth in record time. We specialize in business and the psychology of business. www.KubicaLaforestConsulting.com
  3. 3. Influence for the Corporate Recruiter Improving Your Impact in the Organization Four Overarching Elements • Overview of Influence • Enablers and Disablers in Influence • Influencing Strategies and Techniques • Putting Influence into Practice–Scenario Planning
  4. 4. Influence for the Corporate Recruiter Improving Your Impact in the Organization Challenges Facing Corporate Recruiters • Responsibility to bring in new and high potential talent, yet few have people reporting directly to them • Learning how to manage the layers of bureaucracy and organizational politics that exist in organizations • Getting executives to appreciate your role and value in the recruiting and overall talent process (including overcoming negative perceptions)
  5. 5. Influence for the Corporate Recruiter Improving Your Impact in the Organization Challenges Facing Corporate Recruiters • Positioning as a partner and collaborator (vs. a traditional role as a talent gatekeeper) • Managing sensitive vendor relations (third party recruiting firms and assessment services) • Ways to improve standard recruiting practices and processes
  6. 6. Influence for the Corporate Recruiter Improving Your Impact in the Organization Can You Achieve Results without Authority? If so, how? If not, why not?
  7. 7. Influence for the Corporate Recruiter Improving Your Impact in the Organization Part 1 What is Influence?
  8. 8. Influence for the Corporate Recruiter Improving Your Impact in the Organization Influence is the ability to achieve your objective (to get work done) when you do not have complete control or enough authority to accomplish your objective alone. Influence is a Leadership Quality and a Management Skill
  9. 9. Influence for the Corporate Recruiter Improving Your Impact in the Organization Influence versus Manipulation
  10. 10. Influence for the Corporate Recruiter Improving Your Impact in the Organization Influence is not about • Power • Control • Personal agenda • Looking good • Self-promotion Influence is about mutuality
  11. 11. Influence for the Corporate Recruiter Improving Your Impact in the Organization The Risk in Positional Authority–“POWER” Be mindful that as you grow in authority, power has the capability to alter and corrupt.
  12. 12. Influence for the Corporate Recruiter Improving Your Impact in the Organization Who do you influence?
  13. 13. Influence for the Corporate Recruiter Improving Your Impact in the Organization • Boss • Candidates • Hiring Managers • Vendors • Peers • Organizational opinion • Subordinates
  14. 14. Influence for the Corporate Recruiter Improving Your Impact in the Organization Part 2 The Continuum of Influence 10 Key Influencing Behaviors
  15. 15. Influence for the Corporate Recruiter Improving Your Impact in the Organization The Influence Continuum High Influence Enablers No Influence Disablers
  16. 16. Influence for the Corporate Recruiter Improving Your Impact in the Organization 10 Behavioral Patterns and Influence • Fear • Perfection • Developing relationships • Expressing personal beliefs • Responsiveness • Lack of focus • Overselling • Impression Management • Quitting at no • Gratitude/Recognition
  17. 17. Influence for the Corporate Recruiter Improving Your Impact in the Organization Part 3 Influencing Strategies How do we exert influence?
  18. 18. Influence for the Corporate Recruiter Improving Your Impact in the Organization Assessing and Responding to Internal and External Customer Needs
  19. 19. Influence for the Corporate Recruiter Improving Your Impact in the Organization Underlying Principle: Law of Reciprocity People have an expectation that if they provide something of value to you, they will receive something of value from you.
  20. 20. Influence for the Corporate Recruiter Improving Your Impact in the Organization 2 Elements of Exchange: Mutuality 1. Value you have • What can you provide that is important and valuable to the recipient? 2. Value to the recipient • What is important and valuable to the recipient?
  21. 21. Influence for the Corporate Recruiter Improving Your Impact in the Organization Elements of Exchange: Mutuality What you have to offer: • Resources—CANDIDATES • Excellence • Information • Vision • Contacts • Rapid response • Organizational support • Recognition • Personal support • Visibility • Reliability • Understanding • Gratitude • Involvement
  22. 22. Influence for the Corporate Recruiter Improving Your Impact in the Organization Elements of Exchange: Mutuality Determining What They Value • How are they measured? • How are they rewarded? • Career support • Fears • Expectations (boss, peers, subordinates) • Recognition/privacy • Interest outside the organization
  23. 23. Influence for the Corporate Recruiter Improving Your Impact in the Organization Understanding the Hiring Manager’s Priorities Whether it’s a replacement position or a new position, what are high priorities for the hiring manager? High priorities can be: • Finding an individual who will best meet the business objectives for their operating unit • Obtaining someone who is comfortable in and harmonious with the organizational culture. • Securing a worker capable of quickly growing and adapting within both their position and the organization (important of high-growth, fast growth companies)
  24. 24. Influence for the Corporate Recruiter Improving Your Impact in the Organization A Core Strategy: Building (Real) Relationship • Have the other person’s best interest in mind: win|win versus win|lose • Nothing happens until a relationship is developed • Find areas of mutual interest • Understand and respect the other person’s work style • Understand and respect personality differences • Use exchange principles to enhance the relationship
  25. 25. Influence for the Corporate Recruiter Improving Your Impact in the Organization A Core Value: Healthy Conflict Healthy conflict leads to: • Expanded ideas and perspectives • Identification of more options • Better decisions • Experience of inclusion (value and contribution) versus exclusion • Establishes credibility—yours
  26. 26. Influence for the Corporate Recruiter Improving Your Impact in the Organization Energy Leadership • Your leadership is impacted by your effective (or ineffective) management of your energy • (Like it or not) low or negative energy is detectable and permeates throughout the organization and effects your business and organizational outcomes • Energy leadership calls for self-awareness, self- monitoring and strong practices in your own energy management as a key to your relationships, results and wellbeing
  27. 27. Influence for the Corporate Recruiter Improving Your Impact in the Organization Energy Leadership • Your energy has a major impact on others, your relationships and your credibility. • This is a subtle yet power tool to building relationships • Positive energy lifts working relationships, negative energy depresses working relationships • Few people want to work with someone with negative “zapped” energy – we tend to avoid these people • Managing your energy can help you: pace yourself and experience higher sense of wellbeing; build working relationships, more clearly get your message across and use time more efficiently for results • Energy management occurs at four human levels: Physical, Mental, Emotional and Spiritual
  28. 28. Influence for the Corporate Recruiter Improving Your Impact in the Organization Part 4 Putting Influence into Practice
  29. 29. Influence for the Corporate Recruiter Improving Your Impact in the Organization Core Skills to Build Influence • Purpose statements (clearly stated objectives) • Intent-ful listening • Asking questions (gentle probing) • Clarifying agreement • Demonstrate your value (Note—demonstrating value is a skill—i.e. how you influence, how you package the information) • Self Care (key contributor to energy leadership)
  30. 30. Influence for the Corporate Recruiter Improving Your Impact in the Organization Recruiting, Processes and Practices Techniques • Understand leadership’s priorities for the organization • Assess what’s in place; look for gaps • Consider best practices in recruiting and talent selection • Focus on key stakeholder(s)–hiring manager and candidate relationships
  31. 31. Influence for the Corporate Recruiter Improving Your Impact in the Organization Building Your Influence 1. Revisit the Personal Influence Factors Continuum: Identify two key areas of strengths to accentuate and a key area or two that you can improve. List 1-2 action(s) you can practice now for more positive influence. 2. Influence translation—(Who do you most need to influence to generate greatest results); What you have to offer them; What they need or value; Next action to progress the relationship
  32. 32. Influence for the Corporate Recruiter Improving Your Impact in the Organization Scenario Planning • Group breakout/exercise–effectively addressing key challenges you face… • Understanding your HM’s priorities • Assessing and improving your recruiting practices and processes?
  33. 33. Influence for the Corporate Recruiter Improving Your Impact in the Organization 9 Keys to Influence without Authority 1. Understand that the Personal Influence Factors (continuum) provide a powerful tool for achieving your objective and improving the talent management process in your organization 2. Remember that influence DOES NOT mean manipulation or wielding power 3. Know that you have more control in influence than you may (have) believe(d)
  34. 34. Influence for the Corporate Recruiter Improving Your Impact in the Organization 9 Keys to Influence without Authority 4. Understand and practice the Law of Reciprocity and Mutuality (this will help you build and maintain real relationships) 5. Recognize what (identify the depth and breadth of the value) you have to offer 6. Identify and do your best to provide the hiring manager (and other key constituents) what they value most
  35. 35. Influence for the Corporate Recruiter Improving Your Impact in the Organization 9 Keys to Influence without Authority 7. Practice Pareto’s 80/20 principle [80% of results are from 20% of your effort/time/causes]: Assess and focus on (limit) your tasks to these MOST important to produce the highest value results. 8. Recognize and appreciate those who contribute to your performance success. This will nurture relationships and build a spirit of collaboration. 9. Attend to and continually build upon your repertoire of influencing skills. Research on leadership shows that building and exercising (positive) influence is equally as important as your business acumen.
  36. 36. Questions Tony Kubica and Sara LaForest Tony@KubicaLaForestConsulting.com Sara@KubicaLaForestConsulting.com w w w. K u b i c a L a f o r e st C o n s u l t i n g . c o m 401.885.2011 Help Worth Getting

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