The document provides an onboarding checklist and training materials for new hires at the Marketing & Promotions Division of ConCISE. It includes an introduction from the division head, details on ConCISE's mission and services, examples of past projects, marketing strategies and tools for tracking sales pipelines. New hires are trained on how to promote ConCISE's consulting services to potential clients and are given goals and metrics to track their performance and business development efforts.

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Marketing & Promotions Division of ConCISE
New Hire TrainingManual Checklist
COMPANY INFORMATION
Company name: ConCISE
Address: 617 W 7th St, Los Angeles, CA 90017
Telephone number: (213) 625-7200
CHECKLIST
Message from Brett Chase
ConCISE Mission and Vision Statement
ConCISE Portfolio
Audio File
ConCISE Service Offerings
Script
Marketing Strategy
Pipeline Management Tool
Measurable
Weekly GoToMeeting Agenda
Pipeline Updates
Stretch Goals Updates
Commonly asked Questions and Answers
New Hire Signature when Complete
Supervisor Signature When Complete

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Message from Brett Chase
Hello and welcome to the Marketing and Promotions Division of ConCISE. ConCISE has given
us an amazing opportunity to create something new. This is the largest project that ConCISE has
ever embarked on. This opportunity came to fruition when I realized that ConCISE is a great
idea but it was not being utilized. All it needed was a voice and an integrating department to
market and promote its services. Hence the Marketing & Promotions Division of ConCISE was
created.
While our main strategic initiative is to increase ConCISE’s clientele and projects, what excites
me the most is our potential to become something bigger than ourselves. I see this department
becoming its own self-sustaining organization that is able to bring in clientele for fortune 500
Companies. Currently, there are organizations that make millions bringing in clientele for other
firms. None of which are solely comprised of I/O Professionals. This could be our Niche or
Unique selling Proposition.
I encourage you to get as involved as possible to take part in creating our organizational culture,
structure, and design. You can truly make a difference. Stand up and let your opinion be known
because here, every opinion matters. I congratulate you once again and wish you growth and
prosperity on your journey.
ConCISE Mission and Vision Statement
Mission:
Our name ConCISE reflects our mission: To provide extraordinary Consulting services for
Southern California’s Communities through Innovation, Service, and Education.
Consulting: Our primary objective is to provide consulting services that will improve our
customer’s businesses and their employees’ quality of life.
Community: Our service area focuses primarily on businesses and organizations located within
our very own local Southern California Communities; the area we call home.

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Innovation: Our techniques are executed by Master’s Candidate students, who are constantly
looking for new, exciting, and innovative ways to provide our consulting services.
Service: Our passion is in serving our local community, by providing honest, professional, and
thorough consulting services that will have a positive, lasting impact.
Education: Our foundation is deeply rooted in the teachings of Industrial Organizational
Psychology, and guided by the professors and staff at the Chicago School of Professional
Psychology, Southern California.
Vision:
To impact and influence our Southern California community by providing outstanding,
innovative, and professional, consulting services to local businesses and organizations.
To provide the Industrial Organizational Psychology students of the Chicago School of
Professional Psychology, the space, opportunity, and guidance necessary to practice and execute
those consulting services.
ConCISE Portfolio
The ConCISE Portfolio details our past projects that we have worked on. Our completed projects
consist of (developing training programs, employee selections tools, succession plans, and
strategic work force plans). Below are some of our completed projects and the services we
provided:
1) Ability First (conflict resolution workshops)
2) UTI Worldwide (hiring practices of a Billion Dollar Company)
3) City of Rancho Palos Verdes (succession planning)
4) Respite Works (new-hire training)
5) Council for Watershed Health (strategic workforce staffing plan, and a job analysis
*Please see your supervisor for updated version of the ConCISE Portfolio
Audio File
Audio Files are provided so you can get an idea of how to initiate a conversation and promote
products and services to C-Level Management.

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*Please see your supervisor for updated version of the Audio Files
ConCISE Service Offerings
Talent Selection and Management
1) Job Analysis
2) Strategic workforce planning
Training and Development
1) New-Hire Orientation
2) Conflict Management Workshops
Leadership Development
1) Succession Planning
2) Coaching Programs
Organizational Assessments
1) Surveys
2) Focus Groups
3) Structured Interviews
Data Management and Analysis
1) We parse out essential information from a variety of data sets
2) Quantitatively and qualitatively produce insightful easily-interpreted results
Script
Please utilize the ConCISE Portfolio, Audio Files, and Service Offerings to create your
own Script. No need to re-invent the wheel, all the info you need is found in the attachments.
Example: Script Structure
Introduce yourself
Explain the reason for your call
Introduce ConCISE and the services we provide
The value the client will get from our services
End with confirming a time to meet with the customer
Example: Phone Script
Hello, this is Brett Chase, how are you? Is George available?
I can ask this because I have done my research (LinkedIn) and know George is an executive
Sometimes if you ask for someone while using an authoritative tone they will not question you.

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If you can’t find any C-level staff in your research ask for the head of a specific department
Great, my name is Brett and I’m calling you on behalf of ConCISE. Have you spoken to anyone
from Concise before?
Pause for Response
Just to explain in simple terms, ConCISE helps businesses like yours become more productive,
effective, and most of all, profitable....AND at the moment we are giving SOME businesses the
opportunity to meet with one of our business analysts Free of charge.
If the person seems interested say this:
ConCISE is the professional consulting arm of the Chicago School of Professional Psychology’s
Industrial / Organizational and Business department. We use scientific methods and apply
psychological constructs to the workplace, in order to help organizations attract, retain, manage,
and develop their most valuable asset – their people.
Pause and ask if they understand
Our current list of completed projects include developing training programs, employee selections
tools, succession plans, and strategic work force plans. Also, the types of organizations we’ve
worked with vary greatly including small non-profit organizations, a multi-billion dollar supply
management company, and a city government.
If the person is still interested or seemed busy after you explained ConCISE in simple terms say:
Would you be interested in reducing your turnover and recruiting the best talent?
Would you be interested in training your workforce to build morale and productivity?
Would you be interested in implementing surveys to uncover employee and customer attitudes
and satisfaction?
If they say Yes to any of these three questions and asks you how (Refer to our service offerings)
Now you are ready to set the appointment

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There is no charge for this visit; however we do guarantee you will learn something new that will
help with your business. It’s really a win - win situation.
Based on what you have told me I really believe we could help make a huge difference with your
business. When can you set aside 30 minutes later this / next week to discuss?
Get all necessary Contact information and send thank you and reminder email for confirmation
Marketing Strategy
Below, is a short video clip from an advertising and marketing firm. For our purposes,
this demonstrates two things. One, the effectiveness of explaining past projects to potential
clients using the ConCISE Portfolio. Two, to get you to start thinking about how you will
communicate with these clients in terms of proposing a strategy for ConCISE to work on.
Charter Conveyancing Strategy - http://www.youtube.com/watch?v=HSgrWwxgL7k
CHARTER_CONVEYANCING_STRATEGY_CAS
ESTUDY.mp4
www.youtube.com
*Please see your Supervisor regarding your assigned role in the organization. If no role has been
assigned to you then you have the opportunity to create your own strategy for marketing and
advertising promotions for ConCISE.

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Marketing and Advertising Promotions Examples:
Making videos like this, explaining our past projects
Social media advertising (Facebook, twitter, etc...)
Appointment setting over the phone
Email Campaigns
Pipeline Management Tool
To gather data and track each individual’s progress, you will be using a measurement tool called
a Pipeline. This is key to understanding how your business is being run. You are in complete
control of customers going into and out of your pipeline of potential clients. Through your
marketing efforts to promote ConCISE over the phone, email, and face to face the Pipeline can
measure the “percent to close ratio”
Each row will be filled out for every potential client that you tried to contact. As the Business
Analyst progresses through the sales process the only column continuously changing would be
the (Percent to Close Column). Either going up or down depending upon the customer’s interest.
Measurable
Percent to Close Column Example:
25 % Attempt has been made to reach out to customer via phone, email, or face to face.
50 % Initial contact has been made and identified as a decision maker.
75 % Conversation has taken place and service offerings of ConCISE have been explained.
90 % Client has shown an interest in ConCISE and wants to discuss details with Dr. Gorjian.
95 % Meeting with Dr. Gorjian and client has taken place & all parties want to move forward
100 % Deal is signed and Project Manager has been selected for ConCISE Project.
* In order to document the work you have completed "up to 20 hours a week" you must send
your Pipeline/Measurable updates to your supervisor on a weekly basis. This is due by 5:00
every Friday.

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*Without these progress reports your supervisor will not be able to validate your commitment
to the program and thus no internship hours can be awarded toward your degree requirements
Weekly GoToMeeting Agenda
Weekly GoToMeetings will be held every Wednesday at 5:30pm. It is your responsibility to dial
in at the appropriate time. Be prepared to discuss your pipeline updates, percent to close
measurable, and stretch goal updates.
Pipeline Updates
1) Adding New Accounts
2) Increasing % to close on Existing Accounts
3) Creating Proposals
4) Your Unique Marketing Technique *
Stretch Goal Updates
1) Develop Marketing Campaigns
2) Develop Job Descriptions & Analysis
3) Going to Networking Events
4) Setting up Booth in MTOB's, Conferences,
Or outside the Chicago School
Commonly asked Questions and Answers
Who is our customer?
What is our Service Area?
 Southern California.
 Currently, greater Los Angeles area.
 The goal is to expand into Orange County, and San Diego.
Who would/will utilize us the most?
 Any business or start up in southern California
 Organizations that could benefit from I/O consultations
 Managers, project managers, CEOs, Presidents

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What does our customer need from us?
What skills do we bring?
 I/O knowledge
What Products do we provide?
 Services in Hiring and Performance Appraisal
 Training and Development
 Surveys and Data Analysis
Why can we do it better than anyone else?
What are our values?
 Innovation
 Service
 Education
 Professionalism
 Honesty
 Sophistication
 Thoroughness
What makes us special?
 We can do it cheaper (pro bono)
 We are currently in Grad School and will utilize the education we are currently getting
 We are the most professional, most accessible consultation organization for start ups
 Young, Passionate, Motivated, Driven individuals who want to work for you more than
acquire money
How will we know we have been successful?
What are our goals?
 To be a self-sustaining marketing and advertising firm solely comprised of I/O
professionals
 Provide I/O Services to the greater community.
Measures of our goals?
 When we have a steady stream of customers for each semester
 When ConCISE starts getting paid for the work we do.
 Once we have expanded into the Complete Southern California region
 We can get successful stories
 To provide the students of I/O TCSPP a place to practice their education
What is our legacy?
 To establish ConCISE as a fixture in the I/O department of The Chicago School of
Psychology

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New Hire Signature When Complete
I understand the services that ConCISE offers. I know my strategy to reach new potential clients.
I understand my measurable to track my progress and organize my business. I agree to all of the
terms and conditions laid out by the Chicago School of Professional Psychology in conjunction
with ConCISE and will abide by all ethical practices there in.
Employee Signature Date .
Supervisor Signature When Complete
The above candidate has successfully completed the New Hire Training Manual and is ready to
begin work at the Marketing and Promotions Division of ConCISE.
Supervisor Signature Date .