2014 npma academy presentation
description
Transcript of 2014 npma academy presentation
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Let’s take some time to focus
Turn off or silence all phones, pagers etc…. Don’t be offended!
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Quick question
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Have you ever came back from a conference with a great idea, and never acted on it?
What’s he looking at?
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Riddle
What costs us $4k in three weeks (with $0 return on capital) and only increases exponentially each and everyday that it exists?
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Hiring top performers
A BAD HIRE• It will happen to everyone• Has anyone ever quantified the cost of a bad hire
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What is the largest expense on the P&L?
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What is the largest expense on the P&L?
Payroll
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Why are we in business?
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Why are we in business?
To make a profit!!!!
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To win on the bottom line, you have to be really good at managing your expenses
Revenue – Expenses = Profit
• Spend your time on the largest expense on the books (not on the little things that don’t really matter)
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How many of you struggle with finding the “right” people?
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How many of you know what your employee turnover rate is?
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How many of you experience more than 30% employee turnover each year
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The Triangle Pest Control Story
Employee turnover was a huge issue for TPC since it’s inception.
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The Triangle Pest Control Story
In 2010 TPC had approximately 12 team members
Of those 12 only three are still with the company
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The Triangle Pest Control Story
In 2011 TPC had approximately 15 team members
Of those 15 only five are still with the company
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The Triangle Pest Control Story
In 2012 TPC had approximately 18 team members
Of those 18 only 11 are still with the company
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The Triangle Pest Control Story
In 2013 TPC had approximately 20 team members
Of those 20, 18 are still with the company
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The Triangle Pest Control Story
Over the course of just 3.5 years we lost a total of 14 people.
10 were let go4 resigned
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The Triangle Pest Control Story
We were seeing a turnover rate north of 50% before implementing our hiring system.
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The Triangle Pest Control Story
● Those 14 bad hires cost us $56,000 ● That doesn’t include *opportunity cost*
Opportunity cost - financial loss caused by the actions of a bad hire
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The Triangle Pest Control Story
The light bulb finally turned on
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Hiring top performers
In 2013 we completely revamped our hiring systems to produce the right people
• Clarity on who those people are (Strategic Obj)• Systems to attract those people• Systems to filter out the wrong people
(Scorecards, Interviews, 90 day objectives)
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Hiring top performers
Qualities we look for in a potential hire.• Hobbies outside of work that require discipline
(sports, intellectual)• Usually is already employed• No prior experience in our industry
• I hate “the way we did at “_______” • Ownership
• Demonstrated ownership in something
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Hiring top performers
We made hiring the right people our #1 priority
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The Triangle Pest Control Hiring System
Strategic Objective• A document that details
• What kind of company you want to be • Your values• Your culture• Your customers• What you do and more importantly, what you
don’tThis is not a mission statement or a platitude of values(though it contains both) to be put on a wall
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The Triangle Pest Control Hiring System
Have you ever taken the time to get very clear on what type of people and culture you want at your company?
Can anyone in your company recite what’s in it?
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The Triangle Pest Control Hiring System
Strategic Objective reinforcement
• We have training program designed around it• Every employee is tested on it• Every company meeting I talk about it
• When people start rolling their eyes, I know that I am talking about it just about enough
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The Triangle Pest Control Hiring System
Who: Hiring “A” players, Geoff Smart & Randy Street
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The Triangle Pest Control Hiring System
Step 1
Identify what type of person you want to hire. Everyone needs to be very clear on this.
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The Triangle Pest Control Hiring System
Step 1
Develop a scorecard
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Not this kind of scorecard
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The Triangle Pest Control Hiring System
Step 1A scorecard defines the following
● The mission - keep it simple, direct and understandable
● Outcomes of the position - These are the critical functions the role is responsible for
● Competencies that fit with the company and the role - These are qualities all candidates must have
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The Triangle Pest Control Hiring System
Step 1A scorecard defines the following
● The mission
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The Triangle Pest Control Hiring System
Step 1A scorecard defines the following
● Outcomes of the position
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The Triangle Pest Control Hiring System
Step 1
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The Triangle Pest Control Hiring System
Step 1
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The Triangle Pest Control Hiring System
Step 1
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The Triangle Pest Control Hiring System
Step 2
Sourcing
THIS SHOULD BE EVERYONE'S TOP PRIORITY!!!!
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The Triangle Pest Control Hiring System
Step 2Sourcing
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The Triangle Pest Control Hiring System
Step 2
Sourcing
What do you use to source your people?
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The Triangle Pest Control Hiring System
Step 2
Sourcing
● Craigslist● Careerbuilder● Company Website● Job Fairs
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The Triangle Pest Control Hiring System
Step 2
Sourcing
How many people have a referral program in place?
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The Triangle Pest Control Hiring System
Step 2
Sourcing
Imagine if everyone in your company was recruiting for you, all the time.
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The Triangle Pest Control Hiring System
Step 2
Sourcing
We find that our best hires come from referrals. Over 50% of our team members have been referred to us by other team members. Most of our Management team has been a referral hire.
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The Triangle Pest Control Hiring System
Step 2
Sourcing
In most cases good people know good people. We have built a referral tracking and incentive system.
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The Triangle Pest Control Hiring System
Review:
● We have identified the type person we are looking for
● We have sourced top quality candidates● Now we move on to the interview process
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The Triangle Pest Control Hiring System
Step 3
The Interview process ● Phone interview● Personality test● Candidate evaluation questions● The 5 F’s
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The Triangle Pest Control Hiring System
Step 3Phone interview
Get curious● What ● How● Tell me more
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The Triangle Pest Control Hiring System
Step 3
Face to face meeting● This is the Hiring Managers opportunity to
spend 10 or 15 minutes with the candidate to determine if they should take the personality test.
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The Triangle Pest Control Hiring System
Step 3
Personality test● If the manager feels the person has
potential they have them take the personality test, which takes about an hour
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The Triangle Pest Control Hiring System
Step 3
Personality test● Has a predefined scoring range based on
position● Tells you how well a candidate fits the
position they applied for● Provides you with interview questions
based on the results
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The Triangle Pest Control Hiring System
Step 3
Candidate Evaluation● This is where you fill out
the scorecard. Thesequestions are designed tohit on all the qualities onthe scorecard
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The Triangle Pest Control Hiring System
Step 3
Candidate Evaluation● Key point: Up until now we provide the
candidate with very little information about the company
● This time should be spent learning about the candidate, not feeding them information to regurgitate
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The Triangle Pest Control Hiring System
Step 3
The five F’s● This is where
you talk about the companyand the position
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The Triangle Pest Control Hiring System
I highly suggest you adopt the “Warm Bench” philosophy. Does anyone know what this is?
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The Triangle Pest Control Hiring System
Procedure
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The Triangle Pest Control Hiring System
Checklist
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The Triangle Pest Control Hiring System
2013 was the first year for our hiring system and we only saw 10% turnover.
I feel we finally have the right people on the bus!!!
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Do you see a trend?
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Parting thoughts
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● You have to build the proper foundation before you can expect to see the results
● All the planning in the world doesn’t do you any good if you don’t have the right people to execute it
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Resources to help you get started
Managers• Good to great, Jim Collins• E-Myth, Michael Gerber• Entreleadership, Dave Ramsey• How the mighty fall, Jim Collins• Who: Hiring “A” players, Geoff Smart & Randy Street
All Staff• Making Yourself Indispensable, Mark Samuel• Super Service, Val & Jeff Gee
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