1 Session Number ITM 7.1 “A” Players: How to Find Them, Hire Them and Keep Them! “It’s All About Relationship” Dennis Thompson, Betsy Zimpfer Thompson Associates

2 Data Center World – Certified Vendor Neutral Each presenter is required to certify that their presentation will be vendor-neutral. As an attendee you have a right to enforce this policy of having no sales pitch within a session by alerting the speaker if you feel the session is not being presented in a vendor neutral fashion. If the issue continues to be a problem, please alert Data Center World staff after the session is complete.

3 Examples of “A” Companies/Organizations   Google   Facebook   Apple

4 Characteristics of “A” Companies  Superior Products  Excellent Customer Service  Great Culture

5 Benefits of being an “A” organization  Market Share  Excellent Profits  High Stock Price  Vendor Strength

6 Common Denominator of “A” Organizations “A” Players “Ideas are a dime a dozen, implementation is the key, the difference is the the team. It’s all about the team.” Eric Young, senior partner Canaan Partners

7 Employer of Choice

8 Former “A” Companies Blockbuster Kodak Blackberry

9 What defines an “A” player?  Vision  Leadership, ability to enroll others in their ideas  Track record of superior success Exceeding Objectives Solving problems

10 What do they want?  Challenge  Opportunity to make an impact  Chance to be part of something BIG  Opportunity to learn, grow

11 How do you find them?

12 Where are they? They are not on the job boards They are not applying to your postings They are in your existing network Vendors, Suppliers, Customers, Competitors, Past Employees

13 Looking in all the wrong places Of 100 “A” Players, Human Resources If a Human Resources Department receives 1,000 resumes for an advertised job… Only a few – if any, will be “A” players 1 may be looking

14 How do you keep them ?  Make sure they are challenged  Give them a chance to be part of something BIG  NEVER, Make them report to a “C” Player NEVER,NEVER…

15 Jonathan Ive Chief Design Office – Apple, Inc.

16 “It’s All About Relationship” Jon Rubenstein

17 Which direction are you going? Will determine if your business... The % of A players... Grows…ORShrinks!

18 Create a system and culture. Build a list of “A” players you would hire. Establish relationship with them. Connect with them regularly and consistently. How to build YOUR list

19 In Summary…

20 In Summary  Companies become Employers of Choice because of the “A” players that work there  “A” players will attract other “A” players  They're not answering your ads  You must invest the time and resources if you want to have a ready supply

21 3 Key Things You Have Learned During this Session 1. “A” players are essential 2. They’re not looking 3. “It’s all about relationship”

22 Thank you! “It’s All About Relationship” Dennis Thompson Managing Partner Thompson Associates Office Cell