1. Marketing Their Benefits and Connecting With Veteran Clients
The Value of a Veteran
Marketing Their Benefits and Connecting With Veteran Clients
Are any of you military,
Hollstadt & Associates
June 21, 2016

2. Your Corporate Allies Major Noelle Racette Alan Hill
14 Years MN Army National Guard
30 Years Team Building
20 Years Leadership Experience
Alan Hill
Army & MN Army National Guard service
30 Years Corporate Experience
5 years Veteran Career Coach
Tell our story

3. Top Challenges
Identify one key takeaway you want from this presentation
What are your top challenges?
Overcoming Stereotypes of Veterans
Explaining the Value of a Veteran
Connecting with Veteran Clients
Can you explain the value of a veteran to me in 20 seconds? How do you sell “it” to your customers?

4. Myths & Misconceptions
Hollywood gets it right
Mindlessly follow orders
Combat = PTSD
Broken or Heroes
Can’t make it in the real world
Lack skills & education

5. Beyond the Stereotype

6. Beyond the Stereotype What do you know about THIS guy
Value of a veteran – perspective & varied experiences
What makes Birch different?
How many Birch” do you have? How many do you want?
Can you identify “birchs” and how do you sell them to your clients?

7. Thousands of Birchs 200,000 people join the military each year
Between 240,000 and 360,000 service members separate annually
Only 17% of all service members “retire”
With the drawdown, the military is expected to separate 1,000,000 service members over the next few years
The nation spends billions of dollars a year to train, educate and outfit service members
75% of potential recruits are rejected. BCT
Talk to your recruiters to get on the gravy train

8. A Life of Service Warrior Ethos We Still Serve
I will always place the mission first.
I will never accept defeat.
I will never quit.
I will never leave a fallen comrade.
We Still Serve

9. Value of a Veteran
Veterans have experienced highly engaged work environments and strong leadership
The opportunity to serve creates meaning and purpose in their work
Veterans expect input from all levels to develop cohesive teams, improve mission success and make course corrections
Veterans are experienced in matrixed organizational structures and comfortable in ambiguous circumstances
Veterans have compound perspectives & experiences
This is what makes Birch so valuable to your clients

10. Connecting with Veteran Clients
Attempt to Understand the Culture
Talk about Parents and Coaching
Ask questions, listen to the stories

11. Rank – Simply Complicated
Rarely is there a straight career path in the military. Various jobs provide breadth, depth and/or perspective
Education equivalent

12. Rank and Title Enlisted – Heart, Hands & Feet Individual Contributor
Future NCOs and Officers
Entry Level – Experts
NCO – Backbone of the Military
Supervisors/Managers
Morale and Execution
Leadership Experts
Officer - Brains
Directors/VPs/Executives
Plans, Strategies, Vision
NCO’s
Cares about you
Protecting you
Holding you accountable to care about others

13. Cultural Differences Military Civilian
Identity related to position/rank
Identity related to job
Escalate intensity
Escalate diplomacy
Merit leads to positions
Networking leads to jobs
Results through relationships
Results through merit
Success leads to challenges
Success leads to bonuses
Accomplishments are a team & part of the job
Individual accomplishments are exceptional
Mission First, People Always
Sees accomplishments as part of their job.
TEAM!!!!!!! Not individual
Trust between veterans vs. civilians experience

14. So What, Now What Do you know who your veterans are?
Will you market veterans differently? How?
Top Take-Aways
Have your top challenges changed? How?
Overcoming Stereotypes of Veterans
Explaining Value of a Veteran
Connecting with Veteran Clients

15. Value of a Veteran
Now that you have a better understanding of what a veteran is and has to offer, be confident that you are doing the right thing for the veteran, Hollstadt and your customer.
Veterans have the secret sauce that ensures Hollstadt will continue to dominate the targeted markets while staying true to its values.

16. The Value of Veterans Questions Your Corporate Allies, LLC
Noelle Racette
Alan Hill

17. AAR – After Action Review
Sustain
Improve w/Action