1. How to Hire, Recruit and Retain Great People Kerry Johnson, MBA, Ph.D. Kerry Johnson, MBA, Ph.D. Massey Services

2. GeorgeRavelingNCAABasketballCoach

3. 5 Secrets To Hiring Great People n How are your interview skills?

4. 5 Secrets To Hiring Great People n How are your interview skills? - 73% of resumes have lies

5. 5 Secrets To Hiring Great People n How are your interview skills? - 73% of resumes have lies - Candidates have more experience than you - Select for energy and past performance - Select for energy and past performance

6. 5 Secrets To Hiring Great People How well do you interview? - 73% of resumes have lies - Candidates have more experience than you - Select for energy and past performance - Ask the same questions to every candidate

7. 10 Interview Questions You Need To Ask n Why did you leave? (5) n How did you decide to select your last job? (5) n Let’s assume question (10) n What was your biggest success (10) n What was your biggest failure (10) n Ever cold called before? (20) n What are your goals? What is your plan to hit them?(5) n Who was your longest client? Why did they stay with you? (5) n Why do you want this job? (5) n Sell me this pen/pencil (35) Total Possible Points =110 Bad answers get 0. Great answers get total credit.

9. 5 Secrets To Hiring Great People n How are your interview skills? n How important are “good looks”

10. 5 Secrets To Hiring Great People How important are good looks? - Who copes better with rejection? - Energy and enthusiasm? - Harvard Research says “Versatility” - Contact: The first 4 minutes

11. 5 Secrets To Hiring Great People n How are your interview skills? n How important are good “looks” n When do you hire?

12. 5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments

13. 5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments - Call at least 2 supervisors, don’t call HR people

14. 5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments - Call at least 2 supervisors, don’t call HR people - I can’t talk about them?

15. 5 Secrets To Hiring Great People When do you hire? - Go on at least 2 appointments - Call at least 2 supervisors, don’t call HR people - Can’t talk about them? - Would you hire them again?

16. Can People Change?

17. n How did you pick your last job?

18. Can People Change? n What did you like best about your last job? n Let’s assume!

19. 5 Secrets To Hiring Great People n How are your interview skills? n How important are “good “looks” n When do you hire? n Replace poor performers?

20. 5 Secrets To Hiring Great People Replace poor performers? -Why did they fail?

21. 5 Secrets To Hiring Great People Replace poor performers? -Why did they fail? -Xerox research

22. 5 Secrets To Hiring Great People Replace poor performers? -Why did they fail? -Xerox research -Cows and Rhinos

23. 5 Secrets To Hiring Great People n How are your interview skills? n How important are “good “looks” n When do you hire? n Replace poor performers? n Hiring experience is a sure bet?

24. Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff

25. Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff - Is there a pattern of problems

26. Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff - Is there a pattern of problems - Hire from the outside

27. Where Do You Go For Great People? Hiring experience is a sure bet? - Do test on existing staff - Is there a pattern of problems - Hire from the outside - Hire for energy and Performance- train for skills

28. Where Do You Go For Great People?

29. n Newspaper ads

30. Where Do You Go For Great People? n Newspaper ads n Temp agencies

31. Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools

32. Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools n Promote from within

33. Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools n Promote from within n Center of Influence

34. Where Do You Go For Great People? How To Work With “Centers” n Ask “who do you know” not “do you know anyone” n How many do you ask for? n Find out about personal life n Ask for phone numbers

35. Where Do You Go For Great People? How To Work With “Centers” n Ask “who do you know” not “do you know anyone” n How many do you ask for? n Find out about personal life n Ask for phone numbers n Always be recruiting

36. Where Do You Go For Great People? n Newspaper ads n Temp agencies n Schools n Promote from within n Center of Influence n Steal people

37. Where Do You Go For Great People? Steal people? - You may be inheriting someone else’s problems

38. Where Do You Go For Great People? Steal people? - You may be inheriting someone else’s problems - You may overpay, there are no guarantees

39. 5 Reasons Why Great People Leave

40. n How important (1-5 scale) is money in retaining great people?

41. 5 Reasons Why Great People Leave It’s not fun around here - Baby Busters >1970 - Boomers 1946 – 1960 - Traditionalists < 1946

42. 5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition

43. 5 Reasons Why Great People Leave I don’t get recognition 3 Step Praise Praise them in front of others Be specific in what you praise Praise them globally

44. 5 Reasons Why Great People Leave I don’t get recognition 3 Step Reprimand Reprimand them alone Be specific Praise them globally

45. 5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition n I don’t get support

46. 5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition n I don’t get support n I don’t get training

47. 5 Reasons Why Great People Leave n It’s not fun around here n I don’t get recognition n I don’t get support n I don’t get training n My pay is too low

48. 5 Reasons Why Great People Leave Trust First – Money last