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1 CREATING A TEAM OF A-PLAYERS Slide 2 2 SECTION 1 THE BIG PICTURE Slide 3 3 VISION Vision for the team you need vs. the team you have. Slide 4 4 VISION One A-player can make an enormous difference in your business. Slide 5 5 VISION One A-Player can make a huge difference in your life. Slide 6 6 THE BEST LEADERS ARE THE BEST RECRUITERS Case study: architectural firm Slide 7 7 WHY MANAGERS TOLERATE POOR PERFORMERS 98.6 is not equal to qualified. Slide 8 8 SECTION 2 HIRING A-PLAYERS Slide 9 9 Create an A- Player Mindset. We dont fill positions. We look for people who will make our team better. Barney Kister Slide 10 10 HIRING A-PLAYERS Define your A-Player Profile Slide 11 11 HIRING A-PLAYERS Keep your couch full. Slide 12 12 HIRING A-PLAYERS Create your Farm Team. Slide 13 13 EXERCISE Gap Analysis and Talent Choke Point Slide 14 14 Case Studies: Talent Choke Points Slide 15 15 EXERCISE Creating an A-Player Profile What results do A-players create that B-players dont? How do you measure these results? Slide 16 16 SECTION 3 HOW DO I FIND MORE A- PLAYERS? Slide 17 17 HOW DO I FIND MORE A-PLAYERS? Recruiting is just marketing and sales in different garb. How to Hire A-Players Slide 18 18 HOW DO I FIND MORE A-PLAYERS? 1.Know your A-Player Profile. 2.Find a large pool of people with the basics of this profile 3.Interview a lot of them. 4.Sift the wheat from the chaff. 5.Hire the best people you find. Slide 19 19 HOW DO I FIND MORE A-PLAYERS? Create, update, and act upon a target list. Slide 20 20 HOW DO I FIND MORE A-PLAYERS? The Hunter vs. The Hunted: Continuing Education, Trade Shows. Slide 21 21 HOW DO I FIND MORE A-PLAYERS? Stay until the quesadillas are scorching. Slide 22 22 HOW DO I FIND MORE A-PLAYERS? Become Recruiter in Chief. Slide 23 23 HOW DO I FIND MORE A-PLAYERS? Aggressive customer service people. Slide 24 24 HOW DO I FIND MORE A-PLAYERS? Single-mother waitresses. Slide 25 25 HOW DO I FIND MORE A-PLAYERS? Gaining the on- campus recruiting advantage. Slide 26 26 HOW DO I FIND MORE A-PLAYERS? Filling the talent funnel with internships. Slide 27 27 HOW DO I FIND MORE A-PLAYERS? Incubate talent. Slide 28 28 HOW DO I FIND MORE A-PLAYERS? Referral fees to your recruiting network. Slide 29 29 HOW DO I FIND MORE A-PLAYERS? Dont overlook internal hires. Slide 30 30 HOW DO I FIND MORE A-PLAYERS? Hire the right outside recruiters. Slide 31 31 SECTION 4 Interviewing and the Economic Power of Good Looks Slide 32 32 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Interviewing is an artificial process by which we attempt to figure out what it will be like to work every day with someone. Slide 33 33 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS The two most important questions to ask in an interview. Slide 34 34 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Live-Fire Interview Exercises Slide 35 35 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Two days of office visits. Slide 36 36 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS The paid interview. Slide 37 37 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS 90-day fast start plan. Slide 38 38 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Skills tests: can you see in three dimensions? Slide 39 39 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS Im not hearing it. Chet Holmes Slide 40 40 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS I will be the guy wearing shorts and riding a motorcycle. Jeff Phillips Intentional, but not contrived. Bob Perkins Slide 41 41 INTERVIEWING AND THE ECONOMIC POWER OF GOOD LOOKS The danger of first impressions. Using assessment instruments to identify A-players and weed out pretenders. Slide 42 42 SECTION 5 LEADING AND KEEPING A- PLAYERS Slide 43 43 LEADING AND KEEPING A-PLAYERS Start with yourself. Slide 44 44 LEADING AND KEEPING A-PLAYERS Invest time in your lead dogs. Dont spend too much time on your problem children. Slide 45 45 LEADING AND KEEPING A-PLAYERS Passing the Thanksgiving test. Slide 46 46 LEADING AND KEEPING A-PLAYERS Dont surround a Great Dane with Chihuahuas. Slide 47 47 LEADING AND KEEPING A-PLAYERS A-Players are attracted by high standards. Slide 48 48 LEADING AND KEEPING A-PLAYERS Whats behind door number 3? Slide 49 49 LEADING AND KEEPING A-PLAYERS Turning B- players into A- players Slide 50 50 LEADING AND KEEPING A-PLAYERS Teaching managers to be leaders and coaches. Slide 51 51 LEADING AND KEEPING A-PLAYERS My managers are not allowed to provide answers (within reason), they can only ask questions. Colin Drummond, VP-Sales, Progressive Business Publications Slide 52 52 CONCLUSION