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Common Causes of Inefficiency at the Workplace

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There are books written about the subject, but we will only touch on 8 causes that we believe have the most negative impact on workplace efficiency:

Poor fit between the person, the position and the organization.

It’s no secret that companies make poor hiring decisions all the time. As an employer, you owe it to your employees to be transparent. Talk to them about how they feel about their job, how well they think they’re doing, and even be ready to work out a transition plan into a different position. It might be their strength aren’t aligned with their current role. There’s no reason why they or the organization should continue to pretend all is well.

A disconnect between cause and effect, work and outcome.

We tend to “give work” to our teams and expect them to understand the effect it will have on the organization down the line. However, when we tie outcome to work/input, it helps people understand the value of their work in the final product or service and give them a sense of urgency and importance. It can easily be explained by asking one simple question: “what would happen to the product/service if you stopped doing what you’re doing?”

Lack of clarity regarding how responsibility is assigned

Have you ever had to complain about something over to customer support and were passed on to the next “representative” for a solution, or told that “it’s out of our hands?” That’s what lack of clarity regarding responsibility looks like. In an organization where people have no idea who is responsible for what, or even worse, know they are responsible but they will pass it on anyhow, inefficiency reins!
Responsibility needs to be assigned to people in the organization to the extent of roles – i.e. if someone is responsible to deliver a service and misses a deadline, then that’s their responsibility entirely. If they miss it twice, then it’s the manager’s responsibility. If the manager doesn’t feel compelled to address the issue, neither will their report.
Assign responsibility and hold people accountable for the quality of their work!

Nepotism – it doesn’t matter how well I do if I’m not among the preferred

Unfortunately, there are still businesses that are run through nepotism. That is gross favoritism towards people who are close to a decision maker, someone of influence or importance in the company. It’s one of the common causes of inefficiency because people all of a sudden compare their work, results, and reward to the ones of those being favored.
Any organization that doesn’t quantify and award effort according to clear criteria will suffer from inefficiency at the workplace.

Absence of feedback

There’s a direct connection between inefficiency and lack (or poor) of feedback. The unwritten rule is that what is encouraged is repeated. Managers who say anything about how well or poorly someone on their team is doing are in fact encouraging similar results. Constructive feedback requires clarity through facts and willingness to make someone (as well as yourself) feel uncomfortable. If it’s provided within the mind-frame of genuine care for the growth, and professional development of people, it can improve their performance and engagement too!

Deficiency in communication

Perhaps the most widespread of the causes of workplace inefficiency is a lack or poor quality in communication. It will affect people’s capacity to quantify how well they are doing, understanding of whether their efforts have any impact, and to act in due time to have any positive impact. It also causes frustration with the people a company needs to care about most (disclosure: not nepotism!) – those who want to work, be in time, have good results and want their job to be rewarding.

Time management

Of course, we all have 24h, and regardless of how we manage it, that doesn’t change. Leaders and especially managers have the responsibility of setting the importance and priority of projects, tasks, etc. (see the Eisenhower Matrix). Efficiency comes down to achieving your objectives with the least amount of time. The better the time management, the more efficient we are, and the more engaged we are.

Wasteful processes

We all follow steps and procedures as they are laid out in our organization’s processes. These are tremendous tools that used in the right order and provided enough attention will create the desired outcomes. However, when processes are the result of operational inertia, they can have a highly detrimental effect on an organization’s efficiency. Worst case scenarios include bottlenecks, redundancy, and misalignment. In other words, inefficiency.

All of these have deep roots in leadership but ultimately can be traced back to an organization’s mission, culture, and values. If the only purpose of a business is to create profit, then one must integrate into that equation the means to sustain and increase efficiency in the workplace!

 

Inc. 5000 list – Why does it even Matter?

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It’s not every day that we stop and enjoy milestones such as making it on the Inc. 5000 list. It’s an honor. In James Ledbetter’s (editor of Inc.) words: “If your company is on the Inc. 5000, it’s unparalleled recognition of your years of hard work and sacrifice. The lines of business may come and go, or come and stay. What doesn’t change is the way entrepreneurs create and accelerate the forces that shape our lives.” But why is it important? Why does such a list even exist?

All of it has to do with growth. Better products, faster services, more clients, higher quality, improved solutions, and win-win across the board. It’s what drives progress whether you look at the level of macro-economy or the grassroots of small businesses. This is the common denominator that Inc. uses to compile its annual Inc. 5000 list of performance among America’s top private companies. No company on this list has grown by less than 50% and for those that made the Inc. 500 list that rate is of at least 1,000%! Companies that made the list, on average, have grown sixfold since 2014. During a stretch when the economy grew around 11 percent, that’s a result most businesses can only dream of.

Job Creation
The private business sector has a significant responsibility to create jobs that not only benefit its members but also the entire economy. James Ledbetter reinforces that reality, stating that “Only about 12 percent of American companies achieve one-year revenue growth of 25 percent or more. Yet those are the companies that are responsible for half of all jobs created.”

Of course, growth comes with its challenges as it can rapidly lead to Icarus’ fate. It’s tempting to make calculated bets on incoming business and hiring people to deliver. Business leaders need however to be aware that a business can easily outgrow cash flow if it takes decisions based on too optimistic expectations.

Finding and Retaining Talent
By far one of the critical issues that organizations face, talent retention is only one side of the coin when it comes to people. With an official unemployment rate at its lowest in decades, finding candidates has become a headache for many businesses. Fast-growing companies will frequently need new staff especially if they do it proactively to meet demand when it comes. Within this context, many hiring managers make the mistake of rushing to fill jobs and fail to acknowledge the consequences of their decision in the long run. Growth, organizational culture, and retention will all be affected in the process. In this type of economy, talented professionals will not hesitate to scrutinize each and every opportunity that they’re presented with which makes workplace culture so much more important.

This is why SourceMatch recommends a 360 degrees hiring process that allows for an informed selection process that goes beyond a resume. At the same time, the current global economy presents many options and alternatives to the skills gap through remote work and inexpensive international expansion.

Technology
Not the least, the key enabler to fast growth is the acquisition and mastery of technology. Components such as social technologies, artificial intelligence, big data, and advanced analytics, IoT, “anything” as a service, the fusion of digital and physical, digital commerce are all contributing to transparent and innovative business models. These no longer just support business functions but have become the products and services that are provided to customers.

This technology revolution also brings a significant challenge as the speed of advancement forces organizations to find the best professionals to handle new and developing technologies. All of a sudden, technological literacy, programming, and digital communication become some of the most important skills that professionals need to bring to the interview table.

At SourceMatch we believe that finding the best talent is no easy fit, and is key to not just a business’ growth but the economy’s growth.

We are honored to be working with some of the leaders in various industries to help them achieve growth and greatness. Check our Case Studies Section.

Honored to be part of the 2018 Inc. 5000 List!
It is a privilege for SourceMatch to be part of this list. Being recognized for our work means a lot to us. Knowing what we do and helping our clients succeed in their projects is what makes us happy. When it comes to the recruiting process, we are always looking to improve and have great results by placing the best candidates where they are needed!

As an Inc. 5000 honoree, SourceMatch now shares a pedigree with Intuit, Zappos, Under Armour, Microsoft, GoPro, Timberland, Clif Bar, Patagonia, Oracle, Box, Grubhub, and dozens of other alumni that have gone on to become household names. In addition to SourceMatch, the class of 2018 includes powerhouses such as Peloton, Brooklinen, and Popsockets.

 

interview

What are the best Questions to ask a Potential Employer in a job Interview?

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The interview is not only the employer’s chance to meet the candidate but also for the candidate to know more about the company he is looking work for.

In order to get a good understanding of the interview and know exactly what to expect from it, there are a few questions that could shed some light:

  1.    What are the prospects for career development at this company?

Besides the salary package, you want to know what’s the best way you can advance in this position you are applying for. Some companies have formal programs to help employees develop their careers. When you ask about that, it will help you make a good impression, as you showcase that you are forward-looking and not only focused on the immediate. Great companies will be interested in helping you grow, something that will contribute to the entire organization’s growth as well. However, you must also be careful as career advancement, in this case, could jeopardize the interviewer’s position if it happens they are the hiring manager. Oops!

  1.       What are the biggest challenges for this position?

Be curious and prepared. Any information you can have in advance about the job will enable you to think of potential challenges you might have and whether you want to tackle a job like this. There will definitely be others along the way, but the sooner you know what to expect, the better prepared you can be. By the same token, the challenges you might face could be critical to your success on the job. It is key that you know them before you start working so you can think proactively how to tackle them.

  1.       How would you describe this company’s values?

Working for an organization that doesn’t share similar values to yours might cause a lot of friction. Why is it important to know the company values? Imagine yourself working for a company that doesn’t value contribution and ideas from its employees, but you are a creative person who can bring to the table a lot of ideas and availability to implement them. Inevitably, you will end up feeling frustrated not being able to voice your thoughts. Some values you could also think of honesty, win-win mentality geared towards the client, caring for employees, impact to communities/social responsibility, etc.

  1.       What are the company’s plans for growth?

A company that doesn’t have plans to grow is a place where your own chances to grow drop. Employees at all levels need to be aligned with their companies’ larger goals and its vision. Anything less and that would pull the company and its staff in totally different directions. Ask for an explanation of the vision, and mid-long term goals of the company (some of these will be available on the website). Great companies will have a clear red thread between their reason to exist (vision) and their development strategy. This means that they care about everything in between, and that includes you! Your growth and development plan need to be a priority.

   5.       Who are the people in the team or outside the team that I’ll be working with?

This is a question that will probe the recruiter or hiring manager’s understanding of the role. A well thought out recruiting process takes into account all the moving pieces that will ensure the success of the right person to take that role. It will give you an idea about whether this is a role that contributes to the success of a specific team or has more of a floating role based on expertise that’s useful in various project teams. It might give you an idea about the kind of manager that you’ll have too.

  

Think ahead. The more you know about a position and the company you will be working for, the easier it will be for you to be in the right place. At SourceMatch we believe that the best candidates don’t accidentally land in the right roles. It takes concerted efforts to achieve the right fit that everyone can win from.

 

How CATS Improves the SourceMatch Recruiting Experience

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Technology plays a crucial role in advancing efficiency and financial results. According to the 2017 North American Staffing & Recruiting Trends Report, technology adoption is unsurprisingly high: 64% of North American staffing firms use an applicant tracking system (ATS) to track candidate activity and 60% use a customer relationship management (CRM) system for business development. Recruiters want to work smart, not harder. At SourceMatch, it’s this philosophy why we use CATS as our applicant tracking system for all of our recruiting processes.

CATS helps us save time, organize better and structure our recruitment operations in little time. When one of our clients needs 5 new hires in the management department within a short time frame, we trust the automation CATS provides to hire the right people in an efficient manner.

The recruitment workflow in CATS is streamlined and helps us shorten the time it takes from receiving an order to presenting the hiring manager with the best candidates – a huge benefit in the recruiting industry. It’s easy to track and manage candidates through the recruiting process so that team members can see the most up-to-date statuses and quickly move forward with the next interview, the offer, or whatever the next step in the process is.

Thanks to its user-friendly interface, custom dashboards, and numerous integration options, CATS quickly becomes something that just makes sense to us (including our new hires). When we do have a question, we can rely on CATS’ support team for the assistance we need, when we need it.

Many recruiters work on a regular basis with Excel or Google Sheets. Though these do work for simplistic tasks (detailing project status, defining task types, etc.), they lack the intuition of software built for recruiters. CATS is customizable through workflow optimization, job orders dashboard and many more productivity and analytics features. CATS also post your jobs on several job boards (free and some paid) which helps with attracting talent. It is a software built by recruiters, for recruiters, and it shows.

Recruiting has its challenges, but the fact that each experience is different in and of itself helps us improve and become better at what we do. Our experience taught us that regardless of the type of work we are doing, we must always use the right tools in order to succeed. For SourceMatch, CATS is not only the right tool, but it’s also the applicant tracking system we recommend to anyone for their hiring needs.

What are some red-Flags that let you know that Something’s Wrong with your Recruiting Process?

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Red flags are the absence of an early warning system. Of course, the obvious problems are consequences/effects of deeper causes and require reactive solving.

A strong recruiting process, like any business process, can only work well if it’s built with all its stakeholders’ interest in mind: Recruiter (recruitment company), the hiring manager (internal clients or external client company) and candidate – in this chronological order.

When any of the stakeholders are not given enough attention during recruitment you may see scenarios such as:

  • The recruiter is under a lot of pressure from the client to deliver, cuts corners in the candidate selection process. The client will receive a candidate whose qualifications are at best short of their need. The candidate will have her or his hopes high, expecting the “opportunity of their career”. The recruiter will live with the impression that he’s done a great job for the time he’s been given to find a candidate.
  • The client makes a recruitment order for a new role with the recruiter and picks a standard job description off the internet. The recruiter might look for a purple squirrel candidate that might not exist, or best-case scenario fits the internet’ job description instead of the real needs of the client. The candidate feels she’s a perfect fit and is surprised during the interview when the client brings up all sorts of questions that are beyond the “internet job description!”
  • Candidate interviews with the recruiter and provides basic answers to the vague questions that the recruiter asks. The recruiter is unbelievably happy that the candidate is a “perfect match”. The client interviews the candidate and is dumbfounded when they ask the candidate to elaborate on their experience.

These are just some examples, but in our experience, at SourceMatch there are a few guidelines for recruiters, which will help everyone in the process win. Here’s the early warning system for recruiters:

  1. Get to know your client, their trade, their culture, values, the hiring manager, the team where the new hire will work in, tangible and intangible factors, must haves and nice to have. Set the expectation early on with the client that you expect them to help you understand who they are and who they are trying to hire. The Job Description is at best 50% of all useful information. Once you have all info, ask the client to confirm in writing that there’s nothing left unsaid about their expectations for the new hire (in essence, that you understand well what they need).
  2. Always strive to exceed client’s expectations when it comes to due diligence for the candidate’s qualifications, experience, skills, behavior, performance, etc. Ask meaningful and detailed questions of your candidates. Ask for real-life examples. Let the candidate know that it’s the only way they can present themselves in a unique way.
  3. Be transparent and honest about the job when you speak with the candidate. If it’s a parallel move for them, don’t make it sound like it’s something else. Be open and let them know of the advantages and challenges of the role at the same time. If they are at a different point in their career than what you expected, don’t oversell the position. Same can be said with candidates that miss the mark on the client’s expectations.
  4. If a client has unrealistic / hard-to-meet expectations regarding the speed of recruiting or available candidates in the talent pool, you must speak up! You need to act as a consultant to the client. Because you are the expert of your trade, you will have unique perspectives that have been tested and validated throughout tens or hundreds of recruiting engagements.
  5. When you present a candidate to the client (ideally over the phone or in person), make sure to show clearly why they were selected, and to what degree they meet/exceed the expectations that were agreed in the first place. Don’t just present a resume, but also let the client about your thought process. This is a tremendous opportunity to act as a consultant to your client.
  6. Time and information will break you regardless if you are disciplined or not. That’s why you need to have a system – an applicant tracking system – to follow through your process and to keep you on track, remind you about upcoming calls, meetings, deadlines, tasks, etc.
  7. Always follow up with candidate and clients with regular updates, even if they are negative – i.e. a different candidate has been selected following the in-person interview with the client. When you don’t communicate in the recruitment process, stakeholders will assume the worse.

You may start with these 7-steps early warning system and develop your own version, but thinking proactively about everything that can go wrong will prepare you for most of what can go wrong.

 

What are the Worst Interview Mistakes you’ve seen as a Recruiter?

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There are a few mistakes that keep creeping back again and again when our team talks with candidates.

Not being prepared. Set aside a time and a place for the discussion with the recruiter, in case of a phone interview. Our recruiters had several interviews that were scheduled in advance, and the candidate was not prepared and put us on hold to step out of the office room. Other candidates were in loud spaces, with a lot of background noise that made it hard both for us and for them to hear us properly. That could usually be a deal breaker when interviewing with the client directly, so we suggest being prepared in advance. By giving your undivided attention to the interviewer, you show respect and interest in the opportunity.

Overconfidence. Employers look for candidates who are confident and who do not second guess themselves because that can be counterproductive. Of course, with some roles, employers need candidates who have that cut throat attitude and a higher degree of confidence to be successful. At the same time if a candidate takes that to the point of dismissing the employer or the recruiter it will be a deal breaker for the recruiting process. One of our most recent encounters with this type of candidates was with a specialist that started off the conversation with our recruiter in the following manner: “Hi. Let’s cut to the chase and tell me what’s the pay. Recruiters don’t know anything about this role so I don’t want you to waste my time.” Needless to say, this candidate did not get a chance to schedule a second discussion with our recruiter.

Lack of professionalism. We expect from our team to have a professional approach to candidates, to supply the relevant information and to make sure the candidate has all the resources to be successful. Anything less is not acceptable to us. That is why, when candidates ask our team members personal details, ask them on a date, ask confidential information about the client or the interviewers that is let’s say the least problematic.

Punctuality. Our internal policy is to confirm interviews via Calendar invites, email (with additional info), phone, etc. From time to time we do deal with candidates that simply don’t show up and don’t have an objective reason for that, or candidates who don’t show up but always have an excuse prepared. Another problem we deal with is when candidates don’t send in documents we need or don’t confirm various aspects in a timely manner. This wouldn’t be the case where somebody just has a full week at work and just can’t set time aside for this but candidates who don’t respect the timeline they agreed on.

The last one mentioned but one of the most common mistakes is: applying for and pursuing jobs that are not in their area of expertise. Their resumes look impressive and include every possible key/buzzword and perfect composition! These are candidates full of themselves, and who think they can talk their way through any interview, topic or skill. When you get to talk to them you’ll notice that they are excellent speakers, but terrible when it comes to specific examples and details. Whenever you pursue a specific topic and try to drill down, they’ll come back to a stock/rehearsed answer. We’ve seen this happen most often with contractors, who are under pressure of finding their next gig, which might very well make the difference between the continuation of work and a 3–6 months break.

Our recommendation is that you ask questions – starting with “why”, then “why” and finally “why”. As a recruiter, you are not an expert in the area for which the candidates are being interviewed for, so it’s difficult to go very deep into technicalities. However, the general rule of thumb is that candidates that are good at their trade should be able to articulate in simple terms and with examples/analogies what is it that they do, why they are good at it, and the degree of expertise that they have.

Ignoring or not being aware as a recruiter of this intentional or innocent mistake that candidates make will lead to waste of time on all ends and worst-case scenario to hiring someone who just doesn’t fill the need of the role they’ve been hired. Weak links lead to weak outcomes.

 

Is it more Important for a Company to hire Based on Skill set fit or Based on Cultural fit?

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Of course, no one feels comfortable having to choose between the two. And yet, we don’t live in a perfect world and candidates bring different things to the interview table.

To even start thinking this topic through, it’s important we understand what a skill set is and what makes up the cultural fit.

Are skill sets important?

A skill set is a particular category of skills or abilities necessary to perform a job. Skill sets are easy to showcase based on previous jobs, numbers, achievements or in other words quantifiable facts. A good recruiter would have no problem to assess these looking at a resume, through interviews or tests.
So why even have any debates when a candidate can fit the job from a skills point of view?
After all, they will require less hand-holding, less training, and a shorter ramp-up period in the new job. They are people that hold a certain level of expertise that can just be plugged into an organization and bring immediate results.

What about culture fit?

It’s very tempting for recruiters who spend merely seconds to pick and choose what candidates will make it forward in the selections process. Candidates have complex personalities and unique combinations of upbringing and experiences.
When searching for new hires, hiring managers and recruiters want to ensure that the person who’ll join the organization will have preferences, personal and work styles that aren’t far from the hiring organization’s culture. Organizational psychology guru Adrian Furnham offers a definition for the cultural fit in his seminal academic textbook, “The Psychology of Behaviour at Work”: “A fit is where there is congruence between the norms and values of the organization and those of the person.”
Asking candidate’s questions such as the following will help you uncover their, likes, dislikes and expectations:

 -> Why do you want to work here?
 -> How would you describe your ideal workplace?
 -> What makes the work environment frustrating to you?
 -> Do you prefer working in a team or alone/as a sole contributor?
 -> Who was your best boss and what made them so great?

It’s critical however you take these questions and customize them to help you compare with your organization’s culture. Some companies are more loose when it comes to time and make results the sole main requirement, some are very eclectic and laid back wanting to foster creativity and outside-the-box thinking, and some that are very formal such as banks and other financial institutions.
If he/she is a fit, then they will feel good working for the company’s goals. The importance of cultural fit will reflect on the employee’s productivity. They will also be interested in the results they bring.

So what now?

You do need people to bring the right skills to the table to fulfill their jobs, and you also want a great alignment between the person’s and the organization’s values. However, as mentioned we don’t live in a perfect work: What if you had to choose between the skill set and culture alignment?
Culture always comes first.

Culture is the glue that holds an organization together, and the cost of poor culture fit can cost that organization between 50% to 60% of the person’s annual salary. So before you start vetting candidates, it’s critical that you define and articulate the organization’s culture (values, goals, practices, etc.). Only then will the recruiting process highlight the best candidates that fit the culture.
Everything considered culture fit should never be at the expense of different personalities, backgrounds, and a diverse workforce.

However, you do need to prioritize. First, make sure the values, ethics, morals, principles, etc. are there. Otherwise, you may find yourself hiring someone who has outstanding skills with a poor cultural fit. They will challenge your organization’s existence at every step of the way, either silently, or vocally. Sometimes it’s useful to have a new and constructive perspective on things. But if you have a culture that has proven time and time again to be beneficial for the organization’s development, for its employees and not the least its customers, then you should stick to it. Someone new who will not integrate with the team and organization will only cause unnecessary friction.

Lastly, in order to decrease the probability that you need to be in such a tough situation to choose between skill set and culture, hire continuously. Always be on the lookout for people who are shining in their current roles, who are delivering value to their customers and enjoy being part of something greater than themselves and their jobs.

 

What are the best Practices for job Search?

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While it’s good to take note of the best practices out there, we recommend you take your own approach, tweak and customize what you find out there.

Why is it important, you ask? Because that’s what’s going to help you filter through the hundreds of job openings. Here are our recommendations:

  1. Don’t apply for all and any jobs, better apply for a select few with fierce attention to quality than to submit your stock resume to hundreds of job applications. When searching for a job, start with the end in mind: “I’m searching for a/this job because….” Why are you looking for a job? What’s your number one motivator? Is it career advancement? Better pay? Exciting new challenges? Now, once you have that pictured, keep it on top of everything else in your mind because that’s your number one driver!
  2. Know what you want. Think about your ideal job, what’s really important to you and what’s negotiable. That will help you navigate what jobs you apply to, how you differentiate companies if you’re willing to take a pay cut to help you switch industries or career, or where you see yourself fulfilled.
  3. If you wonder what a company looks like “on the inside”, check Glassdoor, or just try to connect with people who already work there (mutual connections or via social media). Don’t just apply for a job, apply for a job at a company you would like to work for, that cares for employees and treats them like they’re a key factor in its success.
  4. Write your resume as if it would be for your dream job. Spend time to make your resume concise, and state what’s really critical to the job and company you are applying to, quantify and provide specific details – don’t use words like “some”, “a few” or “more” but rather mention x% increase in productivity/sales, managed Y number of people, and reduced costs by Z% in T months, etc.
  5. Write with the reader in mind. It’s better for your resume to be shorter rather than longer – expect recruiters and managers to have limited time. Thus, it’s really important that your resume can easily be measured by the person who reads it. How do your facts and numbers correlate with what the job description is requiring? Have you used the same keywords? Can you switch some of your vocabularies with the wording that’s been used in the job description?
  6. Use a resume template. There are plenty of templates out there, and also tools to help you out (like MS Word’s new Resume Assistant from Linkedin). Don’t shy away from using a design-oriented/more creative resume as long as it doesn’t hinder readability.
  7. Always be ready to provide references – talk to the people who can be a reference for you – ideally supervisors or clients representatives who can speak to your abilities. Ask them what’s the best way they wish to be contacted for a reference check (i.e. via Phone or email first?). Let them know what kind of job(s) you’re applying to and what they can expect as questions, contexts, etc.
  8. Be humble. Strike the right balance between facts that show the level of your abilities and desire to develop or improve other skills. May it is via a letter of interest or during your interview, the natural tendency is to highlight every and all great aspects of yourself. However, making it clear you have personal development goals and aspirations, and long terms goals says a lot about you (i.e. hit-and-run, or vision driven, non-complacent, etc.).
  9. Go prepared for an interview. Read ahead about the company’s reason for existence (vision, mission, what they sell or do) as well as their principles, who their customers are, and especially what attracted your attention about them. Have questions prepared ahead of an interview, questions that relate to the job or to confirm your understanding of the company. You don’t have a second chance to make the first impression, so make it count.
  10. Be confident. When you get at an interview, by that point, you already know why you are there, why you have been called to interview, what drives you and who you are talking to. Don’t use words like “I guess”, “perhaps” or “maybe.” Rather use statements “It’s my understanding that…”, “I know based on … ”, “I recommend” or “I strongly believe”. This will let the interviewer know that you have created your own perceptions, and opinions and that you’re not doubting yourself, or that you’ll change your view based on what you hear. In other words “Own who you are!”

This isn’t a comprehensive list. However, you can see a dotted line between all 10 points about: do your homework, do the research, be disciplined. Until you find a job, you need to be the best at finding one!

And finally: although there are thousands of applicants out there, you are unique based on your upbringing, personality, experiences, values, goals or vision. So act like it when searching, applying or interviewing for a job!

 

What is the best Strategy when a Recruiter asks About your Current Salary Before Making an Offer?

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What your strategy shouldn’t be: go in with a mindset that goes something like “I wonder what they’ll offer me” or “they should be paying me more than I make now!”, “I’ll negotiate up from whatever they offer me.” That’s a recipe for losing this important part in taking on a new role.
Be straightforward about your current compensation, and ready to talk about your top 3 reasons why you should be paid more in your new role.

Here are some pointers to help you figure out what they are:

1. Research how your current salary stacks up against your peers (i.e. Glassdoor) in the industry. Is it less? Then probably you are being underpaid while still having awesome results – that’s a sound reason to switch. Is it more? Then that might be a sign that your company values your skills more than other companies do! Use that to your advantage.

2. Research the typical salaries for the new role, considering company size, location, seniority, etc. If they are lower than your current one, then you need to ask yourself whether this is a kind of position you want to take. However, listen to what they have to say/offer. If it’s higher, then it becomes a valuable piece of info in your discussion for the new position.

3. What’s the difference in responsibilities between the current and the new role? If the new position requires more then there’s a strong reason for you to ask for more salary. If it’s about the same or less, then think about different factors.

4. Is this new role going to challenge you and require more time than the current one? That’s great and you’re ready to go the extra mile, but your potential new employer should too, so consider that as well.

5. The standard of living – if you are moving to a new city, region or country for the new role, then you need to factor the cost of living in, but don’t forget about expandable income. If at the end of the month you’re left with less than what you previously had, and it’s important to you, then think twice.

6. What are the other components of your compensation package? Do they stack up against your current one? If the hiring organization doesn’t have comparable components, you should quantify their value and include that in the salary discussion.

7. Be creative about asking for a higher salary – if the hiring organization has good reasons to not give you a higher salary right off the bat, then fall back to asking for an incremental increase that’s time and legally bound (shows up on your employment agreement). I.e. after 6 months in the role 5% increase, and after 12 months in the role another 5% increase.

Keep in mind, your approach should always reflect (and come from) a genuine desire for both your and the hiring organization’s win.

 

How can a manager best motivate his team

What Motivates Someone to do Their best, and how can a Manager best Motivate his team/ Employees?

By | Blog, Leadership | No Comments

Motivation has a lot to do with a few factors: source (why), time (when) & space (where), and outcomes (what). The first two are for context and in my view are important to get a deeper understanding of what motivates people, and if you’d like to have the “what can I use now “ part, you can just skip to “3. Outcomes”.

  1. Source

It would be superficial to assume motivation is just external – i.e. I give someone a bonus that will motivate them, if I create the right environment, everyone will be motivated to be productive, etc.

In our experience, intrinsic motivation comes prior to external motivation. Take for instance the case of a person going to work from 9 am–5 pm. Why do they do it? Is it the salary? Yes, and why are they motivated to have a/that salary? It’s the level of comfort given by an income, not having to worry about tomorrow. It might be that the person is motivated to start their own business and needs the assurance of a fixed income until the business is up and running. Yes, and why are they motivated to have their own business? It can very well be a sense of independence, fulfillment, and happiness.

That’s why before you can pinpoint someone’s motivation, think of what is their true (intrinsic) motivation. Most of us don’t go flaunting these hidden motivations around. Someone else (say a manager) will not have access to them unless you see in them a genuine interest in what motivates you. In essence, not unless they win your trust first, the basis of human relationships.

External motivation is typically tied to an action/outcome that can be more or less evident.

For instance, the less evident one is when you try to motivate children to walk and you applaud them at every step they take so that they feel the happiness of having progressed. Although they might not be aware of the connection between the applause and their increasing ability to walk, they instinctively pursue the external motivation by repeating what caused it. (I’m not a psychologist, we just have kids!)

The obvious one is clearly defined with cause and effect (finite as opposed to the intrinsic such as happiness). When our annual revenues reach a certain amount, you get a certain bonus. If your performance assessment indicates that you’ve reached all of your goals, you will be provided with an award and a cash bonus. You’ve done well in the past couple of years, and your manager tells you that you’re being promoted (recognized) for your hard work.

Understanding the source of motivation is pretty straightforward, and there are plenty of books and research done on this topic.

However, a simple strategy is to just ask “why” until you have a hard time providing an answer, or know that there’s no deeper level (i.e. like happiness).

  1. Time and Space

Throughout our career, motivation changes with each time period and place we are in. The first job after graduation might be all about making ourselves valuable, earn a good salary, building our knowledge and expertise beyond a piece of paper, and gather as many wins in a renowned organization. Once we go past our second or third role, we first start thinking about where we could have the most impact, how long it would take to grow enough to become the next best version of ourselves and finally it would be great if we could earn an even better compensation. You’ll notice people taking time periods of 3–5 years to plan their career.

Time and space influence what motivates us. As a manager, you must be aware of the kind of time period and space that each person in your team is in. Some might have just joined your team right out of school and some others might be experienced professionals that can already bring a certain set of knowledge and expertise. For instance, the recent graduate employees might be motivated by working with the more experienced professionals in your team. And the more experienced professionals might be motivated by the possibility to coach and mentor some of the young team members.

  1. Outcomes

Whether intrinsic or external, motivation always needs to be tied to outcomes.

However, understanding the time and space helps you correlate the right outcomes with the right motivation. When someone new comes in, be aware of the fact they are not going to be with you forever. They could be there for 2 years or 5 years. But for them to be motivated to give their best, you need to commit to helping them be their best, regardless of how long they’ll stick around.

  • Create a personal development path (i.e. not related directly to company performance requirements) for them with the sole purpose of enabling them to reach their potential and beyond. Make their job about them first, and your company second. It’s a counter-intuitive approach, but when your employees and teams are motivated by their own personal growth first, they will thrive in their jobs and bring results to the company. I like to call that “owning your job.” Even if they work for you today, when they walk out to take another job or open their own business, they leave with all of what they’ve learned, whether you like it or not. So better use that knowledge today to build a win-win situation. Meet regularly to review with the employee the progress of their personal development. This will help you discover the deeper way that feeds your employees’ motivation.

People are motivated to do their best when managers help them know what their best is.

  • Open up problem-solving and decision making to all of your team. Its double effect is a tremendous gold mine, that managers tap into so rarely. The first benefit is, of course, the potential of crowdsourcing ideas which can bring so much creativity to the table. Brainstorm, talk about them, turn problems around, and be ready to discuss any apparently crazy idea. The second benefit is the team’s motivation through empowerment. Your team will feel motivated because their manager acknowledges that everyone can contribute, can voice their ideas and be part of the solution. If you can, allow the winning idea to be implemented by the person in the team who came up with it!

People are motivated to do their best when managers give up on trying to be the best by themselves.

  • Set, measure and celebrate your team’s impact on your key indicators like client satisfaction, quality of service, a decrease in product returns, process improvement, and even your bottom line. Take time to quantify what performance impact looks like, and challenge them to get there. Start measuring and let them know when you see progress/milestones being achieved and where things didn’t go as expected. Recognize their effort, and challenge them to reach the next milestone. As you quantify the impact, people understand the connection between doing their best to the nitty-gritty details of an organization’s performance.

People are motivated to do their best when they can see or envision an outcome. It’s a manager’s responsibility to paint a vision of that outcome in as many details as possible, and let them know when they have gotten closer to it and by how much.

A motivation that isn’t aligned with your team members in mind is bound to be short-lived, and of little impact.

If you are already a manager or own a company, and have not considered motivating your team, switching to a culture of motivation might seem impossible.

The great news though is that you can tackle some of the possible and apparently impossible things in the real world. And we are advocates of starting small.

Start with building trust and transparency with your employees, without expecting anything in return. They will be skeptical at first. Repeat it every month, start writing down what you hear, holding them accountable to their own words (again, not performance items, but rather what they are good at, what they appreciate about the team, or environment or not, etc.) just by asking (not imposing). Then find out whether there’s anything you can help them with: to either help them grow or integrate some of their personal objectives in what they do at work (if possible). And finally, when you are able, help them see their potential when they can’t.

“People don’t care how much you know until they know how much you care”

― Theodore Roosevelt

Schedule a chat with us to start the conversation about your future employees.