hr it 2016. pavel panov
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Building the mix "right customers - right employees" in IT industry
Pavel PanovКиїв, 07.04.2016
HR-IT’2016
Does this sound familiar?
“I want good return on my money, now and in the future!”
Owner
“I want to get a good salary and grow.”
Employee
“I want great service at a low price.”
Client
“I want to headhunt your people, win over your clients… and destroy you!”
Competitor
“We cannot agree how to cope with it all and prioritize...”
Management Team
Managing a knowledge intense company in today’s business reality is a challenge...
• Your greatest assets go home every night
• Competition can come from anywhere
• Transparency increases
• Geographic distances are shrinking
• Knowledge is more important than ever
Does this sound familiar?
Copyright © 1994 by Celemiab Systems AB. All rights reserved.
5
Copyright © 1994 by Celemiab Systems AB. All rights reserved. 1-008-00-28-02 Sept -09
COMPANY MARKET VALUE
EQUITY INTANGIBLE ASSETS
Image value Knowhow value
R&D
value
(Company’s)
Competence
value
(Individuals)
High demand for competence
Less demand for competenceS
en
sitiv
e to
price
(d
isco
unt)
Se
nsitiv
e to
ima
ge
& k
no
wh
ow
High potential
Less potential
Se
nsitiv
e to
sa
lary
(b
on
us)
Se
nsitiv
e to
ima
ge
& k
no
wh
ow
“People and customers are different.Some are more different than others.”
Copyright © 1994-2014 by Celemiab Systems AB. All rights reserved.
12How People and Customers determine
which company they want to work with…?
People look for the employer
that best matches their
needs and preferences.
Customers look for the
vendor that best matches
their needs and preferences.
It’s all about perception …
and perception is all there is.
The power to choose
Example of a typical representation:
Career opportunity
Working conditions
Reliability
Efficiency
Performance
Image Good to work with
Value for money
Copyright © 1994-2014 by Celemiab Systems AB. All rights reserved.
13
People look for the employer
that best matches their
needs and preferences.
Customers look for the
vendor that best matches
their needs and preferences.
It’s all about perception …
and perception is all there is.
The power to choose
If these are their needs
and preferences…
Where would they choose to go?
… and this is how they
perceive their alternatives
Alpha
Beta
Gamma
How People and Customers determine
which company they want to work with…?
FOUR GENERIC CUSTOMER STRATEGIES
Jack-of-all-trades
High Volume
Low Volume
Uncomplicated projects
Complex projects
Body-Shopper Dominator(Difficult)
Defender(Difficult)
Niche Player
How successfully do you match you market strategy…
… with your recruitment and retention strategy?
Social (Soft) Skills
Management Skills
Sales Skills
Customer Service
Personal Effectiveness
Business Acumen
Mindset and Behaviours
Inspiration
AREAS OF IMPACT
BUSINESS SKILLS
SOFT SKILLS
BUSINESS THINKING
SPARKLING THE LIGHT
• Key-Note• Coaching
• Business Simulations
• Behavior-based programs
• Professional Training
Programs
Gamification
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