how to win the war for people · 1. discuss the biggest challenge in our industry - attracting,...
TRANSCRIPT
How to Win the War for People
DeWayne Ables
To Earn CEUs for this Session
Participants must:
1. Check in with attendance proctor at the door.
2. Attend at least 95% of the session.
3. Complete the post-program evaluation.
4. Complete a brief assessment with a score of 75% or greater.
The Associated General Contractors of America (AGC) has been accredited as an Accredited Provider by The International Association for Continuing Education and Training (IACET). In obtaining this accreditation, AGC has demonstrated that it complies with the ANSI/IACET Standard which is recognized internationally as a standard of good practice. As a result of their Accredited Provider status, AGC is authorized to offer IACET CEUs for its programs that qualify under the ANSI/IACET Standard.
Learning Objectives
By attending this session participants will be able to:
1. Discuss the biggest challenge in our industry - attracting, winning and retaining talented, motivated people.
2. Define the top six reasons why people stay in a construction company.
3. Define five Critical Elements leaders must deploy into their companies to be the firm professionals desire.
4. Complete a self-assessment to allow each leader to see how well they and the other leaders of their firm are currently performing in each of the five Critical Elements.
Agenda
Goal: provide insights and strategies to engage, build and lead
motivated people and your company – to “Win the War”
1. Define the War
2. Why People Stay
3. How to Win the War | 5 Critical Steps
Self-Evaluate Your Company As We Discuss
Why…
1. Why Now? Construction Industry is in dire need of “real” leadership –
“connected to what they do and who they serve”
2. Why You? You have been chosen
3. Why Me? Background – personal | professional
Who is Pioneer IQ?
Authentic, Sustainable Growth
The need we serve:
Build Design & Construction Companies
• to have a mission greater than profits
• to engage passionate people
• to intentionally impact the owners and communities they serve
How:
Provide a Method and Guidance for Leaders to uncover their unique
purpose, align mission fit people to deliver it, and explore the market
for clients who need & desire it.
Agenda
Goal: provide insights and strategies to engage, build and lead
motivated people and your company – to “Win the War”
1. Define the War
2. Why People Stay
3. How to Win the War | 5 Critical Steps
Self-Evaluate Your Company As We Discuss
Define The War:
Find, win & retain talented, motivated people
Define The War | How…
How bad is it?
How long will it last?
How has it changed?
Define The War | Recession Unemployment
http://www.fminet.com/media/pdf/forecasts/Outlook
Construction Unemployment Rates
Define The War | How long will it last?
Market expectations are VERY strong.
Twelve-month expectations for PUBLIC markets Better (%) No Change (%) Worse (%)
Transportation 39.7 43.1 17.2
Water and Wastewater 43.8 47.9 8.3
Health Care 30.9 61.7 7.4
Environmental (Other than water/wastewater) 25.9 63.6 10.5
Education 25.7 61.1 13.1
ACEC Business Index | 275 Firms
Twelve-month expectations for PRIVATE markets Better (%) No Change (%) Worse (%)
Land Development 61.7 35.6 2.7
Energy and Power 56.1 40.9 3.0
Buildings - Commercial 53.1 41.5 5.3
Industrial / Manufacturing 39.9 56.7 3.4
Health Care 38.0 56.3 5.7
Education 25.9 65.7 8.4
Define The War | How long will it last?
“Employment is looking good, especially with the pickup in private sector work.”
“The shortage of manpower with skills and experience will be the major limiting factor
on our ability to grow.”
US Construction Volume is 2% from all time high.
Define The War | How long will it last?
…. for the foreseeable future.
1. Obvious possibility: economic downturn & sector specific life cycles
2. Compounding issue:
• Most Boomers will NOT go through another downturn
• Currently loosing 10,000 per day
• The last recession was tough and they took a lot of hits!
• Retirement funds are up
• Next downturn will activate fishing and golfing budgets
3. What will this mean?
• Fewer Senior-Level Leaders
• It will tighten
Define The War | How has it changed?
1. Recruiting has moved from passive to aggressive
2. Job Openings vs. Targeted Recruiting
“We are experiencing increased attrition rates as our competition is
fiercely recruiting our staff, because we are known in the industry to train
our people well.”
Your people are likely on somebody's list.
Agenda
Goal: provide insights and strategies to engage, build and lead
motivated people and your company – to “Win the War”
1. Define the War
2. Why People Stay
3. How to Win the War | 5 Critical Steps
Self-Evaluate Your Company As We Discuss
Why People Stay
and fight on your team
Q1: Why do YOU stay at your company?
Why People Stay | 6 Reasons
1. Momentum and Opportunity for Personal Growth
2. Compensation & Benefits
3. Social Benefits: social influence, status or relationships
4. Mission Alignment:
• They are able to do what they love
• Personal connection to a common mission or greater good
5. Fear: of change or loss of stability
6. No Ideal Job Opportunities
Q2: Why do your people stay?
Agenda
Goal: provide insights and strategies to engage, build and lead motivated people
and your company – to “Win the War”
1. Define the War
2. Why People Stay
3. How to Win the War | 5 Critical Steps
Self-Evaluate Your Company As We Discuss
The Key to Winning the War
People and companies are lead by 1 of 3 drivers:
Power
Profit
Purpose
The Key to Winning the War
People and companies are lead by 1 of 3 drivers:
Power
Profit
Purpose | Passions
Focused on a Need in Communities
Serving the People
Impacting “their world”
The Key to Winning the War
People and companies are lead by 1 of 3 drivers:
Power
Profit
Purpose | Passions
Focused on a Need in Communities
Serving the People
Impacting “their world”
Q3: What is your organization driven by?
Q4: Why did you get into your profession?
How to Win the War
Connect on Purpose
The Key to Winning the War | Connect on Purpose
Major Drivers:
1. Social Trend
2. Business Trend
The Key to Winning the War | Connect on Purpose
1. Social Trend:
People want to connect with what they buy, who they buy from and where they work.
Every generation is responding, not just the “millennials.”
The Key to Winning the War | Connect on Purpose
2. Business Trend:
PIQ has studied over 18,000 Owners & A/E/C Professionals
Authentic and Sustainable Growth is in companies where:
• Purpose is clear and driven by passionate leaders and teams
• Purpose connects with a market and owners who share or desire it
The Key to Winning the War
Connect on Purpose
Leaders Who Can Connect
People + Passions + Needs + Impact
Agenda
Goal: provide insights and strategies to engage, build and lead
motivated people and your company – to “Win the War”
1. Define the War
2. Why People Stay
3. How to Win the War | 5 Critical Steps
Self-Evaluate Your Company As We Discuss
How to Win the War for People
5 Critical Steps to Build the Company Professionals Desire
How to Win the War | 5 Critical Steps
1. Define Your Purpose:
• Why do you exist? Power | Profits | Purpose
• What are you passionate about?
• What need do you serve?
• What impact do you have?
Purpose = Why You Exist
How to Win the War | 5 Critical Steps
2. Potential: Vision worth fighting for!
• Define your potential impact:
• Understand and quantify your “purpose-fit” client
• Who do you serve? (need)
• Where are they? Industries | Geographies
• How many & how much?
• Eliminate industries | projects | partners that don’t align!
Q5: What impact does your team / organization have?
How to Win the War | 5 Critical Steps
3. Position: Create an anchor in the mind’s eye.
• Define your customer experience
• Create accurate perceptions – marketing
• Set accurate expectations – sales
• Must be unique to each audience
• Solution to the need, not features and benefits
• Image Precision – about you or them?
How to Win the War | 5 Critical Steps
4. People: Engage Your People
• Align your Leaders 1st
• Define the ideal “Purpose-Fit Profile” for your team
• Evaluate existing team for alignment (base-line)
• Recruit and hire Purpose-Fit People (go/no-go)
• Develop critical questions to “see into their life”
• Personal development plans (run with this opportunity!)
• Market for people like you do projects: build a pipeline
Level 2: Connect
Level 3:Train
Fully Aligned
Level 4: Trade
4. Engage Your People:
How to Win the War | 5 Critical Steps
10 Critical Elements
8. Promotion: start a movement – advocacy
How to Win the War | 5 Critical Steps
5. Promotion: start from the inside out!
• Get clear on your story
• Connect your team to the Purpose, Vision and Impact (reinforce)
• Create a theme and a simple plan
• Communicate 10-15x more
• Use video & create some GOO!
• Help others tell your story
• Great Do-ers are NOT natural born Sellers!!!!
10 Critical Elements
8. Promotion: start a movement – advocacy
Colema
How Do You Win The War for People?
Connect on Purpose
Engage your team to deliver it
Partner with owners who need and desire it
