building relationships with high roi
Post on 12-Jan-2015
78 Views
Preview:
DESCRIPTION
TRANSCRIPT
Building Relationships with High ROI
Matt Berndt
Director –Communication & Career Services @ CSO Research, Inc.
CEIA 2013 – Orlando FL
Copyright © 2013 Matthew Berndt
Matt Berndt Career Services EvangelistDirector, Communication & Career Services @ CSO Research, Inc.
matt@csoresearch.com http://www.linkedin.com/in/mattberndt
@mattberndt
Copyright © 2013 Matthew Berndt
20 years in career services and employment
Who is this guy?
Agenda
• Relationship Characteristics• The Relationships You Need to Build• Identifying Opinion Leaders • Communicating Your Vision• What You Bring to Relationships• Assessing Your Relationships• Why People Will (or Won’t) Help You• The Big ROI: Making your relationships pay off
for your students/recruits & your organization!
• The Result: Relationships that will benefit you personally and professionally.
Copyright © 2013 Matthew Berndt
Characteristics of Well-Functioning Relationships
• Recognition of and commitment to Shared Goals
• Understanding of Different/Respective/Competing Goals
• Expectation of Mutual Benefit
• Climate of Mutual Respect
Are you bringing these into the relationships you are trying to build?
Copyright © 2013 Matthew Berndt
Characteristics of Dysfunctional Relationships
• Mutual Respect Absent
• Self-Interest Prevails over Mutual Benefit
• Other’s Ideas Disregarded
• Interaction/Collaboration Avoided
Are you bringing any of these into the relationships you are trying to build?
Copyright © 2013 Matthew Berndt
Relationships you need to build
• Students• Employers• Faculty• Administrators• Parents
• Other Staff• Alumni• Vendors• Public Affairs/PR• “Friends” of the
College/University
• Your Boss• Your Team
Where do you start?Copyright © 2012 Matthew Berndt
Identifying Opinion Leaders(The Diffusion of Innovations – Everett Rogers)
Opinion Leaders
Copyright © 2013 Matthew Berndt
Getting Buy-In
“People don’t buy what you do; they buy why you do it!” Simon Sinek
Copyright © 2013 Matthew Berndt
The Golden Circle – Simon Sinek
Raise money to Buy a
Centrifuge
Raise money to
Cure Cancer
Doing your Job
Making an Impact
What is Your Vision?
• How do you decide what you will do and what you will not do?
• Your Office Mission
• Your Personal Mission
Copyright © 2013 Matthew Berndt
If you’re a director, your staff take their cues from YOU!
To bring the best personal computing experience to students, educators, creative professionals and consumers around the world through innovative hardware, software and Internet offerings
– Apple
To be earth's most customer centric company; to build a place where people can come to find and discover anything they might want to buy online
– Amazon
To give people the power to share and make the world more open and connected
Copyright © 2013 Matthew Berndt
Vision/Mission Statements: Guess Whose!
To optimize human potential, increase happiness, and maximize the engagement of people by providing superior solutions for understanding, acquiring, developing and retaining talent
– Kenexa – An HR Services Company
Make the best possible ice cream in the nicest possible way– Ben & Jerry’s Ice Cream
Deliver happiness to customers, employees, and vendors– Zappos
To help launch the careers of the college-educated workforce by delivering innovative, intuitive and valuable solutions backed by exceptional service and support
– CSO Research
Copyright © 2013 Matthew Berndt
Vision/Mission Statements: Guess Whose!
A Career Center Example
Mission (Why)– To assist students and alumni in understanding and leveraging their
education, experience, talents and creativity to craft a lifetime of personal and professional success
Methods (How)– Providing convenient access to career development, job search and recruiting services that
meet our clients' diverse needs– Serving as a valuable link to the University community for employers who wish to recruit our
students and alumni.– Offering tools, resources and opportunities that will be of value to all of our clients.– Fostering an office environment recognized for professionalism, quality customer service, a
friendly culture, and a genuine desire to help students and alumni articulate and achieve their career goals
Core Services (What)– Career Development: Career exploration, job search strategy & career planning
advisement; graduate and professional school advisement; and job search skills development
– Job & Internship Search: Job and internship opportunity development and distribution; career exploration and professional networking programs; career fairs; on-campus interviewing; and resume referral services
What do you bring to relationships?
Subject Area Expertise
Financial Resources
Human Resources
Professional Assistance
Operational Assistance
Connections/Relationships
What can you do to make their life easier/better?
How can you help them be successful?
How can you demonstrate your relevance to them?
Copyright © 2013 Matthew Berndt
Assess Your Relationships
• Internal Relationships– Boss, Peers, Subordinates
• External Relationships (On-Campus)
– Students, Faculty, Staff, Administration
• External Relationships
(Off-Campus)
– Employers, Alumni, Parents
• How well do they understand career services/co-op?
• How well do they know/understand you personally?
• How well do you know/understand them personally?
Copyright © 2013 Matthew Berndt
Why Some People Will Help You (and others won’t!)
Two reasons people won’t be willing to help you:
1. They don’t know you or know enough about you to care whether or not you succeed
2. They are afraid you might make them look bad and don’t want their name and reputation connected to you
Three reasons people will be willing to help you:
3. They believe you deserve their assistance
4. They genuinely want to see you succeed
5. They are confident you will not make them look bad
You have to EARN their support!
Copyright © 2013 Matthew Berndt
The more you succeed . . . .
. . . the more they will be willing to help!Copyright © 2013 Matthew Berndt
In Conclusion
Questions
and/or
Comments
Copyright © 2012 Matthew Berndt
Matt Berndt Career Services EvangelistDirector, Communication & Career Services @ CSO Research, Inc.
matt@csoresearch.com http://www.linkedin.com/in/mattberndt
@mattberndt
Copyright © 2013 Matthew Berndt
20 years in career services and employment
Thanks!
top related