LOVE THE ONE YOU’RE WITHManaging Generational Conflict in the Workplace and

Parenting for the Economy of the Future

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"I see no hope for the future of our people if they are dependent on the frivolous youth of today, for they are reckless beyond words. When I was young, we were taught to be discreet, respectful of elders, but the present youth are exceedingly disrespectful and impatient.“

– Socrates, c. 400 BCImage credit: marzolino / 123RF Stock Photo

• Open-minded, expert

• Sentimental• Value due process• Children of Nomad• Children in Crisis

• Principled, creative• Ruthless, narcissistic• Value vision, values• Children of Hero• Children in High

• Rational, Competent• Unreflective, bold• Value community• Children of Prophet• Elder in Awakening

• Pragmatic• Cynical• Value liberty,

survival• Children of Artist• Children in

Awakening

Nomad Hero

ArtistProphet

• Silent• Homelan

d

• Boomers

• GI• Millennial

s

• Gen X

Nomad Hero

ArtistProphet

NomadWashington

HeroJefferson

ArtistT Roosevelt

ProphetLincolnImage credit: paolag / 123RF Stock Photo

WHAT GENERATION ARE YOU?

GI (1901-1924)

Silent (1925-1942)

Baby Boom

(1943-1960)

Gen X (1961-1980)

Millennial (1981-2004)

Homeland (2005-)

SILENT THANKSGIVING Thankful for Medicare and Social Security

Thankful they can help their Gen X children with their grandchildren

Thankful for Silver Sneakers class at the Y

Thankful their Boomer nephew won’t be bringing a tofu turkey this year

Listening to What a Wonderful World by Louis Armstrong

Watching It’s A Wonderful Life after the Macy’sThanksgiving Day parade

BOOMER THANKSGIVING Thankful for family, but particularly that their

children have finally moved out

Thankful that their son or daughter is finally coming home from Iraq or Afghanistan

Thankful that someone will be here that can download the Windows 8.1 update

Thankful for the FDA for approving Juvederm gel implants

Listening to Come Together by the Beatles

Watching The Big Chill after turkey dinner

GEN X THANKSGIVING Thankful for what they have today, not

tomorrow

Thankful they finally have a family and home, even though they don’t know how they’re going to care for parents and children at the same time

Thankful the stores are open so they can leave after turkey dinner

Thankful Dad went of town so they don’t have to do two separate turkey dinners

Listening to The Thanksgiving Song by Adam Sandler

Watching Planes, Trains and Automobiles

MILLENNIAL THANKSGIVING Thankful for Apple, Netflix, Hulu and Snapchat

Thankful the parents left my room like it was in high school, because I’m moving back in the spring after I graduate from college

Thankful for mom and dad’s healthcare plan, because I’m on it

Thankful Mom got the gluten-free bread for dressing

Want to eat at 4 because they’re serving turkey at a homeless shelter that morning

Listening to Thankful by Kelly Clarkson

Binge watching Season 6 of Breaking Bad on Netflix

Under 5

years

5 to 9 years

10 to 14

years

15 to 19

years

20 to 24

years

25 to 29

years

30 to 34

years

35 to 39

years

40 to 44

years

45 to 49

years

50 to 54

years

55 to 59

years

60 to 64

years

65 to 74

years

75 to 84

years

85 years and over

16,000

17,000

18,000

19,000

20,000

21,000

22,000

23,000

24,000

Series 1

Baby Boomers81 million

Generation X61 million

Millennials85 million

Homeland41 million

Silent & GI58 million

Total Non-Farm Payroll, Bureau of Labor Statistics, May 2013F-48 F-52 F-56 F-60 F-64 F-68 F-72 F-76 F-80 F-84 F-88 F-92 F-96 F-00 F-04 F-08 F-120

40,000

80,000

120,000

160,000

4.5 M Boomers/yearenter economy w/ 50M jobs

4.5 M Millennials/yearenter economy w/ 130M jobs

MANAGING MILLENNIALS

Image credit: michaeljung / 123RF Stock Photo

BABY BOOMER PARENTING

Protecting through involvement Focus on outcome Changing the world through their children What’s best for the GROUP of children Giving children what they need to be successful Aspirational – you can do anything! Everybody wins

Adapted from Frank N. Magid Associates, The Pluralist Generation, 2012

I trust Mom & Dad

Mom & Dad always give

me good advice

I listen to Mom & Dad

Boss reminds of Mom & Dad

I’ll listen to Boss

Adapted from Nicole Lipkin and April Perrymore, Y in the Workplace: Managing the "Me First" Generation, 2010

BARRIERS TO MILLENNIAL SUCCESS IN SALESAuthority – How to be an authority to older customers

Communications competence – talk on the phone

Endurance – stick with the program long enough to be successful

Social Networking – how to leverage your social network for business, and how to do old-school in person networking

BECOME AN AUTHORITY USING THE SPIN METHODHelp the client identify explicit needLet the client know you understand the need

Bring focus on how your solution (you) solves the need

ASK FOR THE BUSINESS

THE FOUR STAGES OF A SALES CALL

5% 80% 10% 5%

Successful sales professionals put their main effort here.

PRELIMINARIES

INVESTIGATING

DEMONSTRATINGCAPABILITIES

OBTAININGCOMMITMENT

Image credit: stlylephotographs / 123RF Stock Photo

SALES CALL RELUCTANCESales call reluctance is the fear of self-promotion in professional sales.

HOW YOUR SALES PEOPLE SPEND THEIR TIME

CSO Insight, 2011

TAKE ADVANTAGE OF THE MARKET ETHIC

11-Ja

n

22-Ja

n

2-Fe

b

13-F

eb

24-F

eb

7-Mar

18-M

ar

29-M

ar

9-Apr

20-A

pr

1-May

12-M

ay

23-M

ay3-

Jun

14-Ju

n

25-Ju

n6-

Jul

17-Ju

l

28-Ju

l

8-Aug

19-A

ug

30-A

ug

10-S

ep

21-S

ep2-

Oct

13-O

ct

24-O

ct

4-Nov

15-N

ov

26-N

ov

7-Dec

18-D

ec

29-D

ec0

5000

10000

15000

20000

25000

30000

35000

Anticipated Calls Cumulative Calls

OpportunityGap

SHOW MISSED OPPORTUNITIES & REVENUE IMPACT

Category MetricAnticipated Calls 32,700Cumulative Calls 26,501Missed Calls (6,199)Missed Meetings (32)Missed Deals (1/4) (8)Average Commission

$30,000

Missed Revenue $(240,000)

BECOME A SUPERCONNECTOR Introduce two other connectors or two people

with an idea in mind

Have a dinner of interesting people

Follow up

Re-establish contact

Show up

Interview people

Produce something of value

Time

Image credit:  Ratchanida Thippayos / 123RF Stock Photo

Adapted from James Altrucher, Become a SuperConnector, October 2011

HIRING GOOD MILLENNIAL EMPLOYEES Be brutally honest in the interview

Don’t hire them if you sense a whiff of entitlement

Do a hunger check

Everyone announces themselves in the interview

Shake them up a little

When you find the good ones, help them move up – even if that means losing them

Lesley Jane Seymour, How I Hire: 6 Ways I Find and Hire Hardworking Millennials, Sept 24, 2103

HOW DOES THIS APPLY TO MY KIDS?

HERE COME THE GEN

X PARENTS!

GENERATION X PARENTING

Protecting through surveillance Evidence-based parenting Focus on process What’s best for MY child Teaching children what they need to be

successful Realistic – only do what you’re good at Only the best wins

Adapted from Frank N. Magid Associates, The Pluralist Generation, 2012

Houston47.7%

Dallas22.9%

Austin13.7%

San An-tonio8.1%

OKC3.2%

New Orleans2.1%

Nashville1.8%

Salt Lake0.4%

Only 9 MSAs (of largest 60) have created net new middle class jobs

since 2007. 48% were in Houston.

1975 – 2011 ChangesBachelor’s Degree Earnings: 13%Advanced Degree Earnings: 24%College Tuition increase: 127%

TEACH ENTREPRENEURSHIPHave them host a garage saleStart a local newspaper or niche blogBe a consultant to local retailersBecome a blogmaster for other kidsHave them write a book and sell it onlinePay them for good grades/to do their homeworkTEACH THEM HOW TO LEARN FROM FAILURE

James Altrucher, How to Turn Your 12 Year Old Into an Entrepreneur, December 2010, http://www.jamesaltucher.com/2010/12/how-to-turn-your-12-year-old-into-an-entrepreneur/

FUTURE SUCCESS LIES IN CURATION OF INFORMATION• Average person receives the

equivalent of 174 newspapers worth of information everyday – 500% increase from 1986

• Average person produces 200% more information than in 1986

• In 1986, you could store 75% of the knowledge needed for your job in your head, today it’s less than 10%

Image credit: michaeljung / 123RF Stock Photo

TEACH COMMUNICATION SKILLS• Public speaking/debate/drama

• Fundraising for non-profits or work at a phone bank for political campaigns

• Learn 7 Cs of Communication:• Clear

• Concise

• Concrete

• Correct

• Coherent

• Complete

• Courteous

Image credit: michaeljung / 123RF Stock Photo

THE FUTURE ISN’T PLASTICS, IT’S MRS. ROBINSON• 15% of managers already are

Millennials

• 25% of Baby Boomers say they will never retire

• Stay at home parenting peaked in 2004

• Only 39% of stay at home parents return to work in their original field

• Extension of careers beyond traditional retirement age will have same impact as women entering the workforce did

Image credit: michaeljung / 123RF Stock Photo

You should feel the greatest satisfaction if one day your subordinate can do your job better than you ever did, not disparaging. For this is the ultimate in achievement …. The next generation must be more than ready to fill our shoes; they must be ready to run faster in them. -Lieutenant Col. Om Prakash, 87th Flying Training Squadron commander

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