Selling on Trust and Expertise

January 23, 2012 by Leave a Comment

Not too long ago I adopted an interest in golf – I envisioned spending quality time with family and friends, staying in shape, and enjoying some of the most picturesque and beautiful landscapes – and then I quickly realized, I didn’t know the first thing about golf except that it is physically and mentally challenging and no round of golf is ever the same. Golf is the simplest of sports…hitting a ball with a stick.  And, at the same time one of the most frustrating, complex and exciting games undertaken.  I was going to need some help – professional help!

I called a friend who called a friend and there he was, a former professional golfer who provided private lessons and taught on the high school level.  I was hopeful this was going to work, afterall, I was on the pre-school level.

When I arrived at the driving range, we chit-chatted a little bit…how are you, I’m fine, thanks…how’s business? He said he was glad I called; things have been really slow for him. He mentioned that due to the economy his supplemental income had dropped dramatically.

He asked to see my swing, (or my rendition of a swing anyway) and quickly noticed a slight grimace on my face. Not because the ball was still in the same position before I swung, but because of the twinge in my left hip.  He then started shaking his head.

“Golf seems like a low-key sport to the casual observer.” he said.  (And I’m ready to get the ball rolling…literally!)

“I understand you’re mentally ready to learn, but physically, not so much.  Why don’t you get your hip checked out and let’s decide after that if your body is prepared for the challenge?”

And? Are you selling golfing services now? I thought to myself.

I was a bit confused, then amazed. Here was a man who was hurting for business, and he was discouraging me from using his services because he was concerned about my welfare.

I reassured him that the hip had been checked out, was healing and would be fine.  He emphasized that learning the proper posture to keep when swinging—with my back straight, feet planted shoulder-width apart, balance distributed equally on both legs–can make a difference in the amount of strain I put on my back, hips and neck and can even improve my playing results; and that would be his initial focus during our beginning sessions….once I had an opportunity to completely mend.

I was going to “shop around” for a better deal…I even planned on asking him for his “best price”.  But at that point, I trusted that he was going to give me a fair deal.  After all, he was ready to walk away without a new client.  Wow.

I’m really excited to have him as my instructor and I also trust that he has my best interest in mind.

In the staffing industry there are firms who feel they need to sell on offering the lowest mark-up. But it feels much better to sell based on trust and expertise. The buyer or end user is happy to do business with someone they trust will deliver the best service at a reasonable price as opposed to being forced to buy from the cheapest. The staffing firm is not constantly on edge about having to cut-corners just to remain competitive on pricing, which in turn, allows them to focus more on quality.

By: Shelly Broussard – Business Development Manager at Imprimis

With seven years of experience in business development, Shelly is passionate about authenticity and it shows in her management style.  What sets Shelly apart from others in her role is her emphasis on value: “If I’m not adding value, I am defeating my own purpose”.  Apart from her work, Shelly’s interests include cycling, golfing, and gardening.  After graduating from the University of Oklahoma, Shelly worked as a sales trainer and pharmaceutical sales rep before joining the Imprimis team. To contact Shelly, email sbroussard@imprimis.com.

Filed under Sales, Staffing, Tips Tagged with , , , , , , ,

2012 YEARLY Resolutions or Setting DAILY Intentions?

January 9, 2012 by 1 Comment

Well, another year is here and the question of “What are your resolutions this year” seems to be coming at me from all directions.

There are always the typical, easy ones to state, though difficult, or IMPOSSIBLE, to keep such as, “I am going to never eat sugar again” or “My desk will be organized and tidy at the end of each day” (that is one I make every year and fail miserably on about day 4) or, of course, the typical and popular, “I am going to lose 10 lbs and work out for an hour ever day.”  Hmmm, for those with a determined list in hand, these seem to last about a week and then it’s straight back to a messy desk and the hidden stash of chocolate for late afternoons.

I am one of the lucky ones, in terms of fitness, that has always been an athletic and a fitness junkie addicted to endorphins.  I genuinely have sympathy for those who truly believe they are “allergic to sweat”.  However, I would like to urge my friends and colleagues who are afflicted with said physical fitness phobias that there is a plethora of good reasons for working out other than the obvious.  Exercise has been shown to improve mental clarity and memory.  Those who exercise are more productive at work (even with messy desks). Exercise increases the strength of your heart and exercise reduces stress. I am not even talking about a full blown hour a day here folks.   Why not begin with parking farther away from grocery store, or your work place, take the stairs, do a couple laps around the office (I jest here) but you get the idea.

Dr. Ronald Petersen, director of the Alzheimer’s Research Center at the Mayo Clinic, said on ABC: “Regular physical exercise is probably the best means we have of preventing Alzheimer’s disease today, better than medications, better than intellectual activity, better than supplements and diet.”  All that is required is raising your heart rate for 30 minutes several times a week.  I believe this benefit in itself is well worth the effort and time invested.

The main point I am trying to emphasize is let’s cease making those YEARLY resolutions that seem to set us up for failure and commit to making Daily resolutions.

I, for one, am going to set DAILY intentions for both my work goals and my fitness/health plan.  One day at a time and before we know it, no more hidden chocolate stash, we have more energy, we are sharper,  we are accomplishing more, and hey, not many people have to look at my messy desk anyway!

By: Bonnie Fish – Account Executive at Imprimis Group, Inc.

Bonnie is an expert in the staffing industry and offers knowledgeable and insightful solutions that impact hiring needs. She is dedicated to understanding your business and is looking forward to providing a consultative approach. To contact Bonnie, email bfish@imprimis.com.

Filed under Tips Tagged with , , , , , , , , , ,

Lying on Resumes

December 11, 2011 by Leave a Comment

Post Written by Valerie Freeman, CEO of Imprimis Group, Inc.

Last week a reporter from the CW33 channel did a story about “lying on resumes”.  She interviewed a dentist who fired about 30 people who had good resumes but could not do the work.  Then she interviewed me about the prevalence of resume fraud and fudge and what employers can do about it.  So here’s my take on the issue:

I’ve heard statistics that throw out 40% as the percent of resumes that contain fabrications or exaggerations.  In my experience, I’d say that figure is probably true.  It’s more difficult these days to lie about degrees, certifications, felonies and misdemeanors, credit history, driving record, salary,  etc. because those items are more easily checked through background screens and other supporting documents.    What is more difficult is employment history, real reasons for leaving a job  and skills/knowledge  proficiencies.  A job hopper may choose to leave out some of their very short-term jobs; a bilingual person may not have enough proficiency in speaking a particular language, a social media expert may not be an expert at all.

Job seekers are getting wise to applicant screening systems which are looking for key words to screen out the mass of resumes submitted.  So job seekers are responding by trying to fit as many key words and phrases into their resumes to fit these very tight job descriptions that companies are now writing.  In the past few years, job seekers who are desperate for interviews, will wordsmith their resumes to try to fit into whatever job description possible.  They may have some of the skills and background required, but not all; therefore, they fudge on their resume to make it look like they have the whole package.

Companies should always perform due diligence on prospective employees – background screen for credentials and criminal activity, driving record, credit history.  If salary history is important, ask for a W-2.  Drug tests are increasingly becoming part of the hiring process.  Testing is the best means for discovering whether one can actually perform a job – and this includes having experts or people doing the job screen for proficiencies.  If a company has only one Network Administrator and no one else in the company has that skill, then find an expert and pay them to screen the candidate.  At Imprimis, we have a whole list of language proficiency experts that we use to vet candidates.  Check references and make your candidate give you the names and phone numbers of previous bosses so that they can be called.  The internet can sometimes find useful information about the candidate.  Your own network can provide useful connections to people who may have worked with this candidate.  It’s a smaller world out there than you can imagine.

As for job seekers, be as truthful as possible while making yourself look as good as possible.  We all know that a resume is supposed to make you look your best and resume preparers seek to help you stand out; but lies are  unacceptable.  When discovered, it calls into question everything else in your background — trust is destroyed and can’t be replaced.

Clip from CW33 news cast.

Filed under HR, Job Search, Staffing, Tips Tagged with , , , ,

NETWORKING – 10 TIPS FOR INTROVERTS

September 22, 2011 by Leave a Comment

By: Valerie Freeman, CEO

1. Go to professional meetings where you are likely to know someone or where you are likely to find people in your same industry or share your same interests, i.e. college alumni meetings.

2. Go to events or meetings where the program is interesting to you – meeting people and enjoying the program is preferable.

3. Ask a friend to go with you to a meeting so you don’t have to carry the conversation.

4. As you converse with individuals, think of ways you can help them – givers get.

5. Follow up on people you meet with an invitation to LinkedIn or to coffee, lunch or a business/social event.

6. Start your own networking group by first asking friends and then adding to with their contacts.

7. Experiment with several events/meetings to see which ones might benefit you the most.

8. Be patient as it takes about 6 months for people to start recognizing you.

9. Realize that many of the people you meet are as uncomfortable as you – it’s a good conversation topic

10. Adjust your attitude – it’s not so much about being an introvert as it is about accepting the concept and practice, practice, practice.

Filed under Job Search, Networking, Tips Tagged with , , , , , , , , , , , , ,

How to Increase Your Likability

August 3, 2011 by Leave a Comment

Many people often wonder how to make themselves more attractive, interesting, or noticeable in the workplace, at an interview, or in a social setting. Basically we all want to increase our likability. Want to know how? Check out this infographic by Guy Kawasaki.

Enchantment - Increase Likability

Filed under Infographic, Networking, Tips Tagged with , , ,

The Dangers of Social Media

July 26, 2011 by Leave a Comment

Using Social Media Responsibly

By: Sam Crume, Summer Intern at our sister company – Freeman+Leonard. Sam is a Sophomore Business Major at Fordham University in New York and is from Dallas, TX.

Imagine if someone could read minds. Think about the consequences of your peers hearing your inner monologue. What if our deepest thoughts were public information? Maybe you’re someone who has to bite your tongue every time you see a particular co-worker or your boss. Maybe you are a college student looking for a job and a certain professor makes you squirm.  Maybe you had a rough night that you don’t want anyone to know about. Do you really want this information getting back to people you know? We live in a world of instant access to an infinite amount of information; however, your personal information doesn’t have to be among the masses of the internet. You don’t have to post inappropriate pictures or write offensive things, there is a choice to be responsible.

It seems today that everyone is using social media. According to Tom Webster of Edison Research, “51% of adults in the United States, ages 12 and up are using Facebook,” and Twitter has between 36 and 56 million active users. That’s a lot of people. Consider this; about one out of every two people have access to whatever someone posts on Facebook and about one out of every seven people have access to whatever is tweeted. Future employers, grandparents, parents, friends, and co-workers have access to whatever you do and say.

Think of social media as another way to build the brand that is you. What do you want a potential employer or recruiter to think you stand for? As a college student and intern, I know that every student is worried about finding a job after graduation. As a student, you want to have every edge you can possibly get. That being said, college is a time of change, uncertainty, independence, and yes, often stupidity. Just assume that everyone whom you know and will ever know will read what you post. Your future boss doesn’t want to find out that you made a racial slur over twitter, and Grandma doesn’t need to see the pictures of you and you’re buddies drunk at a party. You never want to forget that you added a colleague or superior and then made a rude remark about them. Think about the consequences of what information you are making public. In regards to finding a job, think of social media as another way to build the brand that is you. What do you want a potential employer or recruiter to think you stand for?

It is important to understand that you’re digital footprint can only grow. Once something is out there, it stays out there.  Imagine whatever you do on the internet as a permanent tattoo. The tattoo might be under your shirt, but with a little effort, it can be seen. You may have posted something years ago, and that picture, tweet, or status update is somewhere out there. Whether you’re applying for an internship over the summer, or running for political office, your words literally will echo for eternity.  Employers are now able to run background checks on individuals through social media sites. There is an entire industry arising to do background checks on social media sites. According to Jennifer Preston of the New York Times, “There is a year-old start-up, known as Social Intelligence, which scrapes the Internet for everything prospective employees may have said or done online in the past seven years.” According to Preston, Social Intelligence assembles a profile of everything you’ve done that meets the criteria of “racist remarks; references to drugs; sexually explicit photos, text messages or videos; flagrant displays of weapons or bombs and clearly identifiable violent activity.” You can’t clean it up. We must simply be responsible.

Social media sites can be an extremely useful tool when it comes to job searching. Facebook, Twitter, and LinkedIn will get your name out there, and help build networks.

Here are some guidelines that I like to live by when using the internet.

  1. Don’t post a picture or reference any illegal activity.
  2. Don’t post offensive commentary regarding any racial, cultural, or religious community.
  3. Don’t insult people in a position of authority. An insult to your boss over the internet is still an insult, and cause to be reprimanded or even fired.
  4. Don’t share personal information that you don’t want everyone to know about.
  5. Most importantly, don’t write anything that you wouldn’t be willing to say to anyone. Imagine that your grandparents will read everything you ever post and see every picture.

If you’d like to read more, check out these great sources:

How to Lose a Job via Facebook in 140 Characters or Less

To Blog or Not to Blog – How Blogging and Social Networking Can Impact Your Job Search

Facebook Achieves Majority

Filed under Job Search, Staffing, Tips Tagged with , , ,

What Does Your Handwriting Mean?

May 6, 2011 by Leave a Comment

Post Written by Elizabeth Jee, Business Development Manager for Imprimis Staffing. (ejee@imprimis.com)

Why is it when we go to the office – the first piece of mail we usually open is the one that has a real postage stamp and a handwritten address?  I think this is because the art of the handwritten note is becoming less popular for many reasons.  Who has time to write a note by hand when you can text, tweet or send an email?  No pen or paper needed.  At Imprimis, we believe in the importance of the handwritten note.  We have been told by our associates and clients that they appreciate the thought and effort.  Recently, I have come across an interesting article regarding the handwritten note.  How to write one and what your handwriting says about you.  Please read the Real Simple article, “What Does Your Handwriting Say About You”-  Besides providing insight about the kind of person you may be, the article will also share what you can do to fix your handwriting.

Filed under Uncategorized

Are You Trustworthy?

April 21, 2011 by Leave a Comment

Post Written By Bonnie Fish, Business Development Manager for Imprimis Staffing. bfish@imprimis.com

An article caught my eye in the Dallas Morning News which included numerous quotes by Cheryl Cerminara, a Frito-Lay V.P. Apparently they embrace a program developed by Stephen M.R. Covey who states that when an organization builds trustworthiness from top to bottom, it becomes not only a more humane place to work but also faster at decision-making and more profitable.  As Cheryl Cerminara says, “Low trust is exhausting and stressful”. Trust has been proven to be “learnable skill”. Are you trustworthy? Here are 13 behaviors that will make you more so:

Talk Straight.  Be honest, tell the truth.

Demonstrate respect. Genuinely care for others.

Create transparency.  Tell the truth in a way people can verify for themselves.

Right wrongs.  Apologize quickly.  Make restitution where possible.

Show loyalty. Give credit to others.  Don’t badmouth people behind their backs.

Deliver results. Get the right things done.

Get better.  Be a constant learner.

Confront reality. Address the tough stuff directly.

Clarify expectations.  Discuss them.  Don’t violate them.

Practice accountability. Take responsibility for results, good and bad.

Listen first. Don’t assume that you know what matters most to others.

Keep commitments.  Don’t attempt to ‘PR’ your way out of a commitment you’ve broken.

Extend trust. Learn how to extend ‘Smart Trust’ to others appropriately, based on the situation, risk and credibility of the people involved.

ARE YOU CREDIBLE?

Ask yourself about four core characteristics:

Integrity. Do you walk the talk?

Intent. What’s your agenda?

Capabilities. Are you relevant?

Results. What’s your track record?

Filed under HR Tagged with , , ,

Get your Spring Back at the Office

March 18, 2011 by Leave a Comment

Post written by Elizabeth Jee, Business Development Manager for Imprimis (ejee@imprimis.com 972.419.1700 x324)

Not much more than a month ago- Dallas saw some intense climate change in the form of snow and ice. I have worked at Imprimis for 13 years and I had never seen so many consecutive snow days. Now that March has arrived, we are feeling warmer weather and a spring is almost officially here.

With spring comes great things, daylight savings time, spring break for students, spring fever and spring cleaning. I have come across two interesting articles that will help you get your “spring” back in your step! Spring fever defined by Encarta: it is a noun and defined as “feelings aroused by springtime: a feeling of restlessness, yearning, lust or sometimes laziness, believed to be brought on by the coming of spring” Webster defines it as “ a lazy or restless feeling associated with the onset of spring”. I wanted to share some tips on how to not let spring fever effect your work – Please enjoy the article “18 ways to Stay Focused at Work”.

One of the tips I thought was helpful: Write out a daily task list and plan your day. There’s nothing like a task list sitting next to you to keep you focused. When you have a list of the things you need to accomplish in a day, having that close to you constantly reminding you of what needs to be done is a great way of keeping on track.

Regarding spring cleaning- please read “What’s Wrong With a Messy Desk” by John Reh. He addresses the issue of what is wrong with a messy desk and walks you through getting your office spring cleaning completed. I hope these tips help you “spring” into action.

Filed under Research Tagged with ,

Hire With An Open Mind

February 28, 2011 by 1 Comment

Post Written by Valerie Freeman, CEO of Imprimis Staffing

I have been reading about and of course, as a staffing company owner, hearing from some recruiter friends that they prefer to hire the employed. Not everyone, of course, refuses to interview unemployed folks, but the biased attitudes surrounding the subject are similar to those surrounding the biased attitudes towards other groups such as older workers. Since we’ve been placing people for some 29 years, I can say with some authority that there is virtually no difference in the employed vs. unemployed talent pool. When you explore the reasons why people are unemployed, you can most likely figure out if the layoff or termination is valid and if equal consideration should be given to these candidates right along with those who happen to be employed. As in any large group of candidates (and the current economy made the unemployed much larger than normal), there are the talented, the mediocre and the just plain bad) just as in the group of candidates that are employed. How do you know if the employed candidate is looking because they are about to be terminated or their employer is dying to get rid of them – you don’t. How do you know if the employed candidate has the best skills that you can find – you don’t.

John Sullivan wrote an article on this subject for ERE entitled “Refusing Applications from the Unemployed: Best Practice or Madness”. In this article he states that there are more negative arguments associated with the practice of refusing to consider the unemployed than positive ones and that he has never recommended this practice. You can read his article and the comments here.

I would caution all recruiters and hiring managers to be as free from bias as possible when looking at candidates. I know for a fact that some of the best employees of companies came from the ranks of the unemployed; I know for a fact that some of the best employees of companies are over the age of 50; I know for a fact that some of the best employees of companies didn’t fit the mold for the perfect candidate for the job.

Filed under HR, Staffing Tagged with , , ,

← Older posts

Follow

Get every new post delivered to your Inbox.