New Workforce Solutions for a Challenging Economy

33 %
67 %
Information about New Workforce Solutions for a Challenging Economy
Education

Published on November 19, 2008

Author: BarbaraTWG

Source: slideshare.net

Description

Let's Start with Trust. Solutions for community college workforce development clients. Learn how you can use the TrustWorks! trust programs as a selling solutions tool.

New Workforce Solutions for a Challenging Economy Let’s Start with Trust presented by Kathy Yeager, Contract Training Edge & Cynthia Olmstead, TrustWorks Group, Inc. Your host: Leslie Larrabee Entrepreneurial Endeavours in Education www.trustworksgroup.com

For More Information Kathy Yeager Contract Training Edge 913-593-5347 – cell [email_address] www.ctedge.net Cynthia Olmstead TrustWorks Group, Inc. 619-295-5678 [email_address] www.trustworksgroup.com Moderated by: Leslie Larrabee Entrepreneurial Endeavours in Education 760-777-1816 [email_address] New Workforce Solutions for a Challenging Economy

Kathy Yeager

Contract Training Edge

913-593-5347 – cell

[email_address]

www.ctedge.net

Today’s Agenda Selling Solutions – Why it is so Critical Repositioning Yourself as a Solutions Provider Why/How to Start with Trust www.trustworksgroup.com

Selling Solutions – Why it is so Critical

Repositioning Yourself as a Solutions Provider

Why/How to Start with Trust

Solution Selling Listens for need Asks probing questions Understands the issues of the company Is proactive in approach Creates a blended solution Doesn’t show a catalog to sell training Isn’t an “order taker” www.trustworksgroup.com

Listens for need

Asks probing questions

Understands the issues of the company

Is proactive in approach

Creates a blended solution

Doesn’t show a catalog to sell training

Isn’t an “order taker”

Why Start with Trust? Lack of trust can erode a company Without trust, individuals and teams cannot achieve the high returns that lead to productivity and profitability Expand offerings Increases bottom line Positions you as a trusted advisor rather than a Continuing Education salesperson www.trustworksgroup.com

Lack of trust can erode a company

Without trust, individuals and teams cannot achieve the high returns that lead to productivity and profitability

Expand offerings

Increases bottom line

Positions you as a trusted advisor rather than a Continuing Education salesperson

The Solutions Approach – Probing for Need How do team members support each other? Are employees working well together? How open is communication? Are you achieving your performance goals? How would you rate the level of trust within the organization? www.trustworksgroup.com

How do team members support each other?

Are employees working well together?

How open is communication?

Are you achieving your performance goals?

How would you rate the level of trust within the organization?

Indicators of Need for a Trust-Based Solution Lack of commitment Poor communication Low morale Closed relationships Backstabbing Low employee retention Information withheld Unresolved conflicts www.trustworksgroup.com

Lack of commitment

Poor communication

Low morale

Closed relationships

Backstabbing

Low employee retention

Information withheld

Unresolved conflicts

Trust is the Driver Jobs are tight Employees holding on for dear life Need to keep productivity high Must have a work environment where everyone is pulling together Trust must be in the driver’s seat www.trustworksgroup.com

Jobs are tight

Employees holding on for dear life

Need to keep productivity high

Must have a work environment where everyone is pulling together

Trust must be in the driver’s seat

Trust and Tough Times How is trust built during economic down times? www.trustworksgroup.com

How is trust built during economic down times?

Workforce wants … Clear, honest information Knowledge of short / long term plans Assurance … www.trustworksgroup.com

Clear, honest information

Knowledge of short / long term plans

Assurance …

PERCEPTIONS BEHAVIORS How is Trust Formed? New Workforce Solutions for a Challenging Economy www.trustworksgroup.com

PERCEPTIONS

BEHAVIORS

Building an Environment of Trust What does trust look like? Means different things to different people … Building trust means we need to have a common way to talk about it and rebuild it where and if eroded. Trust Busters and Trust Boosters www.trustworksgroup.com

What does trust look like?

Means different things to different people …

Building trust means we need to have a common way to talk about it and rebuild it where and if eroded.

Trust Busters and Trust Boosters

TrustWorks ! ® Model – New Workforce Solutions for a Challenging Economy The ABCDs of Trust a Able b c d Believable Connected Dependable Demonstrate Competence Act with Integrity Care about Others Maintain Reliability ELEMENTS COMPONENTS

Solution Selling Listens for need Asks probing questions Understands the issues of the company Is proactive in approach Creates a blended solution Doesn’t show a catalog to sell training Isn’t an “order taker” www.trustworksgroup.com

Listens for need

Asks probing questions

Understands the issues of the company

Is proactive in approach

Creates a blended solution

Doesn’t show a catalog to sell training

Isn’t an “order taker”

How to Utilize Solution Selling Offer solutions that integrate training, consulting and services Act as an advisor to improve profits, increase productivity or reduce costs Don’t show … Listen! Determine need first Identify success indicators Create proposals containing solutions to uncovered needs www.trustworksgroup.com

Offer solutions that integrate training, consulting and services

Act as an advisor to improve profits, increase productivity or reduce costs

Don’t show … Listen!

Determine need first

Identify success indicators

Create proposals containing solutions to uncovered needs

Positioned to Sell Solutions One-stop provider of services Good brand in the community Sales makes proactive sales calls to the “right” prospects Responsive to the company’s need Delivers solutions through multiple consultants and vendors www.trustworksgroup.com

One-stop provider of services

Good brand in the community

Sales makes proactive sales calls to the “right” prospects

Responsive to the company’s need

Delivers solutions through multiple consultants and vendors

Toolkit of Solutions Training Consulting Coaching Performance Improvement Assessment Certificate Programs Packaged solutions www.trustworksgroup.com

Training

Consulting

Coaching

Performance Improvement

Assessment

Certificate Programs

Packaged solutions

Adding Trust to your Tool Kit Solution to a need —not just a seminar Can build this in with other solutions you propose to the company Uncover need and symptoms of the organization Prescribe when appropriate www.trustworksgroup.com

Solution to a need —not just a seminar

Can build this in with other solutions you propose to the company

Uncover need and symptoms of the organization

Prescribe when appropriate

Trust-Based Workforce Solutions WD-40’s Global Work Force Challenge: Global leadership team in Asia, Australia, Europe, Middle East, USA Need: Common way to talk about issues impacting trust between departments and regions Solutions: Conducted a one day session; on-going coaching with leadership Lasting Outcomes: CEO uses the ABCD Model as format for discussions with his leaders Leaders use the language with their teams www.trustworksgroup.com

WD-40’s Global Work Force

Challenge: Global leadership team in Asia, Australia, Europe, Middle East, USA

Need: Common way to talk about issues impacting trust between departments and regions

Solutions: Conducted a one day session; on-going coaching with leadership

Lasting Outcomes:

CEO uses the ABCD Model as format for discussions with his leaders

Leaders use the language with their teams

Trust-Based Workforce Solutions Community College Continuing Education Unit Challenge: Low morale and lack of communication Need: Stronger relationships between Administration and Faculty Solutions: Conducted a one day session; Trust Nuggets reinforced trust behaviors Lasting Outcomes: Common language created a “safe way” to address issues impacting trust www.trustworksgroup.com

Community College Continuing Education Unit

Challenge: Low morale and lack of communication

Need: Stronger relationships between Administration and Faculty

Solutions: Conducted a one day session; Trust Nuggets reinforced trust behaviors

Lasting Outcomes: Common language created a “safe way” to address issues impacting trust

Trust-Based Workforce Solutions Corporate Client Regional Sales Division Challenge: High turnover Need: Research found relationship with Regional Managers and Sales Reps needed strengthening Solutions: Sessions focused on building trust behaviors with Regional Managers; TrustWorks 360 Feedback Tool was catalyst Lasting Outcomes: Retention significantly improved www.trustworksgroup.com

Corporate Client Regional Sales Division

Challenge: High turnover

Need: Research found relationship with Regional Managers and Sales Reps needed strengthening

Solutions: Sessions focused on building trust behaviors with Regional Managers; TrustWorks 360 Feedback Tool was catalyst

Lasting Outcomes: Retention significantly improved

Other Examples of Lasting Outcomes Increased understanding of different perceptions of situations Stronger team work Better communication between departments Greater work effort due to happier workers Employee retention Increased productivity www.trustworksgroup.com

Increased understanding of different perceptions of situations

Stronger team work

Better communication between departments

Greater work effort due to happier workers

Employee retention

Increased productivity

Tools for your Toolkit Leader as Trust Builder ™ Myself as Trust Builder ™ Great Teams ™ Facilitator Kits Participant Kits Assessments Support Tools On-line 360 Assessments Pace Palette ™ New Workforce Solutions for a Challenging Economy www.trustworksgroup.com

Leader as Trust Builder ™

Myself as Trust Builder ™

Great Teams ™

Facilitator Kits

Participant Kits

Assessments

Support Tools

How to Add TrustWorks Solutions to your Toolkit 1. Order TrustWorks Tools online anytime at www.trustworksgroup.com 2. Call 1-866-801-5678 to sign up as a TrustWorks Provider 3. Have a Certified TrustWorks Facilitator conduct your program 4. Get Certified ! - Facilitator Certification and Solutions Integration Training January 20 – 23, 2009 San Diego, CA

1. Order TrustWorks Tools online anytime at www.trustworksgroup.com

2. Call 1-866-801-5678 to sign up as a TrustWorks Provider

3. Have a Certified TrustWorks Facilitator conduct your program

4. Get Certified ! - Facilitator Certification and Solutions Integration Training January 20 – 23, 2009 San Diego, CA

For More Information Kathy Yeager Contract Training Edge 913-593-5347 – cell [email_address] www.ctedge.net Get Certified ! Trustworks Facilitator Certification and Solutions Integration Training January 20 – 23, 2009 San Diego, CA Cynthia Olmstead TrustWorks Group, Inc. 619-295-5678 [email_address] www.trustworksgroup.com Moderated by: Leslie Larrabee Entrepreneurial Endeavours in Education 760-777-1816 [email_address] New Workforce Solutions for a Challenging Economy Thank you!

Kathy Yeager

Contract Training Edge

913-593-5347 – cell

[email_address]

www.ctedge.net

Add a comment

Related presentations

Related pages

New Workforce Solutions for a Challenging Economy - Education

1. New Workforce Solutionsfor a Challenging Economy Let’s Start with Trust presented by Kathy Yeager, Contract Training Edge & Cynthia Olmstead ...
Read more

Workforce Optimization in a Challenging Economy - Hashdoc

Read about how HR managers and executives teams can respond to pressures to improve performance and reduce workforce costs with the SAP BusinessObjects ...
Read more

WINNING IN A CHALLENGING ECONOMY

... and to the New Energy Economy, ... We have created workforce solutions that ... Winning in a Challenging Economy, ...
Read more

WINNING IN A CHALLENGING ECONOMY

I am proud to present Winning in a Challenging Economy, ... and to the New Energy Economy, which is creating new ... We have created workforce solutions ...
Read more

New Incentives for New Hampshire | Business Facilities ...

... Site Selection & Workforce Solutions. ... New Hampshire compete in a challenging economy. A s of this writing, New Hampshire has awarded employee ...
Read more

Surviving in a Challenging Economy - Oasis Outsourcing, Inc

Surviving in a Challenging Economy. ... develop training for your employees that focuses on new strategies, ... Innovative Workforce Solutions for your ...
Read more

business confidence | Business Facilities - Economic ...

... Site Selection & Workforce Solutions. ... Economic Development, Site Selection & Workforce ... despite greater concerns about the challenging economy, ...
Read more

Youth Unemployment Challenge and Solutions: What Business ...

YOUTH UNEMPLOYMENT CHALLENGE AND SOLUTIONS 1 ... “The world is on the cusp of entering a new reality in which ... The global economy is in the ...
Read more

The New Workforce | LinkedIn

The New Workforce. Articles, experts, jobs, and more: get all the professional insights you need on LinkedIn. Sign up Get more personalized results when ...
Read more