Three “Bad Boss” Habits to Avoid in 2024

 

 

 

 

by Graham Ward

 

Resist the urge to emotionally detach, control outcomes or blindly comply.

 

As the new year swings open its doors, promising a fresh start and a burst of motivation, it also brings the daunting prospect of having to do it all over again. Despite our best efforts to lead with empathy, authenticity and clarity, we often find ourselves slipping back into bad habits that can frustrate our teams and harm our organisations. 

The characteristics of good bosses is a subject of ongoing debate. Countless books are written on the topic each year, many of which offer inconclusive findings. However, certain fundamentals remain unquestionable: a clear vision; a well-defined and aligned strategy; an inclusive, intellectually stimulating, and creative work environment; and a commitment to developing employees to their full potential.

While this looks achievable on paper, events often derail us from our “true north”. When emotions run high, we become susceptible to falling into three mindsets that undermine our effectiveness and erode trust within our teams.

1.The self-protector

These leaders are driven by a need for self-preservation, which manifests as aloofness and a preference for intellect rather than empathy in their leadership approach. For these bosses, displaying vulnerability is considered a sign of weakness. This emotional detachment creates a sense of distance and disengagement among their followers. 

(more…)

Can Remote Work Help Diversity Recruitment?

 

 

 

 

 

by David Hsu and Prasanna (Sonny) Tambe

New research from Wharton shows that technology firms pull a more diverse pool of job applicants when they offer remote work, a finding that could help shape how jobs are designed in the future.In their paper accepted for publication in Management Science, Wharton professors David Hsu and Prasanna (Sonny) Tambe analyzed thousands of technical and managerial jobs that were posted before, during, and after the peak of the COVID-19 pandemic. When the same jobs shifted from in-person to remote, that single change yielded a 15% increase in female applicants, a 33% increase in underrepresented minority applicants, and a 17% increase in total applicant experience.Although the study focused on tech startups, the professors said the results are relevant for business leaders across industries as they tackle the dual challenge of increasing workforce diversity and figuring out remote, hybrid, and in-person work.“We think that there’s going to be a lot of real-world importance [to this research] as companies think through what their policy is going to be. Is it going to be equitable? How do we encourage the right behavior and balance it against the needs and wants of the employees?” Hsu told Wharton Business Daily on SiriusXM during an interview about the paper, which is titled “Remote Work and Job Applicant Diversity: Evidence from Technology Startups.”The Flexibility of Remote Work for Diversity Applicants

Hsu and Tambe said they wanted to study the effects of remote work on women and minorities because they are often overlooked in emerging research on remote work. They are also statistically underrepresented in careers in science, technology, engineering, and math (STEM), despite well-established research showing that diversity boosts innovation. (more…)

New Business Sales – F&A BPO & Advisory Practice

 

 

 

 

 

New Business Sales – F&A BPO & Advisory Practice

 

 

Responsibilities:

  • Have Big-deal experience – the ideal candidate will have proven experience in closing deals with ACV > $2M and TCV > $ 10M selling BPO services to the CFO suite of large corporations.
  • Be responsible for New Logo hunting and the sales cycle from deal origination to closure (signed contract) and successful handover to the Account Manager subsequently.
  • Bring an understanding of the F&A BPO marketplace and competitor offerings to drive the company’s growth strategy and investments.
  • Work closely with Industry Business Unit leads to work on targeted account strategies, agree on target logos, and pursue to deliver high value and high growth new logos.
  • Build a predictable pipeline of new business to generate repeatable and profitable revenues across the various Business Units
  • Execute go-to market plans via targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.
  • Can effectively identify and translate client needs into the company service offerings. Develop an understanding of customers’ business needs, matching them with the company capabilities, and developing winning proposals for the company.
  • Be a key intermediary between the service delivery team and the customer.

Experience and Skills Qualifications:

The person hired for this role must have solid current experience as an individual contributor selling multi – year / multi – million-dollar F&A BPO engagements to the CFO suite that leverage global teams.

  • 8 – 10 years as an individual contributor selling new business for a BPO and / or Top 10 Advisory Consulting firm.
  • Astute at identifying and qualifying leads, be able to develop strong relationships at potential client organizations and have the proven ability to convert these relationships into commercial engagements in situations where little to no previous relationship existed.
  • Effectively and proactively managed client’s expectations, built deep client partnerships,
  • Broad functional knowledge within the North American BPO sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
  • Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • High-energy style who is motivated by winning.
  • Demonstrated ability to work in a multicultural global environment.

If you are interested or know someone who might be, please contact me:

Larry Janis, Managing Partner ISSG

Email: Janis@issg.net 

 

 

Associate Vice President

 

 

 

Associate Vice President 

 

 

  • This role will be focused on new business development for the DPA service line with a focus on Pega & Appian across North America.
  • Selling DPA services across the industry business units majorly Banking, Financial Services, Insurance, Travel, Transportation, Retail, Manufacturing, CPG and Healthcare.
  • Focus on opening new logos and nurturing C-level relationships.
  • End to end sales and should be open to do cold calling-if needed.
  • Develop effective measures and maintain quality of planning to ensure requisite level of productivity are achieved to reach individual sales goals.
  • Role will carry hard core sales targets.

 Requirements:

  • 10 + years of experience in sales in the IT industry with good background in Pega/Appian sales.
  • Strong knowledge of industry standards, best practices, developments, client trends, and an extensive network of industry connections in the industry.
  • Proven sales record with the drive & resilience to win new business.
  • Ability to open new logos and independently nurture relationships. 

 Location: Prefer East Coast, (NY/NJ/CT)

Larry Janis

Managing Partner I Integrated Search Solutions Group

P-516-767-3030

E-janis@issg.net 

 

Associate Vice President (AVP)

 

 

 

 

Associate Vice President (AVP)

This role will be focused on new business development for the DPA service line with a focus on Pega & Appian across North America.

 

 

  • Selling DPA services across the industry business units majorly Banking, Financial Services, Insurance, Travel, Transportation, Retail, Manufacturing, CPG and Healthcare.
  • Focus on opening new logos and nurturing C-level relationships.
  • End to end sales and should be open to do cold calling-if needed.
  • Develop effective measures and maintain quality of planning to ensure requisite level of productivity are achieved to reach individual sales goals.
  • Role will carry hard core sales targets.

Requirements:

  • 10 + years of experience in sales in the IT industry with good background in Pega/Appian sales.
  • Strong knowledge of industry standards, best practices, developments, client trends, and an extensive network of industry connections in the industry.
  • Proven sales record with the drive & resilience to win new business.
  • Ability to open new logos and independently nurture relationships.

Location:  Prefer East Coast, (NY/NJ/CT)

 

Your thoughts and suggestions are greatly appreciated!

Larry Janis

Managing Partner I Integrated Search Solutions Group

janis@issg.net