Author Archives: Larry Janis

What is top talent and how is that identified?

As a part of our talent acquisition engagements, we ask our clients how they define “top talent” and how they would assess those traits in the interview process.  Reflecting on the insightful comments we hear every day, we thought there would be great value in a new blog in which senior executives/thought leaders share their “Take on Talent.”

This is the twelfth in a series of blogs/interviews with senior executives who are thought leaders in the areas of Talent Acquisition, Career Development and Leadership who will share their perspectives on this ever present question.

Guy Kirkwood jpg

 

Guy Kirkwood is COO and Chief Evangelist of UiPath, a leader in intelligent automation and Robotic Process Automation. He has 20 years’ experience in outsourcing and a particular interest in the future of shared services and BPO.

He is a writer and presenter on the future of work. (more…)

Your Team’s Time Management Problem Might Be a Focus Problem

by Maura Thomas

iStock_000004877664XSmall - Copy“My team has a time management problem,” leaders often tell me. For example, an executive might say that their teams aren’t moving the needle on important projects, yet staffers seem busy and stressed. “Time management” becomes a catchall solution to this problem, and they want to hire me to offer tips and techniques on things like prioritizing and using their calendars better.

What we soon uncover, however, is that the root of their team’s problems is not managing time, but managing attention. And these attention management issues are due not to a skills gap on the part of the employees, but to a wider cultural problem unintentionally reinforced, or at least tolerated, by senior leadership.

Distraction is one of the biggest hurdles to high-quality knowledge work, costing almost 1 trillion dollars annually. The first step to addressing this problem is to treat it as a company culture problem that deserves the attention of senior executives.

In my experience, many leaders inadvertently allow or even actively promote the following four situations that impede their team’s ability to focus and produce their best work. (more…)

Digital Marketing Sales Capture Lead

 

Job DescriStock_000005061098XSmalliption-Digital Marketing Sales Capture Lead

The Digital Marketing Sales Capture Senior Manager – CMT owns the sales process and outcomes, leading a pursuit strategy through the origination and closing of specific sales opportunities in both established and new accounts. He/she develops relationships with key buyers and decision-makers at new and/or existing clients and acts as the point of contact for resolution and escalation of all key sales pursuit related items with the client and internally.

Key responsibilities include:

  • Relationship Development: establish and strengthen relationships with client C-Level face-offs, business and technical buyers, and key project stakeholders. Network with Industry Leaders, as well as business partners, Alliance partners, Industry Vendors, Competitors, and participates in key industry forums.
  • Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).
  • Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with all internal sales stage entry/exit requirements. Construct and execute sales strategy and deal plan; including value proposition, win themes, tactics & action plan, relationship and communication plan and competitive analysis. Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy.
  • Deal Closure: Lead team of professionals including technical, finance, legal, procurement, HR and proposal management through deal closure. Develop and maintain deal close plan, aligning proposition to client’s selection process, evaluation criteria and process.  Understand the client’s organization and processes and manage all negotiations and closing activities accordingly.

(more…)

Payroll Leader

iStock_000008266083Small[1]The Payroll Manager is the strategic leader of our client’s payroll function which ensures that the financial, accounting, and business services provided meet or exceed expectations. The primary responsibility is to lead a team of associates who provide payroll, business support services, business systems analyses and development, workforce management systems support, payroll tax services, payroll accounting, and related banking services functions. The Payroll Manager liaises and collaborates closely with the client as well as outside vendors and 3rd parties to ensure successful execution of financial strategy by focusing on providing world class payroll services. The position has ultimate accountability for developing and implementing strategies and operating policies, practices and objectives that satisfy the product and services needs of the client for high quality and compliant payroll services at a competitive cost; empower associates and; align with overall strategies. (more…)

Seven new onboarding strategies you’ll see this year

 

iStock_000012204568LargeAccording to a study from Equifax, more than half of all employees who left their job in the past year did so within the first 12 months.

To counter this problem, more and more companies are turning their efforts toward retention, and that starts with onboarding. Recently, we asked members of Forbes Coaches Council to describe new onboarding strategies companies will be using this year. Here’s what they said.

1. Purposefully Introducing Candidates To Workplace Culture

New employees are often unfamiliar with the cultural nuances of a novel workplace environment. Companies now realize providing clear guidance on culture and how to maximize an employee’s success within it as a strategic priority. Also, because many “rules of the road” are often policy-based and not found in a handbook, discussions on culture will likely escalate to enhance the onboarding process. – Karima Mariama-Arthur, Esq., WordSmithRapport (more…)