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  <channel>
    <title>Pathfinder Blog</title>
    <link>http://www.onwardeducation.com/57.html</link>
    <description>Pathfinder Blog</description>
    <language>en</language>
    <pubDate>Thu, 01 Apr 2010 15:28:04 +0000</pubDate>
      <item>
        <title>My Racist Company</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=my-racist-company</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=my-racist-company</guid>
        <description><![CDATA[<h1>My Racist Company Fires Minorities. What Can I Do About It?</h1>
<p class="byline">By <span style="color: #000000">Suzanne Lucas</span></p>
<p class="date">March 22nd, 2010 @ 3:16 pm</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/unemployed.jpg"><img class="alignright size-full wp-image-437" title="protecting minority hires" alt="" src="http://i.bnet.com/blogs/unemployed.jpg" width="281" height="186" /></a></p>
<p>&#160;</p>
<p><strong>Dear Evil HR Lady,</strong></p>
<p><strong>I work for a small family business where HR functions are handled by accounting and the department manager. I manage a very small workforce that contributes a great deal to the bottom line. I have recently conducted interviews for a position that is soon to be available. The problem is that the best candidate is a minority, and the owners of the business are racist.</strong></p>
<p>&#160;</p>
<p><strong>They are not overtly racist, they just put the microscope on every minority I hire, especially minority women. My direct supervisor is not a member of the family, but everyone else above me is. I feel that I would not be helping this candidate to hire her since I can guarantee that I will be asked to terminate her before her probationary period ends for “unsatisfactory performance.”</strong></p>
<p>&#160;</p>
<p><strong>If I do not hire because my higher ups are racist, then am I guilty of discrimination? I have decided to hire the most qualified person, who is a minority, but I can count the calender days until I am instructed to terminate. What do I do?</strong></p>
<p>&#160;</p>
<p>Well, this is a sticky situation, isn’t it? If the economy were humming along at full speed, I’d tell you to forget about these losers you work for and find a new job. Employers who don’t treat their employees fairly soon end up without any good employees, because the good ones leave. That will happen to these people eventually, but in a bad economy, it’s easier to keep people who normally wouldn’t put up with you. However, I would start looking for a new job anyway because this isn’t a place you want to be associated with.</p>
<p>But for the here and now, you need to take control of the situation. Your department contributes to the bottom line. That means other people are dependent upon your work for their paychecks. That gives you some leverage. Let’s use it.</p>
<p>&#160;</p>
<p>First, you need to have clear, objective, quantitative measures for success. This is a critical point. It needs to be established, in writing, what is expected of the new hire. Personally, I’m a fan of <strong><span style="color: #000000">SMART</span></strong> <span style="color: #000000">objectives.</span> These are objectives that are:</p>
<p>&#160;</p>
<p><strong>S–Specific<br />
M–Measurable<br />
A–Achievable<br />
R–Relevant<br />
T–Time Frame</strong></p>
<p>&#160;</p>
<p>Once you’ve written these up, get them approved by your boss and (to be safe) your boss’s boss, who is part of the racist family. You need to have their approvals in writing, so that when the time comes you can effectively defend your new hire. Be careful with the SMART objectives: Make sure they’re what you want to live and die by, because you’ll have to do just that.</p>
<p>&#160;</p>
<p>With the SMART job objectives in hand, go ahead and make an offer to your best candidate. Go over the details with her and explain that in the past many people have been terminated during the probationary period. Explain that these objectives are new, that they are designed to make sure everyone is on the same page, but again, that other people have been terminated during the probationary period. (And not that you asked, but I really dislike probationary periods. Having a probationary period says, “There will become a time in which you are no longer an at-will employee,” but we’ll deal with that some time in the distant future.)</p>
<p>&#160;</p>
<p>To be fair to the candidate, you need to let her know that there is a possibility she’ll be terminated. This is especially important if she’s leaving another job. Explain that this is not going to be an easy job and that the family sometimes has a hard time accepting outsiders.</p>
<p>&#160;</p>
<p>Then bring the candidate on board and work with her to make sure she meets the SMART objectives. If the powers that be want to fire her, you’ll have solid evidence in your little hand that she has met all of the objectives. When they say, “But it’s the probationary period, we can fire anyone at any time,” you can say, “Yes, that’s true, but this function is critical for the bottom line of the company. If I terminate someone who is clearly meeting the objectives we all agreed on, it’s going to look like racial or gender discrimination. If she sues, we’ll most likely lose, because how would we defend ourselves? Terminating her would be a poor business move, since she is meeting all the objectives.”</p>
<p>Using the “we” form instead of “you” will help soften the blow that you’re telling these people they’re racist idiots. In fact, they probably won’t pick up on it. All you’re saying is that it “looks” like discrimination. If they still insist that she be terminated, this is where you need to draw your line in the sand. You need to refuse to terminate the person.</p>
<p>&#160;</p>
<p>If the family wants to terminate, fine. But, don’t you dare be the one who delivers the news. Why? Because often a defense in discrimination lawsuits is that the company can’t possibly be racist/sexist/ageist/whateverist because the same person who hired did the firing. The argument is that if there were a problem with illegal discrimination, the person never would have been hired in the first place. Don’t give them the opportunity to hide behind you.</p>
<p>&#160;</p>
<p>I realize that this opens you up for termination. This stinks. But remember, you’re a strong contributor to the bottom line. Remind them of that. Stand firm. Don’t give in to the temptation to do something wrong to preserve yourself. Sometimes, you’ve just got to do what’s right.</p>
<p>&#160;</p>
<p>&#160;</p>
</div>
<!-- //entry --><!-- bloggerDesc -->
<div class="bloggerDesc"><em>Suzanne Lucas, the Evil HR Lady, spent 9 years in a variety of Human Resource roles. She uses that knowledge to tell you what those HR people are really thinking.</em></div>]]></description>
        <content:encoded><![CDATA[<h1>My Racist Company Fires Minorities. What Can I Do About It?</h1>
<p class="byline">By <span style="color: #000000">Suzanne Lucas</span></p>
<p class="date">March 22nd, 2010 @ 3:16 pm</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/unemployed.jpg"><img class="alignright size-full wp-image-437" title="protecting minority hires" alt="" src="http://i.bnet.com/blogs/unemployed.jpg" width="281" height="186" /></a></p>
<p>&#160;</p>
<p><strong>Dear Evil HR Lady,</strong></p>
<p><strong>I work for a small family business where HR functions are handled by accounting and the department manager. I manage a very small workforce that contributes a great deal to the bottom line. I have recently conducted interviews for a position that is soon to be available. The problem is that the best candidate is a minority, and the owners of the business are racist.</strong></p>
<p>&#160;</p>
<p><strong>They are not overtly racist, they just put the microscope on every minority I hire, especially minority women. My direct supervisor is not a member of the family, but everyone else above me is. I feel that I would not be helping this candidate to hire her since I can guarantee that I will be asked to terminate her before her probationary period ends for “unsatisfactory performance.”</strong></p>
<p>&#160;</p>
<p><strong>If I do not hire because my higher ups are racist, then am I guilty of discrimination? I have decided to hire the most qualified person, who is a minority, but I can count the calender days until I am instructed to terminate. What do I do?</strong></p>
<p>&#160;</p>
<p>Well, this is a sticky situation, isn’t it? If the economy were humming along at full speed, I’d tell you to forget about these losers you work for and find a new job. Employers who don’t treat their employees fairly soon end up without any good employees, because the good ones leave. That will happen to these people eventually, but in a bad economy, it’s easier to keep people who normally wouldn’t put up with you. However, I would start looking for a new job anyway because this isn’t a place you want to be associated with.</p>
<p>But for the here and now, you need to take control of the situation. Your department contributes to the bottom line. That means other people are dependent upon your work for their paychecks. That gives you some leverage. Let’s use it.</p>
<p>&#160;</p>
<p>First, you need to have clear, objective, quantitative measures for success. This is a critical point. It needs to be established, in writing, what is expected of the new hire. Personally, I’m a fan of <strong><span style="color: #000000">SMART</span></strong> <span style="color: #000000">objectives.</span> These are objectives that are:</p>
<p>&#160;</p>
<p><strong>S–Specific<br />
M–Measurable<br />
A–Achievable<br />
R–Relevant<br />
T–Time Frame</strong></p>
<p>&#160;</p>
<p>Once you’ve written these up, get them approved by your boss and (to be safe) your boss’s boss, who is part of the racist family. You need to have their approvals in writing, so that when the time comes you can effectively defend your new hire. Be careful with the SMART objectives: Make sure they’re what you want to live and die by, because you’ll have to do just that.</p>
<p>&#160;</p>
<p>With the SMART job objectives in hand, go ahead and make an offer to your best candidate. Go over the details with her and explain that in the past many people have been terminated during the probationary period. Explain that these objectives are new, that they are designed to make sure everyone is on the same page, but again, that other people have been terminated during the probationary period. (And not that you asked, but I really dislike probationary periods. Having a probationary period says, “There will become a time in which you are no longer an at-will employee,” but we’ll deal with that some time in the distant future.)</p>
<p>&#160;</p>
<p>To be fair to the candidate, you need to let her know that there is a possibility she’ll be terminated. This is especially important if she’s leaving another job. Explain that this is not going to be an easy job and that the family sometimes has a hard time accepting outsiders.</p>
<p>&#160;</p>
<p>Then bring the candidate on board and work with her to make sure she meets the SMART objectives. If the powers that be want to fire her, you’ll have solid evidence in your little hand that she has met all of the objectives. When they say, “But it’s the probationary period, we can fire anyone at any time,” you can say, “Yes, that’s true, but this function is critical for the bottom line of the company. If I terminate someone who is clearly meeting the objectives we all agreed on, it’s going to look like racial or gender discrimination. If she sues, we’ll most likely lose, because how would we defend ourselves? Terminating her would be a poor business move, since she is meeting all the objectives.”</p>
<p>Using the “we” form instead of “you” will help soften the blow that you’re telling these people they’re racist idiots. In fact, they probably won’t pick up on it. All you’re saying is that it “looks” like discrimination. If they still insist that she be terminated, this is where you need to draw your line in the sand. You need to refuse to terminate the person.</p>
<p>&#160;</p>
<p>If the family wants to terminate, fine. But, don’t you dare be the one who delivers the news. Why? Because often a defense in discrimination lawsuits is that the company can’t possibly be racist/sexist/ageist/whateverist because the same person who hired did the firing. The argument is that if there were a problem with illegal discrimination, the person never would have been hired in the first place. Don’t give them the opportunity to hide behind you.</p>
<p>&#160;</p>
<p>I realize that this opens you up for termination. This stinks. But remember, you’re a strong contributor to the bottom line. Remind them of that. Stand firm. Don’t give in to the temptation to do something wrong to preserve yourself. Sometimes, you’ve just got to do what’s right.</p>
<p>&#160;</p>
<p>&#160;</p>
</div>
<!-- //entry --><!-- bloggerDesc -->
<div class="bloggerDesc"><em>Suzanne Lucas, the Evil HR Lady, spent 9 years in a variety of Human Resource roles. She uses that knowledge to tell you what those HR people are really thinking.</em></div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=my-racist-company#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=my-racist-company</wfw:commentRss>
        <pubDate>Thu, 01 Apr 2010 15:28:04 +0000</pubDate>
      </item>
      <item>
        <title>Why Customers Leave</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-customers-leave</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-customers-leave</guid>
        <description><![CDATA[<h2><span style="color: #08911e">5 key reasons customers leave</span></h2>
<p><span style="color: #000000"><span style="text-align: left; padding-bottom: 0px; margin: 0px 0px 5px; padding-left: 0px; padding-right: 0px; font-size: 12px; padding-top: 0px">March 19, 2010 by Ken Dooley</span></span></p>
<p>&#160;</p>
<div class="entry">
<p>Why do customers take their business elsewhere? Sure, sometimes it’s about dissatisfaction with the quality or price of the product or service. More often, though, it’s about dissatisfaction with people.</p>
<p>&#160;</p>
<p><strong>Why they leave</strong></p>
<p>&#160;</p>
<p>The majority of customers take their business elsewhere because salespeople don’t listen to what they say or ignore them completely. They also object to salespeople who don’t do what they say they will or don’t follow up or follow through.</p>
<p>&#160;</p>
<p>Here are tips that may help your salespeople remember to keep their commitments:</p>
<ul>
<li>Always do what you say you will when you promise to do it.</li>
<li>Don’t make a commitment you may not be able to keep. Think about the amount of time you need to resolve a problem and make your commitment accordingly.</li>
<li>Customers would rather have you commit to a realistic time frame than a time frame that sounds good but is unrealistic.</li>
<li>If you make a commitment that you can’t meet, call your customer and explain the delay. Most customers are understanding as long as you are honest with them.</li>
<li>When making commitments, try to avoid words such as “as soon as possible” or “right away.” These time frames may mean one thing to you, but they probably mean something different to your customer.</li>
<li>Try to give a definite time commitment for your answer to a question or problem. Customers appreciate hearing a definite time and day rather than “I’ll call you back when I have an answer.”</li>
</ul>
<p><em>Adapted from</em> Award-Winning Customer Service <em>(AMACOM) by Renee Evenson. Ms. Evenson has worked in customer service management for 30 years and is the author of Customer Service Training 101.</em></p>
</div>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<h2><span style="color: #08911e">5 key reasons customers leave</span></h2>
<p><span style="color: #000000"><span style="text-align: left; padding-bottom: 0px; margin: 0px 0px 5px; padding-left: 0px; padding-right: 0px; font-size: 12px; padding-top: 0px">March 19, 2010 by Ken Dooley</span></span></p>
<p>&#160;</p>
<div class="entry">
<p>Why do customers take their business elsewhere? Sure, sometimes it’s about dissatisfaction with the quality or price of the product or service. More often, though, it’s about dissatisfaction with people.</p>
<p>&#160;</p>
<p><strong>Why they leave</strong></p>
<p>&#160;</p>
<p>The majority of customers take their business elsewhere because salespeople don’t listen to what they say or ignore them completely. They also object to salespeople who don’t do what they say they will or don’t follow up or follow through.</p>
<p>&#160;</p>
<p>Here are tips that may help your salespeople remember to keep their commitments:</p>
<ul>
<li>Always do what you say you will when you promise to do it.</li>
<li>Don’t make a commitment you may not be able to keep. Think about the amount of time you need to resolve a problem and make your commitment accordingly.</li>
<li>Customers would rather have you commit to a realistic time frame than a time frame that sounds good but is unrealistic.</li>
<li>If you make a commitment that you can’t meet, call your customer and explain the delay. Most customers are understanding as long as you are honest with them.</li>
<li>When making commitments, try to avoid words such as “as soon as possible” or “right away.” These time frames may mean one thing to you, but they probably mean something different to your customer.</li>
<li>Try to give a definite time commitment for your answer to a question or problem. Customers appreciate hearing a definite time and day rather than “I’ll call you back when I have an answer.”</li>
</ul>
<p><em>Adapted from</em> Award-Winning Customer Service <em>(AMACOM) by Renee Evenson. Ms. Evenson has worked in customer service management for 30 years and is the author of Customer Service Training 101.</em></p>
</div>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-customers-leave#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=why-customers-leave</wfw:commentRss>
        <pubDate>Thu, 01 Apr 2010 15:22:06 +0000</pubDate>
      </item>
      <item>
        <title>Tough Leader</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=tough-leader</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=tough-leader</guid>
        <description><![CDATA[<h1>What's the True Test of a Tough Leader?</h1>
<p class="byline">By <span style="color: #000000">Margaret Heffernan</span></p>
<p class="date">March 30th, 2010 @ 8:07 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p>When I ran my first business, I was tough. Even my most enthusiastic employees, when giving 360º feedback, said I was tough — but in a good way. I was proud of my reputation. It was a better, I thought, if men didn’t think I was a pushover.</p>
<p>&#160;</p>
<p>One of my jobs was negotiating big contracts with labor unions. Two months into my job, one of these came up for renewal, so the union boss invited me out to lunch, obviously wanting to size me up. We met in a Chinese restaurant; he ordered the food.</p>
<p>&#160;</p>
<p>As we talked, the most disgusting array of foods began to arrive: ducks’ tongues, chicken’s feet, gizzards and various body parts. It was clearly a test: was I tough enough to eat it? “If you wanted to intimidate me,” I thought to myself, “Boy, did you pick the wrong girl.” I thought, gratefully, of a stern upbringing in which clearing my plate was mandatory.</p>
<p>I ate every mouthful. I was so tough.</p>
<p>&#160;</p>
<p>For many years I told that story with relish. Then, when I was running my first software company, we kept running into problems. We never shipped anything on time, the software was too buggy, nobody would give me a straight answer. The only thing we seemed good at developing was rage and frustration.</p>
<p>&#160;</p>
<p>Driving to pick my daughter up from school one night, I thought again about the Chinese meal and imagined telling it to her. Suddenly, it didn’t seem like such a great story. Was that how I wanted her to remember her mother: the toughest woman in town? I realized with a shock how stupid I’d been. Why did I eat all that disgusting food? I should just have signaled to the waiter and ordered something I liked. Instead of playing someone else’s game, I should have played my own.</p>
<p>&#160;</p>
<p>That night I realized why the company wasn’t thriving. I was trying to impress everyone — my investors, my customers — with how aggressive I could be. But I wasn’t playing my game; I was playing theirs. What we needed wasn’t toughness; it was intelligence. What I needed to inspire in other people wasn’t fear; it was confidence that I wouldn’t commit to impossible targets.</p>
<p>I needed to stop being a manager and start being a leader.</p>
<p>&#160;</p>
<p>Today I wonder what would have happened if my daughter hadn’t provoked that epiphany. Would I ever have figured out how to lead my business? Now I call this the Dinner Time Test. When you’re about to do something important at work, picture yourself describing it over a family dinner. Does it make you feel good? Are you sure you’re playing your game and not somebody else’s? If it’s the latter, you may be a manager, but you’re not really a leader.</p>
<p>&#160;</p>
<p>Have you had a similar epiphany or developed your own method of testing important decisions?</p>
</div>]]></description>
        <content:encoded><![CDATA[<h1>What's the True Test of a Tough Leader?</h1>
<p class="byline">By <span style="color: #000000">Margaret Heffernan</span></p>
<p class="date">March 30th, 2010 @ 8:07 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p>When I ran my first business, I was tough. Even my most enthusiastic employees, when giving 360º feedback, said I was tough — but in a good way. I was proud of my reputation. It was a better, I thought, if men didn’t think I was a pushover.</p>
<p>&#160;</p>
<p>One of my jobs was negotiating big contracts with labor unions. Two months into my job, one of these came up for renewal, so the union boss invited me out to lunch, obviously wanting to size me up. We met in a Chinese restaurant; he ordered the food.</p>
<p>&#160;</p>
<p>As we talked, the most disgusting array of foods began to arrive: ducks’ tongues, chicken’s feet, gizzards and various body parts. It was clearly a test: was I tough enough to eat it? “If you wanted to intimidate me,” I thought to myself, “Boy, did you pick the wrong girl.” I thought, gratefully, of a stern upbringing in which clearing my plate was mandatory.</p>
<p>I ate every mouthful. I was so tough.</p>
<p>&#160;</p>
<p>For many years I told that story with relish. Then, when I was running my first software company, we kept running into problems. We never shipped anything on time, the software was too buggy, nobody would give me a straight answer. The only thing we seemed good at developing was rage and frustration.</p>
<p>&#160;</p>
<p>Driving to pick my daughter up from school one night, I thought again about the Chinese meal and imagined telling it to her. Suddenly, it didn’t seem like such a great story. Was that how I wanted her to remember her mother: the toughest woman in town? I realized with a shock how stupid I’d been. Why did I eat all that disgusting food? I should just have signaled to the waiter and ordered something I liked. Instead of playing someone else’s game, I should have played my own.</p>
<p>&#160;</p>
<p>That night I realized why the company wasn’t thriving. I was trying to impress everyone — my investors, my customers — with how aggressive I could be. But I wasn’t playing my game; I was playing theirs. What we needed wasn’t toughness; it was intelligence. What I needed to inspire in other people wasn’t fear; it was confidence that I wouldn’t commit to impossible targets.</p>
<p>I needed to stop being a manager and start being a leader.</p>
<p>&#160;</p>
<p>Today I wonder what would have happened if my daughter hadn’t provoked that epiphany. Would I ever have figured out how to lead my business? Now I call this the Dinner Time Test. When you’re about to do something important at work, picture yourself describing it over a family dinner. Does it make you feel good? Are you sure you’re playing your game and not somebody else’s? If it’s the latter, you may be a manager, but you’re not really a leader.</p>
<p>&#160;</p>
<p>Have you had a similar epiphany or developed your own method of testing important decisions?</p>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=tough-leader#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=tough-leader</wfw:commentRss>
        <pubDate>Thu, 01 Apr 2010 15:13:17 +0000</pubDate>
      </item>
      <item>
        <title>How to Lead</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=how-to-lead</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=how-to-lead</guid>
        <description><![CDATA[<h1>Managers: How to Lead Under Fire</h1>
<p class="byline">By <font color="#005399">Steve Tobak</font></p>
<p class="date">March 25th, 2010 @ 6:35 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/getting-grilled.jpg"><img class="alignleft size-full wp-image-4211" title="Getting Grilled" alt="Getting Grilled" src="http://i.bnet.com/blogs/getting-grilled.jpg" width="158" height="210" style="margin: 10px" /></a></p>
<p>If you’re not periodically under fire by your management and peers then your career’s probably not going anywhere. It’s sort of like “no pain no gain.” If you push the envelope and take risks, then you’re going to get mercilessly grilled from time to time. That’s just the way it works. And if you seriously want to get promoted and&#160;make something of yourself, you have to learn to handle it.</p>
<p>&#160;</p>
<p>No, I’m not talking about growing thick skin and becoming a human punching bag. I’m talking about learning to handle getting fired upon like a true leader. Everyone will walk out of the room thinking you’re the next <strong>Lou Gerstner</strong> or <strong>Jack Welch</strong>. Okay, maybe not, but they’ll definitely think more of you and will more readily accept your ideas, proposals, and most importantly, promotions.</p>
<p>How’d I learn this stuff? By spending much of my career selling innovative strategies to risk averse CEOs, CFOs, and management teams. Sure, I probably came across as whiny and defensive in the early days, but in time I learned the ropes. Here they are:</p>
<p>&#160;</p>
<p><strong>How to Lead Under Fire</strong></p>
<ol>
<li><strong>Don’t get emotionally attached to your ideas.</strong> It’s good to be passionate about your ideas, but if you’re emotionally attached to them, it’ll come through when you’re getting grilled. And managers are incredibly distrustful of ideologues trying to shove things down their throats. It’s all about positioning. In your mind, you have to be willing to walk away. That little separation will give you the appearance of perspective and poise under fire.</li>
<li><strong>Learn to embrace alternative views.</strong> The best way to respond to most objections is by first embracing them, then explaining why your plan is better or at least equivalent. Again, it’s a positioning game. But there’s a subtle but significant&#160;difference between, “My approach is better and here’s why,” and “That’s an interesting idea; here’s why I think this might be a better approach.”</li>
<li><strong>Master the art of&#160;zinger retorts.</strong> When you’re getting grilled there will inevitably be some real zingers. Well,&#160;there’s only one way to beat a zinger and that’s with a zinger retort. How do you get good at zinger retorts? By getting good at thinking on your feet, which is really equal parts knowledge, experience, preparation, and of course, self confidence. Also, it’s essential to maintain a sense of humor under fire.</li>
<li><strong>Know your stakeholders.</strong> Of course you need to know your material cold and expect the worst. Unfortunately, that’s not even close to good enough. You also have to know the stakeholders, aka your audience, and have a pretty good idea of their likely objections. A few one-on-one premeetings are a good idea.&#160;Then you’ll be&#160;ready to counter effortlessly.</li>
<li><strong>Never, ever lose control of the meeting.</strong> It’s your meeting, or at least your time to present, so you’re in charge and you need to act like it. I don’t care if the CEO and CFO start going down a rat hole on some mindlessly trivial point. You have to be adept at all the usual techniques for keeping meetings on track, on topic, and on time. Come to think of it, that’s probably a topic of its own.</li>
</ol>
</div>]]></description>
        <content:encoded><![CDATA[<h1>Managers: How to Lead Under Fire</h1>
<p class="byline">By <font color="#005399">Steve Tobak</font></p>
<p class="date">March 25th, 2010 @ 6:35 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/getting-grilled.jpg"><img class="alignleft size-full wp-image-4211" title="Getting Grilled" alt="Getting Grilled" src="http://i.bnet.com/blogs/getting-grilled.jpg" width="158" height="210" style="margin: 10px" /></a></p>
<p>If you’re not periodically under fire by your management and peers then your career’s probably not going anywhere. It’s sort of like “no pain no gain.” If you push the envelope and take risks, then you’re going to get mercilessly grilled from time to time. That’s just the way it works. And if you seriously want to get promoted and&#160;make something of yourself, you have to learn to handle it.</p>
<p>&#160;</p>
<p>No, I’m not talking about growing thick skin and becoming a human punching bag. I’m talking about learning to handle getting fired upon like a true leader. Everyone will walk out of the room thinking you’re the next <strong>Lou Gerstner</strong> or <strong>Jack Welch</strong>. Okay, maybe not, but they’ll definitely think more of you and will more readily accept your ideas, proposals, and most importantly, promotions.</p>
<p>How’d I learn this stuff? By spending much of my career selling innovative strategies to risk averse CEOs, CFOs, and management teams. Sure, I probably came across as whiny and defensive in the early days, but in time I learned the ropes. Here they are:</p>
<p>&#160;</p>
<p><strong>How to Lead Under Fire</strong></p>
<ol>
<li><strong>Don’t get emotionally attached to your ideas.</strong> It’s good to be passionate about your ideas, but if you’re emotionally attached to them, it’ll come through when you’re getting grilled. And managers are incredibly distrustful of ideologues trying to shove things down their throats. It’s all about positioning. In your mind, you have to be willing to walk away. That little separation will give you the appearance of perspective and poise under fire.</li>
<li><strong>Learn to embrace alternative views.</strong> The best way to respond to most objections is by first embracing them, then explaining why your plan is better or at least equivalent. Again, it’s a positioning game. But there’s a subtle but significant&#160;difference between, “My approach is better and here’s why,” and “That’s an interesting idea; here’s why I think this might be a better approach.”</li>
<li><strong>Master the art of&#160;zinger retorts.</strong> When you’re getting grilled there will inevitably be some real zingers. Well,&#160;there’s only one way to beat a zinger and that’s with a zinger retort. How do you get good at zinger retorts? By getting good at thinking on your feet, which is really equal parts knowledge, experience, preparation, and of course, self confidence. Also, it’s essential to maintain a sense of humor under fire.</li>
<li><strong>Know your stakeholders.</strong> Of course you need to know your material cold and expect the worst. Unfortunately, that’s not even close to good enough. You also have to know the stakeholders, aka your audience, and have a pretty good idea of their likely objections. A few one-on-one premeetings are a good idea.&#160;Then you’ll be&#160;ready to counter effortlessly.</li>
<li><strong>Never, ever lose control of the meeting.</strong> It’s your meeting, or at least your time to present, so you’re in charge and you need to act like it. I don’t care if the CEO and CFO start going down a rat hole on some mindlessly trivial point. You have to be adept at all the usual techniques for keeping meetings on track, on topic, and on time. Come to think of it, that’s probably a topic of its own.</li>
</ol>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=how-to-lead#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=how-to-lead</wfw:commentRss>
        <pubDate>Sat, 27 Mar 2010 16:34:57 +0000</pubDate>
      </item>
      <item>
        <title>Stealing Your Ideas</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=stealing-your-ideas</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=stealing-your-ideas</guid>
        <description><![CDATA[<h1>Is Someone Stealing Your Ideas? Let Them</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=ptrunk"><font color="#005399">Penelope Trunk</font></a></p>
<p class="date">March 18th, 2010 @ 10:42 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/light_bulb_over_man.jpg"><img class="alignright size-full wp-image-390" title="Stealing Ideas" alt="" src="http://i.bnet.com/blogs/light_bulb_over_man.jpg" width="225" height="282" /></a></p>
<p>You will never create a solid career for yourself by worrying about who is stealing your ideas. People hate whiners, they hate bickering, and, most importantly, people who are confident that they have tons of ideas don’t keep track of each one. And, to be honest, people do not get far by just having ideas. You need to have ideas and be likable. That’s almost impossible to do if you worry about whose ideas were whose.</p>
<p>So cut it out. Worrying about who gets credit for which ideas will prevent you from having a fulfilling work life. Here are five reasons why:</p>
<p>&#160;</p>
<p><strong>1) You do not have a finite number of good ideas</strong></p>
<p>The best idea people - the ones who have tons of good ideas - share them.&#160;If you’re an entrepreneur, for instance, you have an idea and call six friends to share it. They each tell you why your idea won’t work, and you do the same thing the next week, until you land on an idea that does work. The mix of friends might ebb and flow, but for an entrepreneur, the ideas never stop coming and you never stop sharing them.</p>
<p>&#160;</p>
<p>Or take the person at an ad agency who is great with coming up with ideas. Sure, it’s that person’s job to sit in a room with clients and brainstorm, tossing out idea after idea for hours at a time. But you want to <span style="color: #000000">follow that model. Because really it’s everyone’s job at every company to come up with ideas. What are you doing in life if you are not being creative? Every job is creative. Every person is creative - you just need to unleash that part of yourself</span>.</p>
<p>&#160;</p>
<p>The people who have lots of ideas don’t treat their ides as if they are precious. If your ideas are so valuable that they need protecting - or you think they do - you’ll come across as someone who is anything but creative. Then no one will hire you for your ideas. So if you want to be known for your ideas, act like someone who has a lot of them. Keep them coming and give them away all the time. In the end, it will benefit you. If people steal them, take it as a compliment. The people with the fewest ideas are the ones who hoard them.</p>
<p>&#160;</p>
<p><strong>2) There are no unique ideas.</strong></p>
<p>Get over yourself. I know you’re brilliant, but trust me when I tell you that someone has had the same idea - whatever it is. Do yourself a favor and instead of worrying about being the idea person, become the person that can make the idea reality. Everyone has ideas. Few people can execute. Deliver the ideas, and do it in a fun way. That will bring meaning to your work life.</p>
<p>&#160;</p>
<p><strong>3) People like nice people, not smart people</strong></p>
<p>My favorite workplace research shows that people would rather work with people who are likeable than people who are competent. <span style="color: #000000">The research is from Tiziana Casciaro, and was published in the <em>Harvard Business Review</em> twice - maybe like a nuclear bomb, because people didn’t believe it the</span> first time.</p>
<p>In fact, people view the nice people as more competent, even if they are not. And the skilled people who are jerks start appearing incompetent to their co-workers. That’s how powerful being nice at the office is. In other words, others will view you as you better at your job if you stop bitching about who gets credit for ideas.</p>
<p>&#160;</p>
<p>In my experience, the person everyone likes is the person who helps others get their job done. That person genuinely cares if you are happy doing your work; she genuinely cares if you feel connected and engaged. One way to become that well-liked person - share your ideas.</p>
<p>&#160;</p>
<p><strong>4) Your job is to make your boss happy</strong></p>
<p>Complaining doesn’t make your boss’s life easier. And demanding that your boss give you all the credit does not help, either. If you make your boss’s life a dream, your boss will help you. She will mentor you, train you, guide you through the organization and pay you well. If she does that, so what if she takes your ideas? And if she doesn’t do that, then leave.</p>
<p>&#160;</p>
<p>Bosses do not complain that they don’t have enough idea people working for them. Bosses complain that there is too much work to do. This is because bosses always think they are the idea people, whether or not they are. So if your boss thinks your co-worker has all the ideas, it doesn’t matter. Your boss will promote the person who gets <span style="color: #000000">things done. In fact, maybe this means you should give your co-worker all your ideas and frame yourself as the one who is actually helping your boss day to day.</span></p>
<p>&#160;</p>
<p><strong>5) If you want to get credit for your ideas, get a blog</strong></p>
<p>Resumes don’t showcase ideas. Resumes are a history of what others have allowed you to do in their organization. If you want to be known for the ideas you are coming up with right now, then write a blog. <span style="color: #000000">It’s incredibly easy to write a blog if you have a lot of ideas. The ideas don’t have to reveal company secrets; they just need to reveal how you think - about a wide range of things in your field.</span></p>
<p>&#160;</p>
<p><span style="color: #000000">My company, Brazen Careerist, is a good starting point for creating an idea-based resume. And once you get started, you will see yourself</span> differently; you’ll feel more valuable.</p>
<p>&#160;</p>
<p>So start putting your ideas out for public consumption. That’s how you really get credit for good ideas. By saying them often and in front of lots of people. Think about that: It’s hard to steal someone’s ideas when those ideas are out in public. A warning, though: Don’t write about people stealing your ideas - that’s a bore. Just write the ideas. Talk about ideas on your blog, and others will associate those ideas with you.</p>
<p>&#160;</p>
<p>Not all your ideas will be good, or on target. But it’s more important simply to spout ideas regularly. So-called experts are not right more than the rest of us with opinions we don’t share; they are just willing to put their ideas out there. Experts are people who start interesting conversations.</p>
<p>&#160;</p>
<p>Where will all this get you? Someone will want to hire you or work with you not because of the list of tasks on your resume, but because you are that person with all those ideas. And once you’re hired as the idea person, it doesn’t matter if someone steals your ideas. Spreading ideas will be your job - and your work life will be richer for it.</p>
<p>&#160;</p>
</div>
<!-- //entry --><!-- bloggerDesc -->
<div class="bloggerDesc">Penelope Trunk is the founder of Brazen Careerist, a social network for young professionals. She gives career advice at her blog <span style="color: #0d31f2">penelopetrunk.com</span>.</div>]]></description>
        <content:encoded><![CDATA[<h1>Is Someone Stealing Your Ideas? Let Them</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=ptrunk"><font color="#005399">Penelope Trunk</font></a></p>
<p class="date">March 18th, 2010 @ 10:42 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/light_bulb_over_man.jpg"><img class="alignright size-full wp-image-390" title="Stealing Ideas" alt="" src="http://i.bnet.com/blogs/light_bulb_over_man.jpg" width="225" height="282" /></a></p>
<p>You will never create a solid career for yourself by worrying about who is stealing your ideas. People hate whiners, they hate bickering, and, most importantly, people who are confident that they have tons of ideas don’t keep track of each one. And, to be honest, people do not get far by just having ideas. You need to have ideas and be likable. That’s almost impossible to do if you worry about whose ideas were whose.</p>
<p>So cut it out. Worrying about who gets credit for which ideas will prevent you from having a fulfilling work life. Here are five reasons why:</p>
<p>&#160;</p>
<p><strong>1) You do not have a finite number of good ideas</strong></p>
<p>The best idea people - the ones who have tons of good ideas - share them.&#160;If you’re an entrepreneur, for instance, you have an idea and call six friends to share it. They each tell you why your idea won’t work, and you do the same thing the next week, until you land on an idea that does work. The mix of friends might ebb and flow, but for an entrepreneur, the ideas never stop coming and you never stop sharing them.</p>
<p>&#160;</p>
<p>Or take the person at an ad agency who is great with coming up with ideas. Sure, it’s that person’s job to sit in a room with clients and brainstorm, tossing out idea after idea for hours at a time. But you want to <span style="color: #000000">follow that model. Because really it’s everyone’s job at every company to come up with ideas. What are you doing in life if you are not being creative? Every job is creative. Every person is creative - you just need to unleash that part of yourself</span>.</p>
<p>&#160;</p>
<p>The people who have lots of ideas don’t treat their ides as if they are precious. If your ideas are so valuable that they need protecting - or you think they do - you’ll come across as someone who is anything but creative. Then no one will hire you for your ideas. So if you want to be known for your ideas, act like someone who has a lot of them. Keep them coming and give them away all the time. In the end, it will benefit you. If people steal them, take it as a compliment. The people with the fewest ideas are the ones who hoard them.</p>
<p>&#160;</p>
<p><strong>2) There are no unique ideas.</strong></p>
<p>Get over yourself. I know you’re brilliant, but trust me when I tell you that someone has had the same idea - whatever it is. Do yourself a favor and instead of worrying about being the idea person, become the person that can make the idea reality. Everyone has ideas. Few people can execute. Deliver the ideas, and do it in a fun way. That will bring meaning to your work life.</p>
<p>&#160;</p>
<p><strong>3) People like nice people, not smart people</strong></p>
<p>My favorite workplace research shows that people would rather work with people who are likeable than people who are competent. <span style="color: #000000">The research is from Tiziana Casciaro, and was published in the <em>Harvard Business Review</em> twice - maybe like a nuclear bomb, because people didn’t believe it the</span> first time.</p>
<p>In fact, people view the nice people as more competent, even if they are not. And the skilled people who are jerks start appearing incompetent to their co-workers. That’s how powerful being nice at the office is. In other words, others will view you as you better at your job if you stop bitching about who gets credit for ideas.</p>
<p>&#160;</p>
<p>In my experience, the person everyone likes is the person who helps others get their job done. That person genuinely cares if you are happy doing your work; she genuinely cares if you feel connected and engaged. One way to become that well-liked person - share your ideas.</p>
<p>&#160;</p>
<p><strong>4) Your job is to make your boss happy</strong></p>
<p>Complaining doesn’t make your boss’s life easier. And demanding that your boss give you all the credit does not help, either. If you make your boss’s life a dream, your boss will help you. She will mentor you, train you, guide you through the organization and pay you well. If she does that, so what if she takes your ideas? And if she doesn’t do that, then leave.</p>
<p>&#160;</p>
<p>Bosses do not complain that they don’t have enough idea people working for them. Bosses complain that there is too much work to do. This is because bosses always think they are the idea people, whether or not they are. So if your boss thinks your co-worker has all the ideas, it doesn’t matter. Your boss will promote the person who gets <span style="color: #000000">things done. In fact, maybe this means you should give your co-worker all your ideas and frame yourself as the one who is actually helping your boss day to day.</span></p>
<p>&#160;</p>
<p><strong>5) If you want to get credit for your ideas, get a blog</strong></p>
<p>Resumes don’t showcase ideas. Resumes are a history of what others have allowed you to do in their organization. If you want to be known for the ideas you are coming up with right now, then write a blog. <span style="color: #000000">It’s incredibly easy to write a blog if you have a lot of ideas. The ideas don’t have to reveal company secrets; they just need to reveal how you think - about a wide range of things in your field.</span></p>
<p>&#160;</p>
<p><span style="color: #000000">My company, Brazen Careerist, is a good starting point for creating an idea-based resume. And once you get started, you will see yourself</span> differently; you’ll feel more valuable.</p>
<p>&#160;</p>
<p>So start putting your ideas out for public consumption. That’s how you really get credit for good ideas. By saying them often and in front of lots of people. Think about that: It’s hard to steal someone’s ideas when those ideas are out in public. A warning, though: Don’t write about people stealing your ideas - that’s a bore. Just write the ideas. Talk about ideas on your blog, and others will associate those ideas with you.</p>
<p>&#160;</p>
<p>Not all your ideas will be good, or on target. But it’s more important simply to spout ideas regularly. So-called experts are not right more than the rest of us with opinions we don’t share; they are just willing to put their ideas out there. Experts are people who start interesting conversations.</p>
<p>&#160;</p>
<p>Where will all this get you? Someone will want to hire you or work with you not because of the list of tasks on your resume, but because you are that person with all those ideas. And once you’re hired as the idea person, it doesn’t matter if someone steals your ideas. Spreading ideas will be your job - and your work life will be richer for it.</p>
<p>&#160;</p>
</div>
<!-- //entry --><!-- bloggerDesc -->
<div class="bloggerDesc">Penelope Trunk is the founder of Brazen Careerist, a social network for young professionals. She gives career advice at her blog <span style="color: #0d31f2">penelopetrunk.com</span>.</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=stealing-your-ideas#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=stealing-your-ideas</wfw:commentRss>
        <pubDate>Fri, 19 Mar 2010 08:27:35 +0000</pubDate>
      </item>
      <item>
        <title>Stop The Whining</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=stop-the-whining</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=stop-the-whining</guid>
        <description><![CDATA[<h1>Stop the Whining: How to End Corrosive Complaining</h1>
<p class="byline">By <span style="color: #000000">Margaret Heffernan</span></p>
<p class="date">March 16th, 2010 @ 6:05 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p>If you run a company full of smart people, they will find faults and mistakes everywhere, and they’ll complain. That’s fine. It can become destructive, though, if it evolves into a culture of complaint.</p>
<p>&#160;</p>
<p>I learned this lesson when I had my first experience working as a consultant, for a Massachusetts software start-up called Vertigo Technology. As you can tell from the name, the founders had high expectations of their own success — expectations which were unrealized when the company closed down in the late 1990s. It had been packed with many brilliant people, many of whom went on to achieve big successes elsewhere.</p>
<p>&#160;</p>
<p>But this company was destroyed by its own internal demons. Everyone found fault with corporate strategy, tactics, products, sales, marketing, right down to the Standard Operating Procedure guidelines for taking a shower on company premises. (No, I’m not joking.)</p>
<p>&#160;</p>
<p>At first, I found the company’s openness exhilarating. How democratic that everyone could speak their mind! But after&#160;a year or so, I came to see that everyone spent more time arguing abstractions than producing profits. The company became what venture capitalists call “the living dead” — bringing in enough revenue to cover costs but never building a company anyone would want to buy.</p>
<p>&#160;</p>
<p>Later, I realized our fatal flaw lay in chronic complaining: We didn’t distinguish between the faults that have to be fixed and the faults you can’t afford the time to fix. The memory haunted me when I started my first technology company. Determined to curtail the whining, I introduced a rule: all complaints to me had to be accompanied by at least one proposed solution.<strong><br /></strong></p>
<p>&#160;</p>
<p>The rule was a big success. Here’s why:</p>
<ul>
<li><strong>It made people consider why things were the way they were, and what the costs of fixing them might be.</strong> Many aspects of a business aren’t perfect but just aren’t worth fixing. The cost, in terms of time, attention and resources, is too high, the return too slight. But it takes time for a leader to explain that, and it’s better if your employees figure it out for themselves. They learn to prioritize, just as you have had to.</li>
<li><strong>It helped me, as the chief executive, distinguish the wheat from the chaff.</strong> Nothing is more important in running a business than creating an environment in which everyone feels welcome to raise questions, concerns and doubts. If you create the conditions in which legitimate concerns are raised easily, each employee is an early warning system. But you want everyone focused on fixing the faults that have real impact.</li>
<li><strong>It generated good ideas.</strong> Instead of my software engineers complaining that the sales team made impossible promises, they asked to go on sales calls to ensure promises were practical. That didn’t just save a lot of anger and disappointment; it meant we could also offer easy product enhancements the sales team had never dreamed of.</li>
<li><strong>It made every employee act and feel like an owner</strong>. They took responsibility for a business they felt invested in, rather than behaving like whining children.</li>
</ul>
<p>So many companies become the walking dead when they focus on complaints rather than solutions. Does your company have a culture of complaint? If it does, what are you doing about it?</p>
<p><strong><br /></strong></p>
</div>
<!-- //entry --><!-- bloggerDesc -->
<div class="bloggerDesc">Margaret Heffernan is a CEO, speaker and writer.</div>]]></description>
        <content:encoded><![CDATA[<h1>Stop the Whining: How to End Corrosive Complaining</h1>
<p class="byline">By <span style="color: #000000">Margaret Heffernan</span></p>
<p class="date">March 16th, 2010 @ 6:05 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p>If you run a company full of smart people, they will find faults and mistakes everywhere, and they’ll complain. That’s fine. It can become destructive, though, if it evolves into a culture of complaint.</p>
<p>&#160;</p>
<p>I learned this lesson when I had my first experience working as a consultant, for a Massachusetts software start-up called Vertigo Technology. As you can tell from the name, the founders had high expectations of their own success — expectations which were unrealized when the company closed down in the late 1990s. It had been packed with many brilliant people, many of whom went on to achieve big successes elsewhere.</p>
<p>&#160;</p>
<p>But this company was destroyed by its own internal demons. Everyone found fault with corporate strategy, tactics, products, sales, marketing, right down to the Standard Operating Procedure guidelines for taking a shower on company premises. (No, I’m not joking.)</p>
<p>&#160;</p>
<p>At first, I found the company’s openness exhilarating. How democratic that everyone could speak their mind! But after&#160;a year or so, I came to see that everyone spent more time arguing abstractions than producing profits. The company became what venture capitalists call “the living dead” — bringing in enough revenue to cover costs but never building a company anyone would want to buy.</p>
<p>&#160;</p>
<p>Later, I realized our fatal flaw lay in chronic complaining: We didn’t distinguish between the faults that have to be fixed and the faults you can’t afford the time to fix. The memory haunted me when I started my first technology company. Determined to curtail the whining, I introduced a rule: all complaints to me had to be accompanied by at least one proposed solution.<strong><br /></strong></p>
<p>&#160;</p>
<p>The rule was a big success. Here’s why:</p>
<ul>
<li><strong>It made people consider why things were the way they were, and what the costs of fixing them might be.</strong> Many aspects of a business aren’t perfect but just aren’t worth fixing. The cost, in terms of time, attention and resources, is too high, the return too slight. But it takes time for a leader to explain that, and it’s better if your employees figure it out for themselves. They learn to prioritize, just as you have had to.</li>
<li><strong>It helped me, as the chief executive, distinguish the wheat from the chaff.</strong> Nothing is more important in running a business than creating an environment in which everyone feels welcome to raise questions, concerns and doubts. If you create the conditions in which legitimate concerns are raised easily, each employee is an early warning system. But you want everyone focused on fixing the faults that have real impact.</li>
<li><strong>It generated good ideas.</strong> Instead of my software engineers complaining that the sales team made impossible promises, they asked to go on sales calls to ensure promises were practical. That didn’t just save a lot of anger and disappointment; it meant we could also offer easy product enhancements the sales team had never dreamed of.</li>
<li><strong>It made every employee act and feel like an owner</strong>. They took responsibility for a business they felt invested in, rather than behaving like whining children.</li>
</ul>
<p>So many companies become the walking dead when they focus on complaints rather than solutions. Does your company have a culture of complaint? If it does, what are you doing about it?</p>
<p><strong><br /></strong></p>
</div>
<!-- //entry --><!-- bloggerDesc -->
<div class="bloggerDesc">Margaret Heffernan is a CEO, speaker and writer.</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=stop-the-whining#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=stop-the-whining</wfw:commentRss>
        <pubDate>Tue, 16 Mar 2010 18:27:24 +0000</pubDate>
      </item>
      <item>
        <title>B2B Prospecting</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=b2b-prospecting</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=b2b-prospecting</guid>
        <description><![CDATA[<h1>B2B Prospecting Made Simple</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=james"><font color="#005399">Geoffrey James</font></a></p>
<p class="date">March 10th, 2010 @ 11:30 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/bigstockphoto_x_spot_404565.jpg"><img class="alignright size-full wp-image-8791" title="Prospecting (Image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_x_spot_404565.jpg" width="150" height="150" /></a></p>
<p>&#160;</p>
<p>The best thing about writing Sales Machine is you readers are a lot smarter than I am.&#160; As a result, this <span style="color: #000000">blog often gets comments that are full of practical wisdom.&#160; My recent post “How to Get Prospects in the Pipeline” elicited a brilliant response from “ndlicht1″ (in real life sales guru Neil Licht.)&#160; Here’s his comment, slightly edited:</span></p>
<blockquote>
<p>Your challenge is not just getting prospects into the pipeline, but getting the right prospect… right at the point when he or she is ready to buy.&#160; Here’s a seven-step program for accomplishing this:</p>
<ul>
<li><strong>Step #1. Target.</strong> Clearly define and list the target market(s) for your offerings.</li>
<li><strong>Step #2. Adapt.</strong> Learn the language and lingo of your target market(s).&#160; Once you understand it and can speak it, you’ll not just be able to communicate with them, but you’ll be better able to relate to their challenges.</li>
<li><strong>Step #3. Plug Yourself In.</strong> Locate and subscribe to wire services and news services that serve each market or sub-market that you listed.</li>
<li><strong>Step #4. Research.</strong> Immerse yourself in insider news.&#160; Look for names about events that are actually buying signals and need signals.</li>
<li><strong>Step #5: Organize.</strong> Using the results of your research, create a list of decision-makers and key influencers.&#160; Be sure your list includes information about the article that seemed to signal a possible need for your offering.</li>
<li><strong>Step #6: Craft.</strong> Create a “30 second commercial” for each specific title on your call list.&#160; This “commercial” should mention the article that engendered the call and explain how you helped somebody similar to the prospect with a similar challenge.</li>
<li><strong>Step #7: Call.</strong> Contact the executives on your list and ask for some time to “visit and discuss” this.&#160; Quallify it as an issue and bring up other issues that you know probably need handling, based on the information in the article.</li>
</ul>
</blockquote>
<blockquote>
<p>This targeted method works well because the “event” that triggers the call suggests a need for your offering, making more likely that decision maker or key influencer will become the entry point for a qualified opportunity.</p>
</blockquote>
<p>IMHO, Neil’s process is money in your pocket when it comes to loading up your pipeline with qualified leads.&#160; And I like the way that Neil has structured it so that ANYBODY can do, with nothing more than a web browser and (maybe) a credit card.&#160; Bravo!</p>
</div>]]></description>
        <content:encoded><![CDATA[<h1>B2B Prospecting Made Simple</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=james"><font color="#005399">Geoffrey James</font></a></p>
<p class="date">March 10th, 2010 @ 11:30 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/bigstockphoto_x_spot_404565.jpg"><img class="alignright size-full wp-image-8791" title="Prospecting (Image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_x_spot_404565.jpg" width="150" height="150" /></a></p>
<p>&#160;</p>
<p>The best thing about writing Sales Machine is you readers are a lot smarter than I am.&#160; As a result, this <span style="color: #000000">blog often gets comments that are full of practical wisdom.&#160; My recent post “How to Get Prospects in the Pipeline” elicited a brilliant response from “ndlicht1″ (in real life sales guru Neil Licht.)&#160; Here’s his comment, slightly edited:</span></p>
<blockquote>
<p>Your challenge is not just getting prospects into the pipeline, but getting the right prospect… right at the point when he or she is ready to buy.&#160; Here’s a seven-step program for accomplishing this:</p>
<ul>
<li><strong>Step #1. Target.</strong> Clearly define and list the target market(s) for your offerings.</li>
<li><strong>Step #2. Adapt.</strong> Learn the language and lingo of your target market(s).&#160; Once you understand it and can speak it, you’ll not just be able to communicate with them, but you’ll be better able to relate to their challenges.</li>
<li><strong>Step #3. Plug Yourself In.</strong> Locate and subscribe to wire services and news services that serve each market or sub-market that you listed.</li>
<li><strong>Step #4. Research.</strong> Immerse yourself in insider news.&#160; Look for names about events that are actually buying signals and need signals.</li>
<li><strong>Step #5: Organize.</strong> Using the results of your research, create a list of decision-makers and key influencers.&#160; Be sure your list includes information about the article that seemed to signal a possible need for your offering.</li>
<li><strong>Step #6: Craft.</strong> Create a “30 second commercial” for each specific title on your call list.&#160; This “commercial” should mention the article that engendered the call and explain how you helped somebody similar to the prospect with a similar challenge.</li>
<li><strong>Step #7: Call.</strong> Contact the executives on your list and ask for some time to “visit and discuss” this.&#160; Quallify it as an issue and bring up other issues that you know probably need handling, based on the information in the article.</li>
</ul>
</blockquote>
<blockquote>
<p>This targeted method works well because the “event” that triggers the call suggests a need for your offering, making more likely that decision maker or key influencer will become the entry point for a qualified opportunity.</p>
</blockquote>
<p>IMHO, Neil’s process is money in your pocket when it comes to loading up your pipeline with qualified leads.&#160; And I like the way that Neil has structured it so that ANYBODY can do, with nothing more than a web browser and (maybe) a credit card.&#160; Bravo!</p>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=b2b-prospecting#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=b2b-prospecting</wfw:commentRss>
        <pubDate>Thu, 11 Mar 2010 20:34:40 +0000</pubDate>
      </item>
      <item>
        <title>Guide to Office Politics</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=guide-to-office-politics</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=guide-to-office-politics</guid>
        <description><![CDATA[<p>&#160;</p>
<h1>The Rookie Manager’s Guide to Office Politics</h1>
<p class="byline">by Elaine Pofeldt and Adriana Gardella</p>
<p class="tags">&#160;</p>
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<div class="dek">
<p>If there’s one big workplace lie that any new manager should wise up to fast, it’s “There are no office politics here.” Higher-ups may do their best to discourage gossip and to foster a schmooze-free meritocracy, but let’s be honest: There’s no workplace on the planet where fostering good relationships isn’t key to getting things done.</p>
<p>&#160;</p>
<p>And now that you’ve become a boss, it’s even more important that you “get” the political environment of your office and learn how to work effectively with higher-ups, peers, and direct reports. Here are five lessons to master in your first 90 days.</p>
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<li class="tool"><b>Boundaries:</b> If you’re managing former peers, now’s the time to put up some walls and keep the socializing to a minimum.</li>
<li><b>Support from your new team:</b> Set aside time during your first week to meet with all of your direct reports individually and ask for their advice on their current projects. You won’t build trust overnight, but this will help.</li>
<li><b>Self-awareness:</b> It’s your first management job. You’re not going to know everything. Your best move is to know what you don’t know and learn fast.<script language="JavaScript" type="text/javascript">
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<p>No matter how close your friendships with your officemates have been, it’s time to put up some walls. “If I were managing a colleague I once hung out with, I’d stop doing it,” says Caroline Ceniza-Levine, co-founder of Six Figure Start, a career coaching and consulting firm in New York City. Harsh as this may seem, if you don’t establish professional boundaries, you won’t have the objectivity to supervise effectively.</p>
<p>&#160;</p>
<p>Patrice Williams, 39, a management consultant from Vallejo, Calif. learned this the hard way. In her twenties, she moved up to team supervisor at IBM, where she found herself managing a salesperson with whom she socialized on weekends. Soon after, her pal began coming to work late, skipping meetings, and neglecting clients, dragging down her sales in the process. Williams soon realized she needed to fire her friend, but she just couldn’t. Ultimately, her boss had to step in. “I lost points,” explains Williams, who says it was hard for her to recover professionally. From that point on, she changed her relationship with direct reports — “I’m personable, but not personal” — and learned to talk to them immediately about performance problems.</p>
<p>&#160;</p>
<p>A few tips on how to head off awkwardness with former peers:</p>
<ul>
<li><b>From the outset, tell everyone on your team how you will evaluate performance.</b> If anyone in the group slacks off or breaks the rules, it will be easier to raise the issue in an objective way. “If it is very clear what you are measuring, you can say, ‘This job requires x, y, and z. I’m not seeing z,’” says Ceniza-Levine.</li>
<li><b>Confront poor performance head on.</b> If someone — friend or not — is failing, act decisively, says employment attorney Chad Shultz, a partner <span style="color: #000000">in the Atlanta office of Ford &amp; Harrison and author of “Manage Your Employees or Get Out of the Way: Ten Rules for Preventing Lawsuits.”</span> Give formal warnings, recommend how to remedy the problem, and keep a written record of your conversations. If the situation reaches a point where you have to let him go, you don’t want him to be surprised.</li>
</ul>
</div>
<p>&#160;</p>
<div class="addition">
<div class="addInner quote">
<h3>Voice of Experience</h3>
<h4>My mistake: ‘I failed to set expectations.’</h4>
<p>“All I ever wanted to be was a staff nurse,” says Mary Parker, now a nurse manager. Her early days in management were rocky. Because she values independence and self-direction, she figured her direct reports (nurses and nurse assistants) felt the same way. Parker assumed they would understand their responsibilities, work cooperatively, and mentor each other. But that’s not what happened. “Instead, staff members complained to me about the quality of their co-workers’ documentation and care,” Parker says. “Policies weren’t being followed and we had close calls with medication errors.”</p>
<p>&#160;</p>
</div>
</div>
<!-- /addition -->
<p>&#160;</p>
</div>
<!--bulk-->
<div class="bulk">
<div class="step s2">
<h2>Know What You Don’t Know</h2>
<p>Many companies fall short when it comes to training new managers, says Shultz. Your bosses won’t expect you to know how to tackle every aspect of your new job from the outset, but they will assume that you will ask for the help you need. So, if your company wants you to take on a legally sensitive task such as giving performance reviews, and you’ve never done it before, don’t try to wing it. Ask for coaching from HR or higher-ups. “Without training, it’s easy for a new manager to overlook the implications of what one wrong thing said can do,” says Shultz. If you can’t get the level of help you need internally, sign up <span style="color: #000000">for one of the educational programs at the Society for Human Resource Management, which runs educational programs in many cities, he advises.</span></p>
</div>
<p>&#160;</p>
<div class="addition">
<div class="addInner quote">
<h3>Voice of Experience</h3>
<h4>My mistake: ‘I didn’t know my staff’</h4>
<p>Engineer Charlene Burke was a star in the field. “I was exceptionally good at short-term relationships — my customers loved me.” But soon after receiving a promotion to a customer service call center manager, Burke no longer felt the love. She barely knew her staff when she implemented a thank-you program that rewarded top-performing employees with a small gift card. Burke presented the first gift card to a woman who had been with the company for 19 years. The effort backfired. The woman was embarrassed to be singled out and praised for merely doing her job. The staff was tight, almost like family, which Burke hadn’t taken the time to understand.</p>
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<!--bulk-->
<div class="bulk">
<div class="step s3">
<h2>Master the Unwritten Rules</h2>
<p>If you’re new to a company, understand that no matter how similar the culture seems to others you’ve experienced, it is going to have its own unique and sometimes bizarre quirks. “Learn how things get done — both the rational and irrational aspects of it,” advises Nat Stoddard, chairman of Crenshaw Associates, an executive coaching firm in New York City, and author <span style="color: #000000">of “The Right Leader: Selecting Executives Who Fit.” Listen carefully when colleagues</span> volunteer tips on, say, the best time of day to approach a senior manager, and pay attention when they tell stories about the office. At the same time, says Stoddard, don’t get too inquisitive. “If you are overly interested in learning something, they will wonder, ‘Why? What’s your motive?’” As you build your new colleagues’ trust, they’ll volunteer more details.</p>
<p>&#160;</p>
<p>It’s easy to cut yourself off from a vital pipeline if you always eat lunch alone, a common rookie mistake. Curt Braverman, a veteran manager who worked for 25 years at Pitney Bowes, realized this early in his career, when a colleague finally pushed him to grab a bite and proved to be a font of useful information. “If they’ve been around a while, they’ll give you a hint of what’s coming up and can give you some tips that will make your job easier,” says Braverman.</p>
</div>
<p>&#160;</p>
<div class="addition">
<div class="addInner quote">
<h3>Voice of Experience</h3>
<h4>My mistake: ‘I didn’t consult my staff on a key decision’</h4>
<p>As the new director of operations at a now-defunct software development company, Stephen Balzac was tasked with managing engineers. He noticed right away that each week the team wasted a full day in a marathon meeting where they tracked software bugs using a primitive system. Everyone hated the meetings. So Balzac did some research and bought a proper bug-tracking system. He thought everyone would be thrilled. No more meetings! Instead, he met with passive resistance. Balzac was baffled until he realized that his unilateral decision had offended the engineers. They wanted to be consulted and made a part of the problem-solving process.</p>
<p>&#160;</p>
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<div class="step s4">
<h2>Be Loyal, to a Point</h2>
<p>Be careful about seeming too closely aligned with any one person — even your direct boss, says Stephen Viscusi, CEO of the New York-based executive search firm Viscusi Group and author of “<span style="color: #000000">Bulletproof Your Job.”</span> The best job-protection insurance, especially as a newbie, is to remain as neutral as possible on controversial issues, he says. If your boss asks for a point of view, run through the pros and cons of a decision rather than answer directly.</p>
<p>&#160;</p>
<p>Should your manager ask for your support at a meeting, offer it, but remain as neutral as possible when you’re at the conference room table. If the boss buttonholes you later to ask why you didn’t speak up more, you can say something diplomatic, like “Maybe I wasn’t emphatic enough,” Viscusi suggests. Remember that your boss could be gone tomorrow — and you could be working for the person whose point of view he opposed. “You have to be a little Machiavellian,” he says.</p>
</div>
</div>
<!--bulk-->
<div class="bulk">
<div class="step s5">
<h2>Build the Support You Need to Get Things Done</h2>
<p>Showing your bosses that you’re ready to take on new projects isn’t just a matter of stellar performance or demonstrating initiative — though these things certainly help. You also need to prove to the top brass that they can trust you in subtler ways. Many new managers over-explain to direct reports why they must take on a particular task and in doing so, pass along information from their bosses that was better kept confidential. To establish trust with your supervisor, err on the side of keeping your conversations quiet and, when in doubt, ask if the content is for general consumption. “You’ll be on the hook for sharing that information,” says Ceniza-Levine.</p>
<p>&#160;</p>
<p>You’ll also gain points by acknowledging that your bosses are privy to certain information that you don’t have. Say, for instance, that you ask your boss if you can hire two more people but she says “no.” Rather than step up your lobbying, ask if there is a reason for her opposition that she can share, or, perhaps, one that she can’t disclose to you right now, suggests Stefanie Smith, principal of Stratex Consulting, an executive coaching firm in New York City. You never know — the company could be considering an acquisition that will fulfill that requirement, says Smith.</p>
<p>&#160;</p>
<p>Even with solid backing from the top, you won’t be able to get anything done if your team isn’t behind you. This often means building support among longtime or more senior workers — including some who wanted your job and didn’t get it. You won’t win any allegiance by reminding them that you have an MBA or that your last gig was at an even bigger company. Meet with each member of your team individually to learn about his background and ask for advice on upcoming projects. “Let them know you’ll be relying on their expertise,” says Andrea Nierenberg, principal of The Nierenberg Group, an executive training and consulting firm in New York City. You don’t have to act on the advice they give you, but listening carefully will go a long way toward building the good relationships you will need to succeed.</p>
</div>
<p>&#160;</p>
<div class="addition">
<div class="addInner quote">
<h3>Voice of Experience</h3>
<h4>My mistake: ‘I hid in my office’</h4>
<p>Looking back on his days as a rookie manager for a contract staffing firm, Ken Wisnefski recalls spending most of his time in his office with the door closed. “I only came out to criticize or discipline the staff,” he says. “I wanted to avoid getting caught up in issues that were really my job to correct and prevent,” he explains. Not surprisingly, his staff soon resented him, whispering that he probably wasn’t even working while holed up. Now a business owner, Wisnefski says he goes out of his way to lead by example. “While I want them to respect me, I also want them to view me as a co-worker.”</p>
<p>&#160;</p>
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<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<p>&#160;</p>
<h1>The Rookie Manager’s Guide to Office Politics</h1>
<p class="byline">by Elaine Pofeldt and Adriana Gardella</p>
<p class="tags">&#160;</p>
<!-- /share-social-media -->
<div class="dek">
<p>If there’s one big workplace lie that any new manager should wise up to fast, it’s “There are no office politics here.” Higher-ups may do their best to discourage gossip and to foster a schmooze-free meritocracy, but let’s be honest: There’s no workplace on the planet where fostering good relationships isn’t key to getting things done.</p>
<p>&#160;</p>
<p>And now that you’ve become a boss, it’s even more important that you “get” the political environment of your office and learn how to work effectively with higher-ups, peers, and direct reports. Here are five lessons to master in your first 90 days.</p>
</div>
<!-- /subCol1 -->
<div class="postIt">
<h3><span>Things you will need:</span></h3>
<div class="inner">
<ul>
<li class="cal">Take these steps within your first 90 days. The sooner you establish your authority with your team and prove your competence to your boss, the easier your job will be.</li>
<li class="tool"><b>Boundaries:</b> If you’re managing former peers, now’s the time to put up some walls and keep the socializing to a minimum.</li>
<li><b>Support from your new team:</b> Set aside time during your first week to meet with all of your direct reports individually and ask for their advice on their current projects. You won’t build trust overnight, but this will help.</li>
<li><b>Self-awareness:</b> It’s your first management job. You’re not going to know everything. Your best move is to know what you don’t know and learn fast.<script language="JavaScript" type="text/javascript">
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<p>&#160;</p>
<p>Patrice Williams, 39, a management consultant from Vallejo, Calif. learned this the hard way. In her twenties, she moved up to team supervisor at IBM, where she found herself managing a salesperson with whom she socialized on weekends. Soon after, her pal began coming to work late, skipping meetings, and neglecting clients, dragging down her sales in the process. Williams soon realized she needed to fire her friend, but she just couldn’t. Ultimately, her boss had to step in. “I lost points,” explains Williams, who says it was hard for her to recover professionally. From that point on, she changed her relationship with direct reports — “I’m personable, but not personal” — and learned to talk to them immediately about performance problems.</p>
<p>&#160;</p>
<p>A few tips on how to head off awkwardness with former peers:</p>
<ul>
<li><b>From the outset, tell everyone on your team how you will evaluate performance.</b> If anyone in the group slacks off or breaks the rules, it will be easier to raise the issue in an objective way. “If it is very clear what you are measuring, you can say, ‘This job requires x, y, and z. I’m not seeing z,’” says Ceniza-Levine.</li>
<li><b>Confront poor performance head on.</b> If someone — friend or not — is failing, act decisively, says employment attorney Chad Shultz, a partner <span style="color: #000000">in the Atlanta office of Ford &amp; Harrison and author of “Manage Your Employees or Get Out of the Way: Ten Rules for Preventing Lawsuits.”</span> Give formal warnings, recommend how to remedy the problem, and keep a written record of your conversations. If the situation reaches a point where you have to let him go, you don’t want him to be surprised.</li>
</ul>
</div>
<p>&#160;</p>
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<h3>Voice of Experience</h3>
<h4>My mistake: ‘I failed to set expectations.’</h4>
<p>“All I ever wanted to be was a staff nurse,” says Mary Parker, now a nurse manager. Her early days in management were rocky. Because she values independence and self-direction, she figured her direct reports (nurses and nurse assistants) felt the same way. Parker assumed they would understand their responsibilities, work cooperatively, and mentor each other. But that’s not what happened. “Instead, staff members complained to me about the quality of their co-workers’ documentation and care,” Parker says. “Policies weren’t being followed and we had close calls with medication errors.”</p>
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<h2>Know What You Don’t Know</h2>
<p>Many companies fall short when it comes to training new managers, says Shultz. Your bosses won’t expect you to know how to tackle every aspect of your new job from the outset, but they will assume that you will ask for the help you need. So, if your company wants you to take on a legally sensitive task such as giving performance reviews, and you’ve never done it before, don’t try to wing it. Ask for coaching from HR or higher-ups. “Without training, it’s easy for a new manager to overlook the implications of what one wrong thing said can do,” says Shultz. If you can’t get the level of help you need internally, sign up <span style="color: #000000">for one of the educational programs at the Society for Human Resource Management, which runs educational programs in many cities, he advises.</span></p>
</div>
<p>&#160;</p>
<div class="addition">
<div class="addInner quote">
<h3>Voice of Experience</h3>
<h4>My mistake: ‘I didn’t know my staff’</h4>
<p>Engineer Charlene Burke was a star in the field. “I was exceptionally good at short-term relationships — my customers loved me.” But soon after receiving a promotion to a customer service call center manager, Burke no longer felt the love. She barely knew her staff when she implemented a thank-you program that rewarded top-performing employees with a small gift card. Burke presented the first gift card to a woman who had been with the company for 19 years. The effort backfired. The woman was embarrassed to be singled out and praised for merely doing her job. The staff was tight, almost like family, which Burke hadn’t taken the time to understand.</p>
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<h2>Master the Unwritten Rules</h2>
<p>If you’re new to a company, understand that no matter how similar the culture seems to others you’ve experienced, it is going to have its own unique and sometimes bizarre quirks. “Learn how things get done — both the rational and irrational aspects of it,” advises Nat Stoddard, chairman of Crenshaw Associates, an executive coaching firm in New York City, and author <span style="color: #000000">of “The Right Leader: Selecting Executives Who Fit.” Listen carefully when colleagues</span> volunteer tips on, say, the best time of day to approach a senior manager, and pay attention when they tell stories about the office. At the same time, says Stoddard, don’t get too inquisitive. “If you are overly interested in learning something, they will wonder, ‘Why? What’s your motive?’” As you build your new colleagues’ trust, they’ll volunteer more details.</p>
<p>&#160;</p>
<p>It’s easy to cut yourself off from a vital pipeline if you always eat lunch alone, a common rookie mistake. Curt Braverman, a veteran manager who worked for 25 years at Pitney Bowes, realized this early in his career, when a colleague finally pushed him to grab a bite and proved to be a font of useful information. “If they’ve been around a while, they’ll give you a hint of what’s coming up and can give you some tips that will make your job easier,” says Braverman.</p>
</div>
<p>&#160;</p>
<div class="addition">
<div class="addInner quote">
<h3>Voice of Experience</h3>
<h4>My mistake: ‘I didn’t consult my staff on a key decision’</h4>
<p>As the new director of operations at a now-defunct software development company, Stephen Balzac was tasked with managing engineers. He noticed right away that each week the team wasted a full day in a marathon meeting where they tracked software bugs using a primitive system. Everyone hated the meetings. So Balzac did some research and bought a proper bug-tracking system. He thought everyone would be thrilled. No more meetings! Instead, he met with passive resistance. Balzac was baffled until he realized that his unilateral decision had offended the engineers. They wanted to be consulted and made a part of the problem-solving process.</p>
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<h2>Be Loyal, to a Point</h2>
<p>Be careful about seeming too closely aligned with any one person — even your direct boss, says Stephen Viscusi, CEO of the New York-based executive search firm Viscusi Group and author of “<span style="color: #000000">Bulletproof Your Job.”</span> The best job-protection insurance, especially as a newbie, is to remain as neutral as possible on controversial issues, he says. If your boss asks for a point of view, run through the pros and cons of a decision rather than answer directly.</p>
<p>&#160;</p>
<p>Should your manager ask for your support at a meeting, offer it, but remain as neutral as possible when you’re at the conference room table. If the boss buttonholes you later to ask why you didn’t speak up more, you can say something diplomatic, like “Maybe I wasn’t emphatic enough,” Viscusi suggests. Remember that your boss could be gone tomorrow — and you could be working for the person whose point of view he opposed. “You have to be a little Machiavellian,” he says.</p>
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<h2>Build the Support You Need to Get Things Done</h2>
<p>Showing your bosses that you’re ready to take on new projects isn’t just a matter of stellar performance or demonstrating initiative — though these things certainly help. You also need to prove to the top brass that they can trust you in subtler ways. Many new managers over-explain to direct reports why they must take on a particular task and in doing so, pass along information from their bosses that was better kept confidential. To establish trust with your supervisor, err on the side of keeping your conversations quiet and, when in doubt, ask if the content is for general consumption. “You’ll be on the hook for sharing that information,” says Ceniza-Levine.</p>
<p>&#160;</p>
<p>You’ll also gain points by acknowledging that your bosses are privy to certain information that you don’t have. Say, for instance, that you ask your boss if you can hire two more people but she says “no.” Rather than step up your lobbying, ask if there is a reason for her opposition that she can share, or, perhaps, one that she can’t disclose to you right now, suggests Stefanie Smith, principal of Stratex Consulting, an executive coaching firm in New York City. You never know — the company could be considering an acquisition that will fulfill that requirement, says Smith.</p>
<p>&#160;</p>
<p>Even with solid backing from the top, you won’t be able to get anything done if your team isn’t behind you. This often means building support among longtime or more senior workers — including some who wanted your job and didn’t get it. You won’t win any allegiance by reminding them that you have an MBA or that your last gig was at an even bigger company. Meet with each member of your team individually to learn about his background and ask for advice on upcoming projects. “Let them know you’ll be relying on their expertise,” says Andrea Nierenberg, principal of The Nierenberg Group, an executive training and consulting firm in New York City. You don’t have to act on the advice they give you, but listening carefully will go a long way toward building the good relationships you will need to succeed.</p>
</div>
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<h3>Voice of Experience</h3>
<h4>My mistake: ‘I hid in my office’</h4>
<p>Looking back on his days as a rookie manager for a contract staffing firm, Ken Wisnefski recalls spending most of his time in his office with the door closed. “I only came out to criticize or discipline the staff,” he says. “I wanted to avoid getting caught up in issues that were really my job to correct and prevent,” he explains. Not surprisingly, his staff soon resented him, whispering that he probably wasn’t even working while holed up. Now a business owner, Wisnefski says he goes out of his way to lead by example. “While I want them to respect me, I also want them to view me as a co-worker.”</p>
<p>&#160;</p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=guide-to-office-politics#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=guide-to-office-politics</wfw:commentRss>
        <pubDate>Thu, 11 Mar 2010 18:47:13 +0000</pubDate>
      </item>
      <item>
        <title>Passionate Leadership</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=passionate-leadership</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=passionate-leadership</guid>
        <description><![CDATA[<h1>Passionate Leadership According to James Cameron and Steve Jobs</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=silverthorne"><font color="#005399">Sean Silverthorne</font></a></p>
<p class="date">March 8th, 2010 @ 9:01 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p>In a recent <a href="http://blogs.hbr.org/cs/2010/03/how_james_cameron_leads.html"><font color="#005399">portrait</font></a> of <em>Avatar</em> director <strong>James Cameron</strong>, <strong>Rebecca Keegan</strong> outlines five leadership rules the director brings to each movie set. Reading it I was struck by how Cameron’s style matches what we’ve learned about <strong>Apple</strong> CEO <strong>Steve Jobs</strong>.</p>
<p>&#160;</p>
<p>But don’t go teaching these traits, which admittedly produce incredible innovation, to MBA students. In fact, following any of these styles will get you fired — unless you have the inspiration genius that can deliver results like Cameron and Jobs.</p>
<p>&#160;</p>
<p>Here are three areas where the computer and cinema wunderkinds overlap.</p>
<p>&#160;</p>
<p><strong>Bonding Through Innovation</strong></p>
<p>&#160;</p>
<p><strong>Cameron</strong>. “Breaking new ground is Cameron’s raison d’être — nothing interests this man unless it’s hard to do,” Keegan writes. “But innovation has also become a way of bonding his teams… For Cameron, a sense of exploration isn’t just personally enriching, it’s a crucial tool for motivating and uniting his teams.”</p>
<p>&#160;</p>
<p><strong>Jobs</strong>. When Jobs created the original Macintosh team in the early 1980s, he moved the group to a remote building on the Apple campus, raised a pirate flag above the roof, and moved in a popcorn machine to give his people a sense of esprit de corps. Today, management experts prefer you unite your groups rather than pitting them against each other, but they also love the idea of inspiring your team with sense of purpose they can rally around.</p>
<p>&#160;</p>
<p><strong>More Perfection, Please</strong></p>
<p>&#160;</p>
<p><strong>Cameron</strong>. On Avatar, Keegan reports, “Hours were spent on the smallest details, like getting alien sap to drip precisely right…. It’s hard to argue with Cameron’s nitpicky style, however, when audiences thrill to immerse themselves in the richly detailed worlds he creates.”</p>
<p>&#160;</p>
<p><strong>Jobs</strong>: Just weeks before launch of the original iPhone, Apple decided to replace the plastic touch screen with optical-quality glass. The change not only delayed the introduction, but caused its screen vendor, <strong>Balda</strong>, to reconfigure parts of its assembly line “causing a material impact on financials,” according to <a href="http://www.appleinsider.com/articles/07/08/13/briefly_on_last_minute_imac_and_iphone_design_changes.html"><font color="#005399">AppleInsider</font></a>. For Jobs, however, the aesthetic of the product would have been ruined by an inferior screen.</p>
<p>&#160;</p>
<p><strong>Inspiration Through Fear</strong></p>
<p>&#160;</p>
<p>Again, not a great trait you’d teach to MBAs, but both Cameron and Jobs are stern taskmasters who demand the most of their employees, and occasionally cross the line to get it.</p>
<p>&#160;</p>
<p><strong>Cameron</strong>. “Many Cameron alumni will share a story from their first film with him, a day they were sure they were going to be fired, almost hoped for it. But Cameron rarely fires people. ‘Firing is too merciful,’ he says. Instead he tests their endurance for long hours, hard tasks, and harsh criticism. Survivors tend to surprise themselves by turning in the best work of their careers, and signing on for Cameron’s next project.”</p>
<p>&#160;</p>
<p><strong>Jobs</strong>. “”It was probably the best work I ever did,” former Apple designer <strong>Corsdell Ratzlaff</strong> told <u><font color="#005399">Inside Steve’s Brain</font></u> author <strong>Leander Kahaney</strong>. “It was exhilratating. It was exciting. Sometimes it was difficult, but he had the ability to pull the best out of people.”</p>
<p>&#160;</p>
<p>If these men, both brilliant in their own fields, managed by the book, I doubt they would be nearly as successful. What they share is passion for the work, and their management styles both demand and instill passion in the people that work around them.</p>
<p>&#160;</p>
<p>Have you worked for someone with the passion exhibited by Cameron and Jobs? What was the experience like, and what did you take away from the experience?</p>
</div>]]></description>
        <content:encoded><![CDATA[<h1>Passionate Leadership According to James Cameron and Steve Jobs</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=silverthorne"><font color="#005399">Sean Silverthorne</font></a></p>
<p class="date">March 8th, 2010 @ 9:01 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p>In a recent <a href="http://blogs.hbr.org/cs/2010/03/how_james_cameron_leads.html"><font color="#005399">portrait</font></a> of <em>Avatar</em> director <strong>James Cameron</strong>, <strong>Rebecca Keegan</strong> outlines five leadership rules the director brings to each movie set. Reading it I was struck by how Cameron’s style matches what we’ve learned about <strong>Apple</strong> CEO <strong>Steve Jobs</strong>.</p>
<p>&#160;</p>
<p>But don’t go teaching these traits, which admittedly produce incredible innovation, to MBA students. In fact, following any of these styles will get you fired — unless you have the inspiration genius that can deliver results like Cameron and Jobs.</p>
<p>&#160;</p>
<p>Here are three areas where the computer and cinema wunderkinds overlap.</p>
<p>&#160;</p>
<p><strong>Bonding Through Innovation</strong></p>
<p>&#160;</p>
<p><strong>Cameron</strong>. “Breaking new ground is Cameron’s raison d’être — nothing interests this man unless it’s hard to do,” Keegan writes. “But innovation has also become a way of bonding his teams… For Cameron, a sense of exploration isn’t just personally enriching, it’s a crucial tool for motivating and uniting his teams.”</p>
<p>&#160;</p>
<p><strong>Jobs</strong>. When Jobs created the original Macintosh team in the early 1980s, he moved the group to a remote building on the Apple campus, raised a pirate flag above the roof, and moved in a popcorn machine to give his people a sense of esprit de corps. Today, management experts prefer you unite your groups rather than pitting them against each other, but they also love the idea of inspiring your team with sense of purpose they can rally around.</p>
<p>&#160;</p>
<p><strong>More Perfection, Please</strong></p>
<p>&#160;</p>
<p><strong>Cameron</strong>. On Avatar, Keegan reports, “Hours were spent on the smallest details, like getting alien sap to drip precisely right…. It’s hard to argue with Cameron’s nitpicky style, however, when audiences thrill to immerse themselves in the richly detailed worlds he creates.”</p>
<p>&#160;</p>
<p><strong>Jobs</strong>: Just weeks before launch of the original iPhone, Apple decided to replace the plastic touch screen with optical-quality glass. The change not only delayed the introduction, but caused its screen vendor, <strong>Balda</strong>, to reconfigure parts of its assembly line “causing a material impact on financials,” according to <a href="http://www.appleinsider.com/articles/07/08/13/briefly_on_last_minute_imac_and_iphone_design_changes.html"><font color="#005399">AppleInsider</font></a>. For Jobs, however, the aesthetic of the product would have been ruined by an inferior screen.</p>
<p>&#160;</p>
<p><strong>Inspiration Through Fear</strong></p>
<p>&#160;</p>
<p>Again, not a great trait you’d teach to MBAs, but both Cameron and Jobs are stern taskmasters who demand the most of their employees, and occasionally cross the line to get it.</p>
<p>&#160;</p>
<p><strong>Cameron</strong>. “Many Cameron alumni will share a story from their first film with him, a day they were sure they were going to be fired, almost hoped for it. But Cameron rarely fires people. ‘Firing is too merciful,’ he says. Instead he tests their endurance for long hours, hard tasks, and harsh criticism. Survivors tend to surprise themselves by turning in the best work of their careers, and signing on for Cameron’s next project.”</p>
<p>&#160;</p>
<p><strong>Jobs</strong>. “”It was probably the best work I ever did,” former Apple designer <strong>Corsdell Ratzlaff</strong> told <u><font color="#005399">Inside Steve’s Brain</font></u> author <strong>Leander Kahaney</strong>. “It was exhilratating. It was exciting. Sometimes it was difficult, but he had the ability to pull the best out of people.”</p>
<p>&#160;</p>
<p>If these men, both brilliant in their own fields, managed by the book, I doubt they would be nearly as successful. What they share is passion for the work, and their management styles both demand and instill passion in the people that work around them.</p>
<p>&#160;</p>
<p>Have you worked for someone with the passion exhibited by Cameron and Jobs? What was the experience like, and what did you take away from the experience?</p>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=passionate-leadership#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=passionate-leadership</wfw:commentRss>
        <pubDate>Tue, 09 Mar 2010 18:19:25 +0000</pubDate>
      </item>
      <item>
        <title>Social Media - A Proactive Approach</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media-a-proactive-approach</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media-a-proactive-approach</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Proactive Approach to Social Media Control</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Yesterday<em>,</em></span> Alison Davis discussed rant sites—the dark side of social media. Today, she shares proactive practices for controlling social media use. Plus, we'll take a look at a unique one-stop source for solving HR problems.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The best approach to keeping former employees quiet, Davis says, is to tie agreements about future behavior, non-disclosure, and so on, to a severance agreement. Keep the payoff for a date in the future, and make it clear, "If you violate this agreement, we won’t pay you your money."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">What about Employees with No Severance Package?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"If you don't offer severance, you don’t have as many rights for controlling ex-employees. You can try to sue for slander or libel," Davis says, "but that's a difficult case to make because you have to prove damages to the company."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If an ex-employee who has no severance were to blog "I was fired, and here are the facts," you’ve got no basis for legal action, Davis says. If the person blogs, "I hated my boss," you've got no basis for action. If the person discloses "Here are my company's confidential plans and financial data," now that could be the basis for legal action, Davis says.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Proactive Steps You Can Take</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How should you go about setting boundaries and guidelines for your employees and ex-employees? Start with your current employees, says Davis.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"There is no right or wrong answer about how to approach it; you have to decide as a company where you fall," Davis says. She thinks of it as color-coded:</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Green</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">—You encourage employees to contribute to social media sites. In other words, you decide that use of social media has equal or more benefit than risk.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Yellow</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">—You acknowledge that employees participate and outline expectations—you may do this but not that, what you do at home is your own business except for this and that. In other words, you don't intend to prohibit use, but there are rules.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Red</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">—No, you’re not letting anyone engage in this activity. In other words, you are going to restrict employees to using company electronic resources only for business-related matters. This approach is necessary for certain industries, for example for defense contractors, Davis notes.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">For many employers, the first level of interest is to ensure that the personal use of social networking websites or systems does not interfere with working time. In any event, when employees are involved with these sites, it must be clear that they are not acting as a spokesperson for the company, Davis says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Finally, Davis says, "don't forget logos. That’s a big one for many companies. You really don’t want people splashing your logo all over their Web pages."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Social media. Just one of dozens of challenges on the HR desk—COBRA changes, FMLA intermittent leave, ADA accommodation, off-the-clock workers, just to name a few.</span></p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Yesterday<em>,</em></span> Alison Davis discussed rant sites—the dark side of social media. Today, she shares proactive practices for controlling social media use. Plus, we'll take a look at a unique one-stop source for solving HR problems.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The best approach to keeping former employees quiet, Davis says, is to tie agreements about future behavior, non-disclosure, and so on, to a severance agreement. Keep the payoff for a date in the future, and make it clear, "If you violate this agreement, we won’t pay you your money."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">What about Employees with No Severance Package?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"If you don't offer severance, you don’t have as many rights for controlling ex-employees. You can try to sue for slander or libel," Davis says, "but that's a difficult case to make because you have to prove damages to the company."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If an ex-employee who has no severance were to blog "I was fired, and here are the facts," you’ve got no basis for legal action, Davis says. If the person blogs, "I hated my boss," you've got no basis for action. If the person discloses "Here are my company's confidential plans and financial data," now that could be the basis for legal action, Davis says.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Proactive Steps You Can Take</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How should you go about setting boundaries and guidelines for your employees and ex-employees? Start with your current employees, says Davis.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"There is no right or wrong answer about how to approach it; you have to decide as a company where you fall," Davis says. She thinks of it as color-coded:</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Green</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">—You encourage employees to contribute to social media sites. In other words, you decide that use of social media has equal or more benefit than risk.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Yellow</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">—You acknowledge that employees participate and outline expectations—you may do this but not that, what you do at home is your own business except for this and that. In other words, you don't intend to prohibit use, but there are rules.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Red</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">—No, you’re not letting anyone engage in this activity. In other words, you are going to restrict employees to using company electronic resources only for business-related matters. This approach is necessary for certain industries, for example for defense contractors, Davis notes.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">For many employers, the first level of interest is to ensure that the personal use of social networking websites or systems does not interfere with working time. In any event, when employees are involved with these sites, it must be clear that they are not acting as a spokesperson for the company, Davis says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Finally, Davis says, "don't forget logos. That’s a big one for many companies. You really don’t want people splashing your logo all over their Web pages."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Social media. Just one of dozens of challenges on the HR desk—COBRA changes, FMLA intermittent leave, ADA accommodation, off-the-clock workers, just to name a few.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media-a-proactive-approach#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=social-media-a-proactive-approach</wfw:commentRss>
        <pubDate>Tue, 02 Mar 2010 17:36:20 +0000</pubDate>
      </item>
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        <title>Social Media Cautions</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media-cautions</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media-cautions</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Beware the Dark Side of Social Media</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Social media is clearly the coming thing for hip companies, but there is a dark side, says Alison Davis, a communications consultant. She recommends that employers take a proactive approach.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Information You Thought Was Protected</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis shared a story of Gannett, owner of <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">USA Today.</span></em> Gannet planned major layoffs nationwide, but intended to announce them only at the local level, so that no one would know the total number of employees affected.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Soon a disgruntled ex-employee began a blog to track Gannett's layoffs. He began to post the information on his blog. "We're going to add it all up for you," he said. He created a map that showed all the layoffs nationwide.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Unfortunately for Gannett, Davis says, when you lay off journalists, you lay off a group who are pretty savvy about how to find information, and how to present it.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The main lesson is that the blogger was able to aggregate information that Gannett expected to keep private, and there wasn't much Gannett could do about it.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">How About Those Rant Sites?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Rant sites are a level worse," Davis notes. She calls them “moaning and complaining" sites. They encourage what she calls "management stinks" blogs.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Take, for example, JobSchmob.com, she says. Here's a taste:</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Screenvision Is The Worst Company In The World!!</font></font></font></span></h3>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"I worked for about eight months in advertising sales for Screenvision, selling onscreen theatre advertising. Warning: Onscreen advertising is one step above being a total scam and a completely ineffective means of spending your advertising dollars. The commercial spots are an insignificant 10 seconds, and are shown mostly in half-empty theatres, to kids with no buying power or people who regard onscreen ads as little more than an annoyance. They are totally ineffective. The company has something like an 8% renewal rate! That's abysmal.</span></em></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"… The company management is made up of idiots who are out of step and totally clueless as to the realities of the world we live in. The regional VP was located in our office. I have known doorknobs with more brains than this idiot.</span></em></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"DO NOT ever do business with Screenvision, and don't ever consider going to work for them! They're the Anti-Christ of the advertising world."</span></em></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Not what you'd want a prospective employee or customer to be reading," notes Davis. But as long as the blogger is reciting his or her experience, there's not much you can do about it, she says.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Industry Sites</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">For another example of another kind of social media site, check out Cafepharma.com, says Davis. Cafe has a message group for every significant pharmaceutical company and for geographic regions and tech specialties like IT.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Depending on industry, geography, and how strong a presence you are in your industry, these groups will spring up as places where people congregate and talk about your company," Davis warns.</span></p>
<p>&#160;</p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Beware the Dark Side of Social Media</font></font></span></h1>
<p>&#160;</p>
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<table class="MsoNormalTable" border="1" cellpadding="0" width="450" style="border-bottom: #cccccc 1pt solid; border-left: #cccccc 1pt solid; margin: auto auto auto 7.5pt; width: 337.5pt; background: #e2e9f0; border-top: #cccccc 1pt solid; border-right: #cccccc 1pt solid; mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184; mso-padding-alt: 3.75pt 3.75pt 3.75pt 3.75pt; mso-border-alt: solid #CCCCCC .75pt">
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Social media is clearly the coming thing for hip companies, but there is a dark side, says Alison Davis, a communications consultant. She recommends that employers take a proactive approach.</span></b></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Information You Thought Was Protected</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis shared a story of Gannett, owner of <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">USA Today.</span></em> Gannet planned major layoffs nationwide, but intended to announce them only at the local level, so that no one would know the total number of employees affected.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Soon a disgruntled ex-employee began a blog to track Gannett's layoffs. He began to post the information on his blog. "We're going to add it all up for you," he said. He created a map that showed all the layoffs nationwide.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Unfortunately for Gannett, Davis says, when you lay off journalists, you lay off a group who are pretty savvy about how to find information, and how to present it.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The main lesson is that the blogger was able to aggregate information that Gannett expected to keep private, and there wasn't much Gannett could do about it.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">How About Those Rant Sites?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Rant sites are a level worse," Davis notes. She calls them “moaning and complaining" sites. They encourage what she calls "management stinks" blogs.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Take, for example, JobSchmob.com, she says. Here's a taste:</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Screenvision Is The Worst Company In The World!!</font></font></font></span></h3>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"I worked for about eight months in advertising sales for Screenvision, selling onscreen theatre advertising. Warning: Onscreen advertising is one step above being a total scam and a completely ineffective means of spending your advertising dollars. The commercial spots are an insignificant 10 seconds, and are shown mostly in half-empty theatres, to kids with no buying power or people who regard onscreen ads as little more than an annoyance. They are totally ineffective. The company has something like an 8% renewal rate! That's abysmal.</span></em></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"… The company management is made up of idiots who are out of step and totally clueless as to the realities of the world we live in. The regional VP was located in our office. I have known doorknobs with more brains than this idiot.</span></em></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"DO NOT ever do business with Screenvision, and don't ever consider going to work for them! They're the Anti-Christ of the advertising world."</span></em></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Not what you'd want a prospective employee or customer to be reading," notes Davis. But as long as the blogger is reciting his or her experience, there's not much you can do about it, she says.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Industry Sites</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">For another example of another kind of social media site, check out Cafepharma.com, says Davis. Cafe has a message group for every significant pharmaceutical company and for geographic regions and tech specialties like IT.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Depending on industry, geography, and how strong a presence you are in your industry, these groups will spring up as places where people congregate and talk about your company," Davis warns.</span></p>
<p>&#160;</p>
</td>
</tr>
</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media-cautions#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=social-media-cautions</wfw:commentRss>
        <pubDate>Mon, 01 Mar 2010 13:05:32 +0000</pubDate>
      </item>
      <item>
        <title>Why Sales Reps Fail</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-sales-reps-fail</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-sales-reps-fail</guid>
        <description><![CDATA[<h1>Top 10 Reasons New Sales Reps Fail</h1>
<p class="byline">By <span style="color: #000000">Geoffrey James</span>&#160;February 24th, 2010 @ 8:00 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/bigstockphoto_crossing_out_failure_and_writi_4820592.jpg"><img class="alignright size-full wp-image-7850" title="Success and Failure in Sales (Image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_crossing_out_failure_and_writi_4820592.jpg" width="200" height="142" /></a></p>
<p>&#160;</p>
<p>Last week’s huge post “<font color="#005399">Is a Sales Career Right for You?</font>” went through the characteristics that top sales professionals share.&#160; However, the lack of those characteristics aren’t the only reason that sales pros fail.&#160; Here are the top ten reasons that people (mostly new-hires) fail to build a successful career in Sales.&#160; Some of them are similar to the ones described in the original post, but some are new:</p>
<ul>
<li><strong>REASON #1: They base their self-worth on what other people think.</strong> If you define your sense of worth based on how you assume your boss, co-workers, and customers see you, you’ll be deeply hurt by anything that smacks of criticism.&#160; Selling, and working inside a sales organization, begins to look like a series of horrible and (finally) intolerable rejections.</li>
<li><strong>REASON #2: They assume that past failure defines the future.</strong> Some people find failure so unpleasant that they try to avoid it at all costs. As a result, they avoid any situations where failure is a risk. Because any meaningful sales effort entails risk, such people seldom, if ever, accomplish anything significant in a sales organization.</li>
<li><strong>REASON #3. They believe in destiny, luck and fate.</strong> Some people believe that their status in life and potential as a human being is determined by luck, fate or divine intervention operating upon the circumstances of their lives…<br />
These beliefs, however, constantly keep you focused on what you can’t change (e.g. fate) and not on what you can (e.g. your skill set.)</li>
<li><strong>REASON #4: They lack the right attitude.</strong> The right attitude for a sales pro consists three qualities: 1) Empathy, so that you can understand customer needs. 2) Confidence, so that your can bring customers to the point of buying, and 3) Resilience, so that you can use rejection and temporary setbacks as spurs that constantly move you forward.</li>
<li><strong>REASON #5: They don’t perceive the subtleties.</strong> When mediocre sales pros make sales calls, they are so busy “trying to sell” that they miss the nuances of the customer relationship. Top sales pros know that the most important element of a successful sales call is the value that the sales professional can bring to the customer, rather than whatever might eventually be sold.</li>
<li><strong>REASON #6: They’d rather be doing something else.</strong> Failing sales pros often wish they had the nerve get out of sales and do something completely different.&#160; If a sales pro’s ideal occupation is to play baseball,&#160; be a musician, write a novel, or do anything else that not in Sales — they’ll eventually sabotage their sales career.</li>
<li><strong>REASON #7: They don’t learn from their mistakes.</strong> Sales pros tend to avoid looking at their failures and would prefer to examine their successes - and then attempt to replicate them. However, until and unless you understand how, why and where your sales process is failing, it’s impossible to correct systemic problems in your sales approach.</li>
<li><strong>REASON #8: They can’t follow simple instructions.</strong> Sales skills must be learned.&#160; Some people are naturally resistant to learning new ideas and new techniques, especially if they’ve already achieved a certain level of success.&#160; Many a sales pro has “topped off” at the lowest level because of a failure to understand that news skills are needed at each stage of a sales career.</li>
<li><strong>REASON #9: They lack true honesty and candor.</strong> Sales is all about relationships and relationships are all about trust.&#160; People who lie and fudge the truth may become good at fraud or other criminal acts, but they’re at an extreme disadvantage when it comes to being successful at an honest sales job.&#160; Most customers can “sense” when a sales rep isn’t being real… and avoid buying.</li>
<li><strong>REASON #10: They can, but won’t, do the work.</strong> This is true not just of selling, but of every other activity in the world.&#160; Sales pros who don’t makes their numbers either <em>can’t</em> or <em>won’t</em> do what it takes to make sale.&#160; When you <em>can’t</em> do the job, it’s usually because you don’t know what to do.&#160; When you <em>won’t</em> to the job, it’s because you simply lack the drive.</li>
</ul>
</div>]]></description>
        <content:encoded><![CDATA[<h1>Top 10 Reasons New Sales Reps Fail</h1>
<p class="byline">By <span style="color: #000000">Geoffrey James</span>&#160;February 24th, 2010 @ 8:00 am</p>
<div>
<p class="icon comments"><!-- // clear --></p>
</div>
<div class="entry">
<p><a href="http://i.bnet.com/blogs/bigstockphoto_crossing_out_failure_and_writi_4820592.jpg"><img class="alignright size-full wp-image-7850" title="Success and Failure in Sales (Image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_crossing_out_failure_and_writi_4820592.jpg" width="200" height="142" /></a></p>
<p>&#160;</p>
<p>Last week’s huge post “<font color="#005399">Is a Sales Career Right for You?</font>” went through the characteristics that top sales professionals share.&#160; However, the lack of those characteristics aren’t the only reason that sales pros fail.&#160; Here are the top ten reasons that people (mostly new-hires) fail to build a successful career in Sales.&#160; Some of them are similar to the ones described in the original post, but some are new:</p>
<ul>
<li><strong>REASON #1: They base their self-worth on what other people think.</strong> If you define your sense of worth based on how you assume your boss, co-workers, and customers see you, you’ll be deeply hurt by anything that smacks of criticism.&#160; Selling, and working inside a sales organization, begins to look like a series of horrible and (finally) intolerable rejections.</li>
<li><strong>REASON #2: They assume that past failure defines the future.</strong> Some people find failure so unpleasant that they try to avoid it at all costs. As a result, they avoid any situations where failure is a risk. Because any meaningful sales effort entails risk, such people seldom, if ever, accomplish anything significant in a sales organization.</li>
<li><strong>REASON #3. They believe in destiny, luck and fate.</strong> Some people believe that their status in life and potential as a human being is determined by luck, fate or divine intervention operating upon the circumstances of their lives…<br />
These beliefs, however, constantly keep you focused on what you can’t change (e.g. fate) and not on what you can (e.g. your skill set.)</li>
<li><strong>REASON #4: They lack the right attitude.</strong> The right attitude for a sales pro consists three qualities: 1) Empathy, so that you can understand customer needs. 2) Confidence, so that your can bring customers to the point of buying, and 3) Resilience, so that you can use rejection and temporary setbacks as spurs that constantly move you forward.</li>
<li><strong>REASON #5: They don’t perceive the subtleties.</strong> When mediocre sales pros make sales calls, they are so busy “trying to sell” that they miss the nuances of the customer relationship. Top sales pros know that the most important element of a successful sales call is the value that the sales professional can bring to the customer, rather than whatever might eventually be sold.</li>
<li><strong>REASON #6: They’d rather be doing something else.</strong> Failing sales pros often wish they had the nerve get out of sales and do something completely different.&#160; If a sales pro’s ideal occupation is to play baseball,&#160; be a musician, write a novel, or do anything else that not in Sales — they’ll eventually sabotage their sales career.</li>
<li><strong>REASON #7: They don’t learn from their mistakes.</strong> Sales pros tend to avoid looking at their failures and would prefer to examine their successes - and then attempt to replicate them. However, until and unless you understand how, why and where your sales process is failing, it’s impossible to correct systemic problems in your sales approach.</li>
<li><strong>REASON #8: They can’t follow simple instructions.</strong> Sales skills must be learned.&#160; Some people are naturally resistant to learning new ideas and new techniques, especially if they’ve already achieved a certain level of success.&#160; Many a sales pro has “topped off” at the lowest level because of a failure to understand that news skills are needed at each stage of a sales career.</li>
<li><strong>REASON #9: They lack true honesty and candor.</strong> Sales is all about relationships and relationships are all about trust.&#160; People who lie and fudge the truth may become good at fraud or other criminal acts, but they’re at an extreme disadvantage when it comes to being successful at an honest sales job.&#160; Most customers can “sense” when a sales rep isn’t being real… and avoid buying.</li>
<li><strong>REASON #10: They can, but won’t, do the work.</strong> This is true not just of selling, but of every other activity in the world.&#160; Sales pros who don’t makes their numbers either <em>can’t</em> or <em>won’t</em> do what it takes to make sale.&#160; When you <em>can’t</em> do the job, it’s usually because you don’t know what to do.&#160; When you <em>won’t</em> to the job, it’s because you simply lack the drive.</li>
</ul>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-sales-reps-fail#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=why-sales-reps-fail</wfw:commentRss>
        <pubDate>Thu, 25 Feb 2010 20:08:49 +0000</pubDate>
      </item>
      <item>
        <title>Job Descriptions &quot;Compensable Factors&quot;</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=job-descriptions-compensable-factors</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=job-descriptions-compensable-factors</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">10 Critical "Compensable Factors" in Job Descriptions</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<table class="MsoNormalTable" border="1" cellpadding="0" width="450" style="border-bottom: #cccccc 1pt solid; border-left: #cccccc 1pt solid; margin: auto auto auto 7.5pt; width: 337.5pt; background: #e2e9f0; border-top: #cccccc 1pt solid; border-right: #cccccc 1pt solid; mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184; mso-padding-alt: 3.75pt 3.75pt 3.75pt 3.75pt; mso-border-alt: solid #CCCCCC .75pt">
<tbody>
<tr style="mso-yfti-irow: 0; mso-yfti-firstrow: yes; mso-yfti-lastrow: yes">
<td style="border-bottom: #cccccc; border-left: #cccccc; padding-bottom: 3.75pt; background-color: transparent; padding-left: 3.75pt; padding-right: 3.75pt; border-top: #cccccc; border-right: #cccccc; padding-top: 3.75pt">
<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In <font color="#224770">a previous post</font><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">,</span></em> we talked about the three different job descriptions most jobs have. Today, we'll look at 10 specific factors you can evaluate as you work to unite those three job descriptions into one.</span></b></p>
</td>
</tr>
</tbody>
</table>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
<table class="MsoNormalTable" border="0" cellpadding="0" style="mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184">
<tbody>
<tr style="mso-yfti-irow: 0; mso-yfti-firstrow: yes; mso-yfti-lastrow: yes">
<td style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0.75pt; background-color: transparent; padding-left: 0.75pt; padding-right: 0.75pt; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0.75pt">
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">These 10 elements describe the specific job requirements in terms of "compensable factors." You can use these factors to gauge whether the job description properly captures the job, and you can use these factors to help gauge the level of compensation that is appropriate, as well as the exempt/nonexempt status of the position.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Hereare the primary compensable factors:</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">1. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Experience.</span></strong> How long should the incumbent have worked in this job or in closely related jobs to be fully qualified? Is it important that the experience be within or outside the organization?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Education.</span></strong> What does the job require in terms of formal schooling, training, certification, or knowledge of a specialized field?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">3. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Responsibility.</span></strong> Is the employee responsible for the safety of other employees or for the loss or damage to tools, materials, or equipment? How significant to the employer is the work the position is responsible for? How big is the budget the incumbent manages?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">4. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Complexity of duties.</span></strong> Does the job require the incumbent to show judgment and initiative or to make independent decisions?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">5. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Supervision received.</span></strong> How closely does the incumbent's immediate supervisor or manager check his or her work? Does the supervisor or manager outline specific methods or work procedures?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">6. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Supervision exercised.</span></strong> How many people does the incumbent supervise, directly and indirectly? What responsibility does he or she have for controlling policy decisions, costs, or work methods?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">7. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Consequences of error.</span></strong> If the incumbent made an error, what dollar loss would be likely to result? How often does the possibility of loss or error occur?</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">8. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Working conditions.</span></strong> Is there anything in the work environment that is unusually hazardous or uncomfortable? For what percentage of the time is the incumbent exposed to such conditions?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">9. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Mental, physical, and visual demands.</span></strong> What degree of concentration is required? Are there special physical demands? Is eyestrain likely?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">10. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Confidential data.</span></strong> To what extent is the incumbent responsible for confidential information? What would be the consequences of unwarranted disclosure? To what extent are integrity and discretion important?</span></p>
</td>
</tr>
</tbody>
</table>]]></description>
        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">10 Critical "Compensable Factors" in Job Descriptions</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<table class="MsoNormalTable" border="1" cellpadding="0" width="450" style="border-bottom: #cccccc 1pt solid; border-left: #cccccc 1pt solid; margin: auto auto auto 7.5pt; width: 337.5pt; background: #e2e9f0; border-top: #cccccc 1pt solid; border-right: #cccccc 1pt solid; mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184; mso-padding-alt: 3.75pt 3.75pt 3.75pt 3.75pt; mso-border-alt: solid #CCCCCC .75pt">
<tbody>
<tr style="mso-yfti-irow: 0; mso-yfti-firstrow: yes; mso-yfti-lastrow: yes">
<td style="border-bottom: #cccccc; border-left: #cccccc; padding-bottom: 3.75pt; background-color: transparent; padding-left: 3.75pt; padding-right: 3.75pt; border-top: #cccccc; border-right: #cccccc; padding-top: 3.75pt">
<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In <font color="#224770">a previous post</font><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">,</span></em> we talked about the three different job descriptions most jobs have. Today, we'll look at 10 specific factors you can evaluate as you work to unite those three job descriptions into one.</span></b></p>
</td>
</tr>
</tbody>
</table>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
<table class="MsoNormalTable" border="0" cellpadding="0" style="mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184">
<tbody>
<tr style="mso-yfti-irow: 0; mso-yfti-firstrow: yes; mso-yfti-lastrow: yes">
<td style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0.75pt; background-color: transparent; padding-left: 0.75pt; padding-right: 0.75pt; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0.75pt">
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">These 10 elements describe the specific job requirements in terms of "compensable factors." You can use these factors to gauge whether the job description properly captures the job, and you can use these factors to help gauge the level of compensation that is appropriate, as well as the exempt/nonexempt status of the position.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Hereare the primary compensable factors:</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">1. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Experience.</span></strong> How long should the incumbent have worked in this job or in closely related jobs to be fully qualified? Is it important that the experience be within or outside the organization?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Education.</span></strong> What does the job require in terms of formal schooling, training, certification, or knowledge of a specialized field?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">3. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Responsibility.</span></strong> Is the employee responsible for the safety of other employees or for the loss or damage to tools, materials, or equipment? How significant to the employer is the work the position is responsible for? How big is the budget the incumbent manages?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">4. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Complexity of duties.</span></strong> Does the job require the incumbent to show judgment and initiative or to make independent decisions?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">5. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Supervision received.</span></strong> How closely does the incumbent's immediate supervisor or manager check his or her work? Does the supervisor or manager outline specific methods or work procedures?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">6. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Supervision exercised.</span></strong> How many people does the incumbent supervise, directly and indirectly? What responsibility does he or she have for controlling policy decisions, costs, or work methods?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">7. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Consequences of error.</span></strong> If the incumbent made an error, what dollar loss would be likely to result? How often does the possibility of loss or error occur?</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">8. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Working conditions.</span></strong> Is there anything in the work environment that is unusually hazardous or uncomfortable? For what percentage of the time is the incumbent exposed to such conditions?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">9. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Mental, physical, and visual demands.</span></strong> What degree of concentration is required? Are there special physical demands? Is eyestrain likely?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">10. <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Confidential data.</span></strong> To what extent is the incumbent responsible for confidential information? What would be the consequences of unwarranted disclosure? To what extent are integrity and discretion important?</span></p>
</td>
</tr>
</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=job-descriptions-compensable-factors#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=job-descriptions-compensable-factors</wfw:commentRss>
        <pubDate>Thu, 25 Feb 2010 15:50:12 +0000</pubDate>
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      <item>
        <title>Harassment - Witnesses</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=harassment-witnesses</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=harassment-witnesses</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Harassment Witnesses—How Many, Which Ones?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In our last Harassment article Attorney Rebecca Speer dissected "he said/she said" investigations. Today we'll get her take on how many witnesses to interview.</span></b></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Deciding whom to interview, and how many people to interview, involves a careful balancing of two competing objectives: the need to be thorough and the need to protect confidentiality, Speer says. Speer is founder and principal of Speer Associates/Workplace Counsel in San Francisco.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How you strike that balance in any given investigation will depend on numerous factors. These might include the nature, extent, and complexity of the factual questions at issue; the number of witnesses who are believed to have information relevant to those issues; the fruitfulness of interviews you have conducted as you proceed through the investigation; and so forth.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In determining the scope of interviewing:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Continue your interviews until you have satisfied yourself that you have adequately explored the factual questions at issue. Ask yourself, do important gaps exist in information you have gathered? Have you reconciled competing witness accounts?&#160; Have you adequately sought corroboration for the complainant's and accused's version of events?</span></p>
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<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Investigations typically will be faulted for being too narrow (not involving enough interviews), not for being too broad.&#160; So, if a doubt exists in your mind, opt for a broader investigation, within reasonable limits, of course, Speer advises.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In choosing whom to interview, consider the following:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Don't come up with a definitive witness list at the outset of the investigation.&#160; Instead, decide whom you will interview as the investigation progresses.&#160; Oftentimes, interviews with certain prospective witnesses become unnecessary as you successfully uncover information at earlier points in the investigation.</span></p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In deciding on the most appropriate witnesses, ask: Who has been identified as having knowledge regarding a particular issue? Or, who is best-positioned to possess that knowledge? Be sure that you can articulate a clear rationale for selecting someone as a witness.</span></p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l4 level1 lfo5"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">You will need to ask the complainant and the accused, and other witnesses as well, whom they suggest that you interview. Be sure to ask the reasons they have suggested someone as a witness. Take that information into consideration as you decide whether or not an interview with a particular person is necessary or not.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l4 level1 lfo5"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Ultimately, no hard-and-fast rules exist for deciding the scope of an investigation; in the end, it all comes down to the exercise of good judgment, thoughtfulness, and caution, Speer says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What's your policy on investigations? How about your policies on harassment and discrimination? Could they be among, say 50 or so of your policies that need regular updating (or maybe need to be written?). It's easy to let it slide, but you can't afford to backburner work on your policies—they're your only hope for consistent and compliant management that avoids lawsuits.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Harassment Witnesses—How Many, Which Ones?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In our last Harassment article Attorney Rebecca Speer dissected "he said/she said" investigations. Today we'll get her take on how many witnesses to interview.</span></b></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Deciding whom to interview, and how many people to interview, involves a careful balancing of two competing objectives: the need to be thorough and the need to protect confidentiality, Speer says. Speer is founder and principal of Speer Associates/Workplace Counsel in San Francisco.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How you strike that balance in any given investigation will depend on numerous factors. These might include the nature, extent, and complexity of the factual questions at issue; the number of witnesses who are believed to have information relevant to those issues; the fruitfulness of interviews you have conducted as you proceed through the investigation; and so forth.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In determining the scope of interviewing:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Continue your interviews until you have satisfied yourself that you have adequately explored the factual questions at issue. Ask yourself, do important gaps exist in information you have gathered? Have you reconciled competing witness accounts?&#160; Have you adequately sought corroboration for the complainant's and accused's version of events?</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Investigations typically will be faulted for being too narrow (not involving enough interviews), not for being too broad.&#160; So, if a doubt exists in your mind, opt for a broader investigation, within reasonable limits, of course, Speer advises.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In choosing whom to interview, consider the following:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Don't come up with a definitive witness list at the outset of the investigation.&#160; Instead, decide whom you will interview as the investigation progresses.&#160; Oftentimes, interviews with certain prospective witnesses become unnecessary as you successfully uncover information at earlier points in the investigation.</span></p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In deciding on the most appropriate witnesses, ask: Who has been identified as having knowledge regarding a particular issue? Or, who is best-positioned to possess that knowledge? Be sure that you can articulate a clear rationale for selecting someone as a witness.</span></p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l4 level1 lfo5"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">You will need to ask the complainant and the accused, and other witnesses as well, whom they suggest that you interview. Be sure to ask the reasons they have suggested someone as a witness. Take that information into consideration as you decide whether or not an interview with a particular person is necessary or not.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l4 level1 lfo5"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Ultimately, no hard-and-fast rules exist for deciding the scope of an investigation; in the end, it all comes down to the exercise of good judgment, thoughtfulness, and caution, Speer says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What's your policy on investigations? How about your policies on harassment and discrimination? Could they be among, say 50 or so of your policies that need regular updating (or maybe need to be written?). It's easy to let it slide, but you can't afford to backburner work on your policies—they're your only hope for consistent and compliant management that avoids lawsuits.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=harassment-witnesses#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=harassment-witnesses</wfw:commentRss>
        <pubDate>Wed, 24 Feb 2010 06:00:24 +0000</pubDate>
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        <title>Basically It&#039;s Over</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=basically-it-s-over</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=basically-it-s-over</guid>
        <description><![CDATA[<h1>Basically, It's Over</h1>
<h1><span class="h1_subhead">A parable about how one nation came to financial ruin.</span></h1>
<p><span class="byline">By Charles Munger Vice-Chairman Berkshire-Hathaway (Warren Buffet's Partner)</span></p>
<p><span class="dateline">Sunday, Feb. 21, 2010</span></p>
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<p><span class="imagewrapper" style="width: 252px"><img alt="Wall Street." src="http://img.slate.com/media/1/123125/123051/2240279/2243350/100219_$box_WallStTN.jpg" width="252" height="195" /></span></p>
<p>&#160;</p>
<p>In the early 1700s, Europeans discovered in the Pacific Ocean a large, unpopulated island with a temperate climate, rich in all nature's bounty except coal, oil, and natural gas. Reflecting its lack of civilization, they named this island "Basicland."</p>
<p>&#160;</p>
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<div style="text-align: left">&#160;Europeans rapidly repopulated Basicland, creating a new nation. They installed a system of government like that of the early United States. There was much encouragement of trade, and no internal tariff or other impediment to such trade. Property rights were greatly respected and strongly enforced. The banking system was simple. It adapted to a national ethos that sought to provide a sound currency, efficient trade, and ample loans for credit-worthy businesses while strongly discouraging loans to the incompetent or for ordinary daily purchases.</div>
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<p>&#160;</p>
<p>Moreover, almost no debt was used to purchase or carry securities or other investments, including real estate and tangible personal property. The one exception was the widespread presence of secured, high-down-payment, fully amortizing, fixed-rate loans on sound houses, other real estate, vehicles, and appliances, to be used by industrious persons who lived within their means. Speculation in Basicland's security and commodity markets was always rigorously discouraged and remained small. There was no trading in options on securities or in derivatives other than "plain vanilla" commodity contracts cleared through responsible exchanges under laws that greatly limited use of financial leverage.</p>
<p>&#160;</p>
<p>In its first 150 years, the government of Basicland spent no more than 7 percent of its gross domestic product in providing its citizens with essential services such as fire protection, water, sewage and garbage removal, some education, defense forces, courts, and immigration control. A strong family-oriented culture emphasizing duty to relatives, plus considerable private charity, provided the only social safety net.</p>
<p>The tax system was also simple. In the early years, governmental revenues came almost entirely from import duties, and taxes received matched government expenditures. There was never much debt outstanding in the form of government bonds.</p>
<p>&#160;</p>
<p>As Adam Smith would have expected, GDP per person grew steadily. Indeed, in the modern area it grew in real terms at 3 percent per year, decade after decade, until Basicland led the world in GDP per person. As this happened, taxes on sales, income, property, and payrolls were introduced. Eventually total taxes, matched by total government expenditures, amounted to 35 percent of GDP. The revenue from increased taxes was spent on more government-run education and a substantial government-run social safety net, including medical care and pensions.</p>
<p>&#160;</p>
<p>A regular increase in such tax-financed government spending, under systems hard to "game" by the unworthy, was considered a moral imperative—a sort of egality-promoting national dividend—so long as growth of such spending was kept well below the growth rate of the country's GDP per person.</p>
<p>&#160;</p>
<p>Basicland also sought to avoid trouble through a policy that kept imports and exports in near balance, with each amounting to about 25 percent of GDP. Some citizens were initially nervous because 60 percent of imports consisted of absolutely essential coal and oil. But, as the years rolled by with no terrible consequences from this dependency, such worry melted away.</p>
<p>&#160;</p>
<p>Basicland was exceptionally creditworthy, with no significant deficit ever allowed. And the present value of large "off-book" promises to provide future medical care and pensions appeared unlikely to cause problems, given Basicland's steady 3 percent growth in GDP per person and restraint in making unfunded promises. Basicland seemed to have a system that would long assure its felicity and long induce other nations to follow its example—thus improving the welfare of all humanity.</p>
<p>&#160;</p>
<p>But even a country as cautious, sound, and generous as Basicland could come to ruin if it failed to address the dangers that can be caused by the ordinary accidents of life. These dangers were significant by 2012, when the extreme prosperity of Basicland had created a peculiar outcome: As their affluence and leisure time grew, Basicland's citizens more and more whiled away their time in the excitement of casino gambling. Most casino revenue now came from bets on security prices under a system used in the 1920s in the United States and called "the bucket shop system."</p>
<p>&#160;</p>
<a name="page_start" id="page_start"></a><a name="p2" id="p2"></a>
<p>The winnings of the casinos eventually amounted to 25 percent of Basicland's GDP, while 22 percent of all employee earnings in Basicland were paid to persons employed by the casinos (many of whom were engineers needed elsewhere). So much time was spent at casinos that it amounted to an average of five hours per day for every citizen of Basicland, including newborn babies and the comatose elderly. Many of the gamblers were highly talented engineers attracted partly by casino poker but mostly by bets available in the bucket shop systems, with the bets now called "financial derivatives."</p>
<p>&#160;</p>
<p>Many people, particularly foreigners with savings to invest, regarded this situation as disgraceful. After all, they reasoned, it was just common sense for lenders to avoid gambling addicts. As a result, almost all foreigners avoided holding Basicland's currency or owning its bonds. They feared big trouble if the gambling-addicted citizens of Basicland were suddenly faced with hardship.</p>
<p>&#160;</p>
<p>And then came the twin shocks. Hydrocarbon prices rose to new highs. And in Basicland's export markets there was a dramatic increase in low-cost competition from developing countries. It was soon obvious that the same exports that had formerly amounted to 25 percent of Basicland's GDP would now only amount to 10 percent. Meanwhile, hydrocarbon imports would amount to 30 percent of GDP, instead of 15 percent. Suddenly Basicland had to come up with 30 percent of its GDP every year, in foreign currency, to pay its creditors.</p>
<p>&#160;</p>
<p>How was Basicland to adjust to this brutal new reality? This problem so stumped Basicland's politicians that they asked for advice from Benfranklin Leekwanyou Vokker, an old man who was considered so virtuous and wise that he was often called the "Good Father." Such consultations were rare. Politicians usually ignored the Good Father because he made no campaign contributions.</p>
<p>&#160;</p>
<p>Among the suggestions of the Good Father were the following. First, he suggested that Basicland change its laws. It should strongly discourage casino gambling, partly through a complete ban on the trading in financial derivatives, and it should encourage former casino employees—and former casino patrons—to produce and sell items that foreigners were willing to buy. Second, as this change was sure to be painful, he suggested that Basicland's citizens cheerfully embrace their fate. After all, he observed, a man diagnosed with lung cancer is willing to quit smoking and undergo surgery because it is likely to prolong his life.</p>
<p>&#160;</p>
<p>The views of the Good Father drew some approval, mostly from people who admired the fiscal virtue of the Romans during the Punic Wars. But others, including many of Basicland's prominent economists, had strong objections. These economists had intense faith that any outcome at all in a free market—even wild growth in casino gambling—is constructive. Indeed, these economists were so committed to their basic faith that they looked forward to the day when Basicland would expand real securities trading, as a percentage of securities outstanding, by a factor of 100, so that it could match the speculation level present in the United States just before onslaught of the Great Recession that began in 2008.</p>
<p>&#160;</p>
<p>The strong faith of these Basicland economists in the beneficence of hypergambling in both securities and financial derivatives stemmed from their utter rejection of the ideas of the great and long-dead economist who had known the most about hyperspeculation, John Maynard Keynes. Keynes had famously said, "When the capital development of a country is the byproduct of the operations of a casino, the job is likely to be ill done." It was easy for these economists to dismiss such a sentence because securities had been so long associated with respectable wealth, and financial derivatives seemed so similar to securities.</p>
<p>&#160;</p>
<p>Basicland's investment and commercial bankers were hostile to change. Like the objecting economists, the bankers wanted change exactly opposite to change wanted by the Good Father. Such bankers provided constructive services to Basicland. But they had only moderate earnings, which they deeply resented because Basicland's casinos—which provided no such constructive services—reported immoderate earnings from their bucket-shop systems. Moreover, foreign investment bankers had also reported immoderate earnings after building their own bucket-shop systems—and carefully obscuring this fact with ingenious twaddle, including claims that rational risk-management systems were in place, supervised by perfect regulators. Naturally, the ambitious Basicland bankers desired to prosper like the foreign bankers. And so they came to believe that the Good Father lacked any understanding of important and eternal causes of human progress that the bankers were trying to serve by creating more bucket shops in Basicland.</p>
<p>&#160;</p>
<p>Of course, the most effective political opposition to change came from the gambling casinos themselves. This was not surprising, as at least one casino was located in each legislative district. The casinos resented being compared with cancer when they saw themselves as part of a long-established industry that provided harmless pleasure while improving the thinking skills of its customers.</p>
<p>&#160;</p>
<p>As it worked out, the politicians ignored the Good Father one more time, and the Basicland banks were allowed to open bucket shops and to finance the purchase and carry of real securities with extreme financial leverage. A couple of economic messes followed, during which every constituency tried to avoid hardship by deflecting it to others. Much counterproductive governmental action was taken, and the country's credit was reduced to tatters. Basicland is now under new management, using a new governmental system. It also has a new nickname: Sorrowland.</p>
</div>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<h1>Basically, It's Over</h1>
<h1><span class="h1_subhead">A parable about how one nation came to financial ruin.</span></h1>
<p><span class="byline">By Charles Munger Vice-Chairman Berkshire-Hathaway (Warren Buffet's Partner)</span></p>
<p><span class="dateline">Sunday, Feb. 21, 2010</span></p>
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<p><span class="imagewrapper" style="width: 252px"><img alt="Wall Street." src="http://img.slate.com/media/1/123125/123051/2240279/2243350/100219_$box_WallStTN.jpg" width="252" height="195" /></span></p>
<p>&#160;</p>
<p>In the early 1700s, Europeans discovered in the Pacific Ocean a large, unpopulated island with a temperate climate, rich in all nature's bounty except coal, oil, and natural gas. Reflecting its lack of civilization, they named this island "Basicland."</p>
<p>&#160;</p>
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<div style="text-align: left">&#160;Europeans rapidly repopulated Basicland, creating a new nation. They installed a system of government like that of the early United States. There was much encouragement of trade, and no internal tariff or other impediment to such trade. Property rights were greatly respected and strongly enforced. The banking system was simple. It adapted to a national ethos that sought to provide a sound currency, efficient trade, and ample loans for credit-worthy businesses while strongly discouraging loans to the incompetent or for ordinary daily purchases.</div>
</div>
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<p>&#160;</p>
<p>Moreover, almost no debt was used to purchase or carry securities or other investments, including real estate and tangible personal property. The one exception was the widespread presence of secured, high-down-payment, fully amortizing, fixed-rate loans on sound houses, other real estate, vehicles, and appliances, to be used by industrious persons who lived within their means. Speculation in Basicland's security and commodity markets was always rigorously discouraged and remained small. There was no trading in options on securities or in derivatives other than "plain vanilla" commodity contracts cleared through responsible exchanges under laws that greatly limited use of financial leverage.</p>
<p>&#160;</p>
<p>In its first 150 years, the government of Basicland spent no more than 7 percent of its gross domestic product in providing its citizens with essential services such as fire protection, water, sewage and garbage removal, some education, defense forces, courts, and immigration control. A strong family-oriented culture emphasizing duty to relatives, plus considerable private charity, provided the only social safety net.</p>
<p>The tax system was also simple. In the early years, governmental revenues came almost entirely from import duties, and taxes received matched government expenditures. There was never much debt outstanding in the form of government bonds.</p>
<p>&#160;</p>
<p>As Adam Smith would have expected, GDP per person grew steadily. Indeed, in the modern area it grew in real terms at 3 percent per year, decade after decade, until Basicland led the world in GDP per person. As this happened, taxes on sales, income, property, and payrolls were introduced. Eventually total taxes, matched by total government expenditures, amounted to 35 percent of GDP. The revenue from increased taxes was spent on more government-run education and a substantial government-run social safety net, including medical care and pensions.</p>
<p>&#160;</p>
<p>A regular increase in such tax-financed government spending, under systems hard to "game" by the unworthy, was considered a moral imperative—a sort of egality-promoting national dividend—so long as growth of such spending was kept well below the growth rate of the country's GDP per person.</p>
<p>&#160;</p>
<p>Basicland also sought to avoid trouble through a policy that kept imports and exports in near balance, with each amounting to about 25 percent of GDP. Some citizens were initially nervous because 60 percent of imports consisted of absolutely essential coal and oil. But, as the years rolled by with no terrible consequences from this dependency, such worry melted away.</p>
<p>&#160;</p>
<p>Basicland was exceptionally creditworthy, with no significant deficit ever allowed. And the present value of large "off-book" promises to provide future medical care and pensions appeared unlikely to cause problems, given Basicland's steady 3 percent growth in GDP per person and restraint in making unfunded promises. Basicland seemed to have a system that would long assure its felicity and long induce other nations to follow its example—thus improving the welfare of all humanity.</p>
<p>&#160;</p>
<p>But even a country as cautious, sound, and generous as Basicland could come to ruin if it failed to address the dangers that can be caused by the ordinary accidents of life. These dangers were significant by 2012, when the extreme prosperity of Basicland had created a peculiar outcome: As their affluence and leisure time grew, Basicland's citizens more and more whiled away their time in the excitement of casino gambling. Most casino revenue now came from bets on security prices under a system used in the 1920s in the United States and called "the bucket shop system."</p>
<p>&#160;</p>
<a name="page_start" id="page_start"></a><a name="p2" id="p2"></a>
<p>The winnings of the casinos eventually amounted to 25 percent of Basicland's GDP, while 22 percent of all employee earnings in Basicland were paid to persons employed by the casinos (many of whom were engineers needed elsewhere). So much time was spent at casinos that it amounted to an average of five hours per day for every citizen of Basicland, including newborn babies and the comatose elderly. Many of the gamblers were highly talented engineers attracted partly by casino poker but mostly by bets available in the bucket shop systems, with the bets now called "financial derivatives."</p>
<p>&#160;</p>
<p>Many people, particularly foreigners with savings to invest, regarded this situation as disgraceful. After all, they reasoned, it was just common sense for lenders to avoid gambling addicts. As a result, almost all foreigners avoided holding Basicland's currency or owning its bonds. They feared big trouble if the gambling-addicted citizens of Basicland were suddenly faced with hardship.</p>
<p>&#160;</p>
<p>And then came the twin shocks. Hydrocarbon prices rose to new highs. And in Basicland's export markets there was a dramatic increase in low-cost competition from developing countries. It was soon obvious that the same exports that had formerly amounted to 25 percent of Basicland's GDP would now only amount to 10 percent. Meanwhile, hydrocarbon imports would amount to 30 percent of GDP, instead of 15 percent. Suddenly Basicland had to come up with 30 percent of its GDP every year, in foreign currency, to pay its creditors.</p>
<p>&#160;</p>
<p>How was Basicland to adjust to this brutal new reality? This problem so stumped Basicland's politicians that they asked for advice from Benfranklin Leekwanyou Vokker, an old man who was considered so virtuous and wise that he was often called the "Good Father." Such consultations were rare. Politicians usually ignored the Good Father because he made no campaign contributions.</p>
<p>&#160;</p>
<p>Among the suggestions of the Good Father were the following. First, he suggested that Basicland change its laws. It should strongly discourage casino gambling, partly through a complete ban on the trading in financial derivatives, and it should encourage former casino employees—and former casino patrons—to produce and sell items that foreigners were willing to buy. Second, as this change was sure to be painful, he suggested that Basicland's citizens cheerfully embrace their fate. After all, he observed, a man diagnosed with lung cancer is willing to quit smoking and undergo surgery because it is likely to prolong his life.</p>
<p>&#160;</p>
<p>The views of the Good Father drew some approval, mostly from people who admired the fiscal virtue of the Romans during the Punic Wars. But others, including many of Basicland's prominent economists, had strong objections. These economists had intense faith that any outcome at all in a free market—even wild growth in casino gambling—is constructive. Indeed, these economists were so committed to their basic faith that they looked forward to the day when Basicland would expand real securities trading, as a percentage of securities outstanding, by a factor of 100, so that it could match the speculation level present in the United States just before onslaught of the Great Recession that began in 2008.</p>
<p>&#160;</p>
<p>The strong faith of these Basicland economists in the beneficence of hypergambling in both securities and financial derivatives stemmed from their utter rejection of the ideas of the great and long-dead economist who had known the most about hyperspeculation, John Maynard Keynes. Keynes had famously said, "When the capital development of a country is the byproduct of the operations of a casino, the job is likely to be ill done." It was easy for these economists to dismiss such a sentence because securities had been so long associated with respectable wealth, and financial derivatives seemed so similar to securities.</p>
<p>&#160;</p>
<p>Basicland's investment and commercial bankers were hostile to change. Like the objecting economists, the bankers wanted change exactly opposite to change wanted by the Good Father. Such bankers provided constructive services to Basicland. But they had only moderate earnings, which they deeply resented because Basicland's casinos—which provided no such constructive services—reported immoderate earnings from their bucket-shop systems. Moreover, foreign investment bankers had also reported immoderate earnings after building their own bucket-shop systems—and carefully obscuring this fact with ingenious twaddle, including claims that rational risk-management systems were in place, supervised by perfect regulators. Naturally, the ambitious Basicland bankers desired to prosper like the foreign bankers. And so they came to believe that the Good Father lacked any understanding of important and eternal causes of human progress that the bankers were trying to serve by creating more bucket shops in Basicland.</p>
<p>&#160;</p>
<p>Of course, the most effective political opposition to change came from the gambling casinos themselves. This was not surprising, as at least one casino was located in each legislative district. The casinos resented being compared with cancer when they saw themselves as part of a long-established industry that provided harmless pleasure while improving the thinking skills of its customers.</p>
<p>&#160;</p>
<p>As it worked out, the politicians ignored the Good Father one more time, and the Basicland banks were allowed to open bucket shops and to finance the purchase and carry of real securities with extreme financial leverage. A couple of economic messes followed, during which every constituency tried to avoid hardship by deflecting it to others. Much counterproductive governmental action was taken, and the country's credit was reduced to tatters. Basicland is now under new management, using a new governmental system. It also has a new nickname: Sorrowland.</p>
</div>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=basically-it-s-over#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=basically-it-s-over</wfw:commentRss>
        <pubDate>Mon, 22 Feb 2010 16:44:32 +0000</pubDate>
      </item>
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        <title>Harassment - Walking the Tightrope</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=harassment-walking-the-tightrope</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=harassment-walking-the-tightrope</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Walking the Tightrope of He Said/She Said</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">There's not much trickier than investigating "he said/she said" accusations. The key to dealing with these situations, says attorney Rebecca Speer, is to do everything reasonably in your power to uncover "corroborating evidence," that is, information that would support the complainant's—or the accused's—version of events.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"In my experience," Speer says, "Even the most starkly seeming he said/she said situations can offer ample opportunity for corroboration, and it's one of your main duties as a diligent investigator to seek it out."&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Speer is founder and principal of Speer Associates/Workplace Counsel in San Francisco.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Corroboration takes many forms, she notes, and is not limited to the accounts of direct witness-observers to an alleged incident.&#160; For instance, she says, "If a female employee contends that, over a period of time, her manager engaged in offensive behavior towards her in private—outside the presence or earshot of anyone—I would want to know:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did the complainant complain to anyone about the behavior in question around the time it supposedly occurred?&#160;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did the complainant engage in any contemporaneous, or near-contemporaneous, conversations with anyone (e.g., close co-workers, a supervisor) that offer any insight into whether or not certain events occurred and, if so, precisely what occurred?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Similarly, did the accused engage in any conversations or make statements during the relevant time period(s) that offer insight into whether or not he engaged in the alleged offensive behavior?&#160;<strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;</span></strong></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did anyone notice a change in rapport between the complainant and the accused around the relevant time period(s), signaling possible tensions or problems?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Do any e-mail communications or other documents between the complainant and accused, or between either of them and others, provide information and insight into alleged events?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Do any circumstances occurring during the relevant time period(s) (e.g., an extended absence or precipitous drop in performance by the complainant) suggest that the alleged events occurred?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Does any other information (e.g., past complaints about similar behavior by the accused or, alternatively, a history of exemplary behavior by the accused) provide some support for the complainant's allegations or the accused's version of events?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Does any information exist indicating any motivation the complainant might have to lie or exaggerate about the matters in question? The accused?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Does the absence of information on the above fronts suggest anything to you? "</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Ultimately, it's important to do everything in your power not to stop an investigation in its tracks when you encounter the "he said/she said" dilemma, says Speer.&#160; When you cannot identify any direct witnesses to alleged incidents, don’t give up.&#160;</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Instead, focus on the "ripple effect," that is, on the events or circumstances that you would expect to see if the alleged incidents occurred (or, alternatively, did not occur). Doing so will bring you closer to a comfortable determination of whether sufficient evidence exists to support the complainant's, or the accused's version of events.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In tomorrow's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor,</span></em> we'll get Speer's take on interviewing witnesses, and we'll take a look at a unique HR policy program that will help you avoid “he said/she said” situations and many other day-to-day problems.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Walking the Tightrope of He Said/She Said</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">There's not much trickier than investigating "he said/she said" accusations. The key to dealing with these situations, says attorney Rebecca Speer, is to do everything reasonably in your power to uncover "corroborating evidence," that is, information that would support the complainant's—or the accused's—version of events.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"In my experience," Speer says, "Even the most starkly seeming he said/she said situations can offer ample opportunity for corroboration, and it's one of your main duties as a diligent investigator to seek it out."&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Speer is founder and principal of Speer Associates/Workplace Counsel in San Francisco.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Corroboration takes many forms, she notes, and is not limited to the accounts of direct witness-observers to an alleged incident.&#160; For instance, she says, "If a female employee contends that, over a period of time, her manager engaged in offensive behavior towards her in private—outside the presence or earshot of anyone—I would want to know:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did the complainant complain to anyone about the behavior in question around the time it supposedly occurred?&#160;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did the complainant engage in any contemporaneous, or near-contemporaneous, conversations with anyone (e.g., close co-workers, a supervisor) that offer any insight into whether or not certain events occurred and, if so, precisely what occurred?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Similarly, did the accused engage in any conversations or make statements during the relevant time period(s) that offer insight into whether or not he engaged in the alleged offensive behavior?&#160;<strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;</span></strong></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did anyone notice a change in rapport between the complainant and the accused around the relevant time period(s), signaling possible tensions or problems?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Do any e-mail communications or other documents between the complainant and accused, or between either of them and others, provide information and insight into alleged events?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Do any circumstances occurring during the relevant time period(s) (e.g., an extended absence or precipitous drop in performance by the complainant) suggest that the alleged events occurred?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Does any other information (e.g., past complaints about similar behavior by the accused or, alternatively, a history of exemplary behavior by the accused) provide some support for the complainant's allegations or the accused's version of events?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Does any information exist indicating any motivation the complainant might have to lie or exaggerate about the matters in question? The accused?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Does the absence of information on the above fronts suggest anything to you? "</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Ultimately, it's important to do everything in your power not to stop an investigation in its tracks when you encounter the "he said/she said" dilemma, says Speer.&#160; When you cannot identify any direct witnesses to alleged incidents, don’t give up.&#160;</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Instead, focus on the "ripple effect," that is, on the events or circumstances that you would expect to see if the alleged incidents occurred (or, alternatively, did not occur). Doing so will bring you closer to a comfortable determination of whether sufficient evidence exists to support the complainant's, or the accused's version of events.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In tomorrow's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor,</span></em> we'll get Speer's take on interviewing witnesses, and we'll take a look at a unique HR policy program that will help you avoid “he said/she said” situations and many other day-to-day problems.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=harassment-walking-the-tightrope#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=harassment-walking-the-tightrope</wfw:commentRss>
        <pubDate>Mon, 22 Feb 2010 14:34:14 +0000</pubDate>
      </item>
      <item>
        <title>CONTACT &amp; SMART</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-smart</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-smart</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">CONTACT and SMART Are Secrets to Performance Feedback</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">When an employee does not perform well and a manager needs to put something in writing, whether for a performance review or between evaluations, attorney Marie Burke Kenny recommends keeping two acronyms in mind: CONTACT and SMART.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Kenny, appearing again in today's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor</span></em> courtesy of the Employer Resource Institute<sup>®</sup>, is a partner in the San Diego office of the law firm Luce, Forward, Hamilton &amp; Scripps, LLP.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">CONTACT Is Key</font></font></font></span></h3>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">C stands for "comprehensive."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Make sure the memo is comprehensive in describing the history of the issue and why now is the appropriate time to write up the employee for poor performance.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">O stands for "objective."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A supervisor should get HR's input on an evaluation. A second set of eyes helps the supervisor be more objective. Supervisors should also hold onto whatever they write for at least 24 hours because that break in time can change their perspective.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">N is for "no charity."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">No charity means not being dishonest for the sake of complimenting the employee. It's always a good idea to identify something the employee is doing well, but you should not tell an employee that he or she is doing something well if it's not true. Kenny says she sees too many performance reviews and memos that are filled with charity, which employees use against the company down the line in lawsuits.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">T stands for "timely."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The feedback has to be timely. It's wrong to write up an employee for something that happened 6 months ago.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A stands for "accurate."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Make sure the facts in an evaluation are absolutely correct and independently verifiable through calendars, appointments, and other sources.</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">C #2 stands for "candid."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Be straightforward and honest about an employee's performance.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">T stands for "training."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Any time an employee is promoted from a subordinate to a supervisor position, there should be training on how to manage employees. It can save the company a lot of heartache and money in legal bills.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">SMART Keeps You in Line</font></font></font></span></h3>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">S stands for "specific."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">You should specify what the performance issue is. If your sales employee is not meeting his or her sales quota, says Kenny, you could say, "You've only hit 40 percent of your sales quota for the last two months. At the end of the next two months, we expect you to hit 65 percent."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">M is for "measurable."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Whatever you're asking of the employee must be measurable. For example:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Generate $50,000 in sales per month.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Meet all weekly report deadlines.</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A stands for "achievable."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Managers may be frustrated that a sales employee is not hitting his or her sales goals, but they let it slide for a few months. Then, all of a sudden, they tell the employee, "That's it! I let you slide for a few months; you've been at 50 percent of sales quota, I want to see you at 100 percent by the end of this month"--and it's halfway through the month. Is that really achievable? Not likely.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">R is for "realistic,"</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">which ties in with achievable. A goal is not realistic if it's not achievable within the stated time frame.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">T is for "turnaround.”</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;When do you expect to see the desired performance?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What's the most important letter? That's easy—T for "training." It's how you make all the others happen.&#160; Your managers and supervisors need training on performance management. Come to think of it, they also need training on hiring and firing—and everything in between.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Training is especially critical for supervisors who are new to the job. They don’t know how to handle hiring, they don’t know how to handle other basic tasks like appraising and firing, and that’s to say nothing of handling intermittent leave or accommodating a disability.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It’s not their fault—you didn’t hire them for their HR knowledge—and you can’t expect them to act appropriately right out of the box. But you can train them to do it.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Kenny, appearing again in today's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor</span></em> courtesy of the Employer Resource Institute<sup>®</sup>, is a partner in the San Diego office of the law firm Luce, Forward, Hamilton &amp; Scripps, LLP.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">CONTACT Is Key</font></font></font></span></h3>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">C stands for "comprehensive."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Make sure the memo is comprehensive in describing the history of the issue and why now is the appropriate time to write up the employee for poor performance.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">O stands for "objective."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A supervisor should get HR's input on an evaluation. A second set of eyes helps the supervisor be more objective. Supervisors should also hold onto whatever they write for at least 24 hours because that break in time can change their perspective.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">N is for "no charity."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">No charity means not being dishonest for the sake of complimenting the employee. It's always a good idea to identify something the employee is doing well, but you should not tell an employee that he or she is doing something well if it's not true. Kenny says she sees too many performance reviews and memos that are filled with charity, which employees use against the company down the line in lawsuits.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">T stands for "timely."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The feedback has to be timely. It's wrong to write up an employee for something that happened 6 months ago.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A stands for "accurate."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Make sure the facts in an evaluation are absolutely correct and independently verifiable through calendars, appointments, and other sources.</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">C #2 stands for "candid."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Be straightforward and honest about an employee's performance.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">T stands for "training."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Any time an employee is promoted from a subordinate to a supervisor position, there should be training on how to manage employees. It can save the company a lot of heartache and money in legal bills.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">SMART Keeps You in Line</font></font></font></span></h3>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">S stands for "specific."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">You should specify what the performance issue is. If your sales employee is not meeting his or her sales quota, says Kenny, you could say, "You've only hit 40 percent of your sales quota for the last two months. At the end of the next two months, we expect you to hit 65 percent."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">M is for "measurable."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Whatever you're asking of the employee must be measurable. For example:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Generate $50,000 in sales per month.</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A stands for "achievable."</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Managers may be frustrated that a sales employee is not hitting his or her sales goals, but they let it slide for a few months. Then, all of a sudden, they tell the employee, "That's it! I let you slide for a few months; you've been at 50 percent of sales quota, I want to see you at 100 percent by the end of this month"--and it's halfway through the month. Is that really achievable? Not likely.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">R is for "realistic,"</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">which ties in with achievable. A goal is not realistic if it's not achievable within the stated time frame.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">T is for "turnaround.”</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;When do you expect to see the desired performance?</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What's the most important letter? That's easy—T for "training." It's how you make all the others happen.&#160; Your managers and supervisors need training on performance management. Come to think of it, they also need training on hiring and firing—and everything in between.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Training is especially critical for supervisors who are new to the job. They don’t know how to handle hiring, they don’t know how to handle other basic tasks like appraising and firing, and that’s to say nothing of handling intermittent leave or accommodating a disability.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It’s not their fault—you didn’t hire them for their HR knowledge—and you can’t expect them to act appropriately right out of the box. But you can train them to do it.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-smart#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=contact-smart</wfw:commentRss>
        <pubDate>Thu, 18 Feb 2010 13:14:38 +0000</pubDate>
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        <title>Problem Employees</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=problem-employees</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=problem-employees</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">The 'Easy' Way to Deal with Problem Employees</font></font></span></h1>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Problem employees. You're not ready to fire them, but you certainly have to do something. In today's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor,</span></em> courtesy of the Employer Resource Institute®, we get answers from Marie Burke Kenny, an experienced employment law attorney and a partner in the San Diego office of the law firm Luce, Forward, Hamilton &amp; Scripps, LLP.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Do you have an overarching piece of advice to give to employers, right off the bat?</span></strong></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Starting right at the interviewing stage, the most important thing employers and supervisors can do is to set clear expectations. Employees must understand in very specific terms what is expected of them.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Many managers believe employees should 'just know' what's expected of them. That's a big mistake."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What should an employer do when an employee has been given clear expectations but still falls short?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Early intervention is often the key. Supervisors tend to wait and stew on an issue, and by the time they raise it with the employee, they have become too upset about it."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Kenny says she often hears this from supervisors: "This employee is useless. From day 1, she's never done her job correctly." "So I say, 'It's been 13 months and you've never talked to her about this? Well, she must be doing something right.'</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Supervisors often respond by telling me, 'I don't want to put anything she's doing right in writing; I'm setting her up for termination.' That is a big mistake. Judges, juries, and arbitrators want to believe the employee was treated fairly, and they want to see documentation that illustrates that the supervisor gave the employee a reasonable and fair opportunity to turn work performance around."</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Should an employer delve into the reasons an employee is not meeting expectations?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Pursuing the reasons why is not the appropriate focus; instead, concentrate on what the performance issue is. Give the employee the opportunity to volunteer the information rather than say, for example, 'I know you're going through a divorce right now,' or 'Have you gone to a psychiatrist recently? You're acting manic.' Don't put yourself in a position in which you judge a person's life or diagnose his or her behaviors in the workplace.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"It's more appropriate to meet with the employee to discuss the performance issues and say, at the conclusion of the meeting, 'We've developed a performance action plan here—how can I help you succeed in this job?' That will usually unveil any issues on the employee's mind. The person might say, 'I need a leave of absence,' or 'I need to work part-time for a while,' or 'Actually, I'm seeing a psychiatrist and I'm on medication; we haven't fine-tuned the dosage yet.' Such comments trigger red flags about the employer's duty to accommodate a disability, but it's certainly not up to the supervisor to try to diagnose the reason for the employee's poor performance. Again, it's better to focus on the performance issue itself."</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How do performance evaluations fit into all this?</span></strong></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"You never want surprises showing up in the written performance evaluation. I have heard supervisors say, 'This employee has been performing horribly for months, and I'm really keeping a detailed log on it. Boy, wait until he gets that performance evaluation—he's going to be blown out of the water.'</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Supervisors should not store up these comments. Instead, they should provide feedback on an ongoing basis so there are no surprises in the written performance evaluation."</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">The 'Easy' Way to Deal with Problem Employees</font></font></span></h1>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Problem employees. You're not ready to fire them, but you certainly have to do something. In today's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor,</span></em> courtesy of the Employer Resource Institute®, we get answers from Marie Burke Kenny, an experienced employment law attorney and a partner in the San Diego office of the law firm Luce, Forward, Hamilton &amp; Scripps, LLP.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Do you have an overarching piece of advice to give to employers, right off the bat?</span></strong></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Starting right at the interviewing stage, the most important thing employers and supervisors can do is to set clear expectations. Employees must understand in very specific terms what is expected of them.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Many managers believe employees should 'just know' what's expected of them. That's a big mistake."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What should an employer do when an employee has been given clear expectations but still falls short?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Early intervention is often the key. Supervisors tend to wait and stew on an issue, and by the time they raise it with the employee, they have become too upset about it."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Kenny says she often hears this from supervisors: "This employee is useless. From day 1, she's never done her job correctly." "So I say, 'It's been 13 months and you've never talked to her about this? Well, she must be doing something right.'</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Supervisors often respond by telling me, 'I don't want to put anything she's doing right in writing; I'm setting her up for termination.' That is a big mistake. Judges, juries, and arbitrators want to believe the employee was treated fairly, and they want to see documentation that illustrates that the supervisor gave the employee a reasonable and fair opportunity to turn work performance around."</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Should an employer delve into the reasons an employee is not meeting expectations?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Pursuing the reasons why is not the appropriate focus; instead, concentrate on what the performance issue is. Give the employee the opportunity to volunteer the information rather than say, for example, 'I know you're going through a divorce right now,' or 'Have you gone to a psychiatrist recently? You're acting manic.' Don't put yourself in a position in which you judge a person's life or diagnose his or her behaviors in the workplace.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"It's more appropriate to meet with the employee to discuss the performance issues and say, at the conclusion of the meeting, 'We've developed a performance action plan here—how can I help you succeed in this job?' That will usually unveil any issues on the employee's mind. The person might say, 'I need a leave of absence,' or 'I need to work part-time for a while,' or 'Actually, I'm seeing a psychiatrist and I'm on medication; we haven't fine-tuned the dosage yet.' Such comments trigger red flags about the employer's duty to accommodate a disability, but it's certainly not up to the supervisor to try to diagnose the reason for the employee's poor performance. Again, it's better to focus on the performance issue itself."</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How do performance evaluations fit into all this?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"You never want surprises showing up in the written performance evaluation. I have heard supervisors say, 'This employee has been performing horribly for months, and I'm really keeping a detailed log on it. Boy, wait until he gets that performance evaluation—he's going to be blown out of the water.'</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Supervisors should not store up these comments. Instead, they should provide feedback on an ongoing basis so there are no surprises in the written performance evaluation."</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=problem-employees#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=problem-employees</wfw:commentRss>
        <pubDate>Wed, 17 Feb 2010 14:48:12 +0000</pubDate>
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        <title>ADA, FLMA and Workman&#039;s Compensation</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=ada-flma-and-workman-s-compensation</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=ada-flma-and-workman-s-compensation</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Escape from HR's Bermuda Triangle</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">There's little doubt that the most puzzling and frustrating trio in HR is FMLA, ADA, and Workers' Compensation. In today's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor,</span></em> we'll answer key questions about the overlapping of the three laws.</span></b></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What's the main issue with the workers’ compensation, FMLA, and ADA overlap?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If a worker is on leave because of a work-related injury that qualifies for workers’ compensation, the leave may also qualify as FMLA leave. Employers will generally want to designate qualified workers’ compensation leaves as FMLA leaves in order to begin exhausting the 12-week leave allotment. The work-related injury may also qualify the employee for protections under the ADA (e.g., if the injury substantially limits a major life activity), in which case, an accommodation may be needed.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Does a workers’ compensation injury always qualify for FMLA?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">No. In order to constitute a serious health condition under the FMLA, the injury must meet FMLA criteria (e.g., it must require continuing medical treatment for a period of 3 or more days). An employee could sustain an injury at work that required a single medical visit—for example, a minor sprain. Workers’ compensation would probably apply and cover the employee’s medical expenses but, unless the sprain were severe enough to require continued medical treatment and to require that the employee be away from work for 3 or more days, it would not qualify for FMLA.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Does a workers’ compensation injury or illness or an FMLA serious health condition necessarily constitute an ADA disability?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">No. An ADA disability is an impairment that “substantially limits one or more major life activities” (caring for oneself, performing manual tasks, walking, seeing, hearing, sitting, standing, bending, lifting, speaking, breathing, learning, and working). It also includes cognitive skills and the capacity to concentrate, remember, and reason, or having a record of such an impairment or being regarded as having such an impairment.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Many workers’ compensation injuries are not “disabilities” under the ADA, meaning that they may not substantially limit a worker’s ability to perform a major life activity.</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What does it mean that workers’ compensation and FMLA leave run concurrently?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If the employer designates a workers’ compensation leave as an FMLA leave as well, it means that the normally unpaid FMLA leave will probably be paid to some degree because wage replacement will be paid by workers’ compensation. It also means that the person may not be fired for absence, even if the person is out of work beyond the employer’s cut-off absence day.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Can the employer fire the worker out on leave?</span></strong></p>
<p>&#160;</p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Workers’ compensation:</span></em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160; In almost all states, it is illegal to fire an employee expressly for filing for or using workers’ compensation benefits. On the other hand, employers may fire an employee out on workers’ compensation for violating a neutral and consistently enforced employee absence program or if the employee is not able to do his or her job.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A few states require that the employer make every effort to reinstate the employee to his or her former job or an equivalent job if possible. Employers should check the law in their own state.</span></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">FMLA:</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">FMLA guarantees the employee’s right to restoration to the same job or an equivalent job when the employee returns to work. Additionally, time out on FMLA leave may not be counted as absence at all. The FMLA also prohibits employers from retaliating against employees for taking an FMLA leave. Therefore, if an employer terminates an employee during or shortly after an FMLA leave, the employer runs the risk that the termination will be perceived to be retaliatory, exposing the employer to potential liability.</span></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">ADA:</span></em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160; A qualified individual with a disability is entitled to return to the same or an equivalent position unless the employer demonstrates that holding the position open would impose an undue hardship. An employer may not apply a “no-fault” leave policy (under which employees are automatically terminated after they have been on leave for a certain period of time) to an employee with a disability who needs leave beyond the set period. Instead, the employer must modify its no-fault leave policy to provide the employee with the additional leave, unless it can show that an undue hardship would result.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Escape from HR's Bermuda Triangle</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">There's little doubt that the most puzzling and frustrating trio in HR is FMLA, ADA, and Workers' Compensation. In today's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor,</span></em> we'll answer key questions about the overlapping of the three laws.</span></b></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What's the main issue with the workers’ compensation, FMLA, and ADA overlap?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If a worker is on leave because of a work-related injury that qualifies for workers’ compensation, the leave may also qualify as FMLA leave. Employers will generally want to designate qualified workers’ compensation leaves as FMLA leaves in order to begin exhausting the 12-week leave allotment. The work-related injury may also qualify the employee for protections under the ADA (e.g., if the injury substantially limits a major life activity), in which case, an accommodation may be needed.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Does a workers’ compensation injury always qualify for FMLA?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">No. In order to constitute a serious health condition under the FMLA, the injury must meet FMLA criteria (e.g., it must require continuing medical treatment for a period of 3 or more days). An employee could sustain an injury at work that required a single medical visit—for example, a minor sprain. Workers’ compensation would probably apply and cover the employee’s medical expenses but, unless the sprain were severe enough to require continued medical treatment and to require that the employee be away from work for 3 or more days, it would not qualify for FMLA.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Does a workers’ compensation injury or illness or an FMLA serious health condition necessarily constitute an ADA disability?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">No. An ADA disability is an impairment that “substantially limits one or more major life activities” (caring for oneself, performing manual tasks, walking, seeing, hearing, sitting, standing, bending, lifting, speaking, breathing, learning, and working). It also includes cognitive skills and the capacity to concentrate, remember, and reason, or having a record of such an impairment or being regarded as having such an impairment.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Many workers’ compensation injuries are not “disabilities” under the ADA, meaning that they may not substantially limit a worker’s ability to perform a major life activity.</span></p>
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<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What does it mean that workers’ compensation and FMLA leave run concurrently?</span></strong></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If the employer designates a workers’ compensation leave as an FMLA leave as well, it means that the normally unpaid FMLA leave will probably be paid to some degree because wage replacement will be paid by workers’ compensation. It also means that the person may not be fired for absence, even if the person is out of work beyond the employer’s cut-off absence day.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Can the employer fire the worker out on leave?</span></strong></p>
<p>&#160;</p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Workers’ compensation:</span></em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160; In almost all states, it is illegal to fire an employee expressly for filing for or using workers’ compensation benefits. On the other hand, employers may fire an employee out on workers’ compensation for violating a neutral and consistently enforced employee absence program or if the employee is not able to do his or her job.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A few states require that the employer make every effort to reinstate the employee to his or her former job or an equivalent job if possible. Employers should check the law in their own state.</span></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">FMLA:</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">FMLA guarantees the employee’s right to restoration to the same job or an equivalent job when the employee returns to work. Additionally, time out on FMLA leave may not be counted as absence at all. The FMLA also prohibits employers from retaliating against employees for taking an FMLA leave. Therefore, if an employer terminates an employee during or shortly after an FMLA leave, the employer runs the risk that the termination will be perceived to be retaliatory, exposing the employer to potential liability.</span></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">ADA:</span></em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160; A qualified individual with a disability is entitled to return to the same or an equivalent position unless the employer demonstrates that holding the position open would impose an undue hardship. An employer may not apply a “no-fault” leave policy (under which employees are automatically terminated after they have been on leave for a certain period of time) to an employee with a disability who needs leave beyond the set period. Instead, the employer must modify its no-fault leave policy to provide the employee with the additional leave, unless it can show that an undue hardship would result.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=ada-flma-and-workman-s-compensation#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=ada-flma-and-workman-s-compensation</wfw:commentRss>
        <pubDate>Mon, 15 Feb 2010 12:48:48 +0000</pubDate>
      </item>
      <item>
        <title>Proactive Corporate Blogging</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=proactive-corporate-blogging</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=proactive-corporate-blogging</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Negative Blogs: Your Story or Theirs?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">No matter what you do, your company is going to be featured on blogs, says Alison Davis. "So you have a choice as a company—either you lay out the story from your perspective, or you let someone else write it."</span></b></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis, a communications consultant, recommends a thorough and proactive approach to social media on the Web. Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The first step is to set up collaboration with your communications group. Consider the following:</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Monitor ongoing Web activity.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Remind your communications people to be on the lookout for negative blogging or other social media problems. There are services and software that help you to troll the Web to see what is brewing out there, Davis says.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Develop a response strategy.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Again, work with communications. If X, how will we respond? "We need to be out front on this. We need to tell our side of the story. Don't let someone else tell it."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Determine everyone's roles.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In particular, clarify roles of senior management and "spokespersons."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Decide on your stance.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">You might want to be aggressive—what this person is saying is not true. Or you might want a gentler approach—this is our position on this topic. Or you might want to ignore the situation entirely.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Take a holistic approach.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis suggests that a social media presence that displays a positive impression of your organization will counteract the negative that's bound to be out there. For example, says Davis, check out these possibilities:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Ernst &amp; Young<sup>®</sup>—Facebook page. It is designed for recruiting. Employees talk about life at the company and answer questions. The overall impression is that it's a positive site to visit, you can get your questions answered, and you'll be convinced that this is a great place to work. "It is a great balancing force—all these positive voices of former employees," says Davis.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Best Buy<sup>®</sup>—their site just for store associates, Blue Shirt Nation, that establishes a sense of community. It's an interesting approach, Davis says. You can make connections, can ask other employees questions, etc. It's very proactive and forward thinking, Davis believes.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">KMPG<sup>®</sup>—their program to stay in touch with former employees. A number of firms are doing this, Davis says. The former employee could be a client, could recommend you, or could come back and work for you.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Balance freedom of speech and company guidelines.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">There's no one right answer, Davis says. How much freedom do you want people to have while making sure that they are using time appropriately? You want to be neither too restrictive nor too loose.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What sort of culture do you have? Casual golf shirt, don't monitor lunch hours, or do you have more "rules and guidelines and boundaries"? The culture can be reflected in your social media policy. "Make it fit," Davis says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Still not completely sure how your organization can use social media? Don't know what to tweet or when? Have specific questions about how to go about it? You're in luck, because there's a BLR-sponsored webinar next week to answer your questions about Twitter and other social media sites.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">More and more Americans and their employers are hopping on the Twitter bandwagon. A recent survey by Jobvite.com revealed that 80 percent of the organizations polled plan to use this social networking tool to recruit talent, with 42 percent of recruiters saying they already tweet to attract and hire candidates.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Couple those statistics with a recent Challenger, Gray &amp; Christmas report indicating that Twitter is one of the preeminent tools jobseekers are using to find jobs—and it's no wonder that Twitter is so hot.&#160;</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Negative Blogs: Your Story or Theirs?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">No matter what you do, your company is going to be featured on blogs, says Alison Davis. "So you have a choice as a company—either you lay out the story from your perspective, or you let someone else write it."</span></b></p>
</td>
</tr>
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</table>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis, a communications consultant, recommends a thorough and proactive approach to social media on the Web. Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The first step is to set up collaboration with your communications group. Consider the following:</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Monitor ongoing Web activity.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Remind your communications people to be on the lookout for negative blogging or other social media problems. There are services and software that help you to troll the Web to see what is brewing out there, Davis says.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Develop a response strategy.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Again, work with communications. If X, how will we respond? "We need to be out front on this. We need to tell our side of the story. Don't let someone else tell it."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Determine everyone's roles.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In particular, clarify roles of senior management and "spokespersons."</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Decide on your stance.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">You might want to be aggressive—what this person is saying is not true. Or you might want a gentler approach—this is our position on this topic. Or you might want to ignore the situation entirely.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Take a holistic approach.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis suggests that a social media presence that displays a positive impression of your organization will counteract the negative that's bound to be out there. For example, says Davis, check out these possibilities:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Ernst &amp; Young<sup>®</sup>—Facebook page. It is designed for recruiting. Employees talk about life at the company and answer questions. The overall impression is that it's a positive site to visit, you can get your questions answered, and you'll be convinced that this is a great place to work. "It is a great balancing force—all these positive voices of former employees," says Davis.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Best Buy<sup>®</sup>—their site just for store associates, Blue Shirt Nation, that establishes a sense of community. It's an interesting approach, Davis says. You can make connections, can ask other employees questions, etc. It's very proactive and forward thinking, Davis believes.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">KMPG<sup>®</sup>—their program to stay in touch with former employees. A number of firms are doing this, Davis says. The former employee could be a client, could recommend you, or could come back and work for you.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Balance freedom of speech and company guidelines.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">There's no one right answer, Davis says. How much freedom do you want people to have while making sure that they are using time appropriately? You want to be neither too restrictive nor too loose.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What sort of culture do you have? Casual golf shirt, don't monitor lunch hours, or do you have more "rules and guidelines and boundaries"? The culture can be reflected in your social media policy. "Make it fit," Davis says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Still not completely sure how your organization can use social media? Don't know what to tweet or when? Have specific questions about how to go about it? You're in luck, because there's a BLR-sponsored webinar next week to answer your questions about Twitter and other social media sites.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">More and more Americans and their employers are hopping on the Twitter bandwagon. A recent survey by Jobvite.com revealed that 80 percent of the organizations polled plan to use this social networking tool to recruit talent, with 42 percent of recruiters saying they already tweet to attract and hire candidates.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Couple those statistics with a recent Challenger, Gray &amp; Christmas report indicating that Twitter is one of the preeminent tools jobseekers are using to find jobs—and it's no wonder that Twitter is so hot.&#160;</span></p>
</td>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=proactive-corporate-blogging#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=proactive-corporate-blogging</wfw:commentRss>
        <pubDate>Thu, 11 Feb 2010 18:01:38 +0000</pubDate>
      </item>
      <item>
        <title>Sales - How to Break Records</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sales-how-to-break-records</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sales-how-to-break-records</guid>
        <description><![CDATA[<p class="MsoNormal" style="margin: 0in 0in 0pt; background: white; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-line-height-alt: 12.0pt; mso-outline-level: 1"><b><span style="font-family: &quot;Georgia&quot;,&quot;serif&quot;; color: #a66f39; font-size: 19pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 18.0pt">How To Break Sales Records</span></b></p>
<p class="MsoNormal" style="margin: 7.5pt 0in 6pt; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: #5d594b; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">By <a href="http://blogs.bnet.com/bio.php?id=james"><span style="color: #005399; text-decoration: none; text-underline: none">Geoffrey James</span></a></span></p>
<p class="MsoNormal" style="line-height: 12pt; margin: 7.5pt 0in; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: #5d594b; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">February 11th, 2010</span></p>
<p class="MsoNormal" style="line-height: 14.4pt; margin: 3pt 0in 3pt 0.75pt; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">Want to break the sales record for your organization… or even for your entire industry?&#160; If so, here’s the EXACT recipe:</span></p>
<div style="border-bottom: #d4d4d4 1pt solid; border-left: medium none; padding-bottom: 5pt; padding-left: 0in; padding-right: 0in; background: white; margin-left: -0.25in; border-top: medium none; margin-right: 0in; border-right: medium none; padding-top: 0in; mso-element: para-border-div; mso-border-bottom-alt: solid #D4D4D4 .75pt">
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #1: Prepare to change.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">If you’re thinking of breaking sales records, it’s probably because you’re already pretty good at what you do.&#160; However, it is impossible to break sales records simply by doing tomorrow what you’re doing today.&#160; You’re going to need to do something different if you’re going to “amp it up” to the next level and beyond.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #2: Research “best practices.”</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">Breaking sale records means excelling at every sales skill.&#160; Go through your organization and find people who are the best at each skill.&#160; Learn how they think and how they execute that skill.&#160; Then incorporate that “best practice” into your own tool kit by writing down what you’ve learned, studying it, and practicing it… every day.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #3: Measure your behavior.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">No matter how committed you are, you WILL relapse into your old behaviors, unless your new skills are reinforced.&#160; Figure out a way to measure each of your new skills and behaviors, so that you know exactly how you’re doing.&#160; If your enthusiasm starts flagging, come up with a reward process that will reinforce the right behavior.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #4: Keep evolving.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">As you measure, examine what’s working, and what’s not.&#160; Continually find areas where you can improve your skills.&#160; Look for additional role models; keep reading up on sales technique.&#160; Experiment.&#160; Find ways to use “down time” to improve your selling skills.&#160; Treat yourself like a top athelete — and then be your own coach.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #5: Don’t stop.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">Top athletes come in two varieties: the one-hit-wonders who have a great season and then rest on their laurels, and the all-time champion teams that break record after record after record. The champions know that if they set the bar higher, and continue with basic training, reinforcement, measurement and correction, they’ll be continue to achieve at their highest level.</span></p>
</div>
<p class="MsoNormal" style="line-height: 18pt; margin: 15pt 0in 0pt; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">The above is based on a conversation with <span style="color: #000000"><span style="text-decoration: none; text-underline: none">Duane Sparks</span></span> author <span style="color: #000000">“<span style="text-decoration: none; text-underline: none">Action Selling: How to sell like a professional even if you think you are one"</span></span></span></p>]]></description>
        <content:encoded><![CDATA[<p class="MsoNormal" style="margin: 0in 0in 0pt; background: white; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-line-height-alt: 12.0pt; mso-outline-level: 1"><b><span style="font-family: &quot;Georgia&quot;,&quot;serif&quot;; color: #a66f39; font-size: 19pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-font-kerning: 18.0pt">How To Break Sales Records</span></b></p>
<p class="MsoNormal" style="margin: 7.5pt 0in 6pt; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: #5d594b; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">By <a href="http://blogs.bnet.com/bio.php?id=james"><span style="color: #005399; text-decoration: none; text-underline: none">Geoffrey James</span></a></span></p>
<p class="MsoNormal" style="line-height: 12pt; margin: 7.5pt 0in; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: #5d594b; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">February 11th, 2010</span></p>
<p class="MsoNormal" style="line-height: 14.4pt; margin: 3pt 0in 3pt 0.75pt; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">Want to break the sales record for your organization… or even for your entire industry?&#160; If so, here’s the EXACT recipe:</span></p>
<div style="border-bottom: #d4d4d4 1pt solid; border-left: medium none; padding-bottom: 5pt; padding-left: 0in; padding-right: 0in; background: white; margin-left: -0.25in; border-top: medium none; margin-right: 0in; border-right: medium none; padding-top: 0in; mso-element: para-border-div; mso-border-bottom-alt: solid #D4D4D4 .75pt">
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #1: Prepare to change.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">If you’re thinking of breaking sales records, it’s probably because you’re already pretty good at what you do.&#160; However, it is impossible to break sales records simply by doing tomorrow what you’re doing today.&#160; You’re going to need to do something different if you’re going to “amp it up” to the next level and beyond.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #2: Research “best practices.”</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">Breaking sale records means excelling at every sales skill.&#160; Go through your organization and find people who are the best at each skill.&#160; Learn how they think and how they execute that skill.&#160; Then incorporate that “best practice” into your own tool kit by writing down what you’ve learned, studying it, and practicing it… every day.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #3: Measure your behavior.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">No matter how committed you are, you WILL relapse into your old behaviors, unless your new skills are reinforced.&#160; Figure out a way to measure each of your new skills and behaviors, so that you know exactly how you’re doing.&#160; If your enthusiasm starts flagging, come up with a reward process that will reinforce the right behavior.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #4: Keep evolving.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">As you measure, examine what’s working, and what’s not.&#160; Continually find areas where you can improve your skills.&#160; Look for additional role models; keep reading up on sales technique.&#160; Experiment.&#160; Find ways to use “down time” to improve your selling skills.&#160; Treat yourself like a top athelete — and then be your own coach.</span></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"></p>
<p class="MsoNormal" style="border-bottom: medium none; border-left: medium none; padding-bottom: 0in; line-height: 14.4pt; text-indent: -0.25in; margin: 0in 0in 0pt 0.25in; padding-left: 0in; padding-right: 0in; background: white; border-top: medium none; border-right: medium none; padding-top: 0in; mso-padding-alt: 0in 0in 5.0pt 0in; tab-stops: list .5in; mso-list: l0 level1 lfo1; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-border-bottom-alt: solid #D4D4D4 .75pt"><span style="font-family: Symbol; color: black; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.5pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <b><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'; mso-bidi-font-size: 11.0pt">Step #5: Don’t stop.</span></b> <span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">Top athletes come in two varieties: the one-hit-wonders who have a great season and then rest on their laurels, and the all-time champion teams that break record after record after record. The champions know that if they set the bar higher, and continue with basic training, reinforcement, measurement and correction, they’ll be continue to achieve at their highest level.</span></p>
</div>
<p class="MsoNormal" style="line-height: 18pt; margin: 15pt 0in 0pt; background: white"><span style="font-family: &quot;Verdana&quot;,&quot;sans-serif&quot;; color: black; font-size: 9.5pt; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Times New Roman'">The above is based on a conversation with <span style="color: #000000"><span style="text-decoration: none; text-underline: none">Duane Sparks</span></span> author <span style="color: #000000">“<span style="text-decoration: none; text-underline: none">Action Selling: How to sell like a professional even if you think you are one"</span></span></span></p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sales-how-to-break-records#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=sales-how-to-break-records</wfw:commentRss>
        <pubDate>Thu, 11 Feb 2010 17:19:10 +0000</pubDate>
      </item>
      <item>
        <title>Social Media</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Social Media: Your Best Offense or Your Best Defense?</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Social media usage is coming like a tidal wave, and employers need to be thinking about their offense—how to present themselves online—and their defense—how to respond to negative expressions about their company on blogs and rant sites.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Alison Davis, a communications consultant, recommends a thorough and proactive approach. Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis finds that employers tend to divide into three groups:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">1.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Those not using social media and would rather not</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">2.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Those who are planning and starting to use social media</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">3.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Those who are actually using social media</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis says that most of her clients are in the middle group—feeling their way along. She strongly recommends that those in the first group, not even considering social media, start to get involved now.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">What Is Social Media?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis points out that traditional media—newspapers, TV, radio—are one-way streets: They produce, package, and present content, but the audience doesn't participate. Whereas in social media, it's a two-way street and everyone gets to play. It's fully participative.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"With social media, there is listening, learning, and sharing," Davis says. "The spectrum is vast. And it's growing so fast and expanding so fast, it is hard to keep up.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"You've got sites like Facebook for everyone, and then you've got specific, narrow networks, for example, for people who love to knit. You've got long blogs and then things like Twitter, the microblog where all messages are 140 characters or less."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The underlying context is that individual users can share what they are doing, what they think, their videos, photos, conversations, and comments.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Who Is Using It</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis quotes a Pew Research Center survey that found the following percentages of usage over various age groups:</span></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Age group</span></em></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;</span></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Usage</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">18–29&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">30–39&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">40–49</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">50–64</span></em></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2007</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">67%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">21%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">11%&#160;</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">6%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2009</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">70%&#160;</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">43%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">29%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">16%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Increase</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">4%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">105%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">164%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">166%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><br />
What's surprising is how fast the usage by older groups is growing, Davis notes.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Another survey, by global IT consulting firm Avanade, found that 60% of top 500 executives said that social media was not on their agenda. Their reasons were:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Security: 75%</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Senior apathy: 57%</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Fear of unproven technologies: 58%</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Another survey of 500 executives, done for Deloitte, found the following:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">31% say their CEO is on Facebook</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">30% say social networking is part of their business and operations strategy</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">29% utilize social networking as a tool to manage and build their brand</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">23% utilize social networking as an internal communications tool</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">23% utilize social media to recruit employees</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">21% utilize social media to engage employees</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">18% have an employee-created Facebook group</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">13% post corporate videos on YouTube</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Deloitte also did an interesting survey that focused on employees.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">74% agreed that it's easy to damage a company's reputation on social media</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">53% said their Facebook pages are none of employers' business</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">24% don't even know if their company has a policy</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">49%</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">say a policy would not change how they behave</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The last statistic is perhaps the most interesting, Davis says. In general, she finds a lot of confusion about social media policies. People feel that the policy applies only to what they do at work and not what happens at home or away from the office. And, apparently, about half of employees, as indicated above, just don't care what the policy says.&#160;</span></p>
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<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><a href="http://nl.blr-news.com/c.asp?825089&amp;ecedebd1686534e7&amp;10"></a></span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">What Are the Challenges and Concerns?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis suggests that the biggest concern is negative publicity that could harm the company's reputation, result in loss of sales, discourage top candidates from applying to the company, and reduce morale within the ranks.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A secondary concern is the legal ramifications associated with potentially violating employees' privacy either with online searches or internal corporate restrictions.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><a href="http://nl.blr-news.com/c.asp?825089&amp;ecedebd1686534e7&amp;11"></a></span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Social Media: Your Best Offense or Your Best Defense?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Social media usage is coming like a tidal wave, and employers need to be thinking about their offense—how to present themselves online—and their defense—how to respond to negative expressions about their company on blogs and rant sites.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Alison Davis, a communications consultant, recommends a thorough and proactive approach. Davis is CEO of Davis &amp; Company (davisandco.com). She made her comments at a recent webinar.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis finds that employers tend to divide into three groups:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">1.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Those not using social media and would rather not</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">2.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Those who are planning and starting to use social media</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">3.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Those who are actually using social media</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis says that most of her clients are in the middle group—feeling their way along. She strongly recommends that those in the first group, not even considering social media, start to get involved now.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">What Is Social Media?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis points out that traditional media—newspapers, TV, radio—are one-way streets: They produce, package, and present content, but the audience doesn't participate. Whereas in social media, it's a two-way street and everyone gets to play. It's fully participative.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"With social media, there is listening, learning, and sharing," Davis says. "The spectrum is vast. And it's growing so fast and expanding so fast, it is hard to keep up.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"You've got sites like Facebook for everyone, and then you've got specific, narrow networks, for example, for people who love to knit. You've got long blogs and then things like Twitter, the microblog where all messages are 140 characters or less."</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The underlying context is that individual users can share what they are doing, what they think, their videos, photos, conversations, and comments.</span></p>
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<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><a href="http://nl.blr-news.com/c.asp?825089&amp;ecedebd1686534e7&amp;10"></a></span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Who Is Using It</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis quotes a Pew Research Center survey that found the following percentages of usage over various age groups:</span></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Age group</span></em></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">&#160;</span></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Usage</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">18–29&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">30–39&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">40–49</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">50–64</span></em></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2007</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">67%</span></p>
</td>
<td valign="top" width="81" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 60.75pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">21%</span></p>
</td>
<td valign="top" width="81" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 60.75pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">11%&#160;</span></p>
</td>
<td valign="top" width="74" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 55.5pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">6%</span></p>
</td>
</tr>
<tr style="mso-yfti-irow: 3">
<td valign="top" width="103" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 77.25pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2009</span></p>
</td>
<td valign="top" width="99" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 74.25pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">70%&#160;</span></p>
</td>
<td valign="top" width="81" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 60.75pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">43%</span></p>
</td>
<td valign="top" width="81" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 60.75pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">29%</span></p>
</td>
<td valign="top" width="74" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 55.5pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">16%</span></p>
</td>
</tr>
<tr style="mso-yfti-irow: 4; mso-yfti-lastrow: yes">
<td valign="top" width="103" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 77.25pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Increase</span></p>
</td>
<td valign="top" width="99" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 74.25pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">4%</span></p>
</td>
<td valign="top" width="81" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 60.75pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">105%</span></p>
</td>
<td valign="top" width="81" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 60.75pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">164%</span></p>
</td>
<td valign="top" width="74" style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0in; background-color: transparent; padding-left: 0in; width: 55.5pt; padding-right: 0in; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0in">
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">166%</span></p>
</td>
</tr>
</tbody>
</table>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><br />
What's surprising is how fast the usage by older groups is growing, Davis notes.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Another survey, by global IT consulting firm Avanade, found that 60% of top 500 executives said that social media was not on their agenda. Their reasons were:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Security: 75%</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Senior apathy: 57%</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Fear of unproven technologies: 58%</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Another survey of 500 executives, done for Deloitte, found the following:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">31% say their CEO is on Facebook</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">30% say social networking is part of their business and operations strategy</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">29% utilize social networking as a tool to manage and build their brand</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">23% utilize social networking as an internal communications tool</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">23% utilize social media to recruit employees</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">21% utilize social media to engage employees</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">18% have an employee-created Facebook group</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">13% post corporate videos on YouTube</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l3 level1 lfo3"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Deloitte also did an interesting survey that focused on employees.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">74% agreed that it's easy to damage a company's reputation on social media</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">53% said their Facebook pages are none of employers' business</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">24% don't even know if their company has a policy</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">49%</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">say a policy would not change how they behave</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo4"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The last statistic is perhaps the most interesting, Davis says. In general, she finds a lot of confusion about social media policies. People feel that the policy applies only to what they do at work and not what happens at home or away from the office. And, apparently, about half of employees, as indicated above, just don't care what the policy says.&#160;</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><a href="http://nl.blr-news.com/c.asp?825089&amp;ecedebd1686534e7&amp;10"></a></span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">What Are the Challenges and Concerns?</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Davis suggests that the biggest concern is negative publicity that could harm the company's reputation, result in loss of sales, discourage top candidates from applying to the company, and reduce morale within the ranks.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A secondary concern is the legal ramifications associated with potentially violating employees' privacy either with online searches or internal corporate restrictions.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><a href="http://nl.blr-news.com/c.asp?825089&amp;ecedebd1686534e7&amp;11"></a></span></p>
</td>
</tr>
</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=social-media#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=social-media</wfw:commentRss>
        <pubDate>Wed, 10 Feb 2010 14:23:01 +0000</pubDate>
      </item>
      <item>
        <title>CEOs Cleaning Toilets</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=ceos-cleaning-toilets</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=ceos-cleaning-toilets</guid>
        <description><![CDATA[<h1>'Undercover Boss': What Cleaning Toilets Can Teach Execs</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=Tobak"><font color="#005399">Steve Tobak</font></a></p>
<p class="date">February 8th, 2010 @ 9:43 am</p>
<div>
<p class="icon comments">&#160;</p>
</div>
<p><a href="http://i.bnet.com/blogs/undercoverboss-larry-odonnell.jpg"><img class="alignleft size-full wp-image-3768" title="Undercover Boss Larry O'donnell" alt="Larry O'Donnell Waste Management " src="http://i.bnet.com/blogs/undercoverboss-larry-odonnell.jpg" width="208" height="336" style="margin: 10px" /></a></p>
<div class="entry">
<p>Yesterday, something happened that I wouldn’t have thought possible. After the Super Bowl and its super ads, I actually watched the premier of <strong>Undercover Boss</strong>, a surprisingly creative reality show where, each week, the top boss at a big company poses as an entry-level employee.</p>
<p>&#160;</p>
<p>Don’t watch reality TV? Me neither. This is different. Have you ever cursed corporate’s dumb policies? Ranted that the mucky mucks never listen? Wished the boss would work a week in your shoes? Well, be careful what you wish for; it’s really happening.</p>
<p>&#160;</p>
<p>Now, my initial impression of the concept was “nice idea on paper, train wreck in practice.” I’ve seen CEOs in the trenches; it’s not a pretty sight. Trained in problem-solving, they tend to hone in on what’s wrong: incompetent employees, their “good intentions” botched by middle management, their grandiose plans failing in practice.</p>
<p>&#160;</p>
<p>Then there’s the loose cannon factor: Who knows what they might say or do? Conventional wisdom says be careful when you put a CEO in front of customers because whatever he promises, the company has to deliver. Well, the same thing applies here.</p>
<p>&#160;</p>
<p>So, as a management strategy, it’s definitely high risk. At least, that was my initial impression. Having watched the show, I’d say the concept has merit — with some serious caveats. Here’s my take on what went down:</p>
<p>The show begins with <strong>Larry O’Donnell</strong> (pictured), president and COO of <strong>Waste Management</strong> — a $13 billion company — telling his senior leadership team that he’s going undercover to find out what affect their aggressive cost-cutting and restructuring is actually having in the field. One exec looks over at his peers and says, “Is he serious?” That seems to represent the collective feeling in the room.</p>
<p>&#160;</p>
<p>Larry takes on a different job each day: cleaning out portable toilets at a carnival, picking up trash at a landfill, even doing the garbage collection rounds. Along the way, he picks up more than just dirt and recycling. He learns that one supervisor (Kevin) docks his employees two minutes pay for every minute they’re late, that one woman (Jaclyn) is doing the job of three because of budget cuts, and that a female trash collector has to pee in a can to stay on schedule.</p>
<p>&#160;</p>
<p>When it’s all over, Larry shaves and returns to his corner office with a new perspective on the plight of his workers.&#160;He seems to have&#160;learned a valuable lesson: His relentless drive toward cost-cutting and productivity improvement may be&#160;backfiring.&#160;After all, if his employees are miserable, how well can they serve their customers?</p>
<p>&#160;</p>
<p>That’s a big step. As we&#160;discussed recently, <span style="color: #000000">admitting mistakes is indeed a key to leadership success.</span></p>
<p>&#160;</p>
<p>That said,&#160;Waste Management is not a “growth” company. The&#160;way to grow shareholder value at a company with flat revenues is&#160;to improve operating margins by, that’s right, improving productivity and cutting costs. And that’s exactly what Larry’s done since he took over operations in 2004.</p>
<p>&#160;</p>
<p>So, should shareholders be concerned if Larry goes soft on cost-cutting — or is a happy company a productive company? Only time will tell. But from a management perspective, I’d say that Larry needed this experience to offset his natural proclivity to cut, cut, cut.</p>
<p>&#160;</p>
<p>Larry also made some changes that I think were more about showmanship than solid management practice:</p>
<ul>
<li>Jaclyn was promoted and got to hire two people. That’s great, but how does that make all the other overworked and underappreciated “Jaclyns” in the company feel?</li>
<li>Kevin got chewed out by the big boss. Sure, he deserved it, but in private. Getting thrown under the bus on national television is a bit much for screwing up at work.</li>
<li>Then there’s Larry’s leadership team, who may feel that their authority was undermined, if not justifiably so.</li>
</ul>
<p><strong>Bottom line:</strong> Some CEOs, like <strong>Verizon</strong>’s <strong>Ivan Seidenberg</strong>, who began his career 40 years ago as a cable splicer’s assistant, have a visceral feel for the customer and the rank-and-file employee. Those who lack that perspective should get out once in a while. But the cost of that education shouldn’t include the undermining of an otherwise healthy management and organizational structure.</p>
<p>&#160;</p>
<p><em>Image of Waste Management COO Larry O’Donnell courtesy of CBS /&#160;Dan Littlejohn</em></p>
</div>]]></description>
        <content:encoded><![CDATA[<h1>'Undercover Boss': What Cleaning Toilets Can Teach Execs</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=Tobak"><font color="#005399">Steve Tobak</font></a></p>
<p class="date">February 8th, 2010 @ 9:43 am</p>
<div>
<p class="icon comments">&#160;</p>
</div>
<p><a href="http://i.bnet.com/blogs/undercoverboss-larry-odonnell.jpg"><img class="alignleft size-full wp-image-3768" title="Undercover Boss Larry O'donnell" alt="Larry O'Donnell Waste Management " src="http://i.bnet.com/blogs/undercoverboss-larry-odonnell.jpg" width="208" height="336" style="margin: 10px" /></a></p>
<div class="entry">
<p>Yesterday, something happened that I wouldn’t have thought possible. After the Super Bowl and its super ads, I actually watched the premier of <strong>Undercover Boss</strong>, a surprisingly creative reality show where, each week, the top boss at a big company poses as an entry-level employee.</p>
<p>&#160;</p>
<p>Don’t watch reality TV? Me neither. This is different. Have you ever cursed corporate’s dumb policies? Ranted that the mucky mucks never listen? Wished the boss would work a week in your shoes? Well, be careful what you wish for; it’s really happening.</p>
<p>&#160;</p>
<p>Now, my initial impression of the concept was “nice idea on paper, train wreck in practice.” I’ve seen CEOs in the trenches; it’s not a pretty sight. Trained in problem-solving, they tend to hone in on what’s wrong: incompetent employees, their “good intentions” botched by middle management, their grandiose plans failing in practice.</p>
<p>&#160;</p>
<p>Then there’s the loose cannon factor: Who knows what they might say or do? Conventional wisdom says be careful when you put a CEO in front of customers because whatever he promises, the company has to deliver. Well, the same thing applies here.</p>
<p>&#160;</p>
<p>So, as a management strategy, it’s definitely high risk. At least, that was my initial impression. Having watched the show, I’d say the concept has merit — with some serious caveats. Here’s my take on what went down:</p>
<p>The show begins with <strong>Larry O’Donnell</strong> (pictured), president and COO of <strong>Waste Management</strong> — a $13 billion company — telling his senior leadership team that he’s going undercover to find out what affect their aggressive cost-cutting and restructuring is actually having in the field. One exec looks over at his peers and says, “Is he serious?” That seems to represent the collective feeling in the room.</p>
<p>&#160;</p>
<p>Larry takes on a different job each day: cleaning out portable toilets at a carnival, picking up trash at a landfill, even doing the garbage collection rounds. Along the way, he picks up more than just dirt and recycling. He learns that one supervisor (Kevin) docks his employees two minutes pay for every minute they’re late, that one woman (Jaclyn) is doing the job of three because of budget cuts, and that a female trash collector has to pee in a can to stay on schedule.</p>
<p>&#160;</p>
<p>When it’s all over, Larry shaves and returns to his corner office with a new perspective on the plight of his workers.&#160;He seems to have&#160;learned a valuable lesson: His relentless drive toward cost-cutting and productivity improvement may be&#160;backfiring.&#160;After all, if his employees are miserable, how well can they serve their customers?</p>
<p>&#160;</p>
<p>That’s a big step. As we&#160;discussed recently, <span style="color: #000000">admitting mistakes is indeed a key to leadership success.</span></p>
<p>&#160;</p>
<p>That said,&#160;Waste Management is not a “growth” company. The&#160;way to grow shareholder value at a company with flat revenues is&#160;to improve operating margins by, that’s right, improving productivity and cutting costs. And that’s exactly what Larry’s done since he took over operations in 2004.</p>
<p>&#160;</p>
<p>So, should shareholders be concerned if Larry goes soft on cost-cutting — or is a happy company a productive company? Only time will tell. But from a management perspective, I’d say that Larry needed this experience to offset his natural proclivity to cut, cut, cut.</p>
<p>&#160;</p>
<p>Larry also made some changes that I think were more about showmanship than solid management practice:</p>
<ul>
<li>Jaclyn was promoted and got to hire two people. That’s great, but how does that make all the other overworked and underappreciated “Jaclyns” in the company feel?</li>
<li>Kevin got chewed out by the big boss. Sure, he deserved it, but in private. Getting thrown under the bus on national television is a bit much for screwing up at work.</li>
<li>Then there’s Larry’s leadership team, who may feel that their authority was undermined, if not justifiably so.</li>
</ul>
<p><strong>Bottom line:</strong> Some CEOs, like <strong>Verizon</strong>’s <strong>Ivan Seidenberg</strong>, who began his career 40 years ago as a cable splicer’s assistant, have a visceral feel for the customer and the rank-and-file employee. Those who lack that perspective should get out once in a while. But the cost of that education shouldn’t include the undermining of an otherwise healthy management and organizational structure.</p>
<p>&#160;</p>
<p><em>Image of Waste Management COO Larry O’Donnell courtesy of CBS /&#160;Dan Littlejohn</em></p>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=ceos-cleaning-toilets#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=ceos-cleaning-toilets</wfw:commentRss>
        <pubDate>Tue, 09 Feb 2010 18:33:00 +0000</pubDate>
      </item>
      <item>
        <title>Employee Morale</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=employee-morale</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=employee-morale</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">5 Ways to Put the Spring Back in Workers' Steps</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">By <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Dave Anderson</span></em><br /></span></b></p>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Are your employees happy? Probably not, says Dave Anderson, an author and lecturer and president of Dave Anderson's Learn to Lead. The most recent survey by the Conference Board suggests that only 45 percent of Americans are satisfied with their work—an all-time low since the study was established in 1987. And unhappiness on the job has some very real consequences.</span></b></p>
</td>
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</tbody>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
<table class="MsoNormalTable" border="0" cellpadding="0" style="mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184">
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It is impossible to create a healthy company with unhealthy employees. Make no mistake: Unhappy employees are unhealthy employees—psychologically, emotionally, and sometimes even physically. Their misery infects everything they do. And it certainly prevents them from working at top capacity.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The good news is that great leaders can inspire and motivate their employees and help them find renewed passion for their work—even in a less-than-thriving economy.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">1. Redefine the Vision for 2010</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Get clear about where you're going, and enroll others in the campaign. It's time for leaders to pull those dreams out of the mothballs and create a new, bold vision for their organization. They should also redefine performance and behavioral expectations (core values) for their people. These aspects of business are often watered down or completely forgotten about during a downturn. But the fact is, it motivates people to know where they're going and what's in it for them when they reach the destination—and what is expected of them along the way.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Without clarity of vision, core values, and performance expectations, you have chaos in the cubicles. People run on their own agendas—and unwittingly work against one another—because the leader failed to create a common vision that unites the team.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">2. Stop Micromanaging</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The tendency during a downturn is to begin nitpicking and second-guessing your people, making every decision and coming up with every idea yourself. This sort of micromanagement saps the energy and morale from your team. Increase the latitude and discretion of your best people and watch their motivation and creativity levels soar!</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">3. Celebrate Singles</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Business leaders love to celebrate the homeruns in their business. But in a downturn, there are fewer "big hits" to cheer, and much time can elapse between such occasions. Begin looking for the "little" things that people do right, and that go right, and celebrate those. Reinforce them publicly, quickly, and loudly.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">4. Lead from the Front</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Get out of your&#160;office and reengage with your people and your customers. Become more visible, accessible, instructional, and motivational, and eventually you'll become unstoppable. Ask more questions and give fewer answers. Questions engage employees and show that you value them.</span></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Quite frankly, the biggest morale problem in most businesses today is rooted in the fact that the leaders of the organization&#160;have stopped leading. Instead, they tweak, tinker, tamper, manage, massage, maintain, administer, and preside—but have no positive impact on their people or culture. This is why the old saw is true: "A fish rots at the head."</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">5. Set Shorter-Term Goals</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Long-term goals are less relevant during a downturn because of uncertainty. Besides, when things are tough, you need to see something happen now. Shorter-term goals—daily goals—narrow an employee's focus and cause him or her to get into motion and take action today.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The additional structure that daily goals bring will create positive motion and employee energy that evokes emotion and shakes out apathy.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">
<hr align="center" size="2" width="100%" /></div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Dave Anderson is the author of the books <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If You Don't Make Waves You'll Drown, Up Your Business,</span></em> and <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How to Run Your Business by THE BOOK: A Biblical Blueprint to Bless Your Business</span></em> (Details at LearntoLead.com).</span></p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
</td>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">5 Ways to Put the Spring Back in Workers' Steps</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">By <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Dave Anderson</span></em><br /></span></b></p>
<p>&#160;</p>
<table class="MsoNormalTable" border="1" cellpadding="0" width="450" style="border-bottom: #cccccc 1pt solid; border-left: #cccccc 1pt solid; margin: auto auto auto 7.5pt; width: 337.5pt; background: #e2e9f0; border-top: #cccccc 1pt solid; border-right: #cccccc 1pt solid; mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184; mso-padding-alt: 3.75pt 3.75pt 3.75pt 3.75pt; mso-border-alt: solid #CCCCCC .75pt">
<tbody>
<tr style="mso-yfti-irow: 0; mso-yfti-firstrow: yes; mso-yfti-lastrow: yes">
<td style="border-bottom: #cccccc; border-left: #cccccc; padding-bottom: 3.75pt; background-color: transparent; padding-left: 3.75pt; padding-right: 3.75pt; border-top: #cccccc; border-right: #cccccc; padding-top: 3.75pt">
<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Are your employees happy? Probably not, says Dave Anderson, an author and lecturer and president of Dave Anderson's Learn to Lead. The most recent survey by the Conference Board suggests that only 45 percent of Americans are satisfied with their work—an all-time low since the study was established in 1987. And unhappiness on the job has some very real consequences.</span></b></p>
</td>
</tr>
</tbody>
</table>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="display: none; font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'; mso-hide: all">&#160;</span></p>
<table class="MsoNormalTable" border="0" cellpadding="0" style="mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184">
<tbody>
<tr style="mso-yfti-irow: 0; mso-yfti-firstrow: yes; mso-yfti-lastrow: yes">
<td style="border-bottom: #f0f0f0; border-left: #f0f0f0; padding-bottom: 0.75pt; background-color: transparent; padding-left: 0.75pt; padding-right: 0.75pt; border-top: #f0f0f0; border-right: #f0f0f0; padding-top: 0.75pt">
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It is impossible to create a healthy company with unhealthy employees. Make no mistake: Unhappy employees are unhealthy employees—psychologically, emotionally, and sometimes even physically. Their misery infects everything they do. And it certainly prevents them from working at top capacity.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The good news is that great leaders can inspire and motivate their employees and help them find renewed passion for their work—even in a less-than-thriving economy.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">1. Redefine the Vision for 2010</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Get clear about where you're going, and enroll others in the campaign. It's time for leaders to pull those dreams out of the mothballs and create a new, bold vision for their organization. They should also redefine performance and behavioral expectations (core values) for their people. These aspects of business are often watered down or completely forgotten about during a downturn. But the fact is, it motivates people to know where they're going and what's in it for them when they reach the destination—and what is expected of them along the way.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Without clarity of vision, core values, and performance expectations, you have chaos in the cubicles. People run on their own agendas—and unwittingly work against one another—because the leader failed to create a common vision that unites the team.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">2. Stop Micromanaging</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The tendency during a downturn is to begin nitpicking and second-guessing your people, making every decision and coming up with every idea yourself. This sort of micromanagement saps the energy and morale from your team. Increase the latitude and discretion of your best people and watch their motivation and creativity levels soar!</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">3. Celebrate Singles</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Business leaders love to celebrate the homeruns in their business. But in a downturn, there are fewer "big hits" to cheer, and much time can elapse between such occasions. Begin looking for the "little" things that people do right, and that go right, and celebrate those. Reinforce them publicly, quickly, and loudly.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">4. Lead from the Front</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Get out of your&#160;office and reengage with your people and your customers. Become more visible, accessible, instructional, and motivational, and eventually you'll become unstoppable. Ask more questions and give fewer answers. Questions engage employees and show that you value them.</span></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Quite frankly, the biggest morale problem in most businesses today is rooted in the fact that the leaders of the organization&#160;have stopped leading. Instead, they tweak, tinker, tamper, manage, massage, maintain, administer, and preside—but have no positive impact on their people or culture. This is why the old saw is true: "A fish rots at the head."</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">5. Set Shorter-Term Goals</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Long-term goals are less relevant during a downturn because of uncertainty. Besides, when things are tough, you need to see something happen now. Shorter-term goals—daily goals—narrow an employee's focus and cause him or her to get into motion and take action today.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The additional structure that daily goals bring will create positive motion and employee energy that evokes emotion and shakes out apathy.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">
<hr align="center" size="2" width="100%" /></div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Dave Anderson is the author of the books <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If You Don't Make Waves You'll Drown, Up Your Business,</span></em> and <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How to Run Your Business by THE BOOK: A Biblical Blueprint to Bless Your Business</span></em> (Details at LearntoLead.com).</span></p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
</td>
</tr>
</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=employee-morale#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=employee-morale</wfw:commentRss>
        <pubDate>Fri, 05 Feb 2010 14:58:00 +0000</pubDate>
      </item>
      <item>
        <title>Why Feedback Fails</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-feedback-fails</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-feedback-fails</guid>
        <description><![CDATA[<p>&#160;</p>
<h1>The Problem with Your Performance Review Feedback</h1>
<p class="byline">by Charles S. Jacobs</p>
<p class="tags">&#160;</p>
<div class="dek">&#160;</div>
<!--/intro -->
<div class="post">
<div class="post">
<div class="bulk">
<p>Next to perhaps a layoff, a performance review is probably the least eagerly anticipated event in the office, both for the manager and the employee. No one enjoys giving difficult feedback or receiving it. Worse yet, studies have shown that reviews rarely result in improved performance.</p>
<p>&#160;</p>
<p>While positive feedback is enjoyable, it doesn’t improve performance because we’re internally driven to do the best we can. Negative feedback either has no effect or makes performance worse.</p>
<p>&#160;</p>
<p>According to brain science, the reason is that rather than record our experience of the world, our minds create it. Each of us has our own unique version of events. Managers tend to see things one way and employees another, particularly when it comes to shortfalls in performance and the feedback we use to address it.</p>
<p>&#160;</p>
<p>Here’s how it works. Over our lifetimes, each of us builds up a self-image, and a positive one is critical to our well-being. Feedback in conflict with it creates an uncomfortable situation psychologists call <span style="color: #000000">cognitive dissonance. We are then motivated to do everything we can to</span> reduce the dissonance, and we take the path of least resistance.</p>
<p>&#160;</p>
<p>While we could admit we’re just not as good as we thought we were, it’s much easier to rationalize or discount the feedback instead. So we either blame the shortfall in performance on factors beyond our control, like defective customers, or we discount the source of the feedback. We are not the problem, we reason, but our bosses.</p>
<p>&#160;</p>
<p>So the effect of the manager’s feedback is not at all what is intended. For example:</p>
<blockquote>
<p>“This review is an opportunity to offer you a little feedback to help you improve.”</p>
<p>&#160;</p>
<p><b>Your employee thinks:</b> “This review is an opportunity to blame your failings as a manager on me.”</p>
<p><b>You say:</b> “Your performance is not meeting expectations in this area.”</p>
<p><b>Your employee thinks</b>: “God couldn’t meet your ridiculous expectations.”</p>
<p>Even just a seemingly objective observation doesn’t produce what’s expected.</p>
<p><b>You say:</b> “You didn’t meet your sales goals for the year.”</p>
<p><b>Your employee thinks:</b> “How could anyone sell such lousy products?”</p>
<p>Nor does the discussion of the objectives for the following year work any better.</p>
<p><b>You say:</b> “Here are your goals for next year.”</p>
<p><b>Your employee thinks:</b> “Once again, I’m being set up to fail.”</p>
<p>&#160;</p>
<div style="margin-left: 2em">You say:</div>
</blockquote>
<p>When salary is discussed in the same meeting as performance, the employee hears even less of what’s being said. They’re focused on what’s important to them, and that’s their salaries.</p>
<p>The only solution is to turn management on its head. Overcome the perceptual conflicts by reversing the roles. Let the employee drive the discussion by asking, rather than telling, when it comes to both performance feedback and goal setting.</p>
<p>&#160;</p>
<p>Have the employees do their own appraisal prior to the review. Then start the discussion not with your evaluation of their performance, but with the question, “How did you do last year?” Questions force people to come to terms with what is being said, so they avoid the problem of misinterpretation.</p>
<p>&#160;</p>
<p>Where there are shortfalls, ask the employees to come up with ways to address them. Not only will they have some interesting ideas, they will be far more willing to own them and take responsibility for their success. The same psychological dynamic holds when employees generate their own objectives.</p>
<p>&#160;</p>
<p>This isn’t turning the asylum over to the inmates. Whether it’s performance evaluation, development plans, or objectives, it’s still your prerogative to decide if they are adequate. When you make your decision, however, it only makes sense to incorporate the employee’s view.</p>
<p>&#160;</p>
<p>Not only does this leverage the way the mind works, it’s a much easier and less stressful way to manage. The responsibility for managing performance is placed where it belongs — on the employee. The manager is no longer the driver, but the coach.</p>
<p>&#160;</p>
<p>But you can’t ask questions the way a prosecutor cross-examines a hostile witness. The employee will become even more defensive. Since the tone of voice and body language must be in sync with the words, you must really believe your role is to coach your people to success. There’s no way to fake it.</p>
<p>&#160;</p>
<p>While this approach will work with the overwhelming majority of people, there are some that just won’t own up to their responsibilities. Should you encounter one, you then need to deliver a straight message, but only as a last resort.</p>
<p>&#160;</p>
<p>This doesn’t mean that you don’t hold people rigorously accountable for results. In fact, it’s much easier when they’re the ones setting the objectives and evaluating performance. But sometimes as managers, the best we can do for people is to give them the opportunity to pursue career options elsewhere.</p>
<p>&#160;</p>
<p><em><font color="#005399">Charles S. Jacobs</font> is the founder of the Amherst Consulting Group, founder and managing partner of 180 Partners, and the author of “Management Rewired: Why Feedback Doesn't Work and Other Surprising Lessons from the Latest Brain Science.”</em></p>
</div>
</div>
</div>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<p>&#160;</p>
<h1>The Problem with Your Performance Review Feedback</h1>
<p class="byline">by Charles S. Jacobs</p>
<p class="tags">&#160;</p>
<div class="dek">&#160;</div>
<!--/intro -->
<div class="post">
<div class="post">
<div class="bulk">
<p>Next to perhaps a layoff, a performance review is probably the least eagerly anticipated event in the office, both for the manager and the employee. No one enjoys giving difficult feedback or receiving it. Worse yet, studies have shown that reviews rarely result in improved performance.</p>
<p>&#160;</p>
<p>While positive feedback is enjoyable, it doesn’t improve performance because we’re internally driven to do the best we can. Negative feedback either has no effect or makes performance worse.</p>
<p>&#160;</p>
<p>According to brain science, the reason is that rather than record our experience of the world, our minds create it. Each of us has our own unique version of events. Managers tend to see things one way and employees another, particularly when it comes to shortfalls in performance and the feedback we use to address it.</p>
<p>&#160;</p>
<p>Here’s how it works. Over our lifetimes, each of us builds up a self-image, and a positive one is critical to our well-being. Feedback in conflict with it creates an uncomfortable situation psychologists call <span style="color: #000000">cognitive dissonance. We are then motivated to do everything we can to</span> reduce the dissonance, and we take the path of least resistance.</p>
<p>&#160;</p>
<p>While we could admit we’re just not as good as we thought we were, it’s much easier to rationalize or discount the feedback instead. So we either blame the shortfall in performance on factors beyond our control, like defective customers, or we discount the source of the feedback. We are not the problem, we reason, but our bosses.</p>
<p>&#160;</p>
<p>So the effect of the manager’s feedback is not at all what is intended. For example:</p>
<blockquote>
<p>“This review is an opportunity to offer you a little feedback to help you improve.”</p>
<p>&#160;</p>
<p><b>Your employee thinks:</b> “This review is an opportunity to blame your failings as a manager on me.”</p>
<p><b>You say:</b> “Your performance is not meeting expectations in this area.”</p>
<p><b>Your employee thinks</b>: “God couldn’t meet your ridiculous expectations.”</p>
<p>Even just a seemingly objective observation doesn’t produce what’s expected.</p>
<p><b>You say:</b> “You didn’t meet your sales goals for the year.”</p>
<p><b>Your employee thinks:</b> “How could anyone sell such lousy products?”</p>
<p>Nor does the discussion of the objectives for the following year work any better.</p>
<p><b>You say:</b> “Here are your goals for next year.”</p>
<p><b>Your employee thinks:</b> “Once again, I’m being set up to fail.”</p>
<p>&#160;</p>
<div style="margin-left: 2em">You say:</div>
</blockquote>
<p>When salary is discussed in the same meeting as performance, the employee hears even less of what’s being said. They’re focused on what’s important to them, and that’s their salaries.</p>
<p>The only solution is to turn management on its head. Overcome the perceptual conflicts by reversing the roles. Let the employee drive the discussion by asking, rather than telling, when it comes to both performance feedback and goal setting.</p>
<p>&#160;</p>
<p>Have the employees do their own appraisal prior to the review. Then start the discussion not with your evaluation of their performance, but with the question, “How did you do last year?” Questions force people to come to terms with what is being said, so they avoid the problem of misinterpretation.</p>
<p>&#160;</p>
<p>Where there are shortfalls, ask the employees to come up with ways to address them. Not only will they have some interesting ideas, they will be far more willing to own them and take responsibility for their success. The same psychological dynamic holds when employees generate their own objectives.</p>
<p>&#160;</p>
<p>This isn’t turning the asylum over to the inmates. Whether it’s performance evaluation, development plans, or objectives, it’s still your prerogative to decide if they are adequate. When you make your decision, however, it only makes sense to incorporate the employee’s view.</p>
<p>&#160;</p>
<p>Not only does this leverage the way the mind works, it’s a much easier and less stressful way to manage. The responsibility for managing performance is placed where it belongs — on the employee. The manager is no longer the driver, but the coach.</p>
<p>&#160;</p>
<p>But you can’t ask questions the way a prosecutor cross-examines a hostile witness. The employee will become even more defensive. Since the tone of voice and body language must be in sync with the words, you must really believe your role is to coach your people to success. There’s no way to fake it.</p>
<p>&#160;</p>
<p>While this approach will work with the overwhelming majority of people, there are some that just won’t own up to their responsibilities. Should you encounter one, you then need to deliver a straight message, but only as a last resort.</p>
<p>&#160;</p>
<p>This doesn’t mean that you don’t hold people rigorously accountable for results. In fact, it’s much easier when they’re the ones setting the objectives and evaluating performance. But sometimes as managers, the best we can do for people is to give them the opportunity to pursue career options elsewhere.</p>
<p>&#160;</p>
<p><em><font color="#005399">Charles S. Jacobs</font> is the founder of the Amherst Consulting Group, founder and managing partner of 180 Partners, and the author of “Management Rewired: Why Feedback Doesn't Work and Other Surprising Lessons from the Latest Brain Science.”</em></p>
</div>
</div>
</div>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=why-feedback-fails#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=why-feedback-fails</wfw:commentRss>
        <pubDate>Wed, 10 Feb 2010 14:25:37 +0000</pubDate>
      </item>
      <item>
        <title>When Supervisors Fail</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=when-supervisors-fail</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=when-supervisors-fail</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">When Supervisors Fail, Their Fault or Yours?</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<table class="MsoNormalTable" border="1" cellpadding="0" width="450" style="border-bottom: #cccccc 1pt solid; border-left: #cccccc 1pt solid; margin: auto auto auto 7.5pt; width: 337.5pt; background: #e2e9f0; border-top: #cccccc 1pt solid; border-right: #cccccc 1pt solid; mso-cellspacing: 1.5pt; mso-yfti-tbllook: 1184; mso-padding-alt: 3.75pt 3.75pt 3.75pt 3.75pt; mso-border-alt: solid #CCCCCC .75pt">
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A lot of new supervisors fail, but it's usually not their fault. They simply don't know how to be a supervisor until you teach them, say Jonna Contacos-Sawyer and Polly Heeter Wright.</span></b></p>
</td>
</tr>
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</table>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Contacos-Sawyer and Wright, both with HR Consultants, Inc., of Johnstown, Pennsylvania, suggest the following outline for briefing new supervisors about compliance. They gave their tips at a recent audio conference sponsored by BLR®.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Compliance is a very broad area that needs special in-depth training, says Wright. Supervisors have to have some knowledge of federal, state, and local laws, as well as be aware of the organization's policies.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">A Big Change in Status</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The first thing for supervisors to know is that their status brings a big change—now their actions and inactions are attributable to the organization. Once employees tell their supervisor, the organization is legally on notice.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">It's particularly important to stress that inaction is often as bad as action, says Wright.&#160; When supervisors don't pass information on to their managers or HR, it can cause real problems.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Discrimination</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">First, your training for supervisors must cover applicable laws, says Wright. There are the main federal statutes, as well as state and local statutes, in the areas of:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Title VII of the Civil Rights Act</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Pregnancy Discrimination Act (PDA)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Americans with Disabilities Act (ADA)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Equal Pay Act</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Age Discrimination in Employment Act &#160;(ADEA)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Uniformed Services Employment and Reemployment Rights Act (USERRA)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"></p>
<p><span style="font-family: 'Arial','sans-serif'">Be sure to cover protected classes:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Race</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Color</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Religion</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Gender</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Age</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">National origin</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Disability</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Military status</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"></p>
<p><span style="font-family: 'Arial','sans-serif'">Also consider other classes, such as sexual orientation, that may be protected by state and local law, and also situations that may result in quasi-protected status, such as employees who have recently complained or filed a charge or suit.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><span style="font-family: 'Arial','sans-serif'">Supervisors need to know that they may not allow harassment or a harassing environment in their departments. Also, let supervisors know discrimination doesn't have to be overt to be a problem. For example, not providing equal access to training and other development opportunities is discriminatory.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Compensation</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Brief new supervisors on the Fair Labor Standards Act (FLSA) and state wage and hour laws. Be sure to mention two particularly troublesome areas: work off the clock, and having employees volunteer their time. "You can't do either," Wright says.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Another common mistake is asking employees to make up hours in a different workweek. That's also forbidden.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Unemployment Benefits</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Unemployment issues often crop up because supervisors haven't properly documented performance issues or other reasons for termination. Typically, says Wright, the reason given for the termination is poor performance. Then you look at the performance appraisals, and they all say "meets expectations" with no comments.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Workers' Compensation</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Wright often sees a failure to take all injuries seriously. In some cases, where there are incentives for no lost days, workers will try to cover up injuries. Your new supervisors must be trained to be sure that HR or safety supervisors know the details about accidents on the job.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA/Leave of Absence</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Failure to document requests for leave and the reasons the employee is requesting the leave is another frequent problem for new supervisors. When they find themselves in the "Bermuda Triangle" of the Family and Medical Leave Act (FMLA), ADA, and workers' compensation, they should involve HR.&#160; It's too complex for them to deal with on their own.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Discipline</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Wright says, "Tell supervisors that the first thing HR will ask when you want to discipline is, 'What's your reason?'. If you don't have a reason, there will be suspicion that there might be a forbidden reason, like discrimination."</span></p>
<p><span style="font-family: 'Arial','sans-serif'">When there is a rule violation, supervisors must be trained to properly inform an employee of the rule that has been violated and what performance expectations are, says Wright. Follow progressive discipline, where appropriate, and warn the person of future consequences. It's also important to be consistent with discipline, Wright adds.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Performance Appraisal</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">It's important to accurately assess performance on an ongoing basis. "Avoid rating errors," Wright says. As mentioned above, it's difficult to claim poor performance if the documents the supervisor signed all say "satisfactory."</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">When Supervisors Fail, Their Fault or Yours?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A lot of new supervisors fail, but it's usually not their fault. They simply don't know how to be a supervisor until you teach them, say Jonna Contacos-Sawyer and Polly Heeter Wright.</span></b></p>
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<p><span style="font-family: 'Arial','sans-serif'">Contacos-Sawyer and Wright, both with HR Consultants, Inc., of Johnstown, Pennsylvania, suggest the following outline for briefing new supervisors about compliance. They gave their tips at a recent audio conference sponsored by BLR®.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Compliance is a very broad area that needs special in-depth training, says Wright. Supervisors have to have some knowledge of federal, state, and local laws, as well as be aware of the organization's policies.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">A Big Change in Status</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The first thing for supervisors to know is that their status brings a big change—now their actions and inactions are attributable to the organization. Once employees tell their supervisor, the organization is legally on notice.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">It's particularly important to stress that inaction is often as bad as action, says Wright.&#160; When supervisors don't pass information on to their managers or HR, it can cause real problems.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Discrimination</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">First, your training for supervisors must cover applicable laws, says Wright. There are the main federal statutes, as well as state and local statutes, in the areas of:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Title VII of the Civil Rights Act</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Pregnancy Discrimination Act (PDA)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Americans with Disabilities Act (ADA)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Equal Pay Act</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Age Discrimination in Employment Act &#160;(ADEA)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Uniformed Services Employment and Reemployment Rights Act (USERRA)</span></p>
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<p><span style="font-family: 'Arial','sans-serif'">Be sure to cover protected classes:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Race</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Color</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Religion</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Gender</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Age</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">National origin</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Disability</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Military status</span></p>
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<p><span style="font-family: 'Arial','sans-serif'">Also consider other classes, such as sexual orientation, that may be protected by state and local law, and also situations that may result in quasi-protected status, such as employees who have recently complained or filed a charge or suit.</span></p>
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<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
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<p><span style="font-family: 'Arial','sans-serif'">Supervisors need to know that they may not allow harassment or a harassing environment in their departments. Also, let supervisors know discrimination doesn't have to be overt to be a problem. For example, not providing equal access to training and other development opportunities is discriminatory.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Compensation</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Brief new supervisors on the Fair Labor Standards Act (FLSA) and state wage and hour laws. Be sure to mention two particularly troublesome areas: work off the clock, and having employees volunteer their time. "You can't do either," Wright says.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Another common mistake is asking employees to make up hours in a different workweek. That's also forbidden.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Unemployment Benefits</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Unemployment issues often crop up because supervisors haven't properly documented performance issues or other reasons for termination. Typically, says Wright, the reason given for the termination is poor performance. Then you look at the performance appraisals, and they all say "meets expectations" with no comments.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Workers' Compensation</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Wright often sees a failure to take all injuries seriously. In some cases, where there are incentives for no lost days, workers will try to cover up injuries. Your new supervisors must be trained to be sure that HR or safety supervisors know the details about accidents on the job.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA/Leave of Absence</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Failure to document requests for leave and the reasons the employee is requesting the leave is another frequent problem for new supervisors. When they find themselves in the "Bermuda Triangle" of the Family and Medical Leave Act (FMLA), ADA, and workers' compensation, they should involve HR.&#160; It's too complex for them to deal with on their own.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Discipline</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Wright says, "Tell supervisors that the first thing HR will ask when you want to discipline is, 'What's your reason?'. If you don't have a reason, there will be suspicion that there might be a forbidden reason, like discrimination."</span></p>
<p><span style="font-family: 'Arial','sans-serif'">When there is a rule violation, supervisors must be trained to properly inform an employee of the rule that has been violated and what performance expectations are, says Wright. Follow progressive discipline, where appropriate, and warn the person of future consequences. It's also important to be consistent with discipline, Wright adds.</span></p>
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<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Performance Appraisal</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">It's important to accurately assess performance on an ongoing basis. "Avoid rating errors," Wright says. As mentioned above, it's difficult to claim poor performance if the documents the supervisor signed all say "satisfactory."</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=when-supervisors-fail#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=when-supervisors-fail</wfw:commentRss>
        <pubDate>Thu, 04 Feb 2010 07:47:40 +0000</pubDate>
      </item>
      <item>
        <title>Hello</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=hello</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=hello</guid>
        <description><![CDATA[<p>Ric and Team,</p>
<p>&#160;</p>
<p>Looking forward to working on the OE Team!</p>]]></description>
        <content:encoded><![CDATA[<p>Ric and Team,</p>
<p>&#160;</p>
<p>Looking forward to working on the OE Team!</p>]]></content:encoded>
        <author>cbottomley@comcast.net (Chris Bottomley)</author>
        <dc:creator>Chris Bottomley</dc:creator>
          <category>Career Search</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=hello#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=hello</wfw:commentRss>
        <pubDate>Wed, 03 Feb 2010 11:31:52 +0000</pubDate>
      </item>
      <item>
        <title>Sued?</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sued</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sued</guid>
        <description><![CDATA[<p><span style="font-size: large"><span style="color: #08911e"><strong>Sued? Here's the Worst Thing You Can Do</strong></span></span></p>
<p>&#160;</p>
<p>Here are four more critical actions you must take. Again courtesy of the Employer Resource Institute®, are "We've been sued!" tips 7 through 10.</p>
<p>&#160;</p>
<p><strong>7. Don't Create or Destroy Evidence<br /></strong>Once you are sued, meddling with evidence, either by creating or destroying, is probably the worst thing you can do. So at the first notice of a possible suit, put a hold on any document destruction or deletion. If you do destroy what might have been evidence, the court may assume that the destroyed evidence would have supported the case against you.<br />
&#160;<br />
For sure, don't backdate or doctor records. It is almost certain to come out, and then the company's credibility is shot. If you create records, for example, a memo detailing discussions or incidents, date them the day you create them.<br />
&#160;<br />
<strong>8. Prepare a Chronology of Events</strong><br />
Employees with information about the facts of the claim should prepare a chronology of the events leading up to the lawsuit. This will save your attorney time, and you, money. It's very important that any memos you prepare be specifically addressed to your lawyer by name and marked "confidential attorney-client communication." This will improve the chances that the notes will not be subject to discovery.</p>
<p>&#160;</p>
<p><strong>9. Don't Apologize</strong><br />
Don't contact the employee who is suing to say you're sorry or offer to make amends. This can end up hurting your case, since what you say can be used against you as an admission of wrongdoing. Let your lawyer act as the intermediary to explore settlement possibilities.</p>
<p>&#160;</p>
<p><strong>10. Consider Alternate Dispute Resolution</strong><br />
Depending on your circumstances, it might make sense to offer to mediate or arbitrate the case. Your suing employee may already have signed an agreement to arbitrate disputes as part of his or her hiring intake process.</p>
<p>&#160;</p>
<p>Explore alternative dispute resolution (ADR) options with your attorney. The ADR approaches often allow you to avoid a court proceeding and could therefore cut your legal fees and eliminate the risk of a large jury verdict. However, you can't force someone to use alternate dispute resolution unless there is a signed agreement to do so.</p>
<p>&#160;</p>
<p>So that helps for when you get sued. But what about doing things right to avoid suits? Think about all challenges you have to worry about—COBRA changes, FMLA intermittent leave, ADA accommodation, and many more</p>
<p>&#160;</p>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<p><span style="font-size: large"><span style="color: #08911e"><strong>Sued? Here's the Worst Thing You Can Do</strong></span></span></p>
<p>&#160;</p>
<p>Here are four more critical actions you must take. Again courtesy of the Employer Resource Institute®, are "We've been sued!" tips 7 through 10.</p>
<p>&#160;</p>
<p><strong>7. Don't Create or Destroy Evidence<br /></strong>Once you are sued, meddling with evidence, either by creating or destroying, is probably the worst thing you can do. So at the first notice of a possible suit, put a hold on any document destruction or deletion. If you do destroy what might have been evidence, the court may assume that the destroyed evidence would have supported the case against you.<br />
&#160;<br />
For sure, don't backdate or doctor records. It is almost certain to come out, and then the company's credibility is shot. If you create records, for example, a memo detailing discussions or incidents, date them the day you create them.<br />
&#160;<br />
<strong>8. Prepare a Chronology of Events</strong><br />
Employees with information about the facts of the claim should prepare a chronology of the events leading up to the lawsuit. This will save your attorney time, and you, money. It's very important that any memos you prepare be specifically addressed to your lawyer by name and marked "confidential attorney-client communication." This will improve the chances that the notes will not be subject to discovery.</p>
<p>&#160;</p>
<p><strong>9. Don't Apologize</strong><br />
Don't contact the employee who is suing to say you're sorry or offer to make amends. This can end up hurting your case, since what you say can be used against you as an admission of wrongdoing. Let your lawyer act as the intermediary to explore settlement possibilities.</p>
<p>&#160;</p>
<p><strong>10. Consider Alternate Dispute Resolution</strong><br />
Depending on your circumstances, it might make sense to offer to mediate or arbitrate the case. Your suing employee may already have signed an agreement to arbitrate disputes as part of his or her hiring intake process.</p>
<p>&#160;</p>
<p>Explore alternative dispute resolution (ADR) options with your attorney. The ADR approaches often allow you to avoid a court proceeding and could therefore cut your legal fees and eliminate the risk of a large jury verdict. However, you can't force someone to use alternate dispute resolution unless there is a signed agreement to do so.</p>
<p>&#160;</p>
<p>So that helps for when you get sued. But what about doing things right to avoid suits? Think about all challenges you have to worry about—COBRA changes, FMLA intermittent leave, ADA accommodation, and many more</p>
<p>&#160;</p>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sued#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=sued</wfw:commentRss>
        <pubDate>Tue, 02 Feb 2010 13:44:21 +0000</pubDate>
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      <item>
        <title>What To Do When an Employee Sues</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=what-to-do-when-an-employee-sues</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=what-to-do-when-an-employee-sues</guid>
        <description><![CDATA[<p><span style="color: #08911e"><span style="font-size: x-large">What to Do When You Are Sued—Immediate Actions</span></span></p>
<p>&#160;</p>
<p>Even if you follow all the best advice for avoiding lawsuits, eventually you're going to get sued. The actions you take the instant you know about a suit can spell the difference between a quick, inexpensive resolution and a prolonged, expensive one.</p>
<p>&#160;</p>
<p>Here are the most important things to do when you first learn that you or your company has been sued, as outlined in an Employer Resource Institute® special report:</p>
<p>&#160;</p>
<p><strong>1. Be Careful of Dates</strong><br />
When you are notified of a suit, don't procrastinate. Read the court documents carefully. The law requires you to file a written response to a lawsuit within a fixed period of time—typically 30 days from the time you've been served with the legal papers. Staying on top of deadlines is important because if you don't file papers on time, a judgment could be entered against you.</p>
<p>&#160;</p>
<p><strong>2. Hire the Right Attorney<br /></strong>Get your attorney involved right away. Be sure your lawyer has experience with your particular type of case and has worked in the court system in which the case was brought.<br />
When it comes to fees, don't be shy. Ask for an estimate of the range of costs involved. It's often tough for a lawyer to give a precise estimate of the expense of handling a lawsuit because there are so many variables that affect the cost. And, of course, at the beginning, the lawyer doesn't know any of the details that help to determine the validity or strength of the case.<br />
Nevertheless, try to work out a budget with your lawyer. Make sure your attorney agrees to consult you before major expenses are incurred or if the budget needs to be revised.</p>
<p>&#160;</p>
<p><strong>3. Notify Insurers</strong><br />
Talk with your lawyer about getting your insurance carriers involved. If you have Employment Practices Liability Insurance (EPLI), you will have some coverage. Your policy probably requires immediate notification and may give the insurance company the right to handle the case and settle it. (If the insurance company wants to settle and you want to fight, the insurance company's liability will likely be limited to the amount of its original settlement proposal.)<br />
Unfortunately, general liability policies usually don't cover claims such as sexual harassment and discrimination. But never assume that you aren't covered. Sometimes an insurer may agree to pay your defense costs and reserve the right to deny liability later, depending on what comes out in the lawsuit.</p>
<p>&#160;</p>
<p><strong>4. Assign Responsibility to One Person</strong><br />
To avoid delays and confusion, appoint one specific person in your company to be the liaison with attorneys, insurers, employees, and others who might be involved in the case. The designated person should monitor the claim to be sure it's being handled in a timely fashion.</p>
<p>&#160;</p>
<p><strong>5. Caution Employees<br /></strong> Remind employees who may have information about the case not to discuss the claim with anyone but your attorneys and their staff.</p>
<p>&#160;</p>
<p><strong>6. Organize Information</strong><br />
Prepare a list of people who may have information about the case. Gather and organize copies of pertinent documents so that your lawyer will be able to make a quick review of the case.<br />
&#160;</p>]]></description>
        <content:encoded><![CDATA[<p><span style="color: #08911e"><span style="font-size: x-large">What to Do When You Are Sued—Immediate Actions</span></span></p>
<p>&#160;</p>
<p>Even if you follow all the best advice for avoiding lawsuits, eventually you're going to get sued. The actions you take the instant you know about a suit can spell the difference between a quick, inexpensive resolution and a prolonged, expensive one.</p>
<p>&#160;</p>
<p>Here are the most important things to do when you first learn that you or your company has been sued, as outlined in an Employer Resource Institute® special report:</p>
<p>&#160;</p>
<p><strong>1. Be Careful of Dates</strong><br />
When you are notified of a suit, don't procrastinate. Read the court documents carefully. The law requires you to file a written response to a lawsuit within a fixed period of time—typically 30 days from the time you've been served with the legal papers. Staying on top of deadlines is important because if you don't file papers on time, a judgment could be entered against you.</p>
<p>&#160;</p>
<p><strong>2. Hire the Right Attorney<br /></strong>Get your attorney involved right away. Be sure your lawyer has experience with your particular type of case and has worked in the court system in which the case was brought.<br />
When it comes to fees, don't be shy. Ask for an estimate of the range of costs involved. It's often tough for a lawyer to give a precise estimate of the expense of handling a lawsuit because there are so many variables that affect the cost. And, of course, at the beginning, the lawyer doesn't know any of the details that help to determine the validity or strength of the case.<br />
Nevertheless, try to work out a budget with your lawyer. Make sure your attorney agrees to consult you before major expenses are incurred or if the budget needs to be revised.</p>
<p>&#160;</p>
<p><strong>3. Notify Insurers</strong><br />
Talk with your lawyer about getting your insurance carriers involved. If you have Employment Practices Liability Insurance (EPLI), you will have some coverage. Your policy probably requires immediate notification and may give the insurance company the right to handle the case and settle it. (If the insurance company wants to settle and you want to fight, the insurance company's liability will likely be limited to the amount of its original settlement proposal.)<br />
Unfortunately, general liability policies usually don't cover claims such as sexual harassment and discrimination. But never assume that you aren't covered. Sometimes an insurer may agree to pay your defense costs and reserve the right to deny liability later, depending on what comes out in the lawsuit.</p>
<p>&#160;</p>
<p><strong>4. Assign Responsibility to One Person</strong><br />
To avoid delays and confusion, appoint one specific person in your company to be the liaison with attorneys, insurers, employees, and others who might be involved in the case. The designated person should monitor the claim to be sure it's being handled in a timely fashion.</p>
<p>&#160;</p>
<p><strong>5. Caution Employees<br /></strong> Remind employees who may have information about the case not to discuss the claim with anyone but your attorneys and their staff.</p>
<p>&#160;</p>
<p><strong>6. Organize Information</strong><br />
Prepare a list of people who may have information about the case. Gather and organize copies of pertinent documents so that your lawyer will be able to make a quick review of the case.<br />
&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=what-to-do-when-an-employee-sues#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=what-to-do-when-an-employee-sues</wfw:commentRss>
        <pubDate>Mon, 01 Feb 2010 18:22:41 +0000</pubDate>
      </item>
      <item>
        <title>Wellness - Obesity Programs</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=wellness-obesity-programs</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=wellness-obesity-programs</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Obesity Epidemic in Your Workplace? CDC Can Help</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">There's an "obesity epidemic" in the U.S., and that means there's probably one at your workplace, too. Obesity is a natural target for wellness programs. The effects of obesity—from cardiac problems to diabetes—are dire, but they are reversible through exercise, diet, and nutrition.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What works best to reduce obesity? The Centers for Disease Control and Prevention (CDC) set out to find out what works in weight control. They identified six promising strategies and then developed a program, LEAN <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Works!.</span></em>&#160; (Check out their program at cdc.gov/leanworks.)</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"LEAN" stands for Leading Employees to Activity and Nutrition. It's a free Web-based resource that offers interactive tools and evidence-based resources to design effective worksite obesity prevention and control programs. It includes an obesity cost calculator to estimate how much obesity is costing your company and how much savings your company could realize with different workplace interventions.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The program is based on research findings from the <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Guide to Community Preventive Services.</span></em> The <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Guide</span></em> summarizes what is known about the effectiveness, economic efficiency, and feasibility of interventions to promote community health and prevent disease.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising practices are strategies delivered to employees through their employer that demonstrate a reduction in a "weight-related outcome" (i.e., weight, body mass index (BMI), body fat, waist circumference, waist-to-hip ratio) or prevalence of individuals who are overweight or obese.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">As you can see in this chart, CDC divides its promising practices into three groups: environmental and policy, informational and educational, and behavioral interventions.</span></p>
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<p align="center" style="text-align: center"><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">CDC's Promising Practices</span></strong></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Environmental and Policy</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Informational and Educational</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Behavioral Interventions</span></em></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">1. Enhanced access to opportunities for physical activity combined with health education</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2. Exercise prescriptions alone<br />
3. Multi-component educational practices</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">4. Weight loss competitions and incentives<br />
5. Behavioral interventions with incentives<br />
6. Behavioral interventions without incentives</span></p>
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<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Which of these promising practices deserve a place in your wellness program? Here's some more detail on what CDC found.</span></p>
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<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Corporate wellness programs show great ROI. And they are win-win—employees feel better and are more productive, and employers reap the benefits.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Environmental and Policy Strategies</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Environmental and policy strategies address the entire workforce or large groups of workers (not individuals) and target physical and organizational structures to develop worksite policies that support healthy behaviors. They are likely to be sustained for a longer period of time than individually oriented strategies.</span></p>
<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #1: Enhanced Access to Opportunities for Physical Activity Combined with Health Education</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Enhanced access to opportunities for physical activity combined with health education refers to practices that enable or facilitate access to physical activity programs, workshops, classes, and other resources in a worksite setting.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Such practices can include:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Developing walking trails,</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Building a fitness center at the worksite, <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">or</span></em></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Creating a par course (fitness trail).</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">CDC found five studies that evaluated the effectiveness of enhanced access. The studies' mean weight reduction was 3.24 percent.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Informational and Educational Strategies</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Informational and educational strategies focus on the provision of information designed to increase awareness and knowledge as a requisite to motivate behavioral change.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">These strategies present both general health information, including information about weight loss and maintenance, chronic disease prevention and risk reduction, and specific information about physical activity and nutrition.</span></p>
<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #2: Exercise Prescriptions Alone</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Exercise prescriptions involve a planned or structured physical activity regimen given to an individual or group that includes specific recommendations for the frequency, intensity, and type of exercise.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The programs reviewed typically recruit participants into voluntary groups at the worksites. After completing physical fitness evaluations, participants are placed in exercise training programs of mild, moderate, or vigorous intensity.</span></p>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #3: Multi-component Educational Practices</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Multi-component educational practices are aimed at providing information, addressing health promotion (e.g., healthy lifestyles, physical activity, and nutrition), and risk reduction (e.g., weight management, cardiovascular risks, and diabetes risks).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In addition to health education sessions, these programs incorporated components such as exercise prescription, nutrition prescription, and small media (e.g., brochures, pamphlets, electronic messages).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">CDC found 24 studies that evaluated the effectiveness of multi-component programs, 17 of which measured weight. They showed a median loss of 5.2 pounds.</span></p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">There's an "obesity epidemic" in the U.S., and that means there's probably one at your workplace, too. Obesity is a natural target for wellness programs. The effects of obesity—from cardiac problems to diabetes—are dire, but they are reversible through exercise, diet, and nutrition.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">What works best to reduce obesity? The Centers for Disease Control and Prevention (CDC) set out to find out what works in weight control. They identified six promising strategies and then developed a program, LEAN <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Works!.</span></em>&#160; (Check out their program at cdc.gov/leanworks.)</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"LEAN" stands for Leading Employees to Activity and Nutrition. It's a free Web-based resource that offers interactive tools and evidence-based resources to design effective worksite obesity prevention and control programs. It includes an obesity cost calculator to estimate how much obesity is costing your company and how much savings your company could realize with different workplace interventions.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The program is based on research findings from the <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Guide to Community Preventive Services.</span></em> The <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Guide</span></em> summarizes what is known about the effectiveness, economic efficiency, and feasibility of interventions to promote community health and prevent disease.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising practices are strategies delivered to employees through their employer that demonstrate a reduction in a "weight-related outcome" (i.e., weight, body mass index (BMI), body fat, waist circumference, waist-to-hip ratio) or prevalence of individuals who are overweight or obese.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">As you can see in this chart, CDC divides its promising practices into three groups: environmental and policy, informational and educational, and behavioral interventions.</span></p>
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<p align="center" style="text-align: center"><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">CDC's Promising Practices</span></strong></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Environmental and Policy</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Informational and Educational</span></em></p>
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<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Behavioral Interventions</span></em></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">1. Enhanced access to opportunities for physical activity combined with health education</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">2. Exercise prescriptions alone<br />
3. Multi-component educational practices</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">4. Weight loss competitions and incentives<br />
5. Behavioral interventions with incentives<br />
6. Behavioral interventions without incentives</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Which of these promising practices deserve a place in your wellness program? Here's some more detail on what CDC found.</span></p>
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<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Corporate wellness programs show great ROI. And they are win-win—employees feel better and are more productive, and employers reap the benefits.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Environmental and Policy Strategies</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Environmental and policy strategies address the entire workforce or large groups of workers (not individuals) and target physical and organizational structures to develop worksite policies that support healthy behaviors. They are likely to be sustained for a longer period of time than individually oriented strategies.</span></p>
<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #1: Enhanced Access to Opportunities for Physical Activity Combined with Health Education</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Enhanced access to opportunities for physical activity combined with health education refers to practices that enable or facilitate access to physical activity programs, workshops, classes, and other resources in a worksite setting.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Such practices can include:</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">CDC found five studies that evaluated the effectiveness of enhanced access. The studies' mean weight reduction was 3.24 percent.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Informational and Educational Strategies</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Informational and educational strategies focus on the provision of information designed to increase awareness and knowledge as a requisite to motivate behavioral change.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">These strategies present both general health information, including information about weight loss and maintenance, chronic disease prevention and risk reduction, and specific information about physical activity and nutrition.</span></p>
<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #2: Exercise Prescriptions Alone</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Exercise prescriptions involve a planned or structured physical activity regimen given to an individual or group that includes specific recommendations for the frequency, intensity, and type of exercise.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The programs reviewed typically recruit participants into voluntary groups at the worksites. After completing physical fitness evaluations, participants are placed in exercise training programs of mild, moderate, or vigorous intensity.</span></p>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #3: Multi-component Educational Practices</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Multi-component educational practices are aimed at providing information, addressing health promotion (e.g., healthy lifestyles, physical activity, and nutrition), and risk reduction (e.g., weight management, cardiovascular risks, and diabetes risks).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In addition to health education sessions, these programs incorporated components such as exercise prescription, nutrition prescription, and small media (e.g., brochures, pamphlets, electronic messages).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">CDC found 24 studies that evaluated the effectiveness of multi-component programs, 17 of which measured weight. They showed a median loss of 5.2 pounds.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=wellness-obesity-programs#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=wellness-obesity-programs</wfw:commentRss>
        <pubDate>Sun, 31 Jan 2010 10:53:00 +0000</pubDate>
      </item>
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        <title>Wellness ROI</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=wellness-roi</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=wellness-roi</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">300% ROI for Weight Loss Programs?</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The CDC's strategies for dealing with obesity. Today we take a look at a unique wellness guide that could get you a 300% return on your investment.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Of course, it's not easy for most people to diet and lose weight, and then keep it off. Behavioral interventions are often the key to success. Behavioral strategies for obesity prevention and control focus on teaching behavioral management skills and structuring the social environment to provide support for people trying to initiate or maintain weight change.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Strategies often include individual or group behavioral counseling, and often involve co-workers, family members, and other intermediaries who are part of an individual's social environment.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Behavioral methods include:</span></p>
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<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Participatory skill development</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Individual benchmarking (i.e., goal setting and achievement)</span></p>
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<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Providing materials necessary to enhance the desired behavior (e.g., pedometers, food journals)</span></p>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #4: Weight-loss Competitions and Incentives</span></b></em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><br /></span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Competitions and incentives consist of rewards for losing weight, making behavioral changes, increasing physical activity, or improving nutrition. The rewards can be in-kind, financial, or just the pride of winning. The incentives can vary in size and by type and can be used for:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Screening</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Enrollment</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Compliance (i.e., staying in the program)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Completing the program</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Maintenance of the changes after completing the program</span></p>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #5: Behavioral Practices with Incentives</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Behavioral practices teach behavioral management skills, modeling or demonstration, participatory skill development, and individual benchmarking (i.e., goal setting and achievement), provide feedback, and build social support for behavioral patterns.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Such practices are complemented by in-kind or financial incentives, typically given for participation and completing the program.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #6: Behavioral Practices Without Incentives</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">These programs offer the same types of behavioral skills development as the programs described above, but do not offer incentives. The typical behavioral practice consisted of one-on-one or group consultations with personalized goals or plans of action to improve employees' nutrition, increase their physical activity, or help them lose weight.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">There's little doubt that the programming described above can help with obesity. And that's an important part of a complete wellness program.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Well-structured and well-run wellness programs generate ROI of up to 300 percent—music to management’s ears! But the key words are “well-structured” and “well-run.” Poorly structured programs just spin their wheels—no health benefit and no positive ROI, either.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">300% ROI for Weight Loss Programs?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The CDC's strategies for dealing with obesity. Today we take a look at a unique wellness guide that could get you a 300% return on your investment.</span></b></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Of course, it's not easy for most people to diet and lose weight, and then keep it off. Behavioral interventions are often the key to success. Behavioral strategies for obesity prevention and control focus on teaching behavioral management skills and structuring the social environment to provide support for people trying to initiate or maintain weight change.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Strategies often include individual or group behavioral counseling, and often involve co-workers, family members, and other intermediaries who are part of an individual's social environment.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Behavioral methods include:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Modeling or demonstration</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Participatory skill development</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Individual benchmarking (i.e., goal setting and achievement)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Providing feedback</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Providing incentives or disincentives</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Providing materials necessary to enhance the desired behavior (e.g., pedometers, food journals)</span></p>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #4: Weight-loss Competitions and Incentives</span></b></em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><br /></span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Competitions and incentives consist of rewards for losing weight, making behavioral changes, increasing physical activity, or improving nutrition. The rewards can be in-kind, financial, or just the pride of winning. The incentives can vary in size and by type and can be used for:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Screening</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Enrollment</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Compliance (i.e., staying in the program)</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Completing the program</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Maintenance of the changes after completing the program</span></p>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #5: Behavioral Practices with Incentives</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Behavioral practices teach behavioral management skills, modeling or demonstration, participatory skill development, and individual benchmarking (i.e., goal setting and achievement), provide feedback, and build social support for behavioral patterns.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Such practices are complemented by in-kind or financial incentives, typically given for participation and completing the program.</span></p>
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<p><em><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Promising Practice #6: Behavioral Practices Without Incentives</span></b></em></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">These programs offer the same types of behavioral skills development as the programs described above, but do not offer incentives. The typical behavioral practice consisted of one-on-one or group consultations with personalized goals or plans of action to improve employees' nutrition, increase their physical activity, or help them lose weight.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">There's little doubt that the programming described above can help with obesity. And that's an important part of a complete wellness program.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Well-structured and well-run wellness programs generate ROI of up to 300 percent—music to management’s ears! But the key words are “well-structured” and “well-run.” Poorly structured programs just spin their wheels—no health benefit and no positive ROI, either.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>RIFs</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=wellness-roi#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=wellness-roi</wfw:commentRss>
        <pubDate>Sat, 30 Jan 2010 22:35:52 +0000</pubDate>
      </item>
      <item>
        <title>Sales Pipeline</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sales-pipeline</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sales-pipeline</guid>
        <description><![CDATA[<h1>How to Build a Pipeline on a Shoestring</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=james"><font color="#005399">Geoffrey James</font></a></p>
<p class="date">January 28th, 2010 @ 5:30&#160;pm&#160;<a href="http://i.bnet.com/blogs/bigstockphoto_idea_funnel_concept_4271564.jpg"><img class="size-full wp-image-7925 alignnone" title="Building a Sales Pipeline (Image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_idea_funnel_concept_4271564.jpg" width="450" height="130" /></a></p>
<div class="entry">
<p>&#160;</p>
<p>Building a sales pipeline needn’t be expensive or difficult.&#160; In fact, if you take a systematic approach, and start by going after the low-hanging fruit, you can have a healthy list of prospects and opportunities in no time.&#160; A Sales Machine reader writes:</p>
<blockquote>
<p><em>I’m the owner/operator and lead programmer of a small software company, basically me, a couple part-time programmers, and a 5-6 person technical implementation team.</em></p>
<p><em>When I launched in 2004, I made some direct sales myself to some prior clients and over the years have added a few client a year … now I want to really focus on sales because I had stoppedl selling for the past year with the economy because people seemed to stop buying in general (obviously not the smartest thing to do .. but that’s water under the bridge).</em></p>
<p><em>Now, I’m going to invest in a targeted list to do some emailing and cold calling. So the question is: As the owner/president of the company, can I use all of your techniques the same way a pro sales person would? Should I do anything different because of my role as “president” of the company?</em></p>
</blockquote>
<p>Well, the answer to your first question is Yes.&#160; Sales techniques are universal.&#160; In addition, since you’re the “president” of your company, you’re going to find it easier getting access to decision-makers than you would if your job title was sales rep.&#160; However…</p>
<p>&#160;</p>
<p>&#160;</p>
<p>Your challenge is more likely to be time management.&#160; Since you wear so many hats, you’re not going to have all that much time to spend selling.&#160; And you’ve shown that you’re easily distracted and would prefer not to sell when it’s difficult to sell.</p>
<p>&#160;</p>
<p>So your long term goal should be to “outsource” the sales function to somebody who can do it better than you.&#160; However, if you’re determined to pursue this course, what you really need to do is to build a sales pipeline, because you let your pipeline run dry.</p>
<p>&#160;</p>
<p>What’s more, you’re going to need to build that pipeline quickly, and without spending too much of your precious time upon it.&#160; The place to start is with the low-hanging fruit rather than prospecting far afield, which is what you’d be doing if you started with a targeted list.</p>
<p>&#160;</p>
<p>Here are the four steps to building a pipeline on a shoestring:</p>
<ul>
<li><strong>Step #1: Upsell your current clients.</strong> It’s always easier to sell to people who already trust you and know that you can deliver.&#160; Unless every one of your clients has purchased everything that you have to offer, your quickest sales will come from existing customers.&#160; Recontact all of them and find out if there’s anything else you can do for them (i.e. sell to them.)</li>
<li><strong>Step #2: Get some referral accounts.</strong> After you’re revisiting your existing clients and confirmed that they’re delighted with your offering, ask them to provide you with at least two referrals.&#160; Have THEM call or email the referrals and set up (or at least suggest) the initial meeting.&#160; It is much easier to sell to referral accounts than to completely new prospects.</li>
<li><strong>Step #3: Get some more referrals.</strong> Once you’ve exhausted your client base, list out every person you know who’s in the business world and who trusts you (perhaps because you’ve worked with them previously).&#160; As before, ask them to provide you with a referral and have THEM call or email the referrals to set up the initial meeting.</li>
</ul>
<p>Chances are that, by this point, you’ll have more prospects in your pipeline than you know what do to with.&#160; If not, then move to:</p>
<ul>
<li><strong>Step #4: Get a lead generation system.</strong> Rather than buying a “targeted list” (which will probably contain many dead lead), I recommend something like <span style="color: #000000">Insideview</span>, which lets you build lists on the fly and prioritize them based upon events that have happened in that company and industry.&#160;</li>
</ul>
<p>Remember, the key to turning a lead (regardless of the source) into a real prospect is to research the lead before the conversation.&#160; You also must be able to communicate very quickly (as in a couple of sentences) why your offering is important to that prospect.&#160; (And that’s not a list of features, my programming friend.)</p>
</div>]]></description>
        <content:encoded><![CDATA[<h1>How to Build a Pipeline on a Shoestring</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=james"><font color="#005399">Geoffrey James</font></a></p>
<p class="date">January 28th, 2010 @ 5:30&#160;pm&#160;<a href="http://i.bnet.com/blogs/bigstockphoto_idea_funnel_concept_4271564.jpg"><img class="size-full wp-image-7925 alignnone" title="Building a Sales Pipeline (Image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_idea_funnel_concept_4271564.jpg" width="450" height="130" /></a></p>
<div class="entry">
<p>&#160;</p>
<p>Building a sales pipeline needn’t be expensive or difficult.&#160; In fact, if you take a systematic approach, and start by going after the low-hanging fruit, you can have a healthy list of prospects and opportunities in no time.&#160; A Sales Machine reader writes:</p>
<blockquote>
<p><em>I’m the owner/operator and lead programmer of a small software company, basically me, a couple part-time programmers, and a 5-6 person technical implementation team.</em></p>
<p><em>When I launched in 2004, I made some direct sales myself to some prior clients and over the years have added a few client a year … now I want to really focus on sales because I had stoppedl selling for the past year with the economy because people seemed to stop buying in general (obviously not the smartest thing to do .. but that’s water under the bridge).</em></p>
<p><em>Now, I’m going to invest in a targeted list to do some emailing and cold calling. So the question is: As the owner/president of the company, can I use all of your techniques the same way a pro sales person would? Should I do anything different because of my role as “president” of the company?</em></p>
</blockquote>
<p>Well, the answer to your first question is Yes.&#160; Sales techniques are universal.&#160; In addition, since you’re the “president” of your company, you’re going to find it easier getting access to decision-makers than you would if your job title was sales rep.&#160; However…</p>
<p>&#160;</p>
<p>&#160;</p>
<p>Your challenge is more likely to be time management.&#160; Since you wear so many hats, you’re not going to have all that much time to spend selling.&#160; And you’ve shown that you’re easily distracted and would prefer not to sell when it’s difficult to sell.</p>
<p>&#160;</p>
<p>So your long term goal should be to “outsource” the sales function to somebody who can do it better than you.&#160; However, if you’re determined to pursue this course, what you really need to do is to build a sales pipeline, because you let your pipeline run dry.</p>
<p>&#160;</p>
<p>What’s more, you’re going to need to build that pipeline quickly, and without spending too much of your precious time upon it.&#160; The place to start is with the low-hanging fruit rather than prospecting far afield, which is what you’d be doing if you started with a targeted list.</p>
<p>&#160;</p>
<p>Here are the four steps to building a pipeline on a shoestring:</p>
<ul>
<li><strong>Step #1: Upsell your current clients.</strong> It’s always easier to sell to people who already trust you and know that you can deliver.&#160; Unless every one of your clients has purchased everything that you have to offer, your quickest sales will come from existing customers.&#160; Recontact all of them and find out if there’s anything else you can do for them (i.e. sell to them.)</li>
<li><strong>Step #2: Get some referral accounts.</strong> After you’re revisiting your existing clients and confirmed that they’re delighted with your offering, ask them to provide you with at least two referrals.&#160; Have THEM call or email the referrals and set up (or at least suggest) the initial meeting.&#160; It is much easier to sell to referral accounts than to completely new prospects.</li>
<li><strong>Step #3: Get some more referrals.</strong> Once you’ve exhausted your client base, list out every person you know who’s in the business world and who trusts you (perhaps because you’ve worked with them previously).&#160; As before, ask them to provide you with a referral and have THEM call or email the referrals to set up the initial meeting.</li>
</ul>
<p>Chances are that, by this point, you’ll have more prospects in your pipeline than you know what do to with.&#160; If not, then move to:</p>
<ul>
<li><strong>Step #4: Get a lead generation system.</strong> Rather than buying a “targeted list” (which will probably contain many dead lead), I recommend something like <span style="color: #000000">Insideview</span>, which lets you build lists on the fly and prioritize them based upon events that have happened in that company and industry.&#160;</li>
</ul>
<p>Remember, the key to turning a lead (regardless of the source) into a real prospect is to research the lead before the conversation.&#160; You also must be able to communicate very quickly (as in a couple of sentences) why your offering is important to that prospect.&#160; (And that’s not a list of features, my programming friend.)</p>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=sales-pipeline#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=sales-pipeline</wfw:commentRss>
        <pubDate>Sat, 30 Jan 2010 18:59:23 +0000</pubDate>
      </item>
      <item>
        <title>New Wage Law</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=new-wage-law</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=new-wage-law</guid>
        <description><![CDATA[<h2>Why you don’t have to fear the new wage law</h2>
<p><span style="color: #000000"><span style="text-align: left; padding-bottom: 0px; margin: 0px 0px 5px; padding-left: 0px; padding-right: 0px; font-size: 12px; padding-top: 0px">January 27, 2010 by Jim Giuliano</span></span></p>
<p>&#160;</p>
<div class="entry">
<p><font color="#0A45A7"><img class="alignnone size-full wp-image-826" title="law" alt="law" width="360" height="239" src="http://www.businessbrief.com/wp-content/uploads/2009/06/law.jpg" /></font></p>
<p>&#160;</p>
<p>Everyone was sure a new wage-discrimination law passed early last year would create a path to employers’ wallets. Now, after several suits have been filed under the law, we know what steps employers should take to protect themselves.</p>
<p>&#160;</p>
<p>The law is called the Lily Ledbetter Fair Pay Act. Congress passed it to counter a Supreme Court ruling on the requirements an employee must meet to win a discrimination suit based on unfair pay.</p>
<p>&#160;</p>
<p>In the case — <em>Ledbetter v. Goodyear Tire &amp; Rubber Co</em>. — the High Court said, essentially, that an employee had to file suit not more than 180 days from the time of the <em>first alleged pay violation</em>. The female employee in the case said she’d been underpaid for years because of gender and wanted to sue for back wages. The court said she couldn’t because the 180-day clock started ticking the day she received her first paycheck — not the day she received her most recent paycheck.</p>
<p>&#160;</p>
<p><strong>Here comes Congress</strong></p>
<p><br />
Enter Congress. It wrote and passed a law saying just the opposite: that an employee could go back years and years, and file a discrimination suit asking for all the back wages that allegedly had been withheld all those years.</p>
<p>&#160;</p>
<p>The law looked like a disaster for employers. Besides the threat of a lawsuit over some near-ancient dispute, the law also made for a recordkeeping nightmare.</p>
<p>&#160;</p>
<p>An analysis of the major suits filed under Ledbetter shows, however, that employers aren’t exactly defenseless — that courts will take into account reasonable steps to pay fair wages, and prevent frivolous suits. There are three major factors that can work in your favor:</p>
<ol>
<li>Employers that have a reasonable pay system — based on factors such as job responsibility, productivity, quality of work, etc. — generally get a “pass” from courts when there appears to be a one-time, inadvertent error that results in lower pay for, say, a woman than a man in a similar job. If you follow a system, a dumb mistake won’t hang you.</li>
<li>An employee can’t just file a discrimination suit and say it’s about pay. It has to really be about pay. Of course, that doesn’t mean you’re going to overlook rare instances of real discrimination, but if it does happen, you won’t be a sitting duck for just any charge of wage discrimination if you have a solid pay system that rewards employees for good work or any other measurable factor.</li>
<li>Employers that keep good records about performance standards generally win. What that usually means is you’ll want to have on file an explanation of why an employee did or didn’t get a raise or promotion or was subject to any other action that affected pay.</li>
</ol>
<p><br />
&#160;</p>
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        <content:encoded><![CDATA[<h2>Why you don’t have to fear the new wage law</h2>
<p><span style="color: #000000"><span style="text-align: left; padding-bottom: 0px; margin: 0px 0px 5px; padding-left: 0px; padding-right: 0px; font-size: 12px; padding-top: 0px">January 27, 2010 by Jim Giuliano</span></span></p>
<p>&#160;</p>
<div class="entry">
<p><font color="#0A45A7"><img class="alignnone size-full wp-image-826" title="law" alt="law" width="360" height="239" src="http://www.businessbrief.com/wp-content/uploads/2009/06/law.jpg" /></font></p>
<p>&#160;</p>
<p>Everyone was sure a new wage-discrimination law passed early last year would create a path to employers’ wallets. Now, after several suits have been filed under the law, we know what steps employers should take to protect themselves.</p>
<p>&#160;</p>
<p>The law is called the Lily Ledbetter Fair Pay Act. Congress passed it to counter a Supreme Court ruling on the requirements an employee must meet to win a discrimination suit based on unfair pay.</p>
<p>&#160;</p>
<p>In the case — <em>Ledbetter v. Goodyear Tire &amp; Rubber Co</em>. — the High Court said, essentially, that an employee had to file suit not more than 180 days from the time of the <em>first alleged pay violation</em>. The female employee in the case said she’d been underpaid for years because of gender and wanted to sue for back wages. The court said she couldn’t because the 180-day clock started ticking the day she received her first paycheck — not the day she received her most recent paycheck.</p>
<p>&#160;</p>
<p><strong>Here comes Congress</strong></p>
<p><br />
Enter Congress. It wrote and passed a law saying just the opposite: that an employee could go back years and years, and file a discrimination suit asking for all the back wages that allegedly had been withheld all those years.</p>
<p>&#160;</p>
<p>The law looked like a disaster for employers. Besides the threat of a lawsuit over some near-ancient dispute, the law also made for a recordkeeping nightmare.</p>
<p>&#160;</p>
<p>An analysis of the major suits filed under Ledbetter shows, however, that employers aren’t exactly defenseless — that courts will take into account reasonable steps to pay fair wages, and prevent frivolous suits. There are three major factors that can work in your favor:</p>
<ol>
<li>Employers that have a reasonable pay system — based on factors such as job responsibility, productivity, quality of work, etc. — generally get a “pass” from courts when there appears to be a one-time, inadvertent error that results in lower pay for, say, a woman than a man in a similar job. If you follow a system, a dumb mistake won’t hang you.</li>
<li>An employee can’t just file a discrimination suit and say it’s about pay. It has to really be about pay. Of course, that doesn’t mean you’re going to overlook rare instances of real discrimination, but if it does happen, you won’t be a sitting duck for just any charge of wage discrimination if you have a solid pay system that rewards employees for good work or any other measurable factor.</li>
<li>Employers that keep good records about performance standards generally win. What that usually means is you’ll want to have on file an explanation of why an employee did or didn’t get a raise or promotion or was subject to any other action that affected pay.</li>
</ol>
<p><br />
&#160;</p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=new-wage-law#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=new-wage-law</wfw:commentRss>
        <pubDate>Sat, 30 Jan 2010 22:31:05 +0000</pubDate>
      </item>
      <item>
        <title>The Spider&#039;s Tail</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=the-spider-s-tail</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=the-spider-s-tail</guid>
        <description><![CDATA[<p class="MsoNormal" style="margin: 0in 0in 10pt"><b style="mso-bidi-font-weight: normal"><span style="line-height: 115%; font-size: 20pt"><font face="Calibri">The Spider’s Tail</font></span></b></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">Once Upon a Time, as these stories go, there was a web building spider. Relatively unassuming, and yet she was tired of living near her mother. The oppression of her mother’s environment, coupled with the enforced subservience to the free ranging wolf spiders with their long established territories prevented her from realizing her dreams. Looking to found a new dynasty based on her principles, she moved far away.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">The journey was dangerous and the new conditions at first primitive, but she was the first web builder to find the new barn where she settled. Dropping down in the interior from the roof of the barn, she began work on her new web. Yes, there were some wolf spiders there, but she fought them to a standstill and established her new kingdom, growing old and fat and prosperous. She raised many daughters, sent some of them to schools of higher education and even had enough left over to send money and assistance to her feeble mother. Life was good.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">In her dotage she used some of her largess to send a particularly promising daughter to the best schools. The daughter earned a Bachelor’s from Websley, an MBA in Web Management from Flyvard and a Ph.D. in Web Construction from Bug College. The daughter returned home only to find that the primitive nature of her mother’s thoughts was just too oppressive. Yet she was not willing to leave the safety and security of her mother’s wealth and web to strike out on her own. So she remained, discontent and scheming, awaiting her mother’s demise. The hoped for event soon occurred as her mother turned all eight legs to the sky.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">All of her sisters recognized that she was the elite one and the rightful heiress of the web. Surveying her new kingdom, the enlightened spider began to make necessary (to her mind) improvements. Her first task was to direct her sisters to remove all the old and unsightly strands from the web. Over the years, many had become collectors of dust and debris. As the work progressed, the elite daughter began an inspection, directing a snip here and a tuck there. With all nearly completed she spotted what appeared to be the oldest, dustiest, dirtiest thread ascending from the center of the web into the darkness of the roof of the barn. In a great rush to remove this dirty thing from her now pristine web, she raced to the old thread and removed it herself. Of course, this was her mother’s first thread, the central support for all that had come after. So the web collapsed, throwing the entire clan, including their cousins far away, into rack and ruin.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font face="Calibri"><b style="mso-bidi-font-weight: normal"><span style="font-size: 12pt">The Moral</span></b> <font size="3">Don’t be overly impressed with the untested ideas of individuals, no matter how academically qualified (or not) and be very leery of discarding the old tested and successful things just because they are old.</font></font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt">&#160;</p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160; (c) 2010 Onward Education &amp; Training LLC All Rights Reserved</font></p>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<p class="MsoNormal" style="margin: 0in 0in 10pt"><b style="mso-bidi-font-weight: normal"><span style="line-height: 115%; font-size: 20pt"><font face="Calibri">The Spider’s Tail</font></span></b></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">Once Upon a Time, as these stories go, there was a web building spider. Relatively unassuming, and yet she was tired of living near her mother. The oppression of her mother’s environment, coupled with the enforced subservience to the free ranging wolf spiders with their long established territories prevented her from realizing her dreams. Looking to found a new dynasty based on her principles, she moved far away.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">The journey was dangerous and the new conditions at first primitive, but she was the first web builder to find the new barn where she settled. Dropping down in the interior from the roof of the barn, she began work on her new web. Yes, there were some wolf spiders there, but she fought them to a standstill and established her new kingdom, growing old and fat and prosperous. She raised many daughters, sent some of them to schools of higher education and even had enough left over to send money and assistance to her feeble mother. Life was good.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">In her dotage she used some of her largess to send a particularly promising daughter to the best schools. The daughter earned a Bachelor’s from Websley, an MBA in Web Management from Flyvard and a Ph.D. in Web Construction from Bug College. The daughter returned home only to find that the primitive nature of her mother’s thoughts was just too oppressive. Yet she was not willing to leave the safety and security of her mother’s wealth and web to strike out on her own. So she remained, discontent and scheming, awaiting her mother’s demise. The hoped for event soon occurred as her mother turned all eight legs to the sky.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">All of her sisters recognized that she was the elite one and the rightful heiress of the web. Surveying her new kingdom, the enlightened spider began to make necessary (to her mind) improvements. Her first task was to direct her sisters to remove all the old and unsightly strands from the web. Over the years, many had become collectors of dust and debris. As the work progressed, the elite daughter began an inspection, directing a snip here and a tuck there. With all nearly completed she spotted what appeared to be the oldest, dustiest, dirtiest thread ascending from the center of the web into the darkness of the roof of the barn. In a great rush to remove this dirty thing from her now pristine web, she raced to the old thread and removed it herself. Of course, this was her mother’s first thread, the central support for all that had come after. So the web collapsed, throwing the entire clan, including their cousins far away, into rack and ruin.</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160;</font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font face="Calibri"><b style="mso-bidi-font-weight: normal"><span style="font-size: 12pt">The Moral</span></b> <font size="3">Don’t be overly impressed with the untested ideas of individuals, no matter how academically qualified (or not) and be very leery of discarding the old tested and successful things just because they are old.</font></font></p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt">&#160;</p>
<p class="MsoNoSpacing" style="margin: 0in 0in 0pt"><font size="3" face="Calibri">&#160; (c) 2010 Onward Education &amp; Training LLC All Rights Reserved</font></p>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=the-spider-s-tail#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=the-spider-s-tail</wfw:commentRss>
        <pubDate>Sat, 30 Jan 2010 18:52:35 +0000</pubDate>
      </item>
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        <title>Before You Can Fire</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=before-you-can-fire</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=before-you-can-fire</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Before You Can Fire, the Employee Sues. Now What?</font></font></span></h1>
<p>&#160;</p>
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<p><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">By BLR Founder and CEO Bob Brady</span></b></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><img id="_x0000_i1025" border="0" src="http://hrdailyadvisor.blr.com/images/epinion.jpg" width="200" height="133" alt="" name="_x0000_i1025" /></span></p>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Consider this scenario: An employee is a major problem. Regularly late. Misses deadlines. Difficult to deal with. Her supervisors have given good counseling along the way. The file is in good shape, clearly documenting the problem and what has been done. HR is involved, and the plan is to terminate the employee. A meeting has been scheduled.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Then, out of the blue before the meeting can be held, she files a harassment suit against someone else in the company, an employee who was in no way involved in the original problem.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Can you go ahead with the termination? What should you do if you want to do so?</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Retaliation fears</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">That was the question posed by Tara Bedeau, of the San Francisco office of the Littler Mendelson law firm, at BLR’s first annual National Employment Law Update, held November 2008 in Orlando.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Members of the audience had various suggestions:</span></p>
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<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">"Continue the investigation."</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">"Put her on notice."</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">But Bedeau said that the key to whether you can consider going ahead is simple. First of all, are you certain there is no connection between the planned discipline and the harassment claim? Secondly, "How have you treated other similarly situated people?" she asked. If the documentation in this case is good, proving that there is no connection and that you’ve treated other employees the same way, it may be possible to go ahead with your plans.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Consistency is the key," she said.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The claim of harassment elevates the risks, but Bedeau cautioned that you must still manage performance. You have to be confident that the discipline is totally unrelated to the harassment claim and that it is consistent with what you’ve done in the past. You still have a duty to investigate her charge and, if it is found to have merit, to take action against the offender. There is some risk.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Retaliation</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The topic of Bedeau’s presentation was "Preventing Unlawful Retaliation: Making Sure You're Headed in the Right Direction." And, as she listed the dozens of laws prohibiting retaliation, she made it clear that retaliation claims are serious. There have been numerous cases when employees have sued, lost on their original claim, but won large penalties because of retaliation.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Tips</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Bedeau offered these tips for avoiding retaliation claims:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Pay attention (to any protected activity).</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Preempt retaliation claims by quickly and effectively responding to all complaints of unlawful conduct or illegal activity.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Have an independent, competent professional thoroughly investigate complaints.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">With retaliation claims, pay careful attention to the chronology of events, especially "action-reaction."</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Follow up and monitor situations.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Make sure to deal separately with any additional issue that might arise during an investigation (e.g., a complainant’s performance problem or misconduct). Mixing other issues with the complaint may set the stage for a retaliation claim.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Never threaten retaliation against an employee—even in the mildest form.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Avoid any negative emotional expressions about an employee’s complaint, in statements or in e-mail.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Respond quickly and thoroughly to any complaint of unlawfulness or illegality.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Before you act against an employee who has engaged in protected activity, stop and review all of the facts.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Have a good anti-retaliation policy that is well publicized.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Work with HR and legal.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Be wary of requiring a complainant to transfer or change jobs to resolve a harassment situation.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Document. Good documentation is systematic, ongoing, detailed, and accurate.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Train management.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Remember that whistleblowers are heroes to the public. Public sentiment will be against you if the case becomes public.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Tara Bedeau is an attorney with the San Francisco office of Littler Mendelson, a well-known and highly respected employment law firm. Her practice consists almost entirely of training HR and other company managers in employment-related matters.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Before You Can Fire, the Employee Sues. Now What?</font></font></span></h1>
<p>&#160;</p>
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<p><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">By BLR Founder and CEO Bob Brady</span></b></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;"><img id="_x0000_i1025" border="0" src="http://hrdailyadvisor.blr.com/images/epinion.jpg" width="200" height="133" alt="" name="_x0000_i1025" /></span></p>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Consider this scenario: An employee is a major problem. Regularly late. Misses deadlines. Difficult to deal with. Her supervisors have given good counseling along the way. The file is in good shape, clearly documenting the problem and what has been done. HR is involved, and the plan is to terminate the employee. A meeting has been scheduled.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Then, out of the blue before the meeting can be held, she files a harassment suit against someone else in the company, an employee who was in no way involved in the original problem.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Can you go ahead with the termination? What should you do if you want to do so?</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Retaliation fears</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">That was the question posed by Tara Bedeau, of the San Francisco office of the Littler Mendelson law firm, at BLR’s first annual National Employment Law Update, held November 2008 in Orlando.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Members of the audience had various suggestions:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">"Check the file."</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">"Continue the investigation."</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">"Put her on notice."</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">But Bedeau said that the key to whether you can consider going ahead is simple. First of all, are you certain there is no connection between the planned discipline and the harassment claim? Secondly, "How have you treated other similarly situated people?" she asked. If the documentation in this case is good, proving that there is no connection and that you’ve treated other employees the same way, it may be possible to go ahead with your plans.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Consistency is the key," she said.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The claim of harassment elevates the risks, but Bedeau cautioned that you must still manage performance. You have to be confident that the discipline is totally unrelated to the harassment claim and that it is consistent with what you’ve done in the past. You still have a duty to investigate her charge and, if it is found to have merit, to take action against the offender. There is some risk.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Retaliation</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The topic of Bedeau’s presentation was "Preventing Unlawful Retaliation: Making Sure You're Headed in the Right Direction." And, as she listed the dozens of laws prohibiting retaliation, she made it clear that retaliation claims are serious. There have been numerous cases when employees have sued, lost on their original claim, but won large penalties because of retaliation.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Tips</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Bedeau offered these tips for avoiding retaliation claims:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Pay attention (to any protected activity).</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Preempt retaliation claims by quickly and effectively responding to all complaints of unlawful conduct or illegal activity.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Have an independent, competent professional thoroughly investigate complaints.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">With retaliation claims, pay careful attention to the chronology of events, especially "action-reaction."</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Follow up and monitor situations.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Make sure to deal separately with any additional issue that might arise during an investigation (e.g., a complainant’s performance problem or misconduct). Mixing other issues with the complaint may set the stage for a retaliation claim.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Never threaten retaliation against an employee—even in the mildest form.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Avoid any negative emotional expressions about an employee’s complaint, in statements or in e-mail.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Respond quickly and thoroughly to any complaint of unlawfulness or illegality.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Before you act against an employee who has engaged in protected activity, stop and review all of the facts.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Have a good anti-retaliation policy that is well publicized.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Work with HR and legal.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Be wary of requiring a complainant to transfer or change jobs to resolve a harassment situation.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Document. Good documentation is systematic, ongoing, detailed, and accurate.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Train management.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Remember that whistleblowers are heroes to the public. Public sentiment will be against you if the case becomes public.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Tara Bedeau is an attorney with the San Francisco office of Littler Mendelson, a well-known and highly respected employment law firm. Her practice consists almost entirely of training HR and other company managers in employment-related matters.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=before-you-can-fire#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=before-you-can-fire</wfw:commentRss>
        <pubDate>Sat, 30 Jan 2010 18:48:59 +0000</pubDate>
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        <title>Our Pizza Sucked</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=our-pizza-sucked</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=our-pizza-sucked</guid>
        <description><![CDATA[<h1>Domino's: Why We Reinvented Our Pizza — and Then Promoted How Crappy It Used to Be.</h1>
<p class="byline">by Cait Murphy</p>
<p class="tags">&#160;</p>
<div class="dek">
<div class="inset inset-max-210"><img src="http://i.bnet.com/gallery/387023-210-280.jpg" width="210" alt="" />
<p>Domino's Chief Marketing Officer Russell J. Weiner</p>
<p>&#160;</p>
</div>
<p>“Where’s the love?” one woman asked scornfully. “The worst excuse for pizza I’ve ever had,” snapped another. Then there were the references to “cardboard” and “ketchup,” words that make any pizza-maker wince. But Domino’s asked for them, and has even <span style="color: #000000">posted them here on a company-run Web site. The remarks, conceded a company chef, “hit you right in the heart.”</span></p>
<p>&#160;</p>
<p>Pizza is a $35 billion industry and Domino’s gets a big slice of that — about $1.5 billion. The chain, which was founded 50 years ago in Ypsilanti, Michigan, today boasts almost 9,000 stores that deliver more than 10 million pizzas a day.</p>
<p>&#160;</p>
<p>But what Domino’s is known for is delivering pizzas quickly — not for making the most mouth-watering pie around. So in 2008, Domino execs began to reinvent its pizza. At the end of 2009, it rolled out the new and improved pizza, and launched an ad campaign that features consumers ruthlessly bashing its old recipe.</p>
<p>&#160;</p>
<p>Scratching a known and popular product to roll out a new one is risky — as is letting people tell the world just what they thought of the old one. BNET spoke to Russell J. Weiner, Domino’s chief marketing officer, to gain some insight into the pizza transformation and the self-deprecating marketing campaign.</p>
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<h2>The media has had a field day with your ads. <font color="#70AF00">Slate said of your television campaign</font>, “It's hard to recall another recent ad in which a company self-flagellates with so much gusto.”</h2>
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<p>People may look at the ad campaign and see it as insulting. That’s not the way we see it. What we tried to do was tell a true story — not brutal, but the truth.</p>
<p>&#160;</p>
<p>Also, I spent a lot of time thinking about how to change the perception of people who didn’t buy Domino’s. We talked to them, and read their blogs, and this is what they were saying. And I knew that, other than my mom, no one would care about “new and improved.” So if we just said, “Hey, this is a new and improved pizza,” we would not have gotten the doubters to try it.</p>
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<h2>Did you aim to get all this attention?</h2>
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<p>Emphatically yes! We have never seen the kind of reaction, from consumers and media, that we’re getting with our new pizza and from our advertising campaign. Awareness is high; we’re being talked about on blogs, in newspapers, on television news shows, and even <span style="color: #000000">the late-night entertainment programs. People are talking about Domino’s, and</span> more importantly, they’re trying us — many for the first time in a long time.</p>
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<h2>When was the last time Domino’s changed the recipe?</h2>
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<p>When it was invented. Then in the early 90s, we went from 10 slices to eight and made a few small tweaks, but nothing like this has ever been done before.</p>
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<h2>What went into the decision?</h2>
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<p>The decision dates to early 2008, when we were having our annual strategic planning meeting in Ann Arbor, where the leadership looks five to seven years out.</p>
<p>&#160;</p>
<p>Everyone knew — and there were a lot of analytics behind this — that we got high marks for delivery, convenience, and value. We thought the opportunity existed to get credit for taste, too. We know that a lot of people hadn’t tried us since college, or had stopped ordering from us five, 10 years ago. The idea was if we could win back some of those people, that would be a big opportunity.</p>
<p>&#160;</p>
<p>So a conversation started to take place about how much we could capitalize on strength while addressing a perceived weakness. This was something [chairman and CEO] Dave Brandon laid out. So direction from the boss, combined with direction from our consumers, made it a no-brainer.</p>
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<h2>How did you go about redesigning the pizza?</h2>
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<p>We dissected our pizza, then reinvented it from the crust up. We tried scores of different sauces, cheeses, and doughs, with the idea of improving each of them. In each case, the market research found that the new elements recorded double-digit improvements in terms of purchase intent.</p>
<p>&#160;</p>
<p>And we didn’t stop there. While we knew which individual components tasted good, we had to make sure they worked together. I always say that two good-looking people can make an ugly baby; ingredients that work well by themselves can fail in combination. So you have to make sure that all the elements taste great together.</p>
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<h2>Was there a “Eureka!” moment?</h2>
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<p>The closest thing to that was probably with the crust. No matter how much we worked on the dough, there is no way to get around the fact that most of it is covered with sauce and cheese. So we realized that the best way to improve the dough was to improve the part that was not covered up. It was when we put a garlic-butter-herb seasoning on the crust that put us over the top. This gave us the biggest jump in the data.</p>
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<h2>How do you test something like this?</h2>
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<p>Well, we have our own chefs and kitchens here in Ann Arbor, but obviously our plan is to sell outside of this building. So we spent tons of time — about 18 months — and millions of dollars looking at all the options.</p>
<div class="aligncenter" style="text-align: center; padding-bottom: 10px; margin: 10px 0px 10px 10px; padding-left: 10px; padding-right: 10px; max-width: 460px; background: #b7b2a0; overflow: hidden; padding-top: 10px"><img alt="Domino's Chief Marketing Officer Russell J. Weiner and Domino's pizza chefs" src="http://i.bnet.com/gallery/387024-460-345.jpg" /><br />
&#160;</div>
<p>Then we went to various parts of the country and did random sampling that we could then project to the U.S. as a whole. In the beginning, we focused on evaluating each element. We would make the exact same pizza, and change, say, just the sauce. Then we would ask people to taste the two samples, and give us their opinion — was the sauce too thick, too spicy, too sweet, too this, too that? This is what we call a “guidance test” and we did it on each separate ingredient — dough, crust, sauce, and cheese.</p>
<p>&#160;</p>
<p>Once we established a sense of direction, we went back for another round of testing — the five best doughs, for example, and narrowed that down. Then we brought in different combinations — dough No. 1, say, with cheese No. 2; cheese No. 3 and sauce No. 4, and so on. We tested 36 different combinations. We took the favorites and put these through a robust quantitative test, with both the general population and heavy users, and we identified a clear winner.</p>
</dd>
</dl>
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<h2>The process sounds very data driven</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>&#160;</p>
<p>Yes, but the decision was not just based on data. This is Domino’s pizza; it’s our baby. When the data came in, it was compelling, and we put it in front of the leadership team. We put the pizzas in front of them, too. David Brandon told us, ‘I don’t want to just see the data. I want to taste it.’ His point was that this change should be something that people could taste for themselves. The data was important, but the product much more so.</p>
<p>&#160;</p>
<p>We made the same presentation to the board of directors, having a kind of pizza party in the conference room at our headquarters. Then we did a road show telling the story to the franchisees and we had them try it as well. The results were incredible; the amount of support when we were out there was just remarkable. These were people who had spent a lifetime making pizzas and they were able to taste the difference for themselves.</p>
</dd>
</dl>
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<h2>Was there opposition?</h2>
<div class="bulk">
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<dd>
<p>&#160;</p>
<p>Well, I can’t say there were not people who were concerned. Heck, I was concerned. It’s normal to have discomfort in making a big decision, but other than that, we had 1,000 percent alignment on doing this. The “New Coke” analogy that we’ve heard isn’t quite right. The positions were different. Ours was a brand known much more for service; Coke was a brand known for taste, so they were changing a strength, while we were changing a relative weakness.</p>
</dd>
</dl>
</div>
</div>]]></description>
        <content:encoded><![CDATA[<h1>Domino's: Why We Reinvented Our Pizza — and Then Promoted How Crappy It Used to Be.</h1>
<p class="byline">by Cait Murphy</p>
<p class="tags">&#160;</p>
<div class="dek">
<div class="inset inset-max-210"><img src="http://i.bnet.com/gallery/387023-210-280.jpg" width="210" alt="" />
<p>Domino's Chief Marketing Officer Russell J. Weiner</p>
<p>&#160;</p>
</div>
<p>“Where’s the love?” one woman asked scornfully. “The worst excuse for pizza I’ve ever had,” snapped another. Then there were the references to “cardboard” and “ketchup,” words that make any pizza-maker wince. But Domino’s asked for them, and has even <span style="color: #000000">posted them here on a company-run Web site. The remarks, conceded a company chef, “hit you right in the heart.”</span></p>
<p>&#160;</p>
<p>Pizza is a $35 billion industry and Domino’s gets a big slice of that — about $1.5 billion. The chain, which was founded 50 years ago in Ypsilanti, Michigan, today boasts almost 9,000 stores that deliver more than 10 million pizzas a day.</p>
<p>&#160;</p>
<p>But what Domino’s is known for is delivering pizzas quickly — not for making the most mouth-watering pie around. So in 2008, Domino execs began to reinvent its pizza. At the end of 2009, it rolled out the new and improved pizza, and launched an ad campaign that features consumers ruthlessly bashing its old recipe.</p>
<p>&#160;</p>
<p>Scratching a known and popular product to roll out a new one is risky — as is letting people tell the world just what they thought of the old one. BNET spoke to Russell J. Weiner, Domino’s chief marketing officer, to gain some insight into the pizza transformation and the self-deprecating marketing campaign.</p>
</div>
<!--/intro -->
<div class="post">
<p>&#160;</p>
<h2>The media has had a field day with your ads. <font color="#70AF00">Slate said of your television campaign</font>, “It's hard to recall another recent ad in which a company self-flagellates with so much gusto.”</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>&#160;</p>
<p>People may look at the ad campaign and see it as insulting. That’s not the way we see it. What we tried to do was tell a true story — not brutal, but the truth.</p>
<p>&#160;</p>
<p>Also, I spent a lot of time thinking about how to change the perception of people who didn’t buy Domino’s. We talked to them, and read their blogs, and this is what they were saying. And I knew that, other than my mom, no one would care about “new and improved.” So if we just said, “Hey, this is a new and improved pizza,” we would not have gotten the doubters to try it.</p>
</dd>
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<h2>Did you aim to get all this attention?</h2>
<div class="bulk">
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<dd>
<p>&#160;</p>
<p>Emphatically yes! We have never seen the kind of reaction, from consumers and media, that we’re getting with our new pizza and from our advertising campaign. Awareness is high; we’re being talked about on blogs, in newspapers, on television news shows, and even <span style="color: #000000">the late-night entertainment programs. People are talking about Domino’s, and</span> more importantly, they’re trying us — many for the first time in a long time.</p>
</dd>
</dl>
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<h2>When was the last time Domino’s changed the recipe?</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>When it was invented. Then in the early 90s, we went from 10 slices to eight and made a few small tweaks, but nothing like this has ever been done before.</p>
</dd>
</dl>
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<h2>What went into the decision?</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>&#160;</p>
<p>The decision dates to early 2008, when we were having our annual strategic planning meeting in Ann Arbor, where the leadership looks five to seven years out.</p>
<p>&#160;</p>
<p>Everyone knew — and there were a lot of analytics behind this — that we got high marks for delivery, convenience, and value. We thought the opportunity existed to get credit for taste, too. We know that a lot of people hadn’t tried us since college, or had stopped ordering from us five, 10 years ago. The idea was if we could win back some of those people, that would be a big opportunity.</p>
<p>&#160;</p>
<p>So a conversation started to take place about how much we could capitalize on strength while addressing a perceived weakness. This was something [chairman and CEO] Dave Brandon laid out. So direction from the boss, combined with direction from our consumers, made it a no-brainer.</p>
</dd>
</dl>
<!-- /featurepak --></div>
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<h2>How did you go about redesigning the pizza?</h2>
<div class="bulk">
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<dd>
<p>&#160;</p>
<p>We dissected our pizza, then reinvented it from the crust up. We tried scores of different sauces, cheeses, and doughs, with the idea of improving each of them. In each case, the market research found that the new elements recorded double-digit improvements in terms of purchase intent.</p>
<p>&#160;</p>
<p>And we didn’t stop there. While we knew which individual components tasted good, we had to make sure they worked together. I always say that two good-looking people can make an ugly baby; ingredients that work well by themselves can fail in combination. So you have to make sure that all the elements taste great together.</p>
</dd>
</dl>
<!-- /featurepak --></div>
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<h2>Was there a “Eureka!” moment?</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>&#160;</p>
<p>The closest thing to that was probably with the crust. No matter how much we worked on the dough, there is no way to get around the fact that most of it is covered with sauce and cheese. So we realized that the best way to improve the dough was to improve the part that was not covered up. It was when we put a garlic-butter-herb seasoning on the crust that put us over the top. This gave us the biggest jump in the data.</p>
</dd>
</dl>
<!-- /featurepak --></div>
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<h2>How do you test something like this?</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>&#160;</p>
<p>Well, we have our own chefs and kitchens here in Ann Arbor, but obviously our plan is to sell outside of this building. So we spent tons of time — about 18 months — and millions of dollars looking at all the options.</p>
<div class="aligncenter" style="text-align: center; padding-bottom: 10px; margin: 10px 0px 10px 10px; padding-left: 10px; padding-right: 10px; max-width: 460px; background: #b7b2a0; overflow: hidden; padding-top: 10px"><img alt="Domino's Chief Marketing Officer Russell J. Weiner and Domino's pizza chefs" src="http://i.bnet.com/gallery/387024-460-345.jpg" /><br />
&#160;</div>
<p>Then we went to various parts of the country and did random sampling that we could then project to the U.S. as a whole. In the beginning, we focused on evaluating each element. We would make the exact same pizza, and change, say, just the sauce. Then we would ask people to taste the two samples, and give us their opinion — was the sauce too thick, too spicy, too sweet, too this, too that? This is what we call a “guidance test” and we did it on each separate ingredient — dough, crust, sauce, and cheese.</p>
<p>&#160;</p>
<p>Once we established a sense of direction, we went back for another round of testing — the five best doughs, for example, and narrowed that down. Then we brought in different combinations — dough No. 1, say, with cheese No. 2; cheese No. 3 and sauce No. 4, and so on. We tested 36 different combinations. We took the favorites and put these through a robust quantitative test, with both the general population and heavy users, and we identified a clear winner.</p>
</dd>
</dl>
<!-- /featurepak --></div>
<!-- /bulk -->
<h2>The process sounds very data driven</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>&#160;</p>
<p>Yes, but the decision was not just based on data. This is Domino’s pizza; it’s our baby. When the data came in, it was compelling, and we put it in front of the leadership team. We put the pizzas in front of them, too. David Brandon told us, ‘I don’t want to just see the data. I want to taste it.’ His point was that this change should be something that people could taste for themselves. The data was important, but the product much more so.</p>
<p>&#160;</p>
<p>We made the same presentation to the board of directors, having a kind of pizza party in the conference room at our headquarters. Then we did a road show telling the story to the franchisees and we had them try it as well. The results were incredible; the amount of support when we were out there was just remarkable. These were people who had spent a lifetime making pizzas and they were able to taste the difference for themselves.</p>
</dd>
</dl>
<!-- /featurepak --></div>
<!-- /bulk -->
<h2>Was there opposition?</h2>
<div class="bulk">
<dl class="featurepak">
<dd>
<p>&#160;</p>
<p>Well, I can’t say there were not people who were concerned. Heck, I was concerned. It’s normal to have discomfort in making a big decision, but other than that, we had 1,000 percent alignment on doing this. The “New Coke” analogy that we’ve heard isn’t quite right. The positions were different. Ours was a brand known much more for service; Coke was a brand known for taste, so they were changing a strength, while we were changing a relative weakness.</p>
</dd>
</dl>
</div>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=our-pizza-sucked#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=our-pizza-sucked</wfw:commentRss>
        <pubDate>Tue, 26 Jan 2010 17:39:07 +0000</pubDate>
      </item>
      <item>
        <title>Exit Interviews</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=exit-interviews</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=exit-interviews</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">2 Reasons Why You Must Do Exit Interviews</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Our experts recommended an exit interview for every separating employee. Today we'll look at two reasons why exit interviews are important from a legal standpoint, and we'll take a look at an extraordinary program that will help you generate an exit interview protocol and dozens of other critical HR policies.</span></b></p>
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<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A well-thought-out exit interview can help an employer:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Avert serious lawsuits;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Gather critical feedback about salaries, morale, and management practices;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Determine the causes of turnover;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Gain information required by law; <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">and</span></em></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Take care of necessary administrative actions.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The main purpose is to give departing employees an opportunity to express any residual feelings—positive or negative—that they have about their departure, and to offer their suggestions for how the job or the work environment might be improved.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Some companies draw a distinction between exit interviews (for employees who have terminated voluntarily) and termination interviews (for employees who have been dismissed). From the interviewer’s point of view, the two experiences can be quite different.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In a voluntary situation, a properly conducted interview and signed statement creates a formal record of the departing employee’s reason for leaving, so that he or she cannot later allege some form of discrimination or harassment.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In an involuntary situation, the exit interview may help avoid costly legal action by a disgruntled employee (or,&#160;other damaging or detrimental actions).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In some cases, simply providing the employee with an opportunity to talk about work issues with a professional, concerned interviewer may be enough to vent negative feelings and thwart the desire to file a lawsuit. Even if it doesn’t, at least management won’t be surprised when a claim is filed.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Some Typical Exit Interview Questions</font></font></font></span></h3>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Why are you leaving?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">What did you like most and least about the job?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did the job give you an opportunity to make adequate use of your skills and abilities?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How do you feel about your salary and the company’s salary structure?&#160; Were you paid fairly?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How do you feel about the company’s benefits and incentives programs?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">What did you think about the performance assessment process? Did you know where you stood in your supervisor’s eyes?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How do you feel about the quality of the supervision you received on the job?&#160; Were you watched too closely? Were you given clear instructions and expectations?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Do you feel your work was appreciated?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How did you feel about your working conditions?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did you receive adequate training?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How would you rate this company as a place to work?&#160; Would you ever want to work here again?</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If the exit interview indicates your company discriminated against or unjustly dismissed an employee, you should take action to reduce your liability. Immediately notify top management and your employment attorney. Remember, you can be found <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">personally liable</span></em> for discrimination and unjust dismissal.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How about your policies on termination and exit interviews? They’re probably among 50 or so of your policies that should be updated (or maybe written?). It's easy to let it slide, but you can't afford to backburner work on your policies—they're your only hope for consistent and compliant management that avoids lawsuits.</span></p>
<p>&#160;</p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">2 Reasons Why You Must Do Exit Interviews</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Our experts recommended an exit interview for every separating employee. Today we'll look at two reasons why exit interviews are important from a legal standpoint, and we'll take a look at an extraordinary program that will help you generate an exit interview protocol and dozens of other critical HR policies.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A well-thought-out exit interview can help an employer:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Avert serious lawsuits;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Gather critical feedback about salaries, morale, and management practices;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Determine the causes of turnover;</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Gain information required by law; <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">and</span></em></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Take care of necessary administrative actions.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The main purpose is to give departing employees an opportunity to express any residual feelings—positive or negative—that they have about their departure, and to offer their suggestions for how the job or the work environment might be improved.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Some companies draw a distinction between exit interviews (for employees who have terminated voluntarily) and termination interviews (for employees who have been dismissed). From the interviewer’s point of view, the two experiences can be quite different.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In a voluntary situation, a properly conducted interview and signed statement creates a formal record of the departing employee’s reason for leaving, so that he or she cannot later allege some form of discrimination or harassment.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In an involuntary situation, the exit interview may help avoid costly legal action by a disgruntled employee (or,&#160;other damaging or detrimental actions).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In some cases, simply providing the employee with an opportunity to talk about work issues with a professional, concerned interviewer may be enough to vent negative feelings and thwart the desire to file a lawsuit. Even if it doesn’t, at least management won’t be surprised when a claim is filed.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Some Typical Exit Interview Questions</font></font></font></span></h3>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Why are you leaving?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">What did you like most and least about the job?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did the job give you an opportunity to make adequate use of your skills and abilities?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How do you feel about your salary and the company’s salary structure?&#160; Were you paid fairly?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How do you feel about the company’s benefits and incentives programs?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">What did you think about the performance assessment process? Did you know where you stood in your supervisor’s eyes?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How do you feel about the quality of the supervision you received on the job?&#160; Were you watched too closely? Were you given clear instructions and expectations?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Do you feel your work was appreciated?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How did you feel about your working conditions?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Did you receive adequate training?</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">How would you rate this company as a place to work?&#160; Would you ever want to work here again?</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If the exit interview indicates your company discriminated against or unjustly dismissed an employee, you should take action to reduce your liability. Immediately notify top management and your employment attorney. Remember, you can be found <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">personally liable</span></em> for discrimination and unjust dismissal.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">How about your policies on termination and exit interviews? They’re probably among 50 or so of your policies that should be updated (or maybe written?). It's easy to let it slide, but you can't afford to backburner work on your policies—they're your only hope for consistent and compliant management that avoids lawsuits.</span></p>
<p>&#160;</p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=exit-interviews#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=exit-interviews</wfw:commentRss>
        <pubDate>Tue, 26 Jan 2010 14:20:33 +0000</pubDate>
      </item>
      <item>
        <title>Shabby Treatment at Termination</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=shabby-treatment-at-termination</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=shabby-treatment-at-termination</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Shabby Treatment at Termination Begs for a Lawsuit</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The way you treat the people you terminate can make the difference between an ex-employee who is upset but moving on, and an ex-employee who is angry and calling 1-800-LAWYER.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Lin Grensing-Pophal, writing in <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Human Resource Executive,</span></em> cited several tales that highlight what disgruntled employees might do:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">One made a false accusation of harassment that took months to unravel.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Another flipped off a switch that the remaining employees didn't know about, thus disabling the corporate computer system and causing IT experts to spend 2 weeks chasing down what they thought was a computer virus.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A third implanted a virus into his company's computer system that was timed to take effect 2 weeks after the employee departed.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">And the list goes on—file deletions, theft of proprietary information, etc. Anecdotal evidence suggests that many of these egregious acts would not ever have taken place if the people involved had just been treated with respect during their terminations.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A recent article in <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Corporate Counsel</span></em> points to another avenue of employee reprisal—damaging claims of whistleblowing retaliation and/or wrongful discharge. In the article, attorneys Russell Hayman and Jon Dean note that lawsuits which are in reality simple claims of wrongful discharge take on an aura of respectability when attached to a charge of whistleblowing or other retaliation.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Hayman and Dean offer the following suggestions for avoiding such claims:</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Treat outgoing employees with dignity and respect at all times.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It's not hard to do and it will pay off handsomely.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Have an internal company policy in place on how to handle terminations.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">You want departing employees treated according to a set, consistently applied process, the attorneys say.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Conduct an effective and extensive exit interview.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Do the interview for all departing employees, whether the separations are voluntary or involuntary. Have two people perform the interview if possible, so there are two witnesses to the interview.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If allegations of wrongdoing surface, take them seriously.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Inform management, and conduct an investigation. Demonstrate that the company takes all such concerns seriously and is committed to compliance.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Document all actions you take in responding to compliance concerns.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you don't act after you are on notice of a problem, your actions will become "willful" violations, the attorneys note.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Take corrective action if allegations prove to be true, or be prepared to show that the allegations are false.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">This minimizes your exposure to later claims of retaliation. Your careful attention to investigating mitigates any claim that the employer was "motivated" to terminate the employee, say Hayman and Dean.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">You Can't Single Out the Bad Eggs</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Many employers believe that they can identify the most likely-to-sue employees, and so they take preventive actions with respect to those particular employees only. That's a mistake, say Hayman and Dean. First of all, your suspicions won't be accurate, because it's hard to predict who will sue and who will not. And secondly, consistency is important, so it's best to treat all employees the same.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Hayman and Dean are partners at the Los Angeles office of the law firm&#160; McDermott Will &amp; Emery.<br /></span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Shabby Treatment at Termination Begs for a Lawsuit</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The way you treat the people you terminate can make the difference between an ex-employee who is upset but moving on, and an ex-employee who is angry and calling 1-800-LAWYER.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Lin Grensing-Pophal, writing in <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Human Resource Executive,</span></em> cited several tales that highlight what disgruntled employees might do:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">One made a false accusation of harassment that took months to unravel.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Another flipped off a switch that the remaining employees didn't know about, thus disabling the corporate computer system and causing IT experts to spend 2 weeks chasing down what they thought was a computer virus.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A third implanted a virus into his company's computer system that was timed to take effect 2 weeks after the employee departed.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">And the list goes on—file deletions, theft of proprietary information, etc. Anecdotal evidence suggests that many of these egregious acts would not ever have taken place if the people involved had just been treated with respect during their terminations.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">A recent article in <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Corporate Counsel</span></em> points to another avenue of employee reprisal—damaging claims of whistleblowing retaliation and/or wrongful discharge. In the article, attorneys Russell Hayman and Jon Dean note that lawsuits which are in reality simple claims of wrongful discharge take on an aura of respectability when attached to a charge of whistleblowing or other retaliation.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Hayman and Dean offer the following suggestions for avoiding such claims:</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Treat outgoing employees with dignity and respect at all times.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It's not hard to do and it will pay off handsomely.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Have an internal company policy in place on how to handle terminations.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">You want departing employees treated according to a set, consistently applied process, the attorneys say.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Conduct an effective and extensive exit interview.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Do the interview for all departing employees, whether the separations are voluntary or involuntary. Have two people perform the interview if possible, so there are two witnesses to the interview.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If allegations of wrongdoing surface, take them seriously.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Inform management, and conduct an investigation. Demonstrate that the company takes all such concerns seriously and is committed to compliance.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Document all actions you take in responding to compliance concerns.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you don't act after you are on notice of a problem, your actions will become "willful" violations, the attorneys note.</span></p>
<p><strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Take corrective action if allegations prove to be true, or be prepared to show that the allegations are false.</span></strong> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">This minimizes your exposure to later claims of retaliation. Your careful attention to investigating mitigates any claim that the employer was "motivated" to terminate the employee, say Hayman and Dean.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">You Can't Single Out the Bad Eggs</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Many employers believe that they can identify the most likely-to-sue employees, and so they take preventive actions with respect to those particular employees only. That's a mistake, say Hayman and Dean. First of all, your suspicions won't be accurate, because it's hard to predict who will sue and who will not. And secondly, consistency is important, so it's best to treat all employees the same.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Hayman and Dean are partners at the Los Angeles office of the law firm&#160; McDermott Will &amp; Emery.<br /></span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=shabby-treatment-at-termination#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=shabby-treatment-at-termination</wfw:commentRss>
        <pubDate>Mon, 25 Jan 2010 14:24:34 +0000</pubDate>
      </item>
      <item>
        <title>Contact Management II</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-management-ii</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-management-ii</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">3 Keys to Avoiding Hiring Hassles—Train, Train, Train</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In <a href="http://nl.blr-news.com/c.asp?821035&amp;ecedebd1686534e7&amp;10"><font color="#224770">yesterday's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor</span></em></font></a><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">,</span></em> we covered legal issues related to contact management, or how to avoid turning "contacts" into "applicants," courtesy of Peopleclick <sup>®</sup> Research Institute's Lisa D. Grant Harpe. Today, we'll cover the rest of her discussion and take a look at a unique training system for supervisors and managers.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe, an industrial psychologist and senior consultant at the Institute, is the author of Peopleclick's e-book, <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Using Contact Management in Compliance with Federal Regulations.</span></em></span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 3—The contact meets basic qualifications</font></font></font></span></h3>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Until you have a specific opening in mind, you won’t really know whether an individual meets the basic qualifications for a position. However, since you will likely use contact management to facilitate communication with individuals you have identified as having high potential, these contacts likely meet some standard of qualifications, says Harpe.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The more you screen individuals before entering them into your contact management database, she says, the more likely they are to meet the basic qualifications of positions that you fill. It requires a little bit of thought before you can definitively say that a contact does or does not meet criterion 3, she notes.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 4—The individual has not withdrawn from consideration</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Contacts who withdraw from consideration are no longer applicants.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If contacts meet all four criteria for an Internet applicant, you are required to solicit race and gender information from them as well as fulfill extensive recordkeeping and reporting requirements.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The safest way to avoid turning your "contacts" into "applicants" is to avoid searching on qualifications, Harpe says. "You can search on preferences without triggering recordkeeping and reporting requirements. You may also conduct general searches on qualifications to fill pipeline requisitions, not particular positions," says Harpe.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you use contact management to send individuals general information, such as newsletters, articles of interest, or notices about upcoming events, or if you send them an invitation to visit the company career site and ask them to look for positions that might interest them, you are OK. These are not contacts about a particular position, Harpe says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Getting a little closer to that line, you may send a request to a contact to look for a certain type of position opening, such as retail manager positions, which may be open in the near future. Because you have not indicated a particular position (e.g., manager of the bakery department at the Lakeland Heights store), you are OK.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe offers one important caveat: If people from your contacts database are given preferential treatment in the hiring process, and your contacts are predominantly of one race or gender, the tool could be seen as a means to give preferential treatment based on race or gender.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Therefore, it is critical that all jobseekers for each requisition are given equal consideration and go through the same process. If the contacts are truly more qualified, they should quickly rise to the top during the standard screening process," Harpe says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you maintain a formal contact management program, or even an informal one, your managers and supervisors need training on how to manage it and your hiring system. Come to think of it, they also need training on your firing system—and everything in between.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Training is especially critical for supervisors who are new to the job. They don’t know how to handle hiring, they don’t know how to handle other basic tasks like appraising and firing, and that’s to say nothing of handling intermittent leave or accommodating a disability.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It’s not their fault—you didn’t hire them for their HR knowledge—and you can’t expect them to act appropriately right out of the box. But you can train them to do it.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">To train effectively, you need a program that’s <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">easy for you to deliver</span></em> and that <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">requires little time</span></em> from busy schedules. Also, if you’re like most companies in these tight budget days, you need a program that’s <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">reasonable in cost.</span></em></span></p>
<p>&#160;</p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">3 Keys to Avoiding Hiring Hassles—Train, Train, Train</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In <a href="http://nl.blr-news.com/c.asp?821035&amp;ecedebd1686534e7&amp;10"><font color="#224770">yesterday's <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Advisor</span></em></font></a><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">,</span></em> we covered legal issues related to contact management, or how to avoid turning "contacts" into "applicants," courtesy of Peopleclick <sup>®</sup> Research Institute's Lisa D. Grant Harpe. Today, we'll cover the rest of her discussion and take a look at a unique training system for supervisors and managers.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe, an industrial psychologist and senior consultant at the Institute, is the author of Peopleclick's e-book, <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Using Contact Management in Compliance with Federal Regulations.</span></em></span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 3—The contact meets basic qualifications</font></font></font></span></h3>
<p class="MsoNormal" style="margin: 0in 0in 0pt">&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Until you have a specific opening in mind, you won’t really know whether an individual meets the basic qualifications for a position. However, since you will likely use contact management to facilitate communication with individuals you have identified as having high potential, these contacts likely meet some standard of qualifications, says Harpe.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The more you screen individuals before entering them into your contact management database, she says, the more likely they are to meet the basic qualifications of positions that you fill. It requires a little bit of thought before you can definitively say that a contact does or does not meet criterion 3, she notes.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 4—The individual has not withdrawn from consideration</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Contacts who withdraw from consideration are no longer applicants.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If contacts meet all four criteria for an Internet applicant, you are required to solicit race and gender information from them as well as fulfill extensive recordkeeping and reporting requirements.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The safest way to avoid turning your "contacts" into "applicants" is to avoid searching on qualifications, Harpe says. "You can search on preferences without triggering recordkeeping and reporting requirements. You may also conduct general searches on qualifications to fill pipeline requisitions, not particular positions," says Harpe.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you use contact management to send individuals general information, such as newsletters, articles of interest, or notices about upcoming events, or if you send them an invitation to visit the company career site and ask them to look for positions that might interest them, you are OK. These are not contacts about a particular position, Harpe says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Getting a little closer to that line, you may send a request to a contact to look for a certain type of position opening, such as retail manager positions, which may be open in the near future. Because you have not indicated a particular position (e.g., manager of the bakery department at the Lakeland Heights store), you are OK.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe offers one important caveat: If people from your contacts database are given preferential treatment in the hiring process, and your contacts are predominantly of one race or gender, the tool could be seen as a means to give preferential treatment based on race or gender.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">"Therefore, it is critical that all jobseekers for each requisition are given equal consideration and go through the same process. If the contacts are truly more qualified, they should quickly rise to the top during the standard screening process," Harpe says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you maintain a formal contact management program, or even an informal one, your managers and supervisors need training on how to manage it and your hiring system. Come to think of it, they also need training on your firing system—and everything in between.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Training is especially critical for supervisors who are new to the job. They don’t know how to handle hiring, they don’t know how to handle other basic tasks like appraising and firing, and that’s to say nothing of handling intermittent leave or accommodating a disability.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">It’s not their fault—you didn’t hire them for their HR knowledge—and you can’t expect them to act appropriately right out of the box. But you can train them to do it.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">To train effectively, you need a program that’s <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">easy for you to deliver</span></em> and that <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">requires little time</span></em> from busy schedules. Also, if you’re like most companies in these tight budget days, you need a program that’s <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">reasonable in cost.</span></em></span></p>
<p>&#160;</p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-management-ii#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=contact-management-ii</wfw:commentRss>
        <pubDate>Thu, 21 Jan 2010 16:58:22 +0000</pubDate>
      </item>
      <item>
        <title>Contact Management</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-management</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-management</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Contact Management: Pathway to Litigation?</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Contact management seems like a no-brainer—maintain contact with promising candidates for whom you have no current opening—but there's a legal line you don't want to cross, says Peopleclick's Lisa D. Grant Harpe.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe, an industrial psychologist and senior consultant at the Peopleclick® Research Institute, is the author of Peopleclick's e-book, <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Using Contact Management in Compliance with Federal Regulations.</span></em></span></p>
<p>&#160;</p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Contact management systems typically:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Collect information—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Capture contact data and information about job interests and experience, etc.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Maintain a diary—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Record a complete history of interactions with each contact.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Permit pooling—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Allow you to categorize contacts in various ways.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Support campaigns—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Facilitate reaching out to contacts in a structured, scheduled manner.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Offer alerts and notifications—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Let you set reminders for yourself and others.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Perform administrative tasks—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Permit you to set configuration, access, etc.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">The Legal Challenge</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The tricky part of contact management is that there's a thin line between "contact" management and "applicant" management. "Contacts" don't fall under federal recordkeeping rules, while "applicants" do.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">So when does a contact become an applicant? (And thus require that you solicit race and gender information and maintain records.)</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In general, says Harpe, if you use contact management as a tool, similar to your Rolodex™ or Outlook<sup>®</sup>, to simply maintain general information about individuals without reviewing their qualifications for the purpose of filling a position, federal regulations do not apply and you can avoid all of the related recordkeeping and reporting regulations.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">However, if you start using your contact management system to:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Store résumés,</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Search for individuals with certain job-related qualifications, <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">or</span></em></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Review the resumes or other documents containing information about qualifications for a position, you start to cross the line and may be required to maintain certain records to comply with federal regulations.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">To help avoid this blurry line, it is a best practice to keep your contact management tools physically separate from your applicant tracking system (ATS), Harpe says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe finds the official definition of "Internet applicant" to be the most useful to help understand when contacts become applicants. The definition applies to all federal contractors and is enforced by the Office of Federal Contract Compliance Programs (OFCCP).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">To be considered an Internet applicant, individuals must meet four criteria:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">1.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The individual expresses interest in employment through the Internet or related data technologies.</span></em></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">2.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employer considers the individual for a particular position.</span></em></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">3.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The individual meets the basic qualifications for the position.</span></em></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">4.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The individual does not withdraw from consideration before &#160;receiving an offer.</span></em></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 1—Contacts who have expressed interest in employment</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">One of the most common reasons to implement a contact management tool is to help you retain information about individuals who are already employed or not currently seeking a job opportunity. These folks have not expressed interest in a position with your company and do not meet criterion 1, says Harpe.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">However, another great reason to use contact management is to store information for your runner-ups, people who have applied for a position within your company and were not hired. These contacts would meet criterion 1.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">(Remember that an individual must meet all four criteria to be considered an Internet applicant.)</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 2—Contacts who have been considered for a particular position</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Recruiters often conduct exploratory searches in the contact management database to see how many contacts are located in a geographic region, interested in retail work, willing to relocate, etc., all without having a particular position in mind. That's OK and doesn't meet criterion 2.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The line gets a little blurry if you start searching your contacts to find potential jobseekers for a pipeline requisition, such as chemists or retail managers in general. Often, pipeline requisitions are used to store information about jobseekers with specific qualifications that are hard to find or to store jobseekers for positions that are constantly open. If you do not have a particular position in mind, you do not meet criterion 2.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you search contacts using qualifications required for a specific current or future opening (e.g., a doctoral degree or chemistry of clinical background), these contacts would meet criterion 2. Also, if you start opening resumes, if you store these in the contact management database, and review qualifications to fill a particular position, these contacts would meet criterion 2.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Contact Management: Pathway to Litigation?</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Contact management seems like a no-brainer—maintain contact with promising candidates for whom you have no current opening—but there's a legal line you don't want to cross, says Peopleclick's Lisa D. Grant Harpe.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe, an industrial psychologist and senior consultant at the Peopleclick® Research Institute, is the author of Peopleclick's e-book, <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Using Contact Management in Compliance with Federal Regulations.</span></em></span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Contact management systems typically:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Collect information—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Capture contact data and information about job interests and experience, etc.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Maintain a diary—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Record a complete history of interactions with each contact.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Permit pooling—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Allow you to categorize contacts in various ways.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Support campaigns—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Facilitate reaching out to contacts in a structured, scheduled manner.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Offer alerts and notifications—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Let you set reminders for yourself and others.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Perform administrative tasks—</span></strong><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Permit you to set configuration, access, etc.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">The Legal Challenge</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The tricky part of contact management is that there's a thin line between "contact" management and "applicant" management. "Contacts" don't fall under federal recordkeeping rules, while "applicants" do.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">So when does a contact become an applicant? (And thus require that you solicit race and gender information and maintain records.)</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">In general, says Harpe, if you use contact management as a tool, similar to your Rolodex™ or Outlook<sup>®</sup>, to simply maintain general information about individuals without reviewing their qualifications for the purpose of filling a position, federal regulations do not apply and you can avoid all of the related recordkeeping and reporting regulations.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">However, if you start using your contact management system to:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Store résumés,</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Search for individuals with certain job-related qualifications, <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">or</span></em></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Review the resumes or other documents containing information about qualifications for a position, you start to cross the line and may be required to maintain certain records to comply with federal regulations.</span></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">To help avoid this blurry line, it is a best practice to keep your contact management tools physically separate from your applicant tracking system (ATS), Harpe says.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Harpe finds the official definition of "Internet applicant" to be the most useful to help understand when contacts become applicants. The definition applies to all federal contractors and is enforced by the Office of Federal Contract Compliance Programs (OFCCP).</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">To be considered an Internet applicant, individuals must meet four criteria:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">1.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The individual expresses interest in employment through the Internet or related data technologies.</span></em></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">2.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employer considers the individual for a particular position.</span></em></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">3.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The individual meets the basic qualifications for the position.</span></em></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo3"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: Arial"><span style="mso-list: Ignore">4.<span style="font: 7pt &quot;Times New Roman&quot;">&#160;&#160;&#160;&#160;</span></span></span> <em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The individual does not withdraw from consideration before &#160;receiving an offer.</span></em></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 1—Contacts who have expressed interest in employment</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">One of the most common reasons to implement a contact management tool is to help you retain information about individuals who are already employed or not currently seeking a job opportunity. These folks have not expressed interest in a position with your company and do not meet criterion 1, says Harpe.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">However, another great reason to use contact management is to store information for your runner-ups, people who have applied for a position within your company and were not hired. These contacts would meet criterion 1.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">(Remember that an individual must meet all four criteria to be considered an Internet applicant.)</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Criterion 2—Contacts who have been considered for a particular position</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Recruiters often conduct exploratory searches in the contact management database to see how many contacts are located in a geographic region, interested in retail work, willing to relocate, etc., all without having a particular position in mind. That's OK and doesn't meet criterion 2.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The line gets a little blurry if you start searching your contacts to find potential jobseekers for a pipeline requisition, such as chemists or retail managers in general. Often, pipeline requisitions are used to store information about jobseekers with specific qualifications that are hard to find or to store jobseekers for positions that are constantly open. If you do not have a particular position in mind, you do not meet criterion 2.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If you search contacts using qualifications required for a specific current or future opening (e.g., a doctoral degree or chemistry of clinical background), these contacts would meet criterion 2. Also, if you start opening resumes, if you store these in the contact management database, and review qualifications to fill a particular position, these contacts would meet criterion 2.</span></p>
<p>&#160;</p>
</td>
</tr>
</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=contact-management#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=contact-management</wfw:commentRss>
        <pubDate>Wed, 20 Jan 2010 15:30:14 +0000</pubDate>
      </item>
      <item>
        <title>Breakthrough PR Techniques</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=breakthrough-pr-techniques</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=breakthrough-pr-techniques</guid>
        <description><![CDATA[<h1>10 Breakthrough PR Techniques from a Master</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=Tobak"><font color="#005399">Steve Tobak</font></a></p>
<p class="date">January 15th, 2010 @ 2:36 pm</p>
<div>
<p class="icon comments">&#160;</p>
<p class="icon comments">Forget trade shows, advertising, even direct marketing - the best bang for the corporate marketing buck is public relations, but only if you know what you’re doing. Unfortunately, most companies don’t have the secret PR sauce and, frankly, the same is true of far too many agencies.&#160;</p>
</div>
<div class="entry">
<p>&#160;</p>
<p>Fortunately, I hooked up with the right agency back in the mid-90s and, together with a modest marketing budget, we managed to put a tiny company on the map in a big way. It was a microprocessor company named <strong>Cyrix</strong> and we competed with <strong>Intel</strong>, a company roughly 100 times our size. But you wouldn’t know that from the press we got.</p>
<p>&#160;</p>
<p>I still marvel at the results. One product launch had over 100 million impressions. You don’t get results like that from trade publications. We’re talking front page <em>Wall Street Journal</em>, <em>USA Today</em>, and live interviews with <em>CNBC</em> and <em>CNN</em>. And this wasn’t a one-shot deal either; we launched product after product for years and years.</p>
<p>&#160;</p>
<p>I recently spent some time chatting with <strong><font color="#005399">Lou Hoffman</font> -</strong>&#160;president and CEO of the <font color="#005399">Hoffman Agency</font>, a global PR firm based in Silicon Valley, and the brains behind that breakout success. From that discussion, here are 10 techniques that were so effective back then that&#160;the agency&#160;still uses them today.&#160;</p>
<ol>
<li><strong>Humanize the story.</strong> How do you humanize a semiconductor chip? We took the lead designer on the press tour with us. Storytelling is even more relevant today - you need content rich in flavor and texture to get over the Internet noise level.</li>
<li><strong>Let necessity be the mother of invention.</strong> Because of our lightweight budget, Lou says I inspired the agency to take risks and deviate from the norm. But frankly, we were a second tier player who wanted first tier visibility; traditional strategies and tactics just weren’t going to cut it.</li>
<li><strong>Pitch David versus Goliath.</strong> A classic. Everybody loves a David vs. Goliath story.</li>
<li><strong>Internal leadership.&#160;</strong>This is a requirement. A top exec has to be willing to stick his neck out, sell up, fight for resources, and take the heat.&#160;</li>
<li><strong>Set aggressive goals.</strong> The best way to get the management team on board is to set aggressive goals and metrics and then meet them. And if you fall a bit short, trust me, nobody will complain.&#160;</li>
<li><strong>Commit exec&#160;resources.</strong> Successful PR requires executive commitment to drive internal strategy and planning, do press tours, and to build media relationships by dropping everything and be a resource when the press calls.&#160;&#160;</li>
<li><strong>Skip the Kool-Aid.</strong> Too many executives breathe their own fumes and expect the media to just rollover and write big stories about their products. Always start with a strong dose of objective reality.&#160;&#160;</li>
<li><strong>Lead with the Wall Street Journal.</strong> Cultivate relationships and break big news with the WSJ, then sit back and man the phones when everyone else picks up the story.</li>
<li><strong>Let customers and analysts tell the story.</strong> Especially true for tech or B2B, line up analysts and customers to bring credibility to a big launch.</li>
<li><strong>No events, just one-one-one interviews.</strong> We never did a PR event, just one-on-one interviews. Big time investment, big payoff.&#160;</li>
</ol>
<p>I know; I left out&#160;how we were able to create a groundswell / buzz using all these techniques. So, if you like this sort of stuff, click the recommend button or retweet it and we’ll keep it coming.</p>
</div>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<h1>10 Breakthrough PR Techniques from a Master</h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=Tobak"><font color="#005399">Steve Tobak</font></a></p>
<p class="date">January 15th, 2010 @ 2:36 pm</p>
<div>
<p class="icon comments">&#160;</p>
<p class="icon comments">Forget trade shows, advertising, even direct marketing - the best bang for the corporate marketing buck is public relations, but only if you know what you’re doing. Unfortunately, most companies don’t have the secret PR sauce and, frankly, the same is true of far too many agencies.&#160;</p>
</div>
<div class="entry">
<p>&#160;</p>
<p>Fortunately, I hooked up with the right agency back in the mid-90s and, together with a modest marketing budget, we managed to put a tiny company on the map in a big way. It was a microprocessor company named <strong>Cyrix</strong> and we competed with <strong>Intel</strong>, a company roughly 100 times our size. But you wouldn’t know that from the press we got.</p>
<p>&#160;</p>
<p>I still marvel at the results. One product launch had over 100 million impressions. You don’t get results like that from trade publications. We’re talking front page <em>Wall Street Journal</em>, <em>USA Today</em>, and live interviews with <em>CNBC</em> and <em>CNN</em>. And this wasn’t a one-shot deal either; we launched product after product for years and years.</p>
<p>&#160;</p>
<p>I recently spent some time chatting with <strong><font color="#005399">Lou Hoffman</font> -</strong>&#160;president and CEO of the <font color="#005399">Hoffman Agency</font>, a global PR firm based in Silicon Valley, and the brains behind that breakout success. From that discussion, here are 10 techniques that were so effective back then that&#160;the agency&#160;still uses them today.&#160;</p>
<ol>
<li><strong>Humanize the story.</strong> How do you humanize a semiconductor chip? We took the lead designer on the press tour with us. Storytelling is even more relevant today - you need content rich in flavor and texture to get over the Internet noise level.</li>
<li><strong>Let necessity be the mother of invention.</strong> Because of our lightweight budget, Lou says I inspired the agency to take risks and deviate from the norm. But frankly, we were a second tier player who wanted first tier visibility; traditional strategies and tactics just weren’t going to cut it.</li>
<li><strong>Pitch David versus Goliath.</strong> A classic. Everybody loves a David vs. Goliath story.</li>
<li><strong>Internal leadership.&#160;</strong>This is a requirement. A top exec has to be willing to stick his neck out, sell up, fight for resources, and take the heat.&#160;</li>
<li><strong>Set aggressive goals.</strong> The best way to get the management team on board is to set aggressive goals and metrics and then meet them. And if you fall a bit short, trust me, nobody will complain.&#160;</li>
<li><strong>Commit exec&#160;resources.</strong> Successful PR requires executive commitment to drive internal strategy and planning, do press tours, and to build media relationships by dropping everything and be a resource when the press calls.&#160;&#160;</li>
<li><strong>Skip the Kool-Aid.</strong> Too many executives breathe their own fumes and expect the media to just rollover and write big stories about their products. Always start with a strong dose of objective reality.&#160;&#160;</li>
<li><strong>Lead with the Wall Street Journal.</strong> Cultivate relationships and break big news with the WSJ, then sit back and man the phones when everyone else picks up the story.</li>
<li><strong>Let customers and analysts tell the story.</strong> Especially true for tech or B2B, line up analysts and customers to bring credibility to a big launch.</li>
<li><strong>No events, just one-one-one interviews.</strong> We never did a PR event, just one-on-one interviews. Big time investment, big payoff.&#160;</li>
</ol>
<p>I know; I left out&#160;how we were able to create a groundswell / buzz using all these techniques. So, if you like this sort of stuff, click the recommend button or retweet it and we’ll keep it coming.</p>
</div>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=breakthrough-pr-techniques#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=breakthrough-pr-techniques</wfw:commentRss>
        <pubDate>Tue, 19 Jan 2010 17:32:31 +0000</pubDate>
      </item>
      <item>
        <title>Raise or Praise</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=raise-or-praise</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=raise-or-praise</guid>
        <description><![CDATA[<h1>Can’t Pay Your Employees What You’d Like? Praise Them Instead.</h1>
<p class="byline">by Kevin Gray</p>
<p class="tags">&#160;</p>
<div class="dek">
<div class="inset inset-max-210"><img alt="Man holding trophy triumphantly" src="http://i.bnet.com/gallery/385225-210-216.jpg" width="210" /></div>
<p>Hoping for a raise in 2010? How about a nice pat on the back?</p>
<p>The economy may be showing signs of life, but that doesn’t mean managers and employers are starting to shower their people with cash. Far from it. Instead, they’re turning to an old-timey, feel-good technique to motivate their overburdened workers: praise.</p>
<p>&#160;</p>
<p>“It’s probably the most powerful driver of performance known to mankind,” says Bob Nelson, a workplace consultant who has advised Fortune 100 companies on the use of praise. “Whether it’s an employee or a spouse, you get more of what you want when you praise someone.”</p>
<p>As a motivational tool, of course, praise has been around forever, long before the self-styled experts began teaching us how to practice it. But the praise-making industry only came into vogue as the coddled offspring of Baby Boomers — the kids who got soccer trophies whether they won or lost — entered the workforce en masse and required constant complimenting.</p>
<p>&#160;</p>
<p>Then the economy blew up, leaving empty cubicles, cut wages, forced furloughs, and a whole lot of insecure workers. Today, it’s not just Gen Y that needs emotional reinforcement. It’s everyone. All employees and their managers are more stressed than ever, working faster and with fewer resources. And lots of managers mistakenly think they are too busy to give praise.</p>
<p>&#160;</p>
<p>“The only time you hear from the boss is when you made a mistake,” says Nelson, “And bosses think they don’t have to do this because you’re lucky to have a job now. People need it more but tend to get it less.”</p>
</div>
<!--/intro -->
<div class="post">
<div class="post">
<div class="bulk">
<dl class="featurepack">
<dd>
<h3>Make your praise tangible</h3>
<p>Giving out praise isn’t as easy as you might think, and the approaches vary. One strategy, says Nelson, is to make praise visible. Visit the offices of BankBoston, for instance, and you’ll spot gold embroidered stars all over the place, little decorative rewards from managers to good workers. “You walk around and people have these stars on their cubicles maybe attached to their name tags,” says Nelson.</p>
<p>&#160;</p>
<p>Elsewhere, companies are trying to add a little levity — perhaps as a way to lessen the risk that forced praise in bad times can seem insincere, even hokey. Nelsen recommends gag trophies. At TRW in San Diego, managers buy a piece of junk at the flea market each year, say a lamp or a pitcher, that they pass around each month to recognize a job well done, says Nelson. The winner decorates the trophy to give it personal flair.</p>
<p>&#160;</p>
<p>Other companies are tossing in some prizes — a little something to sprinkle on the thank you in these dire times. At the Universal Orlando theme park, <font color="#005399">which last year shed jobs due to the slump</font>, managers give each other S.A.Y. IT! cards, which stand for Someone Appreciates You, and are redeemable for movie tickets, dinners, and other gifts. Says Rhonda Rhodes, vice president of human resources at Universal: “You take care of your people and they will take care of your customers.”</p>
<p>Even Bank of America, with 200,000-plus employees, is in on the praise action. Part of its motivation program rewards workers with recognition points that they can redeem for gifts. The idea, says BofA’s spokeswoman Kelly Sapp, is to “keep associates engaged and ultimately drive business results.”</p>
<h3>Change the way you talk</h3>
<p>Perhaps the most effective praise doesn’t come with a coupon, but rather from human interaction. And this often the most difficult, especially for managers for whom praise doesn’t come naturally. Jerry Pounds, who has consulted for Wal-Mart and Ford and writes a blog called <font color="#005399">Positive Influence</font>, advises managers to praise intellect and problem-solving skills, working the flattery into everyday discussions. “If the boss comes out of the office and shakes your hand then goes back in that’s no good,” Pounds says. “There’s no need for gimmicks.”</p>
<p>&#160;</p>
<p>Nelson, who wrote the book “<font color="#005399">Keeping Up In a Down Economy</font>,” advises managers to create a new mindset. When the thought crosses your mind that someone has done a good job, act on it. Pick up the phone, jot a note, or send an email. Better yet, says Nelson, go find the person no matter what they’re doing.</p>
<p>&#160;</p>
<p>“Have you ever interrupted someone in a meeting to give them good news?” says Nelson. “It’s exceptional. You say, ‘Hey, I know you’re in middle of something, but I had to let you know. We blew past last quarter’s numbers. No way that could happen without you and your team.’ That little 10 seconds is going to be conversation at dinner that evening.”</p>
<p>&#160;</p>
<p>The words you choose are critical, so tread carefully. Mark Holmes, an employee-retention consultant and author of “<font color="#005399">The People Keeper: How Managers Can Attract, Motivate and Retain Better Employees</font>,” advises his corporate clients to find specific attributes that show that you, the boss, really are paying attention.</p>
<p>&#160;</p>
<p>“You can simply say, ‘I want to say thank you for being somebody not afraid to tell me what you need to say,’” says Holmes. “Or you say, ‘The thing I appreciate about you Joe is you’re consistent.’ Or ‘Suzie, you are great as a mentor with our younger employees.’ Or ‘I love your contribution. I love the way you speak up in meetings.’ It all means the world to an employee.”</p>
<p>&#160;</p>
<p>Oddly, the best workers are often the ones who get overlooked by the praise givers — like the good kids in a family, who are seen as capable and directed. Yet those are often the people bosses need to go out of the way to praise in bad times so they stick around in good. “It’s not uncommon for a high-performing employee to leave companies because of a lack of feedback,” says Holmes.</p>
<h3>Turn praise into dollars</h3>
<p>Anyone who doubts that proper praise can boost a company’s bottom line along with its morale should listen to what happened at Houston-based Tetra Technologies, a service company in the oil and gas industry. Steve Hardwick, the global vice president of business development, brought Holmes in 2008 after a dozen big Tetra accounts had shrunk. Holmes worked with the sales and marketing teams on building teamwork and recapturing that business. A big part of what Holmes did was to make sure specific achievements were recognized.</p>
<p>&#160;</p>
<p>“He made a big deal of saying, as we rolled out a new product and sought accounts, “’Look what Joe did over here,” says Hardwick. “Or he’d say, ‘Bob’s got it, look at what he told customers.’”</p>
<p>&#160;</p>
<p>Tetra ended up bringing all of those lapsed accounts back into the fold. It also recently extended its contract with Shell — one of its largest accounts — for an additional three years. Two of his top guys had led the effort. “I took time to take both of these guys to dinner one-on-one and tell them how much I appreciate them,” says Hardwick. And while Hardwick says the company does its best to compensate high performers, he says praise is often equal to money.</p>
<p>&#160;</p>
<p>“Money is inert,” he says. “A few thousand here or there isn’t going to be the reason you leave a job. What’s important is how you feel about how you’re fitting in, producing, contributing as part of the team, all non-monetary issues.”</p>
<p>&#160;</p>
<p>True enough. Even so, most of us wouldn’t mind a few extra thousand along with the praise.</p>
</dd>
</dl>
</div>
</div>
</div>]]></description>
        <content:encoded><![CDATA[<h1>Can’t Pay Your Employees What You’d Like? Praise Them Instead.</h1>
<p class="byline">by Kevin Gray</p>
<p class="tags">&#160;</p>
<div class="dek">
<div class="inset inset-max-210"><img alt="Man holding trophy triumphantly" src="http://i.bnet.com/gallery/385225-210-216.jpg" width="210" /></div>
<p>Hoping for a raise in 2010? How about a nice pat on the back?</p>
<p>The economy may be showing signs of life, but that doesn’t mean managers and employers are starting to shower their people with cash. Far from it. Instead, they’re turning to an old-timey, feel-good technique to motivate their overburdened workers: praise.</p>
<p>&#160;</p>
<p>“It’s probably the most powerful driver of performance known to mankind,” says Bob Nelson, a workplace consultant who has advised Fortune 100 companies on the use of praise. “Whether it’s an employee or a spouse, you get more of what you want when you praise someone.”</p>
<p>As a motivational tool, of course, praise has been around forever, long before the self-styled experts began teaching us how to practice it. But the praise-making industry only came into vogue as the coddled offspring of Baby Boomers — the kids who got soccer trophies whether they won or lost — entered the workforce en masse and required constant complimenting.</p>
<p>&#160;</p>
<p>Then the economy blew up, leaving empty cubicles, cut wages, forced furloughs, and a whole lot of insecure workers. Today, it’s not just Gen Y that needs emotional reinforcement. It’s everyone. All employees and their managers are more stressed than ever, working faster and with fewer resources. And lots of managers mistakenly think they are too busy to give praise.</p>
<p>&#160;</p>
<p>“The only time you hear from the boss is when you made a mistake,” says Nelson, “And bosses think they don’t have to do this because you’re lucky to have a job now. People need it more but tend to get it less.”</p>
</div>
<!--/intro -->
<div class="post">
<div class="post">
<div class="bulk">
<dl class="featurepack">
<dd>
<h3>Make your praise tangible</h3>
<p>Giving out praise isn’t as easy as you might think, and the approaches vary. One strategy, says Nelson, is to make praise visible. Visit the offices of BankBoston, for instance, and you’ll spot gold embroidered stars all over the place, little decorative rewards from managers to good workers. “You walk around and people have these stars on their cubicles maybe attached to their name tags,” says Nelson.</p>
<p>&#160;</p>
<p>Elsewhere, companies are trying to add a little levity — perhaps as a way to lessen the risk that forced praise in bad times can seem insincere, even hokey. Nelsen recommends gag trophies. At TRW in San Diego, managers buy a piece of junk at the flea market each year, say a lamp or a pitcher, that they pass around each month to recognize a job well done, says Nelson. The winner decorates the trophy to give it personal flair.</p>
<p>&#160;</p>
<p>Other companies are tossing in some prizes — a little something to sprinkle on the thank you in these dire times. At the Universal Orlando theme park, <font color="#005399">which last year shed jobs due to the slump</font>, managers give each other S.A.Y. IT! cards, which stand for Someone Appreciates You, and are redeemable for movie tickets, dinners, and other gifts. Says Rhonda Rhodes, vice president of human resources at Universal: “You take care of your people and they will take care of your customers.”</p>
<p>Even Bank of America, with 200,000-plus employees, is in on the praise action. Part of its motivation program rewards workers with recognition points that they can redeem for gifts. The idea, says BofA’s spokeswoman Kelly Sapp, is to “keep associates engaged and ultimately drive business results.”</p>
<h3>Change the way you talk</h3>
<p>Perhaps the most effective praise doesn’t come with a coupon, but rather from human interaction. And this often the most difficult, especially for managers for whom praise doesn’t come naturally. Jerry Pounds, who has consulted for Wal-Mart and Ford and writes a blog called <font color="#005399">Positive Influence</font>, advises managers to praise intellect and problem-solving skills, working the flattery into everyday discussions. “If the boss comes out of the office and shakes your hand then goes back in that’s no good,” Pounds says. “There’s no need for gimmicks.”</p>
<p>&#160;</p>
<p>Nelson, who wrote the book “<font color="#005399">Keeping Up In a Down Economy</font>,” advises managers to create a new mindset. When the thought crosses your mind that someone has done a good job, act on it. Pick up the phone, jot a note, or send an email. Better yet, says Nelson, go find the person no matter what they’re doing.</p>
<p>&#160;</p>
<p>“Have you ever interrupted someone in a meeting to give them good news?” says Nelson. “It’s exceptional. You say, ‘Hey, I know you’re in middle of something, but I had to let you know. We blew past last quarter’s numbers. No way that could happen without you and your team.’ That little 10 seconds is going to be conversation at dinner that evening.”</p>
<p>&#160;</p>
<p>The words you choose are critical, so tread carefully. Mark Holmes, an employee-retention consultant and author of “<font color="#005399">The People Keeper: How Managers Can Attract, Motivate and Retain Better Employees</font>,” advises his corporate clients to find specific attributes that show that you, the boss, really are paying attention.</p>
<p>&#160;</p>
<p>“You can simply say, ‘I want to say thank you for being somebody not afraid to tell me what you need to say,’” says Holmes. “Or you say, ‘The thing I appreciate about you Joe is you’re consistent.’ Or ‘Suzie, you are great as a mentor with our younger employees.’ Or ‘I love your contribution. I love the way you speak up in meetings.’ It all means the world to an employee.”</p>
<p>&#160;</p>
<p>Oddly, the best workers are often the ones who get overlooked by the praise givers — like the good kids in a family, who are seen as capable and directed. Yet those are often the people bosses need to go out of the way to praise in bad times so they stick around in good. “It’s not uncommon for a high-performing employee to leave companies because of a lack of feedback,” says Holmes.</p>
<h3>Turn praise into dollars</h3>
<p>Anyone who doubts that proper praise can boost a company’s bottom line along with its morale should listen to what happened at Houston-based Tetra Technologies, a service company in the oil and gas industry. Steve Hardwick, the global vice president of business development, brought Holmes in 2008 after a dozen big Tetra accounts had shrunk. Holmes worked with the sales and marketing teams on building teamwork and recapturing that business. A big part of what Holmes did was to make sure specific achievements were recognized.</p>
<p>&#160;</p>
<p>“He made a big deal of saying, as we rolled out a new product and sought accounts, “’Look what Joe did over here,” says Hardwick. “Or he’d say, ‘Bob’s got it, look at what he told customers.’”</p>
<p>&#160;</p>
<p>Tetra ended up bringing all of those lapsed accounts back into the fold. It also recently extended its contract with Shell — one of its largest accounts — for an additional three years. Two of his top guys had led the effort. “I took time to take both of these guys to dinner one-on-one and tell them how much I appreciate them,” says Hardwick. And while Hardwick says the company does its best to compensate high performers, he says praise is often equal to money.</p>
<p>&#160;</p>
<p>“Money is inert,” he says. “A few thousand here or there isn’t going to be the reason you leave a job. What’s important is how you feel about how you’re fitting in, producing, contributing as part of the team, all non-monetary issues.”</p>
<p>&#160;</p>
<p>True enough. Even so, most of us wouldn’t mind a few extra thousand along with the praise.</p>
</dd>
</dl>
</div>
</div>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=raise-or-praise#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=raise-or-praise</wfw:commentRss>
        <pubDate>Tue, 19 Jan 2010 17:03:54 +0000</pubDate>
      </item>
      <item>
        <title>FMLA-FLSA-ERISA</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-flsa-erisa</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-flsa-erisa</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">FMLA—FLSA—ERISA: Another Bermuda Triangle?</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In <a href="http://nl.blr-news.com/c.asp?820333&amp;ecedebd1686534e7&amp;10"><font color="#224770">yesterday's <em><span style="font-family: 'Arial','sans-serif'">Advisor</span></em></font></a>, we entered the Bermuda Triangle of HR—the dangerous waters where the Family and Medical Leave Act (FMLA), Americans with Disabilities Act (ADA), and Consolidated Omnibus Budget Reconciliation Act of 1985 (COBRA) intersect. Today, we'll see what the Employee Retirement Income Security Act (ERISA) and Fair Labor Standards Act (FLSA) have to do with the FMLA, and we'll introduce a comprehensive program that will keep your FMLA hassles to a minimum.</span></b></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA and ERISA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The FMLA allows for the discontinuation of employee health benefits during a leave if the employee fails to pay his or her portion of the premium. However, the FMLA requires that any discontinued benefits provided pursuant to an employee benefit plan, as defined by ERISA, be resumed when an employee returns from FMLA leave, without any qualifying period.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">This requirement makes it necessary for employers to review their benefit plans to ensure that an employee returning from leave will be able to be fully reinstated to all benefits. For example, it may be necessary for the employer to continue life insurance for an employee on FMLA leave to avoid the employee’s having to pass a new physical for the life insurance carrier.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">In addition, any period of FMLA leave must be treated as continued service for purposes of vesting and eligibility to participate in pension and other retirement plans.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FLSA and FMLA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The FMLA and the FLSA interact in two important ways. First, the FMLA provides a special FLSA exemption for salaried, exempt employees. Second, the FMLA requires that FMLA-covered entities maintain records in accordance with the FLSA.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Exemption for Salaried Employees</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Normally, employers may not deduct hourly amounts from exempt employees' salaries. The FMLA provides an exception, stating that an employer may deduct hourly amounts from an employee's salary when providing FMLA leave without affecting the employee's exempt status under the FLSA.</span></p>
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<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Recordkeeping</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The burden of proof is on the employer to prove an employee is ineligible for leave because he or she has not worked the requisite 1,250 hours. In determining an employee’s eligibility for leave under the FMLA, the appropriate measure of “hours of service” is the standard used by the FLSA that considers only actual hours worked by the employee.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">If you do not keep time records, you may have a difficult time establishing your case. To this end, the FMLA requires employers to make, keep, and preserve records related to their obligations under the FMLA, according to the recordkeeping requirements of the FLSA.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">FMLA hassles—they just won't go away, will they? And, now, of course, there are all the new FMLA responsibilities—like military leave and reinstatement.&#160; Still a little shell-shocked?</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">It's an almost overwhelming task to keep up with the FMLA, let alone get in compliance with the far-reaching changes. You're going to need a helping hand.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">FMLA—FLSA—ERISA: Another Bermuda Triangle?</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">In <a href="http://nl.blr-news.com/c.asp?820333&amp;ecedebd1686534e7&amp;10"><font color="#224770">yesterday's <em><span style="font-family: 'Arial','sans-serif'">Advisor</span></em></font></a>, we entered the Bermuda Triangle of HR—the dangerous waters where the Family and Medical Leave Act (FMLA), Americans with Disabilities Act (ADA), and Consolidated Omnibus Budget Reconciliation Act of 1985 (COBRA) intersect. Today, we'll see what the Employee Retirement Income Security Act (ERISA) and Fair Labor Standards Act (FLSA) have to do with the FMLA, and we'll introduce a comprehensive program that will keep your FMLA hassles to a minimum.</span></b></p>
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</tbody>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA and ERISA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The FMLA allows for the discontinuation of employee health benefits during a leave if the employee fails to pay his or her portion of the premium. However, the FMLA requires that any discontinued benefits provided pursuant to an employee benefit plan, as defined by ERISA, be resumed when an employee returns from FMLA leave, without any qualifying period.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">This requirement makes it necessary for employers to review their benefit plans to ensure that an employee returning from leave will be able to be fully reinstated to all benefits. For example, it may be necessary for the employer to continue life insurance for an employee on FMLA leave to avoid the employee’s having to pass a new physical for the life insurance carrier.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">In addition, any period of FMLA leave must be treated as continued service for purposes of vesting and eligibility to participate in pension and other retirement plans.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FLSA and FMLA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The FMLA and the FLSA interact in two important ways. First, the FMLA provides a special FLSA exemption for salaried, exempt employees. Second, the FMLA requires that FMLA-covered entities maintain records in accordance with the FLSA.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Exemption for Salaried Employees</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Normally, employers may not deduct hourly amounts from exempt employees' salaries. The FMLA provides an exception, stating that an employer may deduct hourly amounts from an employee's salary when providing FMLA leave without affecting the employee's exempt status under the FLSA.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Recordkeeping</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The burden of proof is on the employer to prove an employee is ineligible for leave because he or she has not worked the requisite 1,250 hours. In determining an employee’s eligibility for leave under the FMLA, the appropriate measure of “hours of service” is the standard used by the FLSA that considers only actual hours worked by the employee.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">If you do not keep time records, you may have a difficult time establishing your case. To this end, the FMLA requires employers to make, keep, and preserve records related to their obligations under the FMLA, according to the recordkeeping requirements of the FLSA.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">FMLA hassles—they just won't go away, will they? And, now, of course, there are all the new FMLA responsibilities—like military leave and reinstatement.&#160; Still a little shell-shocked?</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">It's an almost overwhelming task to keep up with the FMLA, let alone get in compliance with the far-reaching changes. You're going to need a helping hand.</span></p>
</td>
</tr>
</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-flsa-erisa#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=fmla-flsa-erisa</wfw:commentRss>
        <pubDate>Tue, 19 Jan 2010 16:25:23 +0000</pubDate>
      </item>
      <item>
        <title>FMLA, PDA and COBRA</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-pda-and-cobra</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-pda-and-cobra</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">The 3-Legged Dance of FMLA, PDA, and COBRA</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Much has been written about the Bermuda Triangle of Family and Medical Leave Act (FMLA), Americans with Disabilities Act (ADA), and Consolidated Omnibus Budget Reconciliation Act of 1985 (COBRA), but that's not the only triangle that makes FMLA compliance tricky. Compliance gets even murkier when the ramifications of the Pregnancy Discrimination Act (PDA), ADA, and COBRA are factored in.</span></b></p>
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<p><span style="font-family: 'Arial','sans-serif'">FMLA regulations specify that the FMLA does not override other applicable laws, and that where multiple laws apply to a leave situation, FMLA should be coordinated with the other applicable laws. Understanding which laws apply in a given situation, and how they interact, can be complex and confusing, to say the least. Here's a rundown.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">The Pregnancy Discrimination Act and FMLA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The PDA, which amends Title VII of the Civil Rights Act of 1964, makes it unlawful to fire, fail to hire, refuse to promote, or otherwise discriminate against a woman because she is pregnant.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">The basic principle behind the PDA is that women affected by pregnancy and related conditions must be treated the same as other applicants and employees on the basis of their ability or inability to work.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">As regards FMLA leave, this means:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A pregnant woman may not be forced to go on leave as long as she can still work.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">If other employees who take disability leave are entitled to get their jobs back, so are women who have been unable to work because of pregnancy.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">If pregnant employees are treated differently with respect to their FMLA leave than nonpregnant employees who request leave because of a serious health condition, you may be guilty of discrimination.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">If a woman is terminated allegedly because of pregnancy or the birth of a child, she may be able to sue under both FMLA and PDA.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Please keep in mind that some states have laws that mandate maternity leave.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">COBRA and FMLA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">COBRA contains rules regarding employees’ rights to healthcare coverage.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">The major question for employers who must comply with both COBRA and FMLA is when COBRA benefits begin. According to guidance issued by the Internal Revenue Service (IRS Notice 94-103), taking leave under the FMLA does <em><span style="font-family: 'Arial','sans-serif'">not</span></em> constitute a COBRA-qualifying event setting off COBRA’s notification requirements. A qualifying event does occur if the following conditions are met:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employee (or spouse or dependent) is covered by the employer’s group health plan on the day before the first day of FMLA leave,</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employee does not return to work at the end of the FMLA leave, <em><span style="font-family: 'Arial','sans-serif'">and</span></em></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employee would, in the absence of COBRA, lose coverage under the health plan before the end of the maximum coverage period provided by COBRA.</span></p>
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<p><span style="font-family: 'Arial','sans-serif'">If these three conditions are met, a qualifying event occurs on the last day of FMLA leave. The maximum COBRA coverage period is generally measured from the date of this qualifying event. If coverage would be lost on a later date, the maximum COBRA coverage period would be measured from that date.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">The IRS guidance also says that:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Any state and local laws that require group health plan coverage during a leave of absence for more time than required by FMLA do not affect the determination of when a COBRA qualifying event has occurred.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A qualifying event also occurs if an employee fails to pay his or her share of group health plan premiums during the FMLA leave or declines group health plan coverage during the leave.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The right to take COBRA continuation may not be conditioned on repayment by an ex-employee of any premiums paid by the employer for group health coverage during FMLA leave.</span></p>
<p>&#160;</p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">The 3-Legged Dance of FMLA, PDA, and COBRA</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Much has been written about the Bermuda Triangle of Family and Medical Leave Act (FMLA), Americans with Disabilities Act (ADA), and Consolidated Omnibus Budget Reconciliation Act of 1985 (COBRA), but that's not the only triangle that makes FMLA compliance tricky. Compliance gets even murkier when the ramifications of the Pregnancy Discrimination Act (PDA), ADA, and COBRA are factored in.</span></b></p>
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<p><span style="font-family: 'Arial','sans-serif'">FMLA regulations specify that the FMLA does not override other applicable laws, and that where multiple laws apply to a leave situation, FMLA should be coordinated with the other applicable laws. Understanding which laws apply in a given situation, and how they interact, can be complex and confusing, to say the least. Here's a rundown.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">The Pregnancy Discrimination Act and FMLA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">The PDA, which amends Title VII of the Civil Rights Act of 1964, makes it unlawful to fire, fail to hire, refuse to promote, or otherwise discriminate against a woman because she is pregnant.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">The basic principle behind the PDA is that women affected by pregnancy and related conditions must be treated the same as other applicants and employees on the basis of their ability or inability to work.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">As regards FMLA leave, this means:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A pregnant woman may not be forced to go on leave as long as she can still work.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">If other employees who take disability leave are entitled to get their jobs back, so are women who have been unable to work because of pregnancy.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">If pregnant employees are treated differently with respect to their FMLA leave than nonpregnant employees who request leave because of a serious health condition, you may be guilty of discrimination.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l0 level1 lfo1"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">If a woman is terminated allegedly because of pregnancy or the birth of a child, she may be able to sue under both FMLA and PDA.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Please keep in mind that some states have laws that mandate maternity leave.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">COBRA and FMLA</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">COBRA contains rules regarding employees’ rights to healthcare coverage.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">The major question for employers who must comply with both COBRA and FMLA is when COBRA benefits begin. According to guidance issued by the Internal Revenue Service (IRS Notice 94-103), taking leave under the FMLA does <em><span style="font-family: 'Arial','sans-serif'">not</span></em> constitute a COBRA-qualifying event setting off COBRA’s notification requirements. A qualifying event does occur if the following conditions are met:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employee (or spouse or dependent) is covered by the employer’s group health plan on the day before the first day of FMLA leave,</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employee does not return to work at the end of the FMLA leave, <em><span style="font-family: 'Arial','sans-serif'">and</span></em></span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l1 level1 lfo2"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The employee would, in the absence of COBRA, lose coverage under the health plan before the end of the maximum coverage period provided by COBRA.</span></p>
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<p><span style="font-family: 'Arial','sans-serif'">If these three conditions are met, a qualifying event occurs on the last day of FMLA leave. The maximum COBRA coverage period is generally measured from the date of this qualifying event. If coverage would be lost on a later date, the maximum COBRA coverage period would be measured from that date.</span></p>
<p>&#160;</p>
<p><span style="font-family: 'Arial','sans-serif'">The IRS guidance also says that:</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Any state and local laws that require group health plan coverage during a leave of absence for more time than required by FMLA do not affect the determination of when a COBRA qualifying event has occurred.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">A qualifying event also occurs if an employee fails to pay his or her share of group health plan premiums during the FMLA leave or declines group health plan coverage during the leave.</span></p>
<p class="MsoNormal" style="text-indent: -0.25in; margin: 0in 7.5pt 0pt 22.5pt; tab-stops: list .5in; mso-list: l2 level1 lfo3"><span style="font-family: Symbol; font-size: 10pt; mso-fareast-font-family: Symbol; mso-bidi-font-family: Symbol; mso-bidi-font-size: 9.0pt"><span style="mso-list: Ignore">·<span style="font: 7pt 'Times New Roman'">&#160;&#160;&#160;&#160;&#160;&#160;&#160;&#160;</span></span></span> <span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">The right to take COBRA continuation may not be conditioned on repayment by an ex-employee of any premiums paid by the employer for group health coverage during FMLA leave.</span></p>
<p>&#160;</p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-pda-and-cobra#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=fmla-pda-and-cobra</wfw:commentRss>
        <pubDate>Mon, 18 Jan 2010 12:31:20 +0000</pubDate>
      </item>
      <item>
        <title>Paid Time Off</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=paid-time-off</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=paid-time-off</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Paid Time Off—A Costly Mistake? How Does Your Company Stack Up?</font></font></span></h1>
<p>&#160;</p>
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<p><b><span style="font-family: 'Arial','sans-serif'">By BLR Founder and CEO Bob Brady</span></b></p>
<p><span style="font-family: 'Arial','sans-serif'"><img id="_x0000_i1025" border="0" src="http://hrdailyadvisor.blr.com/images/epinion.jpg" width="200" height="133" alt="" name="_x0000_i1025" /></span></p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Instead of designating employee paid time off as vacation days, sick leave, and such, many employers have started to lump it together and simply call it paid time off, or PTO for short. But there are pros and cons.</span></b></p>
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<p><span style="font-family: 'Arial','sans-serif'">The advantages of undesignated paid time off for employers include reduced tracking of employee PTO and, often, reduced employee sick-leave abuse. Many employers use PTO as a strategic recruiting tool, and they find it to be just as successful for employee retention.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Increasing the number of days that employees can take off from work and still get paid seems to make workers happy. And, because most employees are healthy and don't ever use all of their sick leave, why not let them take the difference as extra vacation time?</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">PTO a Bad Thing? Are Employees In or Out?</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Unfortunately, the bad sometimes comes along with the good. PTO programs can invite abuse.</span></p>
<p><em><span style="font-family: 'Arial','sans-serif'">Abuse #1 — Employees are out of the office more frequently.</span></em></p>
<p><span style="font-family: 'Arial','sans-serif'">Because an organization no longer knows why an employee takes time off, their employees, in some cases, are gone more frequently. While this can be controlled somewhat by requiring prior approval for PTO, those employees who never used sick leave will start to use some if not all of that time in their PTO every year.</span></p>
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<p><em><span style="font-family: 'Arial','sans-serif'">Abuse #2 — Sick employees are not using sick leave.</span></em></p>
<p><span style="font-family: 'Arial','sans-serif'">One of the most costly abuses of PTO is sick employees not taking time off. If employees begin to view all PTO as vacation time, they don't want to use up their "vacation" time when they're sick, so they come to work and spread germs. This results in productivity declines as more and more of the workforce gets sick.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">So How Can PTO Be Effective?</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Be sure that your company culture suits the flexibility of a PTO program. If your company culture isn't flexible, the flexibility of a PTO program may invite abuse.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">You must establish clear guidelines in advance. That will eliminate abuse at some level.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Most important, manage your employees and not the PTO program. If employees are sick, make sure they aren't in the office. You have an obligation to provide a safe workplace to all your employees. If someone is sick and contagious, send him or her home immediately!</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Paid Time Off—A Costly Mistake? How Does Your Company Stack Up?</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: 'Arial','sans-serif'; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
<p><b><span style="font-family: 'Arial','sans-serif'">By BLR Founder and CEO Bob Brady</span></b></p>
<p><span style="font-family: 'Arial','sans-serif'"><img id="_x0000_i1025" border="0" src="http://hrdailyadvisor.blr.com/images/epinion.jpg" width="200" height="133" alt="" name="_x0000_i1025" /></span></p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: 'Arial','sans-serif'; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Instead of designating employee paid time off as vacation days, sick leave, and such, many employers have started to lump it together and simply call it paid time off, or PTO for short. But there are pros and cons.</span></b></p>
</td>
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<p><span style="font-family: 'Arial','sans-serif'">The advantages of undesignated paid time off for employers include reduced tracking of employee PTO and, often, reduced employee sick-leave abuse. Many employers use PTO as a strategic recruiting tool, and they find it to be just as successful for employee retention.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Increasing the number of days that employees can take off from work and still get paid seems to make workers happy. And, because most employees are healthy and don't ever use all of their sick leave, why not let them take the difference as extra vacation time?</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">PTO a Bad Thing? Are Employees In or Out?</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Unfortunately, the bad sometimes comes along with the good. PTO programs can invite abuse.</span></p>
<p><em><span style="font-family: 'Arial','sans-serif'">Abuse #1 — Employees are out of the office more frequently.</span></em></p>
<p><span style="font-family: 'Arial','sans-serif'">Because an organization no longer knows why an employee takes time off, their employees, in some cases, are gone more frequently. While this can be controlled somewhat by requiring prior approval for PTO, those employees who never used sick leave will start to use some if not all of that time in their PTO every year.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p><em><span style="font-family: 'Arial','sans-serif'">Abuse #2 — Sick employees are not using sick leave.</span></em></p>
<p><span style="font-family: 'Arial','sans-serif'">One of the most costly abuses of PTO is sick employees not taking time off. If employees begin to view all PTO as vacation time, they don't want to use up their "vacation" time when they're sick, so they come to work and spread germs. This results in productivity declines as more and more of the workforce gets sick.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">So How Can PTO Be Effective?</font></font></font></span></h3>
<p><span style="font-family: 'Arial','sans-serif'">Be sure that your company culture suits the flexibility of a PTO program. If your company culture isn't flexible, the flexibility of a PTO program may invite abuse.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">You must establish clear guidelines in advance. That will eliminate abuse at some level.</span></p>
<p><span style="font-family: 'Arial','sans-serif'">Most important, manage your employees and not the PTO program. If employees are sick, make sure they aren't in the office. You have an obligation to provide a safe workplace to all your employees. If someone is sick and contagious, send him or her home immediately!</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
</td>
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</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=paid-time-off#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=paid-time-off</wfw:commentRss>
        <pubDate>Fri, 15 Jan 2010 16:12:30 +0000</pubDate>
      </item>
      <item>
        <title>Cold Calling</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=cold-calling</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=cold-calling</guid>
        <description><![CDATA[<h1>The Mad Scientist of Cold Calling</h1>
<p class="byline">By <font color="#005399">Geoffrey James</font></p>
<p class="date">January 12th, 2010 @ 12:04 pm</p>
<div>
<p class="icon comments">&#160;</p>
<p class="permalink"><a href="http://i.bnet.com/blogs/oldroyd.jpg"><img class="alignright size-full wp-image-7654" title="Doctor James Oldroyd" alt="" src="http://i.bnet.com/blogs/oldroyd.jpg" width="150" height="218" /></a></p>
</div>
<div class="entry">
<p>&#160;</p>
<p>Well, not “mad” so much as “incredibly brilliant.”&#160; <font color="#005399">Dr. James Oldroyd</font> of the Kellogg School of Management is probably the world’s greatest expert on the measurement of cold calling. He examined and analyzed the electronic logs of more than a million cold calls, made by thousands of sales professionals inside approximately 50 companies.&#160; I recently interviewed him for a feature article; here’s an excerpt from our conversation:</p>
<ul>
<li><strong>GJ:</strong> What’s been the most surprising discovery that’s come from your research?</li>
<li><strong>JO:</strong> The days and times that are most effective for qualifying a sales lead into a real prospect.&#160; Turns out that Thursday is the best day and is, statistically speaking, 19.1% better than Friday, which is the worst day.&#160; Research also showed that 8am to 9am and 4pm to 5pm are the best times to call to qualify a lead. In fact, 8am to 9am is 164% better than calling at 1pm to 2pm. That runs counter to the long-held belief that the best time to call is right after lunch.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How long do sales reps have to respond when somebody indicates an interest in a firm and its products?</li>
<li><strong>JO:</strong> Not very long. You are 4 times more likely to successfully qualify a lead if you call within 5 minutes than if you call between 5 and 10 minutes. You are 21 times more likely to qualify a lead if you call within 5 minutes than if you wait for 30 minutes.</li>
</ul>
<ul>
<li><strong>GJ:</strong> Is this true in B2B and B2C?</li>
<li><strong>JO:</strong> In B2C, response speed is absolutely vital. In B2B, you still have reasonably good odds of qualifying a lead if you call within 20 minutes after interest is shown. After 20 minutes, however, the value of that lead quickly declines and if you want to qualify it, you’ll need to make a lot of repeated phone calls. After 4 months, the lead is completely dead, at which point you should drop the calling and put that lead into the cheapest possible nurturing program.</li>
</ul>
<ul>
<li><strong>GJ:</strong> Is that true of every industry and product category?</li>
<li><strong>JO:</strong> Sales leads in the financial and healthcare industries response times remain “live” for up to 24 hours. Sales leads in communications and IT industries require much faster response times, while professional services industries land roughly in the middle.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How important is cold-calling and inside sales in business today?</li>
<li><strong>JO:</strong> Most of the growth in the sales industry is in this area. The growth rate of outside groups has nearly stalled, leveling off at a .5% annual growth. By contrast, companies are adding new inside sales departments at a rate of 7.5% annual growth. By 2012 nearly 800,000 companies are expected to add inside sales departments. Incidentally, even outside sales teams spend a lot of time on the phone.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How is outside sales changing?</li>
<li><strong>JO:</strong> Outside sales responsibilities are becoming more and more like inside sales jobs. An average of 41% of outside sales activities are done over the phone. Companies need to provide similar tools to support both kinds of groups.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How can I apply this research to sell more?</li>
<li><strong>JO:</strong> Always give priority to your newest leads. If you have a lead that is two hours old and one that just came in, focus on the on the one that just came in. If you do the opposite, you’ll always be fighting an uphill battle trying to reactivate leads that are already dead.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How can we find out what response patterns and strategies work best in a particular industry?</li>
<li><strong>JO:</strong> While understanding general patterns is useful, every organization has a specific type of customer that behaves in a slightly different manner. If you want to optimize you need to measure what’s actually working, which means tracking your leads throughout the pipeline and then drawing conclusions based upon the patterns that emerge.</li>
</ul>
<ul>
<li><strong>GJ:</strong> Thank you for your time.</li>
<li><strong>JO:</strong> You’re welcome.</li>
</ul>
</div>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<h1>The Mad Scientist of Cold Calling</h1>
<p class="byline">By <font color="#005399">Geoffrey James</font></p>
<p class="date">January 12th, 2010 @ 12:04 pm</p>
<div>
<p class="icon comments">&#160;</p>
<p class="permalink"><a href="http://i.bnet.com/blogs/oldroyd.jpg"><img class="alignright size-full wp-image-7654" title="Doctor James Oldroyd" alt="" src="http://i.bnet.com/blogs/oldroyd.jpg" width="150" height="218" /></a></p>
</div>
<div class="entry">
<p>&#160;</p>
<p>Well, not “mad” so much as “incredibly brilliant.”&#160; <font color="#005399">Dr. James Oldroyd</font> of the Kellogg School of Management is probably the world’s greatest expert on the measurement of cold calling. He examined and analyzed the electronic logs of more than a million cold calls, made by thousands of sales professionals inside approximately 50 companies.&#160; I recently interviewed him for a feature article; here’s an excerpt from our conversation:</p>
<ul>
<li><strong>GJ:</strong> What’s been the most surprising discovery that’s come from your research?</li>
<li><strong>JO:</strong> The days and times that are most effective for qualifying a sales lead into a real prospect.&#160; Turns out that Thursday is the best day and is, statistically speaking, 19.1% better than Friday, which is the worst day.&#160; Research also showed that 8am to 9am and 4pm to 5pm are the best times to call to qualify a lead. In fact, 8am to 9am is 164% better than calling at 1pm to 2pm. That runs counter to the long-held belief that the best time to call is right after lunch.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How long do sales reps have to respond when somebody indicates an interest in a firm and its products?</li>
<li><strong>JO:</strong> Not very long. You are 4 times more likely to successfully qualify a lead if you call within 5 minutes than if you call between 5 and 10 minutes. You are 21 times more likely to qualify a lead if you call within 5 minutes than if you wait for 30 minutes.</li>
</ul>
<ul>
<li><strong>GJ:</strong> Is this true in B2B and B2C?</li>
<li><strong>JO:</strong> In B2C, response speed is absolutely vital. In B2B, you still have reasonably good odds of qualifying a lead if you call within 20 minutes after interest is shown. After 20 minutes, however, the value of that lead quickly declines and if you want to qualify it, you’ll need to make a lot of repeated phone calls. After 4 months, the lead is completely dead, at which point you should drop the calling and put that lead into the cheapest possible nurturing program.</li>
</ul>
<ul>
<li><strong>GJ:</strong> Is that true of every industry and product category?</li>
<li><strong>JO:</strong> Sales leads in the financial and healthcare industries response times remain “live” for up to 24 hours. Sales leads in communications and IT industries require much faster response times, while professional services industries land roughly in the middle.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How important is cold-calling and inside sales in business today?</li>
<li><strong>JO:</strong> Most of the growth in the sales industry is in this area. The growth rate of outside groups has nearly stalled, leveling off at a .5% annual growth. By contrast, companies are adding new inside sales departments at a rate of 7.5% annual growth. By 2012 nearly 800,000 companies are expected to add inside sales departments. Incidentally, even outside sales teams spend a lot of time on the phone.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How is outside sales changing?</li>
<li><strong>JO:</strong> Outside sales responsibilities are becoming more and more like inside sales jobs. An average of 41% of outside sales activities are done over the phone. Companies need to provide similar tools to support both kinds of groups.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How can I apply this research to sell more?</li>
<li><strong>JO:</strong> Always give priority to your newest leads. If you have a lead that is two hours old and one that just came in, focus on the on the one that just came in. If you do the opposite, you’ll always be fighting an uphill battle trying to reactivate leads that are already dead.</li>
</ul>
<ul>
<li><strong>GJ:</strong> How can we find out what response patterns and strategies work best in a particular industry?</li>
<li><strong>JO:</strong> While understanding general patterns is useful, every organization has a specific type of customer that behaves in a slightly different manner. If you want to optimize you need to measure what’s actually working, which means tracking your leads throughout the pipeline and then drawing conclusions based upon the patterns that emerge.</li>
</ul>
<ul>
<li><strong>GJ:</strong> Thank you for your time.</li>
<li><strong>JO:</strong> You’re welcome.</li>
</ul>
</div>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>RIFs</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=cold-calling#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=cold-calling</wfw:commentRss>
        <pubDate>Fri, 15 Jan 2010 07:22:23 +0000</pubDate>
      </item>
      <item>
        <title>FMLA Bonding</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-bonding</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-bonding</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">2 Tricky Challenges: FMLA Bonding and Fetal Protection</font></font></span></h1>
<p>&#160;</p>
<p class="MsoNormal" style="margin: 0in 0in 0pt"><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">&#160;</span></p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Pregnant employees typically present a host of Family and Medical Leave Act (FMLA) issues, and then, for many employers, there's the very tricky balancing act of fetal protection—what to do when the mother wants to work in a job that might endanger the unborn child.</span></b></p>
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</tbody>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA Protection for Pregnant Employees</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under FMLA, incapacity because of pregnancy or prenatal care is generally considered a serious health condition.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA and the Birth of a Child</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under the FMLA, leave for the birth of a child is available to either men or women. There are some special requirements and exceptions:</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Leave for the birth of a child must be completed within 12 months of the date of birth.&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer is not required by the FMLA to grant intermittent or reduced leave to eligible employees to care for (meaning “to bond with”) their newborns. Employers, however, may elect to do so.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">However, if the mother has a serious health condition in connection with the birth of her child or if the newborn child has a serious health condition, the employer’s consent for intermittent or reduced leave would not be required.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Employees can take as much or as little FMLA leave time as they want (subject, of course, to the 12-week maximum) and need not provide any certification. Leave for birth is available automatically and does not relate to any medical need of either the parent or the newborn child.</span></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Note:</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Many states have their own family and medical leave laws that are similar to the FMLA. Employers covered by the FMLA should follow its requirements with respect to pregnancy leave, unless the employer’s own disability/pregnancy leave policy or the state leave law is more generous.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Gender-Based Exclusions and Fetal Protection</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Although the Equal Employment Opportunity Commission (EEOC) has stated that it should be the employee’s decision whether the hazards in the workplace to unborn children are worth risking for the position, a ruling by the U.S. Supreme Court in 2002 upheld the employer’s right to exclude an applicant or employee from the workplace where it had determined that the workplace would subject the individual to substantial harm.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">So what should you do in these situations? Make a careful and well-documented determination of the danger. This determination should not be based on fear or speculation that a pregnancy may indicate a greater risk of future injury or absenteeism or may cause future workers’ compensation or insurance costs.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer may disqualify a pregnant employee or applicant only where there is specific medical documentation, reflecting current medical knowledge, that this individual would be exposed to a significant, current risk of substantial harm to health or safety.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Pregnancy, FMLA, fetal protection—just a few of what, a dozen challenges hitting your desk daily? How about those intermittent leave headaches, accommodation requests, or attendance problems? Let’s face it, in HR, if it’s not one thing, it’s another. And in a small department, it’s just that much tougher.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">2 Tricky Challenges: FMLA Bonding and Fetal Protection</font></font></span></h1>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">Pregnant employees typically present a host of Family and Medical Leave Act (FMLA) issues, and then, for many employers, there's the very tricky balancing act of fetal protection—what to do when the mother wants to work in a job that might endanger the unborn child.</span></b></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA Protection for Pregnant Employees</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under FMLA, incapacity because of pregnancy or prenatal care is generally considered a serious health condition.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">FMLA and the Birth of a Child</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under the FMLA, leave for the birth of a child is available to either men or women. There are some special requirements and exceptions:</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Leave for the birth of a child must be completed within 12 months of the date of birth.&#160;</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer is not required by the FMLA to grant intermittent or reduced leave to eligible employees to care for (meaning “to bond with”) their newborns. Employers, however, may elect to do so.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">However, if the mother has a serious health condition in connection with the birth of her child or if the newborn child has a serious health condition, the employer’s consent for intermittent or reduced leave would not be required.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Employees can take as much or as little FMLA leave time as they want (subject, of course, to the 12-week maximum) and need not provide any certification. Leave for birth is available automatically and does not relate to any medical need of either the parent or the newborn child.</span></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Note:</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Many states have their own family and medical leave laws that are similar to the FMLA. Employers covered by the FMLA should follow its requirements with respect to pregnancy leave, unless the employer’s own disability/pregnancy leave policy or the state leave law is more generous.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Gender-Based Exclusions and Fetal Protection</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Although the Equal Employment Opportunity Commission (EEOC) has stated that it should be the employee’s decision whether the hazards in the workplace to unborn children are worth risking for the position, a ruling by the U.S. Supreme Court in 2002 upheld the employer’s right to exclude an applicant or employee from the workplace where it had determined that the workplace would subject the individual to substantial harm.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">So what should you do in these situations? Make a careful and well-documented determination of the danger. This determination should not be based on fear or speculation that a pregnancy may indicate a greater risk of future injury or absenteeism or may cause future workers’ compensation or insurance costs.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer may disqualify a pregnant employee or applicant only where there is specific medical documentation, reflecting current medical knowledge, that this individual would be exposed to a significant, current risk of substantial harm to health or safety.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Pregnancy, FMLA, fetal protection—just a few of what, a dozen challenges hitting your desk daily? How about those intermittent leave headaches, accommodation requests, or attendance problems? Let’s face it, in HR, if it’s not one thing, it’s another. And in a small department, it’s just that much tougher.</span></p>
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        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>RIFs</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=fmla-bonding#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=fmla-bonding</wfw:commentRss>
        <pubDate>Thu, 14 Jan 2010 15:27:28 +0000</pubDate>
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        <title>Employee Pregnancy</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=employee-pregnancy</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=employee-pregnancy</guid>
        <description><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Employee Pregnancy—Recognize, Don't Patronize</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">When employees become pregnant, everyone wants to be understanding and protective, but it's easy for "protective" and "caring" to turn into "discrimination" in court.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The general rule is, a woman affected by pregnancy must be treated the same as other applicants and employees on the basis of their ability or inability to work. Employees with pregnancy-related disabilities must be treated the same as other temporarily disabled employees for accrual and crediting of seniority, vacation calculation, pay increases, and temporary disability benefits.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Let's look specifically at how the American with Disabilities Act (ADA), the Pregnancy Discrimination Act (PDA), and the Family and Medical Leave Act (FMLA) deal with pregnancy.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Pregnancy and the ADA</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An Interpretive Guidance issued by the Equal Employment Opportunity Commission (EEOC) on the ADA states that pregnancy, in and of itself, is not an impairment covered by the ADA. According to EEOC, disability from a normal childbirth is “temporary” and not protected by the ADA. However, pregnant employees who suffer from severe pregnancy- or birth-related complications may be covered by the ADA if their medical complications substantially limit a major life activity.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Pregnancy and the PDA</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under the PDA, an amendment to Title VII of the Civil Rights Act of 1964, discrimination on the basis of pregnancy, childbirth, or related medical conditions constitutes unlawful sex discrimination.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The PDA states that women who are pregnant or affected by related conditions must be treated in the same manner as other applicants or employees with similar abilities or limitations.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under Title VII's pregnancy-related protections, employers are prohibited from discriminating as follows:</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Hiring</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer cannot refuse to hire a pregnant woman because of her pregnancy, because of a pregnancy-related condition, or because of the prejudices of co-workers, clients, or customers.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Approving/Requiring Leave</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer may not single out pregnancy-related conditions for special procedures to determine an employee's ability to work.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If an employee is temporarily unable to perform her job due to pregnancy, the employer must treat her the same as any other temporarily disabled employee. For example, if the employer allows other temporarily disabled employees to modify tasks, perform alternative assignments, or take disability leave or leave without pay, the employer must also allow an employee who is temporarily disabled due to pregnancy to do the same.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Pregnant employees must be permitted to work as long as they are able to perform their jobs. If an employee has been absent from work as a result of a pregnancy-related condition and recovers, her employer may not require her to remain on leave until the baby's birth.</span></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Note:</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Some state laws go further and require that special leaves, or leaves for a specific period of time, and reinstatement be offered to pregnant employees, even if these leaves are not offered to other temporarily disabled employees.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Return to Work</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer may not have a rule that prohibits an employee from returning to work for a predetermined length of time after childbirth.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Employers must hold a job for a pregnancy-related absence open the same length of time jobs are held open for employees on sick or disability leave.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Health Insurance</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Any health insurance provided by an employer must cover expenses for pregnancy-related conditions on the same basis as costs for other medical conditions. Health insurance for expenses arising from abortion is not required, except where the life of the mother is endangered.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The amounts payable by the insurance provider can be limited only to the same extent as amounts payable for other conditions. No additional, increased, or larger deductible can be imposed.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Fringe Benefits</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Pregnancy-related benefits cannot be limited to married employees.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If an employer provides any benefits to workers on leave, the employer must provide the same benefits for those on leave for pregnancy-related conditions.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Employees with pregnancy-related disabilities must be treated the same as other temporarily disabled employees for accrual and crediting of seniority, vacation calculation, pay increases, and temporary disability benefits.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Retaliation Prohibited</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Finally, it is unlawful to retaliate against an individual for opposing employment practices that discriminate based on pregnancy or for filing a discrimination charge, testifying, or participating in any way in an investigation, proceeding, or litigation under Title VII.</span></p>
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        <content:encoded><![CDATA[<h1 style="margin: 0in 3.75pt 0pt 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: Arial"><font size="5"><font color="#B81D2D">Employee Pregnancy—Recognize, Don't Patronize</font></font></span></h1>
<p>&#160;</p>
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<p class="MsoNormal" style="margin: 3.75pt 0in 0pt"><b><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;; color: #666666; font-size: 9pt; mso-fareast-font-family: 'Times New Roman'">When employees become pregnant, everyone wants to be understanding and protective, but it's easy for "protective" and "caring" to turn into "discrimination" in court.</span></b></p>
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<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The general rule is, a woman affected by pregnancy must be treated the same as other applicants and employees on the basis of their ability or inability to work. Employees with pregnancy-related disabilities must be treated the same as other temporarily disabled employees for accrual and crediting of seniority, vacation calculation, pay increases, and temporary disability benefits.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Let's look specifically at how the American with Disabilities Act (ADA), the Pregnancy Discrimination Act (PDA), and the Family and Medical Leave Act (FMLA) deal with pregnancy.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Pregnancy and the ADA</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An Interpretive Guidance issued by the Equal Employment Opportunity Commission (EEOC) on the ADA states that pregnancy, in and of itself, is not an impairment covered by the ADA. According to EEOC, disability from a normal childbirth is “temporary” and not protected by the ADA. However, pregnant employees who suffer from severe pregnancy- or birth-related complications may be covered by the ADA if their medical complications substantially limit a major life activity.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Pregnancy and the PDA</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under the PDA, an amendment to Title VII of the Civil Rights Act of 1964, discrimination on the basis of pregnancy, childbirth, or related medical conditions constitutes unlawful sex discrimination.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The PDA states that women who are pregnant or affected by related conditions must be treated in the same manner as other applicants or employees with similar abilities or limitations.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Under Title VII's pregnancy-related protections, employers are prohibited from discriminating as follows:</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Hiring</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer cannot refuse to hire a pregnant woman because of her pregnancy, because of a pregnancy-related condition, or because of the prejudices of co-workers, clients, or customers.</span></p>
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<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Approving/Requiring Leave</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer may not single out pregnancy-related conditions for special procedures to determine an employee's ability to work.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If an employee is temporarily unable to perform her job due to pregnancy, the employer must treat her the same as any other temporarily disabled employee. For example, if the employer allows other temporarily disabled employees to modify tasks, perform alternative assignments, or take disability leave or leave without pay, the employer must also allow an employee who is temporarily disabled due to pregnancy to do the same.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Pregnant employees must be permitted to work as long as they are able to perform their jobs. If an employee has been absent from work as a result of a pregnancy-related condition and recovers, her employer may not require her to remain on leave until the baby's birth.</span></p>
<p><em><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Note:</span></em> <span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Some state laws go further and require that special leaves, or leaves for a specific period of time, and reinstatement be offered to pregnant employees, even if these leaves are not offered to other temporarily disabled employees.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Return to Work</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">An employer may not have a rule that prohibits an employee from returning to work for a predetermined length of time after childbirth.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Employers must hold a job for a pregnancy-related absence open the same length of time jobs are held open for employees on sick or disability leave.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Health Insurance</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Any health insurance provided by an employer must cover expenses for pregnancy-related conditions on the same basis as costs for other medical conditions. Health insurance for expenses arising from abortion is not required, except where the life of the mother is endangered.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">The amounts payable by the insurance provider can be limited only to the same extent as amounts payable for other conditions. No additional, increased, or larger deductible can be imposed.</span></p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<p style="margin: 3.75pt 3.75pt 3.75pt 7.5pt">&#160;</p>
<div class="MsoNormal" style="text-align: center; margin: 0in 0in 0pt" align="center">&#160;</div>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Fringe Benefits</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Pregnancy-related benefits cannot be limited to married employees.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">If an employer provides any benefits to workers on leave, the employer must provide the same benefits for those on leave for pregnancy-related conditions.</span></p>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Employees with pregnancy-related disabilities must be treated the same as other temporarily disabled employees for accrual and crediting of seniority, vacation calculation, pay increases, and temporary disability benefits.</span></p>
<h3 style="margin: auto 0in auto 7.5pt"><span style="mso-fareast-font-family: 'Times New Roman'"><font size="3"><font color="#B81D2D"><font face="Arial">Retaliation Prohibited</font></font></font></span></h3>
<p><span style="font-family: &quot;Arial&quot;,&quot;sans-serif&quot;">Finally, it is unlawful to retaliate against an individual for opposing employment practices that discriminate based on pregnancy or for filing a discrimination charge, testifying, or participating in any way in an investigation, proceeding, or litigation under Title VII.</span></p>
</td>
</tr>
</tbody>
</table>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=employee-pregnancy#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=employee-pregnancy</wfw:commentRss>
        <pubDate>Thu, 14 Jan 2010 12:32:23 +0000</pubDate>
      </item>
      <item>
        <title>Texting</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=texting</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=texting</guid>
        <description><![CDATA[<h1><span style="color: #08911e">Which Is Worse for Your Brain: Texting or Pot? (Hint: Pass the Pipe)</span></h1>
<p class="byline">by Richard Young</p>
<p class="tags">&#160;</p>
<div class="dek">
<div class="inset inset-max-210"><img src="http://i.bnet.com/gallery/383398-210-139.jpg" width="210" alt="" />
<p>Texting and instant messaging can hinder your ability to get work done.</p>
</div>
<p>It’s a challenge of modern life: email, Twitter feeds, instant messaging, text messages, and other snippets of information are coming at us so fast that it’s hard not to feel under digital attack. Sure, some of it’s important — and that’s precisely the problem. Turn it all off and you might as well quit the workforce. But read it all and your mind becomes so drained that it’s a challenge to get anything else done.</p>
<p>&#160;</p>
<p>In some ways, technology has evolved in a way that puts mere humans in a bind. Consider the email conundrum. From the moment you wake up, it seems the inbox is calling your name. And if you’re like most of us, you answer its call pretty quickly.</p>
<p>&#160;</p>
<p>“The brain hates uncertainty,” says David Rock, the CEO of Results Coaching Systems and author of “Your Brain at Work.” “It’s literally painful to not download your email the moment you arrive at your desk in the morning. But once you’ve processed 30 or 40 emails, you’ve ruined your brain chemistry for higher level tasks that are going to create value.”</p>
<p>In fact, a University of London study done for Hewlett-Packard found that “infomania” — a term connected with addiction to email and texting — can lower your IQ by twice as much as smoking marijuana. Moreover, email can raise the levels of noradrenaline and dopamine in your brain by constantly introducing new stimuli into your day. When those levels get too high, complex thinking becomes more difficult, making it harder to make decisions and solve problems — key roles for all managers.</p>
<p>&#160;</p>
<p>In short, the brain’s capacity for decision-making evolved at a time when people had less to think about. Great, so now you have an excuse for not keeping up. But you still need a game plan.</p>
</div>
<!--/intro -->
<div class="post">
<div class="post">
<div class="bulk">
<dl class="featurepack">
<dd>
<h3>1. Take control of email.</h3>
<p>Don’t start your day with email. Set your email so it doesn’t download new mail automatically or, at the very least, turn off any alert system. Instead, set a time to check for messages manually — preferably later in the day, after you’ve used your brainpower for more important things.</p>
<p>Equally important is that others at your business know how you want email used. “Emails should be short, concise, and used only when a conversation is not an option,” says Adrian Moorhouse, managing director of executive coaching firm Lane4. “The easier communication is to digest, the more likely it is that the messages will be delivered effectively.”</p>
<p>&#160;</p>
<p>Some colleagues seem unable to help themselves. We all know the type. They send too many emails; they gossip or forward jokes. Get them to divert their personal chatter online by allowing them to use social media at work (even if it’s just at set times of the day). Or talk to the worst offenders one-on-one. Peter Taylor, the director of the project management office for Siemens and author of “<font color="#005399">The Lazy Project Manager</font>,” says when he’s cc’d on emails, he tells the senders to cut it out. “If people had to produce single sheets of paper and hand them out every time they wanted to communicate, they’d be a lot more conscientious. I educate everyone who I communicate with and as a result, the emails I do receive are pertinent to me. I restructure those emails, copy them into ongoing documents, and keep my inbox very small.”</p>
<p>&#160;</p>
<p>If you’re reaching a breaking point, do the email equivalent of filing for bankruptcy. Simply wipe your inbox to start afresh. It seems drastic, but it can work. Send a message to all contacts letting them know what you’re planning, select all emails, and delete or archive them. If you’re planning a new regime of folders, rules, filters, and information-sharing disciplines, starting from scratch isn’t so crazy.</p>
<h3>2. Prioritize your prioritizing.</h3>
<p>To help you prioritize, start by setting clear goals. We all tend to do this subconsciously, according to Lane4’s Moorhouse, but writing them down helps you actually achieve them. Here, too, time of day really matters. Prioritizing is one of the brain’s most energy-hungry processes,” writes Rock in his book. That means it’s best done when your mind is fresh and well rested. Allocate time to order your thoughts — dashing off a to-do list of tasks that are “front of mind” is easy, but it won’t break the back of the work you need to cover.</p>
<p>&#160;</p>
<p>&#160;</p>
<p>Try organizing your thinking visually. One great way is with <font color="#005399">Mind Maps</font>, diagrams of ideas linked together in a tree system that help you visualise all of them in context to each other. That way you won’t forget any of your ideas when you have to decide which ones are the most important.</p>
<h3>3. Blindside the data (approach it from an unexpected direction).</h3>
<p>&#160;</p>
<p>Break down complex information into sub-groups. Once you’ve determined a goal, you can “chunk” your work into groups to achieve it. You can also do this with your to-do lists.</p>
<p>&#160;</p>
<p>According to an experiment at Wilfred Laurier University, (<font color="#005399">It’s About Time: Optimistic Predictions in Work and Love, European Review of Social Psychology</font>) people are generally very bad at estimating when they’ll finish their own work, but good at guessing for others. So gauge your timing by using someone else’s experience. You’ll be less stressed if you’re realistic about your workload.</p>
<h3>4. Do less.</h3>
<p>To do less, you should delegate more. Too many managers can’t resist the temptation personally to get involved in everything that’s happening. But effective delegation means limiting the amount of information you have to process, as well as empowering those around you. Then, ask for regular briefings.</p>
<h3>5. Unplug.</h3>
<p>Many managers feel they can’t shut off the fire hydrant of information. But they can take a break from it. “It’s tempting to think that more information makes for better decisions,” says Penny de Valk, CEO of the UK-based Institute of Leadership and Management. “But in most cases, it just erodes your focus. You need time to synthesize information and generate real intelligence.”</p>
<p>&#160;</p>
<p>That takes discipline, of course, but it’s useful to stop thinking when you are stuck on a project so your brain can recover. “You do need to switch off and rebalance your brain chemistry if you’re going to come up with new ideas,” says Rock. Stefan Sagmeister of New York-based design firm <font color="#005399">Sagmeister</font> says he so much believes in <font color="#005399">the power of time off</font> that he closes up shop for 12 months every seven years to pursue “little experiments” that he doesn’t have time for in his daily life.</p>
</dd>
</dl>
</div>
</div>
</div>
<p>&#160;</p>]]></description>
        <content:encoded><![CDATA[<h1><span style="color: #08911e">Which Is Worse for Your Brain: Texting or Pot? (Hint: Pass the Pipe)</span></h1>
<p class="byline">by Richard Young</p>
<p class="tags">&#160;</p>
<div class="dek">
<div class="inset inset-max-210"><img src="http://i.bnet.com/gallery/383398-210-139.jpg" width="210" alt="" />
<p>Texting and instant messaging can hinder your ability to get work done.</p>
</div>
<p>It’s a challenge of modern life: email, Twitter feeds, instant messaging, text messages, and other snippets of information are coming at us so fast that it’s hard not to feel under digital attack. Sure, some of it’s important — and that’s precisely the problem. Turn it all off and you might as well quit the workforce. But read it all and your mind becomes so drained that it’s a challenge to get anything else done.</p>
<p>&#160;</p>
<p>In some ways, technology has evolved in a way that puts mere humans in a bind. Consider the email conundrum. From the moment you wake up, it seems the inbox is calling your name. And if you’re like most of us, you answer its call pretty quickly.</p>
<p>&#160;</p>
<p>“The brain hates uncertainty,” says David Rock, the CEO of Results Coaching Systems and author of “Your Brain at Work.” “It’s literally painful to not download your email the moment you arrive at your desk in the morning. But once you’ve processed 30 or 40 emails, you’ve ruined your brain chemistry for higher level tasks that are going to create value.”</p>
<p>In fact, a University of London study done for Hewlett-Packard found that “infomania” — a term connected with addiction to email and texting — can lower your IQ by twice as much as smoking marijuana. Moreover, email can raise the levels of noradrenaline and dopamine in your brain by constantly introducing new stimuli into your day. When those levels get too high, complex thinking becomes more difficult, making it harder to make decisions and solve problems — key roles for all managers.</p>
<p>&#160;</p>
<p>In short, the brain’s capacity for decision-making evolved at a time when people had less to think about. Great, so now you have an excuse for not keeping up. But you still need a game plan.</p>
</div>
<!--/intro -->
<div class="post">
<div class="post">
<div class="bulk">
<dl class="featurepack">
<dd>
<h3>1. Take control of email.</h3>
<p>Don’t start your day with email. Set your email so it doesn’t download new mail automatically or, at the very least, turn off any alert system. Instead, set a time to check for messages manually — preferably later in the day, after you’ve used your brainpower for more important things.</p>
<p>Equally important is that others at your business know how you want email used. “Emails should be short, concise, and used only when a conversation is not an option,” says Adrian Moorhouse, managing director of executive coaching firm Lane4. “The easier communication is to digest, the more likely it is that the messages will be delivered effectively.”</p>
<p>&#160;</p>
<p>Some colleagues seem unable to help themselves. We all know the type. They send too many emails; they gossip or forward jokes. Get them to divert their personal chatter online by allowing them to use social media at work (even if it’s just at set times of the day). Or talk to the worst offenders one-on-one. Peter Taylor, the director of the project management office for Siemens and author of “<font color="#005399">The Lazy Project Manager</font>,” says when he’s cc’d on emails, he tells the senders to cut it out. “If people had to produce single sheets of paper and hand them out every time they wanted to communicate, they’d be a lot more conscientious. I educate everyone who I communicate with and as a result, the emails I do receive are pertinent to me. I restructure those emails, copy them into ongoing documents, and keep my inbox very small.”</p>
<p>&#160;</p>
<p>If you’re reaching a breaking point, do the email equivalent of filing for bankruptcy. Simply wipe your inbox to start afresh. It seems drastic, but it can work. Send a message to all contacts letting them know what you’re planning, select all emails, and delete or archive them. If you’re planning a new regime of folders, rules, filters, and information-sharing disciplines, starting from scratch isn’t so crazy.</p>
<h3>2. Prioritize your prioritizing.</h3>
<p>To help you prioritize, start by setting clear goals. We all tend to do this subconsciously, according to Lane4’s Moorhouse, but writing them down helps you actually achieve them. Here, too, time of day really matters. Prioritizing is one of the brain’s most energy-hungry processes,” writes Rock in his book. That means it’s best done when your mind is fresh and well rested. Allocate time to order your thoughts — dashing off a to-do list of tasks that are “front of mind” is easy, but it won’t break the back of the work you need to cover.</p>
<p>&#160;</p>
<p>&#160;</p>
<p>Try organizing your thinking visually. One great way is with <font color="#005399">Mind Maps</font>, diagrams of ideas linked together in a tree system that help you visualise all of them in context to each other. That way you won’t forget any of your ideas when you have to decide which ones are the most important.</p>
<h3>3. Blindside the data (approach it from an unexpected direction).</h3>
<p>&#160;</p>
<p>Break down complex information into sub-groups. Once you’ve determined a goal, you can “chunk” your work into groups to achieve it. You can also do this with your to-do lists.</p>
<p>&#160;</p>
<p>According to an experiment at Wilfred Laurier University, (<font color="#005399">It’s About Time: Optimistic Predictions in Work and Love, European Review of Social Psychology</font>) people are generally very bad at estimating when they’ll finish their own work, but good at guessing for others. So gauge your timing by using someone else’s experience. You’ll be less stressed if you’re realistic about your workload.</p>
<h3>4. Do less.</h3>
<p>To do less, you should delegate more. Too many managers can’t resist the temptation personally to get involved in everything that’s happening. But effective delegation means limiting the amount of information you have to process, as well as empowering those around you. Then, ask for regular briefings.</p>
<h3>5. Unplug.</h3>
<p>Many managers feel they can’t shut off the fire hydrant of information. But they can take a break from it. “It’s tempting to think that more information makes for better decisions,” says Penny de Valk, CEO of the UK-based Institute of Leadership and Management. “But in most cases, it just erodes your focus. You need time to synthesize information and generate real intelligence.”</p>
<p>&#160;</p>
<p>That takes discipline, of course, but it’s useful to stop thinking when you are stuck on a project so your brain can recover. “You do need to switch off and rebalance your brain chemistry if you’re going to come up with new ideas,” says Rock. Stefan Sagmeister of New York-based design firm <font color="#005399">Sagmeister</font> says he so much believes in <font color="#005399">the power of time off</font> that he closes up shop for 12 months every seven years to pursue “little experiments” that he doesn’t have time for in his daily life.</p>
</dd>
</dl>
</div>
</div>
</div>
<p>&#160;</p>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>Managers</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=texting#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=texting</wfw:commentRss>
        <pubDate>Tue, 12 Jan 2010 16:58:21 +0000</pubDate>
      </item>
      <item>
        <title>Cold Call Scripts</title>
        <link>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=cold-call-scripts</link>
        <guid>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=cold-call-scripts</guid>
        <description><![CDATA[<h1><span style="color: #08911e">Is Your Cold Calling Script Effective?</span></h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=james"><font color="#005399">Geoffrey James</font></a></p>
<p class="date">January 11th, 2010 @ 5:48 am</p>
<p class="date">&#160;</p>
<div>
<p class="icon comments"><a href="http://i.bnet.com/blogs/bigstockphoto_businessman_at_the_desk_with_h_1074151.jpg"><img class="alignright size-full wp-image-7605" title="Cold Calling (image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_businessman_at_the_desk_with_h_1074151.jpg" width="250" height="167" /></a></p>
</div>
<div class="entry">
<p>&#160;</p>
<p>Here’s a quick way to test whether any cold-calling script will actually convert sales leads into sales prospects.</p>
<p>&#160;</p>
<p>Call up your cold-calling script on your screen. Call up a clock application (or just use your wristwatch.) Read the script aloud as you would say it over the phone, while keeping half an eye on the clock.</p>
<p>Then ask yourself the following five questions:</p>
<ul>
<li><strong>Question #1:</strong> Does it, within the first 5 seconds, politely identify you and your firm?</li>
<li><strong>Question #2:</strong> Does it, within the first 10 seconds, establish respect for the prospect’s time?&#160; (E.g. “Did I catch you at a bad time?”)</li>
<li><strong>Question #3:</strong> Does it, within the first 20 seconds, give the prospect a compelling reason to speak with you?</li>
<li><strong>Question #4:</strong> Does that compelling reason consist of a quantifiable customer-oriented benefit?</li>
<li><strong>Question #5:</strong> Does it, within the first 30 seconds, obtain permission to continue the conversation?</li>
</ul>
<p>Here’s a real-life example:</p>
<p>&#160;</p>
<blockquote>
<p><em>Hi, John. &#160;Jim here from Acme Cost Control.</em> <strong>[Question #1=YES]</strong> <em>Did I catch you at an okay time?</em></p>
<p>&#160;</p>
<p>&#160;</p>
<p><em>John, I’m sure you’re busy and I want to respect your time, so I’ll be brief.”</em> <strong>[Question #2=YES]</strong></p>
<p>&#160;</p>
<p>&#160;</p>
<p><em>The reason for my call is this. We just saved Universal Transport an additional 12 million dollars in shipping costs, so I thought it was important to reach out to you, since every company has an obligation to their customers and shareholders to reduce expenses as much as possible.</em> <strong>[Question #3=YES, Question #4=YES]</strong></p>
<p>&#160;</p>
<p>&#160;</p>
<p><em>I don’t know if you have a need for our services, b</em><em>ut with your permission, let’s talk for a few minutes to determine if there is anything we’re doing that could benefit you.</em> <em>Would you be comfortable spending just a few minutes with me on the phone right now, if I stick to this timetable?</em> <strong>[Question #5=YES]</strong></p>
</blockquote>
<p>Because the answer to all five question is “YES”, this is an effective cold-calling script.</p>
<p>&#160;</p>
<p>The above is based upon a conversation with <font color="#005399">Keith Rosen</font>, author of <font color="#005399">Coaching Salespeople into Sales Champions.</font> His thoughts on sales motivation were recently featured in the post “<font color="#005399">Sales Goals Can Be Your Worst Enemy.</font>”</p>
</div>]]></description>
        <content:encoded><![CDATA[<h1><span style="color: #08911e">Is Your Cold Calling Script Effective?</span></h1>
<p class="byline">By <a href="http://blogs.bnet.com/bio.php?id=james"><font color="#005399">Geoffrey James</font></a></p>
<p class="date">January 11th, 2010 @ 5:48 am</p>
<p class="date">&#160;</p>
<div>
<p class="icon comments"><a href="http://i.bnet.com/blogs/bigstockphoto_businessman_at_the_desk_with_h_1074151.jpg"><img class="alignright size-full wp-image-7605" title="Cold Calling (image from BigStockPhoto.com)" alt="" src="http://i.bnet.com/blogs/bigstockphoto_businessman_at_the_desk_with_h_1074151.jpg" width="250" height="167" /></a></p>
</div>
<div class="entry">
<p>&#160;</p>
<p>Here’s a quick way to test whether any cold-calling script will actually convert sales leads into sales prospects.</p>
<p>&#160;</p>
<p>Call up your cold-calling script on your screen. Call up a clock application (or just use your wristwatch.) Read the script aloud as you would say it over the phone, while keeping half an eye on the clock.</p>
<p>Then ask yourself the following five questions:</p>
<ul>
<li><strong>Question #1:</strong> Does it, within the first 5 seconds, politely identify you and your firm?</li>
<li><strong>Question #2:</strong> Does it, within the first 10 seconds, establish respect for the prospect’s time?&#160; (E.g. “Did I catch you at a bad time?”)</li>
<li><strong>Question #3:</strong> Does it, within the first 20 seconds, give the prospect a compelling reason to speak with you?</li>
<li><strong>Question #4:</strong> Does that compelling reason consist of a quantifiable customer-oriented benefit?</li>
<li><strong>Question #5:</strong> Does it, within the first 30 seconds, obtain permission to continue the conversation?</li>
</ul>
<p>Here’s a real-life example:</p>
<p>&#160;</p>
<blockquote>
<p><em>Hi, John. &#160;Jim here from Acme Cost Control.</em> <strong>[Question #1=YES]</strong> <em>Did I catch you at an okay time?</em></p>
<p>&#160;</p>
<p>&#160;</p>
<p><em>John, I’m sure you’re busy and I want to respect your time, so I’ll be brief.”</em> <strong>[Question #2=YES]</strong></p>
<p>&#160;</p>
<p>&#160;</p>
<p><em>The reason for my call is this. We just saved Universal Transport an additional 12 million dollars in shipping costs, so I thought it was important to reach out to you, since every company has an obligation to their customers and shareholders to reduce expenses as much as possible.</em> <strong>[Question #3=YES, Question #4=YES]</strong></p>
<p>&#160;</p>
<p>&#160;</p>
<p><em>I don’t know if you have a need for our services, b</em><em>ut with your permission, let’s talk for a few minutes to determine if there is anything we’re doing that could benefit you.</em> <em>Would you be comfortable spending just a few minutes with me on the phone right now, if I stick to this timetable?</em> <strong>[Question #5=YES]</strong></p>
</blockquote>
<p>Because the answer to all five question is “YES”, this is an effective cold-calling script.</p>
<p>&#160;</p>
<p>The above is based upon a conversation with <font color="#005399">Keith Rosen</font>, author of <font color="#005399">Coaching Salespeople into Sales Champions.</font> His thoughts on sales motivation were recently featured in the post “<font color="#005399">Sales Goals Can Be Your Worst Enemy.</font>”</p>
</div>]]></content:encoded>
        <author>rmcnally@onwardeducation.com (Ric McNally)</author>
        <dc:creator>Ric McNally</dc:creator>
          <category>RIFs</category>
        <comments>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:post=cold-call-scripts#comments</comments>
        <wfw:commentRss>http://www.onwardeducation.com/OnwardPathfinderBlog.html?m10:feed=rss2;post=cold-call-scripts</wfw:commentRss>
        <pubDate>Tue, 12 Jan 2010 16:54:29 +0000</pubDate>
      </item>
  </channel>
</rss>

