2009 October

Hire for Profit

Did you know the average cost to a business to go through the hiring process and then have the person leave in three months is around $4200? I don’t know about you, but I can’t afford to take too many of those hits to my balance sheet.

In his book, Winning, Jack Welch reminds us that when hiring we need to do the “acid test,” which is to first check for integrity, second for intelligence and third for maturity.

When it comes to integrity, I believe you start by looking at character. I have dedicated the last two years focusing on identifying true character, and I’ve found that character is developed in the first 13 years of life. It recently dawned on me that businesses only ask interviewees about their adult life and their work experience—and rarely, if ever, about character.

Could it be that your character is developed that young? It’s a programming thing. For example, we were taught to believe cheating or lying to be right or wrong based on how our parents and role models behaved.

Winning also instructs us to look for the four E’s: Positive ENERGY, the ability to ENERGIZE others; the EDGE, which refers to the courage to make tough decisions; and finally the ability to EXECUTE and get the job done. If the candidate possesses the four E’s, the next thing you look for is passion.

Hiring the right people is core to accomplishing great things.

Joe Kiedinger

ACTION PLAN: Practice the four E’s in your future interviews, but make sure candidates pass the acid test first.

Mentors Are Everywhere

I’ve had the privilege of interviewing successful entrepreneurs, and one thing I’ve found with all of them is they’ve all had mentors in their lives. Mentors who have walked in their shoes, and who have felt the wisdom of defeat and the thrill of expected and sometimes unexpected victory. All of these successful business people have told me stories about their mentors and what they learned.

I wrote on this subject about two months ago and had a subscriber e-mail me and ask, “Joe, how do I go about finding a mentor?” While listening recently to a new CD on leadership, I realized that mentors are everywhere and their messages can come in many forms, such as books, CDs and face-to-face interaction. Listening to this leadership program I realized the mentors in my life include individuals like Anthony Robbins, Dale Carnegie, Jim Collins, Stephen Covey, Nelson Mandela and Michael Gerber, and the list could go on and on.

These are all people who I have never met but who have changed the way I look at things. The right book at the right time can change your life. When I was young, I needed to hear the Personal Power inspiration from Anthony Robbins. Later when I started my career, I was interested in processes and growing a business and relied on wisdom from Gerber, Collins and Carnegie. My current journey has me focusing on leadership ideas from Mandela, Lincoln and Covey. I also have a host of mentors who I actually talk to as well!

If you’re going to lead you’ve got to read! There are great books on CDs and other audio programs that you can listen to in your car or on your iPod. I just heard a quote that reads (and I’m paraphrasing here): “It’s just as bad not to be able to read as it is being able to read and deciding not to.”

It’s so much easier to be successful when you have help along the way. If you need a source to begin your journey, visit www.mondaymm.com (Monday Mastermind). Good luck and good reading!

Joe Kiedinger

ACTION PLAN: Ask for recommendations from business people you respect about books and programs to help get you started on your journey.

Make the Call and See What Happens

Have you heard of Servant Leadership? If you’ve been reading my column for any amount of time, I’m quite sure you’re aware of it. Meeting the legitimate needs of others is the center of it all. It’s not about being a slave but more about choosing to be there for others and taking a genuine interest in them.

I just discovered another term for Servant Leadership. It’s called Lean Manufacturing. One company, Barry-Wehmiller, is a leader in Lean Manufacturing.  Barry-Wehmiller owns many manufacturing companies, including one right here in Green Bay, Paper Converting.

Barry-Wehmiller’s slogan is “We build GREAT people who do EXTRAORDINARY things.” In Paper Converting’s case, the slogan is not “We build great machines that do extraordinary things.” This company gets it. Machines do nothing without people! I received a copy of a DVD that shows Barry Wehmiller’s CEO Bob Chapman talking about its philosophy, what it looks like inside and the results. Amazing!

If you haven’t decided yet to take a genuine interest in the people you serve… why? Let’s be greedy for a moment. What if I gave you a guarantee? What if I guaranteed that if you took an active interest in getting to know your associates better by asking for their input on projects and getting them more deeply involved in issues that your paycheck would increase by 30%. Now would you do it?

More and more companies are showing amazing returns when they practice their form of Servant Leadership. I called Bob Chapman’s office and asked if I could interview him for my radio show, Monday Mastermind, on WTAQ here in Green Bay. Guess what he said? Yes! We are working on details as to when. Have you ever wanted to learn from someone successful but were too afraid to make the call?

Let me tell you, I take anyone’s call who wants to learn. That’s what a
Brander-In-Chief does. We relied on people to help us on our journey and still do and we want to give back. Make the call, introduce yourself and learn.

Joe Kiedinger

ACTION PLAN: Who will you call today?

Advertising in a Recession

There’s a car dealer on the west side of the state. Yes, I said a car dealer. Ya know, that industry that has been slammed by this downturn in the economy. They have seven lines of new vehicles as well as used. They have the typical service and body shop you would see at any other dealership. Yet this dealership is special.

It’s special because the people who run this dealership have a drive and commitment that is rare in these turbulent times. Their commitment to service is top notch. I heard it myself when the president stood up in front of his leadership team in the beginning of 2009 and said, “We’re in for a rough road. We’re going to run leaner and better than ever before. I need you all to find ways to work leaner without sacrificing service. And though we’re looking for areas to cut, advertising will not be one of them.”

You see this company made a commitment to continue to tell customers about the savings they can expect with their tire program, the service they can expect from their technicians and the overall benefits of doing business with them. It’s true, sales were very tight the first half of the year. However, after three years of being 100% consistent with their message and media coverage, the bottom line began to rise and continues today.

If you’re ever in the La Crosse/Onalaska area, stop in at Dahl Automotive. They get it when it comes to focusing on the customer and their brand. By the way, they’ve recently added Mazda to their lineup and have expanded their downtown location. Perhaps nobody told them we’re in a recession!

Joe Kiedinger

ACTION PLAN: Do you have vision and perseverance? Now is the perfect time to gain market share. Contact me and I’ll help you.