How Partners International Creates Value For Clients

In his poem, “To —-,” the peerless romantic poet, Percy Bysshe Shelley admonishes us about overusing and profaning the word “Love.”

One word is too often profaned

For me to profane it…

In the business world, we need a similar admonishment concerning the word, “VALUE.”

Numerous consulting companies and solutions providers claim they deliver value to their clients. And while those listening may sagely nod their heads, it’s not always clear how the company claiming to deliver value fulfills its promise. Certainly not a desirable situation. Consequently, we at Partners International thought it appropriate to articulate and have a conversation on HOW we deliver and create VALUE for our clients. This article presents a sampling of three key approaches Partners International uses to deliver value to clients across its entire portfolio of offerings.

 

The first and most fundamental way in which we deliver value is through the mindset that we bring to client engagements. This mindset is stated right below our logo on our website – https://www.partners-international.com – “The Art of Alignment.”  Here’s what it means.

 

We are not in the business of merely completing projects for our clients by using our executive minds. We are in the business of enabling the forward movement of our clients’ businesses by first investing in understanding their business – strategically, functionally, culturally – and next aligning our own operations and solutions with that understanding. Our goal is to benefit the client’s whole business, not just one part of it. This is why we are committed to systems thinking, exemplified by both our contextual coaching and career transition frameworks. As an example, the value we deliver through our solutions in the executive coaching space must not create problems in the career transition space and vice-versa. If they did, we wouldn’t be delivering value, we’d be draining it. We approach client engagements with a business manager mindset, not a project manager mindset. Yes, we focus on individual projects, such as executive search, but throughout that process, we keep our sights firmly focused on the client’s whole business. Because that’s what we see as our fundamental mission – helping our clients run their business as if it were our own.

 

Next, we provide value to our clients and their businesses through our unwavering commitment to the maxim that Organizations are People. In today’s AI and technology-dominated world, it’s easy to forget that. At Partners International we are in no mood to make that mistake. People require the counsel and advice of other people to help them maximize the value of their professional decisions and leadership journeys. This is why the cornerstone of “Art of Alignment” is “high-touch,” people helping other people manage and resolve their strategic, functional, and cultural challenges.”

 

We won’t have it any other way. If we can’t customize and personalize our solutions and advice, if we can’t deliver and help operationalize that advice in a human-centric way, if we can’t beat the drum for increasing the wellbeing and prosperity of both the people and the bottom line, we won’t be adding value, we’ll be draining it. This is why “High-touch” is a critical and non-negotiable cornerstone of our value delivery strategy. The “High-touch” aspect of our value delivery strategy is especially evident throughout our contextual coaching model and in the “Encore Programs” of our career transition offering.

 

The third way we deliver value is through our desire for continuous improvement. If our clients’ organizations are people, so is Partners International. We are also people. And no matter how skilled and competent we are today, our ability to provide value to our clients will diminish if we don’t constantly sharpen the saw. Which is why we invest frequently and periodically in improving the asset value of our people through ongoing training and learning programs, because there is a fine line between confidence and arrogance. Yes, we are competent. We must have the self-confidence in our own skills if we are to provide value to our clients. But we can’t let that self-confidence bleed into arrogance. In today’s VUCA world – Volatile, Uncertain, Complex, Ambiguous – professionals who are not constantly learning, constantly updating their skills and abilities, will fall behind. At Partners International we are extremely mindful of that. Which is why we constantly invest in the asset value of our own people, so we can increase the asset value of our clients’ business.

The commitment to create and provide value to our clients at Partners International is part of our cultural DNA. Walking the extra mile for our clients is not something we do every other Monday, it’s something we do every single day. We treat this day-in-day-out effort as the cost of doing business, not as a mere slogan to embellish our PR releases.

No doubt we try hard. But can we do better? Of course, we can. This is why dear client, if you feel we can add and create more value to your operations, please bring it to our attention right away. We will listen and work with you to make it happen. Because at Partners International we believe immovably that our success is aligned with yours.

Contributed by Amy Friedman of Partners International.

Let’s be Frank…

It’s Flag Day, and the flag is up to commemorate our 13-star flag in 1777. It’s also a day for me to give thanks and praise to our active military as they continue to defend it.

That’s a great way to start the day…but I was quickly returned to reality when I received an email from some “grid” forwarding an email from a job seeker. I try to reply to legitimate inquiries, and, although this looked legitimate, I paused. What assurance do I have when “grid” is calling again? This is an irritating event, since it occurs so often.

I dug deeper into “grid” by opening the resume to find the real email address to write a personal reply. I was willing to take the extra time to reply. I’m not convinced everyone would do that, the result of which would be a wasted inquiry – and, it could have been THE ONE!

We’re all busy…some too busy. But, when it comes to your job search, spend the time to make certain you are easy to reach. If you contract a resume writer, get the resume and send them out yourself – that also gives you the opportunity to personally address the recipient. And, even though “grid” might be perfectly legitimate and secure, the receiver doesn’t necessarily know that.

RDC Hiring Edge can help work out the kinks of your search to ensure you are launching a successful job search. If you want to kick the tires, give us a call – 267.464.0188 – or send us an email – rdc@rdcinc.com.  And, if you’re Frank, be Frank…not “grid.”

www.rdcinc.com – Making the Right Connections.

Making Quality Connections

As a Job Seeker, you have entered the world of sales – and the sooner you admit that, the better off you’ll be.

If a role in sales has not been a part of your experience, you could be faced with the challenge of a major paradigm shift.

The “sales mentality” is not for everyone – making calls, meeting people, attending meetings and conferences and small group discussions are not easy for some people.  I know – I’m not a salesperson! And handling rejection? – is one ever good at that?

Sales is the world a job seeker is in (or entering).  The product (“YOU”) is your number one priority.

And, who other than you can sell you best?  No one!  The successful marketer develops a clear plan and executes with energy and determination.

Once your product (“YOU”) is clearly defined and packaged with a good resume and introduction letter, you are ready to begin the process of finding people who could lead you to your next position.

In my role as an executive search consultant, I receive countless requests for assistance.

These are unsolicited…and could almost be considered spam, as there is no voice or face to the correspondence.  I simply do not know them – but I do know this about them:

        1. What they’ve told me in their resume.
        2. They are seeking a new position and want me to do something about it.
        3. We have no relationship.

What is that “most important thing about finding a new position?”  Get to know the person with whom you are trying to communicate.

Begin building a relationship by giving that person a call…use your 30-second intro to see if you can get an audience.  Follow up with that person only after you have connected personally.

There are those that think blasting a resume to innumerable sources is an effective means of locating that “right” position for you.

While one could boast about the number of resumes distributed, it is highly questionable that this process will help you land your next position successfully.

The personal touch starts with making quality connections – beginning with that often-dreaded cold call.

Cold calls are difficult…and not always immediately productive.  A sales person typically lands a conversation 7 to10% of the time.

That means 7 to 10 calls yield 1 conversation…Following this, the sales person turns a conversation into an order 7 to 10 % for each successful conversation, which means 200 calls to make 1 order!  Let’s be clear: it takes a lot of calls!

        • 200 calls – 14 discussions – 1 order (interview)
        • 500 calls – 35 discussions – 2 orders (interview)
        • 1000 calls – 70 discussions – 5 orders (interview)

200 calls for 1 interview…and the statistics could be similar when converting an interview to a new position.  If 7 to 10% of the time is the norm, it could very well take 14 interviews to land one offer.

That converts to an amazing number of phone calls.  These numbers are not presented to discourage you…They are presented to encourage you.

Planning and organizing are critical.  The first time I was totally dependent upon my sales ability, I sought my comfort level – finding names…easy…but, calling them…forget it.  So, I created a discipline for myself.

Mornings are best for me…9 – 11 prime time for my productivity.  So, I put on my headset and made my calls between 9 and 11 every day.  Every day…Averaging 50 to 100 per day.

And, to this day, if my sales are suffering, I can usually attribute it to the fact that my “marketing time” has been sacrificed.

Your job search is all about connectionsquality connections – finding names, calling names, and developing relationships with a real person.

Don’t let the ease of e-mail get in the way of your number one task:  making connections…quality connections.

Craig B. Toedtman – April 2019

Don’t Get Stuck!

“If you don’t go, you don’t get” – a phrase shared many years ago by the captain of a ferry boat cruising Lake Champlain from Burlington VT to New York ports.

He was answering a question as to why he was facing bitter weather casting its forces over the lake one winter day. And this same phrase rings true to every job seeker in today’s market.

Over 10 years ago, I published an article telling Job Seekers that seeking new opportunities takes a lot of energy and drive. Y

ou have to go…you have to do what it takes…you have to “do it all” to succeed in finding the right opportunities.

Research then suggested that positions were filled through a variety of approaches, as follows (success rate in parenthesis):

          1. Organization Web sites (21%)
          2. Referrals (21%)
          3. Job Boards (20%)
          4. Search Firms (7%)
          5. Newspapers (5%)
          6. Social Networking (2%)
          7. Career Fairs (2%)
          8. Other (22%)

The premise was: you can’t succeed by working through just one channel for success.

Websites, Referrals, and Job Boards were suggested to be the most successful approach to find an appropriate opportunity, while others very well may be successful.

So what about today?

Statistics haven’t changed much, and you still have to “do it all.” BUT: there is very common agreement that networking is the most successful approach to finding a new position. Successful networking is conducted many ways – conferences, happy hours, job fairs, alumni associations…and many more opportunities to meet people face-to-face. The point is to find every opportunity to get yourself out there to meet more people – but the likelihood of landing a job using this approach is still less than 10%.

The most successful approach – LinkedIn – leads the social networking field as the most successful approach to networking. It common knowledge that many opportunities are landed through LinkedIn – either by finding an opportunity or by being found. While there don’t seem to be published statistics on the subject (survey is pending!), I am inclined to think that people are more likely to land an opportunity by finding it…versus being found. The passive lookers dominate the field…so, an active looker can seize the opportunity to step ahead of the competition by actively seeking opportunities through LinkedIn.

It’s a constant challenge to keep inspired with high energy and confidence. You have to keep going – working through the valleys and staying positive. You get what you pay for – if you don’t to, you don’t get…and you won’t fail – unless you stop trying. RDC Hiring Edge will help “you stay the course” – especially through the challenging waters!

Keep connecting – we can help!

Craig B. Toedtman – April 2019