Developing your talent – before your competitors doCustomer Presentation Framework

Suggested framework for customer presentation

• The following slides are supplied to you as one suggestion of how you might present the idea of Individual Development to your clients

• It is merely a suggested framework to help you and should be supplemented by your own material

• Items in [ ] should be selected only if relevant to your customer and supplemented with specific statements relevant to the customer situation.

• Wherever possible the points in the presentation should always relate directly to issues faced by your customer

SHL-PartnerHow we can help My-Client Ltd to: - [ Identify and develop your best talent ]- [ Develop your leadership pipeline ]- [ Increase the productivity of your high performers ]- [ Improve bottom line turnover ]- [ etc…]

My-Client’s Agenda

• Key Issues

• Defining My-Client’s Ltd needs

• How SHL-Partner can help

• Recommendations

• Next Steps

• [ Unable to source the talent we need from in-side our company ]

• [ We are concerned we are nor developing the future leaders of our business ]

• [ We cant measure the ROI from our training budgets ]

• [ We need a way to match our development to organisational needs ]

• [ We don’t know what behaviors are key to success for our business ]

• …………… other

The more you know about the customer’s issues, the moreeffective you can make the presentation

My-Client’s Issues

How can SHL Partner help

SHL-Partner

• Brief facts about SHL Partner > Pedigree> Client list> Etc…

• May want to mention expertise in SHL tools• May want to cover background on SHL (see next slide)

SHL Background

• World Leader in Talent Assessment Solutions

• Operating in 40 countries and 30 languages

• The World’s largest portfolio of assessment tools• SHL works with thousands of organisations including 80% of

FTSE 100 companies

• Strong pedigree of science, research and development

We can help you manage your talent

• With increasingly difficult market conditions – the key to surviving and growing will come down to securing the best talent

• Your people are your greatest cost but only the right people are your greatest investment & asset

• How will you ensure you develop and therefore retain the right talent to make your organisation successful?

10

40%

67%

49%

Increasedproductivity in

operational roles

Increasedproductivity in

management roles

Increasedproductivity in

sales roles

High Performers generate significantly more than average performers

Source: McKinsey’s War for Talent 2000 survey of 410 corporate officers at 35 large US companies

Why is talent management so important?

The SHL-Partner value proposition

We recognise that it’s the behaviour of your people that makes a fundamental difference in the execution

and achievement of your business strategy.

We help organisations like yours to define, measure and realise the critical behaviours that will be

necessary to drive your business strategy to success.

Results people achieve

People’s Preferences

How People behave

• To have an impact on the results achieved – you need to focus on how their people behave

• SHL Partner can define which behaviours are key for success

• Analyse what is happening in your organisation and what behaviours are in evidence

• Implement a development programme focused on changing how people behave

How People behave

People’s behaviour drives performance

Business Benefits for My-client Ltd

• Increased productivity:> Aligning people’s development objectives with the

organisation’s vision and mission> Introducing an efficient and effective development process> Managing your talent pool

• Reduced costs through:> Efficiencies in better use of time and resources> Streamlining the development management effort> Focusing development effort by reducing non added value tasks> Training budget focused and aligned directly to organisations

objectives

• Increased productivity and reduced costs delivering additional profitability

• Highly motivated employees ready to develop their

behavioural skills

• Behavioural skills carefully selected to meet strategic

objectives of organisation

• Each employee following a quality Personal

Development Plan

• Significant and measurable performance improvements

• Accurate diagnosis of what drives performance

Value to My-Client Ltd

Value to your people

• “I know how I’m doing”» Clear, unambiguous feedback

• “I can get help to improve my skills”» Ready access to development advice

• “My meetings with my manager are helpful“» System supports constructive dialogue

• “I’m given every opportunity to succeed”» Find out early if there are any problems to address

• “The tools I’m given are engaging and up-to-date”» Content easy to refresh

More Focused and engaged employees

How will SHL-Partner work with you to achieve this?

Stage 1 – Define the issues

• Define the development objectives, for example:> Changing managerial style

> Develop Leadership skills

• Define the competencies / behaviours that will directly deliver the objectives

Match the behaviours to the individual

• Identify which of the behaviours are required by an individual to perform their work well

Stage 2 – Measure the behaviour

Stage 3 Realising the benefits

• Facilitate, share and support the results• Produce clear business orientated development

plans• Follow up, give recognition and support

implementation

Measure improvement over time

• Demonstrate real Return on Investment

> Repeat 360 feedback

> Prove that development activities have delivered behaviour change.

> Show individuals are adopting the behaviours that will create culture change

Bottom line improvement

“ Companies with year round 360o Development systems significantly out performed competitors lacking such systems in financial measures such as return on equity, stockholder return, sales growth and cash flow”

Boston Consulting Group & Hewitt Associates

Who else is adopting this approach?

Coca-Cola

• Situation> Coca Cola was forced to look outside company for marketing talent> Needed to identify and grow talent from within company

• Approach> Define set of competencies based on strongest marketing

performers> Development centres, 360 & OPQ used to identify key strengths of

people> Development plans created to enable personnel to work towards

career goals

• Outcome> Process now officially part of how Coca Coal develop their people> Helps identify the best resources in which to invest to ensure

future talent pool for Coca Cola

Danone

• Situation> Lack of internal leadership candidates> Homegrown talent not being developed> External candidates filling vacancies

• Approach> Bespoke competency framework > Online assessment of skills and behaviors> Feedback delivered by consultants

• Outcome> 80% of General Manager roles are now filled by internal

candidates> Retention levels up > Employee satisfaction levels up> Focus and integration improved

Ansbacher

• Situation> Needed to develop its senior manager’s competencies

• Approach> A 360 bespoke questionnaire based on the key competencies> The managers received personal feedback from their coaches

• Outcome> The managers;

» Moved to a more consultative approach» Became more sensitive to other’s views» Gained an appreciation of their own strengths and

development needs> The organisation achieved;

» Improved internal communication» Increased productivity as measured in appraisals

BIG Lottery Fund

• Situation> BIG needed to develop management capability

• Approach> Define competency structure> 360 feedback> Development workshops with Senior Management

• Outcome> Competency framework provided all employees with structure to

define their growth and development> Half way through project – positive change already evident

Advantages of to My-Client

Develop and retain top performers

Significant and measurable performance improvements

Reduce staff turnover

Increase productivity of top performers

Provide your managers & HR with a powerful new talent management tool

Highlight key issues quickly

Maximise corporate resources

Next Steps

• SHL Partner to present trial proposal• …..• …..