Sanford Rose Associates Dallas North

Company Introduction

Ron Nieman, Principal

Job Market Reality

2

I d t Ch llIndustry Challenges

• Employee “churn” is on the rise - senior leaders spend an average of just 3.2 years in organizations

D hi h B b b ti i d b i• Demographic changes – Baby boomers retiring and being replaced by Gen X, Gen Y and “Millenniums”

• Unpublished job market accounts for more than 86 percent of active searchesp

• 37 percent of executives never or rarely use online networking services and another 40 percent use them “sometimes”.

• Leadership Gap – 75 percent of companies cite their inability to develop future leaders as a critical issue. “The magic ingredient of any organization is leadership.” CHRO, consumer product company

Source: 2008 Executive Job Market Intelligence Report

Finding People Who Make a Difference®Confidential and Proprietary

IBM Study: Unlocking the DNA of the Adaptable Workforce

Your Business Challenges

3

• GrowthManaging growth – many segments growing (cable, mobile phone, VoIP, fiber to the home, etc.); others contracting (wire-line, satellite services, paging services)Convergence – network convergence spurring growth

• Competitionin the US, 11,000 companies provide telecommunication services 3,000 wireless companies and 3,000 wire-line companies the 50 largest companies hold 90% of the market

• MarketingDemand driven by technological innovation and growth in business activityMost companies use heavy TV, radio and direct mail advertising (email) Pricing – perceived demand and value vs. cost

• Technologycapital intensive with reliance on computer technology and chip advancements key in funding is ROI 30 year network equipment amortization is a thing of the past – now changes every 5 to 10 years and requires meticulous planning

• People Rapid technology change means continuous training for maintenance and

Finding People Who Make a Difference®Confidential and Proprietary

Rapid technology change means continuous training for maintenance and customer service workersBenefits are constantly being re-assessed

People Are the Key Asset

4

• Executive Tenure Continues To Decline• Executive Tenure Continues To DeclineChanging jobs every 2.3 yearsChanging companies every 2.8 years

• Interest In Relocation DeclininggExecutives and companies more cautiousOnly 31% believe needed to advance Looking for greater flexibility

E ti S ti f ti U B t J b I it Ri Sh l• Executive Satisfaction Up; But Job Insecurity Rises SharplySatisfaction reaches 70%; companies not working harder to retain–Short-term gratitude substituting for real satisfaction?Executives more willing to listen to opportunities

• 67% of recruiters report it’s easier to get calls returnedUp from 35% in 2008

Source: Execunet 2009

Finding People Who Make a Difference®Confidential and Proprietary

Source: Execunet, 2009

Solutions5

o u o s

• Sanford Rose Associates– A solutions company with nearly 50 years in business – excellent

brand and reputation– Global strength with 68 offices

• Dallas North – Telecommunications PracticeFinding people who make a difference®.

– 28+ years experience in the industry8 yea s e pe e ce t e dust y

– “WHO” will lead your growth into double digits?

– “WHO” will successfully position your offering against the market giants?

– “WHO” will define the right bundle to entice new users and others to churn?

– “WHO” will lead your network optimization

Not WHAT but WHO

Finding People Who Make a Difference®Confidential and Proprietary

Not WHAT, but WHO

Finding People Who Make a Difference®

6

• 28 Years experience in assessing talent in the Telecommunications market

• Robust database of over 200,000 candidates – active and passive

Di i l S h®• Dimensional Search® process

• Partners with over 26 years experience recruiting in the telecommunications marketmarket

• Over 125,000 successful placements

Finding People Who Make a Difference®Confidential and Proprietary

Who - Not What!7

o o

“No matter how good or how successful you are, or how clever or crafty, your business and its future are in the hands of the people you hire.”

Akio Morita Founder Sony CorporationAkio Morita, Founder, Sony Corporation

“Executive recruiting is arguably the most important task in the world of business…”

Peter Capelli Professor of Management The Wharton SchoolPeter Capelli, Professor of Management, The Wharton School

“Going outside the organization for exceptional talent can lend new vision, leadership, and energy to a senior management team an operating unit or the company as a whole ”team, an operating unit, or the company as a whole… .

Joseph Daniel McCool, former Editor in Chief, Kennedy’s Executive Recruiter News

Finding People Who Make a Difference®Confidential and Proprietary

Our Process

8

• Completep

• Thorough

• Find passive as well as active candidates• Find passive as well as active candidates

• Match according to our Dimensional Search® Process

Finding People Who Make a Difference®Confidential and Proprietary

Dimensional Search ®

9

• Technical Fit

• Expectations

• Chemistryy

• Culture

• Experiential Translation

Finding People Who Make a Difference®Confidential and Proprietary

Cracking the Code for Talent

10

• Predicting future skill requirements for the next 3 to 5• Predicting future skill requirements for the next 3 to 5 years

– skills forecasting is problematic – only 13 percent of companies believe they have a clear understandingcompanies believe they have a clear understanding

– Twenty years ago, the half-life of knowledge was 7 years: now it is 18 months!

• Identifying and locating individuals with specific• Identifying and locating individuals with specific expertise that is relevant today and in 3-5 years

• Muti-dimensional profile fit

Today’s talent market requires a structured, analytical approach to attracting, developing and retaining key personnel.

Finding People Who Make a Difference®Confidential and Proprietary

attracting, developing and retaining key personnel.

Our Mission

11

"To provide superior human capital talent acquisition services toTo provide superior human capital talent acquisition services to the telecommunications market by presenting outstanding

executives that are excellent targeted profile fits and to exceed our customers expectations "our customers expectations."

Sanford Rose Associates - “A partner who understands your business and its challenges and rolls up their sleeves with you to help you achieve

Finding People Who Make a Difference®Confidential and Proprietary

your mission.”

Results

12

Client’s highlight:Position, work environment clearly articulatedRigorous candidate screening & assessment D t il d C did t P t ti B kl tDetailed Candidate Presentation BookletMet or exceeded expectations – Candidate & Budget

References available from:P i t I t d/ B d f Di tPrivate Investors and/or Board of DirectorsCorporate Presidents/CEO’sHiring ManagersHR ProfessionalsHR ProfessionalsCandidates

Finding People Who Make a Difference®Confidential and Proprietary

Management

13

Mr Nieman is responsible for the overall business and businessMr. Nieman is responsible for the overall business and business growth by developing new business and partnership opportunities as well as all aspects of the companies sales and recruiting efforts.

Experience:Senior Vice President, Global Sales and Business Development, AppTrigger – Richardson, TXSenior Vice President Products Intervoice Inc – Dallas TXSenior Vice President, Products, Intervoice, Inc. Dallas, TXPresident & CEO, RemoteVideo, Inc. – Irvine, CASenior Vice President, GM, Sensormatic Video Division – Singapore; San Diego, CAN t l Ri h d TXNortel – Richardson, TXAspect – San Jose, CAVMX, Inc. – Dallas, TX

Finding People Who Make a Difference®Confidential and Proprietary

Sanford Rose Associates Dallas North

Your Partner in …

Finding People Who Make A Difference®