How to Influence & Get What You Need

Kristin GaarderVP Human Resources

PRODUCTION Job Open 9 Months

SCENE Perfect Candidate Identified

PLOT Compensation too High

OUTCOME 1:

Save Relationship

OUTCOME 2:

Hire the Candidate

OUTCOME 3:

Use the Facts

PRODUCTION Ideal Candidate from Search

SCENE Business Team says “YES!”

PLOT HR says “What?”

OUTCOME 1:

Receive Feedback

OUTCOME 2:

Build Relationship

OUTCOME 3:

Manage Flow/Cost

PRODUCTION Open Job

SCENE Interview Room

PLOT Business wants 7 interviewers

OUTCOME 1:

POV – Why?

OUTCOME 2:

Find Decision Maker

OUTCOME 3:

Decision Tools

PRODUCTION HR is a Cost Center

SCENE Meeting with Leader/Finance

PLOT Want/Need to Add Cost

OUTCOME 1:

Facts

OUTCOME 2:

Find Decision Maker

OUTCOME 3:

Get to Yes!

Influencing for the Nomination & Win

• What do you want from the experience?– Outcome– Relationship

• Review your actions– Contract for service?– Understand the internal workings?– Communicate regularly– Facts, not the story

• Explore others’ viewpoint• Action & Follow Up

Archway Successes

• Paper to Electronic in 1.5 years– ATS Implementation– Kiosks in major facilities– Social media implemented– New website

• Add to Staff

Strategic Services Offered

Receiving WarehousingPicking & PackingKitting & AssemblyShipping

Fulfillment

Customer Support

Analysis & Technology

Performance Reporting Analytics ReportingInventory ManagementOrder Management systems

Call CenterAccount ManagementRetail ComplianceVendor ManagementProcurement

Print ManagementVariable PODWeb to PrintLettershop

Printing

Archway Company Overview

THE ACCEPTANCE SPEECH

QUESTION & ANSWER