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Building the mix "right customers - right employees" in IT industry Pavel Panov Київ, 07.04.2016 HR-IT’2016

HR IT 2016. Pavel Panov

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Building the mix "right customers - right employees" in IT industry

Pavel PanovКиїв, 07.04.2016

HR-IT’2016

What it the mission of your company?

Does this sound familiar?

“I want good return on my money, now and in the future!”

Owner

“I want to get a good salary and grow.”

Employee

“I want great service at a low price.”

Client

“I want to headhunt your people, win over your clients… and destroy you!”

Competitor

“We cannot agree how to cope with it all and prioritize...”

Management Team

Managing a knowledge intense company in today’s business reality is a challenge...

• Your greatest assets go home every night

• Competition can come from anywhere

• Transparency increases

• Geographic distances are shrinking

• Knowledge is more important than ever

Does this sound familiar?

Copyright © 1994 by Celemiab Systems AB. All rights reserved.

5

Copyright © 1994 by Celemiab Systems AB. All rights reserved. 1-008-00-28-02 Sept -09

COMPANY MARKET VALUE

EQUITY INTANGIBLE ASSETS

Image value Knowhow value

R&D

value

(Company’s)

Competence

value

(Individuals)

Да правим бизнес...

High demand for competence

Less demand for competenceS

en

sitiv

e to

price

(d

isco

unt)

Se

nsitiv

e to

ima

ge

& k

no

wh

ow

High potential

Less potential

Se

nsitiv

e to

sa

lary

(b

on

us)

Se

nsitiv

e to

ima

ge

& k

no

wh

ow

“People and customers are different.Some are more different than others.”

Copyright © 1994-2014 by Celemiab Systems AB. All rights reserved.

12How People and Customers determine

which company they want to work with…?

People look for the employer

that best matches their

needs and preferences.

Customers look for the

vendor that best matches

their needs and preferences.

It’s all about perception …

and perception is all there is.

The power to choose

Example of a typical representation:

Career opportunity

Working conditions

Reliability

Efficiency

Performance

Image Good to work with

Value for money

Copyright © 1994-2014 by Celemiab Systems AB. All rights reserved.

13

People look for the employer

that best matches their

needs and preferences.

Customers look for the

vendor that best matches

their needs and preferences.

It’s all about perception …

and perception is all there is.

The power to choose

If these are their needs

and preferences…

Where would they choose to go?

… and this is how they

perceive their alternatives

Alpha

Beta

Gamma

How People and Customers determine

which company they want to work with…?

THE PRODUCTIVE CIRCLE

THE VICIOUS CIRCLE

FOUR GENERIC CUSTOMER STRATEGIES

Jack-of-all-trades

High Volume

Low Volume

Uncomplicated projects

Complex projects

Body-Shopper Dominator(Difficult)

Defender(Difficult)

Niche Player

How successfully do you match you market strategy…

… with your recruitment and retention strategy?

Social (Soft) Skills

Management Skills

Sales Skills

Customer Service

Personal Effectiveness

Business Acumen

Mindset and Behaviours

Inspiration

AREAS OF IMPACT

BUSINESS SKILLS

SOFT SKILLS

BUSINESS THINKING

SPARKLING THE LIGHT

• Key-Note• Coaching

• Business Simulations

• Behavior-based programs

• Professional Training

Programs

Gamification

THANK YOU FOR YOUR KIND ATTENTION!

Pavel Panov

[email protected]

+359 885 81 85 74