Building Relationships with High ROI

Building Relationships with High ROI

Matt Berndt

Director –Communication & Career Services @ CSO Research, Inc.

CEIA 2013 – Orlando FL

Copyright © 2013 Matthew Berndt

Matt Berndt Career Services EvangelistDirector, Communication & Career Services @ CSO Research, Inc.

[email protected] http://www.linkedin.com/in/mattberndt

@mattberndt


20 years in career services and employment

Who is this guy?

Agenda

• Relationship Characteristics• The Relationships You Need to Build• Identifying Opinion Leaders • Communicating Your Vision• What You Bring to Relationships• Assessing Your Relationships• Why People Will (or Won’t) Help You• The Big ROI: Making your relationships pay off

for your students/recruits & your organization!

• The Result: Relationships that will benefit you personally and professionally.


Characteristics of Well-Functioning Relationships

• Recognition of and commitment to Shared Goals

• Understanding of Different/Respective/Competing Goals

• Expectation of Mutual Benefit

• Climate of Mutual Respect

Are you bringing these into the relationships you are trying to build?


Characteristics of Dysfunctional Relationships

• Mutual Respect Absent

• Self-Interest Prevails over Mutual Benefit

• Other’s Ideas Disregarded

• Interaction/Collaboration Avoided

Are you bringing any of these into the relationships you are trying to build?


Relationships you need to build

• Students• Employers• Faculty• Administrators• Parents

• Other Staff• Alumni• Vendors• Public Affairs/PR• “Friends” of the

College/University

• Your Boss• Your Team

Where do you start?Copyright © 2012 Matthew Berndt

Identifying Opinion Leaders(The Diffusion of Innovations – Everett Rogers)

Opinion Leaders


Getting Buy-In

“People don’t buy what you do; they buy why you do it!” Simon Sinek


The Golden Circle – Simon Sinek

Raise money to Buy a

Centrifuge

Raise money to

Cure Cancer

Doing your Job

Making an Impact

http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html?quote=709

http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html?quote=709

What is Your Vision?

• How do you decide what you will do and what you will not do?

• Your Office Mission

• Your Personal Mission


If you’re a director, your staff take their cues from YOU!

To bring the best personal computing experience to students, educators, creative professionals and consumers around the world through innovative hardware, software and Internet offerings

– Apple

To be earth's most customer centric company; to build a place where people can come to find and discover anything they might want to buy online

– Amazon

To give people the power to share and make the world more open and connected

– Facebook


Vision/Mission Statements: Guess Whose!

To optimize human potential, increase happiness, and maximize the engagement of people by providing superior solutions for understanding, acquiring, developing and retaining talent

– Kenexa – An HR Services Company

Make the best possible ice cream in the nicest possible way– Ben & Jerry’s Ice Cream

Deliver happiness to customers, employees, and vendors– Zappos

To help launch the careers of the college-educated workforce by delivering innovative, intuitive and valuable solutions backed by exceptional service and support

– CSO Research


Vision/Mission Statements: Guess Whose!

A Career Center Example

Mission (Why)– To assist students and alumni in understanding and leveraging their

education, experience, talents and creativity to craft a lifetime of personal and professional success

Methods (How)– Providing convenient access to career development, job search and recruiting services that

meet our clients' diverse needs– Serving as a valuable link to the University community for employers who wish to recruit our

students and alumni.– Offering tools, resources and opportunities that will be of value to all of our clients.– Fostering an office environment recognized for professionalism, quality customer service, a

friendly culture, and a genuine desire to help students and alumni articulate and achieve their career goals

Core Services (What)– Career Development: Career exploration, job search strategy & career planning

advisement; graduate and professional school advisement; and job search skills development

– Job & Internship Search: Job and internship opportunity development and distribution; career exploration and professional networking programs; career fairs; on-campus interviewing; and resume referral services

What do you bring to relationships?

Subject Area Expertise

Financial Resources

Human Resources

Professional Assistance

Operational Assistance

Connections/Relationships

What can you do to make their life easier/better?

How can you help them be successful?

How can you demonstrate your relevance to them?


Assess Your Relationships

• Internal Relationships– Boss, Peers, Subordinates

• External Relationships (On-Campus)

– Students, Faculty, Staff, Administration

• External Relationships

(Off-Campus)

– Employers, Alumni, Parents

• How well do they understand career services/co-op?

• How well do they know/understand you personally?

• How well do you know/understand them personally?


Why Some People Will Help You (and others won’t!)

Two reasons people won’t be willing to help you:

1. They don’t know you or know enough about you to care whether or not you succeed

2. They are afraid you might make them look bad and don’t want their name and reputation connected to you

Three reasons people will be willing to help you:

3. They believe you deserve their assistance

4. They genuinely want to see you succeed

5. They are confident you will not make them look bad

You have to EARN their support!


In Conclusion

Questions

and/or

Comments


Matt Berndt Career Services EvangelistDirector, Communication & Career Services @ CSO Research, Inc.

[email protected] http://www.linkedin.com/in/mattberndt

@mattberndt


20 years in career services and employment

Thanks!

Building Relationships with High ROI

Education

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