1. BusinessWise, LLC * 203 458-1219 *
www.business-wise.com
Your Ability to Obtain & Retain Top
Producing Talent

2.  4.5 million businesses owned by baby boomers
will be looking for buyers in next 15
years…there aren’t enough buyers!
 85 year study of businesses reveals 84% of the
employees are either poor or average
producers… major opportunity costs
 The lack of workforce engagement…implied
costs & threat of impending talent loss
 Ineffective hiring practices
BusinessWise, LLC * 203 458-1219 *
www.business-wise.com

3.  33% of the 5 million Baby Boomer businesses will
transfer their businesses successfully
 67% will need to sell their business
 96% of the business owners believe they should
have a written succession plan
 87% of the business owners do not
 There is less financing available for leveraged
buyouts
 Owners are expected to leave equity on the
table…be their own banker
 Major portion of personal assets…the business
BusinessWise, LLC * 203 458-1219 *
www.business-wise.com

4. 4
.
Superior
Producers
Top 16%
Poor
Producers
Bottom 16%
Average
Producers
68%

5. Unskilled / Semi-skilled
 ‘Average’ produce 19% more than ‘Poor-producers’
 ‘Superior’ produce 19% more than ‘Average’
 ‘Superior’ produce 38% more than ‘Poor-producers’
Skilled
 ‘Average’ produce 32% more than ‘Poor-producers’
 ‘Superior’ produce 32% more than ‘Average’
 ‘Superior’ produce 64% more than ‘Poor-producers’
Management / Professional
 ‘Average’ produce 48% more than ‘Poor-producers’
 ‘Superior’ produce 48% more than ‘Average’
 ‘Superior’ produce 96% more than ‘Poor-producers’
5
Source: “The validity and utility of selection methods in personnel psychology:
Practical and theoretical implications of 85 years of research findings”
Psychological Bulletin, Sept 1998, Vol. 124, No. 2, pp 262-274.

6.  50 Unskilled / Semi-skilled
Workers
 25 Skilled Workers
 10 Managers
6

7. 7
X 0.19 =
Average
Salary?
Your cost per
„Average‟
# in this
category
X =Unskilled
Skilled
Total Exposure if all ‘average’ (total i + ii + iii)
(i)
Management
X 0.32 = X = (ii)
X 0.48 = X = (iii)
= (iv)
Cost of „Average‟ vs. „Superior‟ Performers
Your cost if
all in this
category
„average‟
$20,000 $3,800 50 $190,000
$28,000 10 $280,000
$790,000
Percentage of salary investment at risk = 30%
$40,000 $12,800 25 $320,000
$60,000

8.  These figures are not ‘worst case’: If any or all
are below average the loss for that position is
doubled – but so is the potential for
improvement
 Unless all your people are ‘superior’ performers
you are losing money unnecessarily
 Regardless how large or small your
organization the potential losses are relatively
large
 Every time you move performance in any single
job from ‘average’ to ‘superior’ you have a
measurable financial impact
 This is the easiest strategy for making
significant improvements to your bottom line
8

9.  29% of employees are actively engaged in their
jobs
 54% are not engaged…merely present
 17% are actively disengaged
 22 Million actively disengaged US Employees
 $350 billion per in lost productivity
BusinessWise, LLC * 203 458-1219 *
www.business-wise.com

10. 10
.
Superior
Producers
Actively
Engaged
29%
Poor
Producers
Disengaged
17%
Average
Producers
Not Engaged
Present
54%
68%

11.  Unless you are confident all your people are
‘superior’ performers you have great potential for
bottom line gains
 Regardless how large or small your organization,
your potential for savings and productivity increases
are great
 Every time you move an employee’s performance
from ‘average’ to ‘superior’ you enjoy a measurable
financial impact
11

12. 12
0
10
20
30
40
50
60
70
80
90
100
14%
26%
38%
54%
66%
75%
Interview + Background
Check
+ Personality
& Behavior
+ Mental
Abilities
+ Interests
& Motivators
+ Job Matching
Information for hiring Superior Performers

13. Stop
Stop
Stop
Stop
Stop
Great
People
Hiring
Expectations
Interview
Decision
Administer Assessments
Background and Reference Checks
Sourcing and Recruiting Process
Interview Training
Define Position
Key Accountabilities
Hard Skills
Soft Skills
Screening Interview
Comprehensive Interview
13