Jenifer Lambert's Influential HR Strategies

2/12/13

Influential HR
Jenifer Lambert, CPC
TERRA Staffing Group

Influential HR by Jenifer Lambert | Email : Jenifer@TerraStaffingGroup.com TERRA Staffing Group Influential HR by Jenifer Lambert | Email : Jenifer@TerraStaffingGroup.com TERRA Staffing Group


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2/12/13

Catalyst

Barrier


Republican Democrat


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2/12/13

Inﬂuence

Thanksgiving Table by The Oatmeal (www.oatmeal.com)


Doing Maximum Good

1 2
Voice Contributions
heard valued

Catbert 3
“The Evil HR Director”
Gaining willing
cooperation

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2/12/13

Dr. Robert Cialdini
Inﬂuence has been listed on the
New York Times Business Best Seller List.


Sleuth

Smuggler


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2/12/13

#1
Reciprocation Complaint
About HR

You don’t
help me
solve my
problems!


Reciprocation Who helped you ?
“We are human because our ancestors Friend
learned to share their food and their skills 1
in an honored network of obligation.” 3 Mentor
--Richard Leakey, Archaeologist

4 Teacher

2 Coach
Best
5
Boss
Ever

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2/12/13

Winning Together

Your key What are the
customers/ goals of the
business business?
partners?
Your boss?

Key Questions

Key Goal 2013 Clearly link the goals of the
Develop Leadership Bench Strength business to HR goals & activities

How can Make it Clear!
HR support
this goal ?
•  Recruit
•  Retain
•  Train
•  Comp Plans
•  Mentorship
Programs


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2/12/13

2 What Does Your CEO
Earn more Want to Know about HR?
1 money 3
Stay in More $ to the
business
bottom-line
When in Doubt
Linkage to
business
outcomes
NOT
activities


Don’t Waste the Opportunity! The Power of No
50%
45%
NEVER INSTEAD 40%
SAY SAY 35%
30%
25%
No problem! It’s my pleasure to 20%
help you. 15%
It was nothing! 10%
I know it’s important to 5%
That’s why they pay you (or the business) 0%
me the big bucks. so I’m happy to help.
Zoo Retreat
trip to Zoo
Just doing my I know you’d do the only trip
job. same for me.


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2/12/13

Always Be Prepared with a
Lesser Request
“Everything is
•  Lower cost alternate
possible, it’s just a
•  Later date for
implementation matter of tradeoﬀs.”
•  Pilot vs. company-wide --Inﬂuential HR Exec
launch
•  Less resources


Commitment &
Consistency

Layout options
and let people
choose
Whatever they commit
to, they will be more
invested in than what
you choose for them.

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2/12/13

The Most Powerful
Commitment & Consistency
Commitments Are:

“It is quite simply, our nearly
obsessive desire to be (and to
appear) consistent with what 2
we’ve already done. Once we Active
have made a choice or taken a
stand, we encounter personal
1
and interpersonal pressures to Uncoerced
behave consistently with that
commitment.” 3
Public
Robert Cialdini, Ph.D.


Start from Existing
Make Commitments Active
Commitments
“The company has a 1
stated goal of increasing
revenue per headcount Get them to say
by 10%, I have a plan…” a clear
“YES” or “NO”
“You’ve expressed real
concern about retaining
your top performers, I
2
have an idea…” Get it in
writing


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2/12/13

1
17% “Would you please reply
to conﬁrm we are
in agreement?”

2
“Please send me an
Get it in email outlining what
49% Writing

you are committed
to improving”


The Public=Powerful
commitments
that people make 1
are a much more
Expand the
powerful tool for
audience &
gaining
strengthen the
compliance than
commitment
any directive,
policy or standard
2
someone else
sets for them. Use the “cc”
wisely


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2/12/13

The Power of “Labeling”
•  Remind people
of who they are
and what they
are capable of.

•  Must be done
authentically!

Influential HR by Jenifer Lambert | Email : Jenifer@TerraStaffingGroup.com TERRA Staffing Group

Don’t Waste the Opportunity Liking

The next time • Activates a
someone praises you commitment in
or someone on your the sender’s mind
team, ask them to put
it in writing!

• “Labeling” effect
for your staff
member

• Leads to “Liking”


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2/12/13

Who Are You More Likely to Take
a Recommendation from?

An Enemy

A Stranger

A Friend


Factors Leading to Liking “It’s hard to
inﬂuence people
you don’t know.”
2
They feel
known.
1 3
1 2 3
First 2 minutes of You create
Similarities Genuine Authentic every conversation opportunities
Respect Concern is personal. to like THEM.


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2/12/13

1
“Be willing
How can 3
to give credit away.”
I help?
How can
we win
2 together?

What are
your goals?

“If they don’t believe you care about Catch people doing Praise a behavior
things right and praise while it’s small and
their success, don’t be surprised when them for it.
watch it grow.
they don’t trust you.”

Speaking of Recognition Stop Eating at Your Desk!

•  Beware of the
“Magnetic Middle”

•  Make it the Norm vs.
the Exception


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2/12/13

Lunch Leads to Liking
…and Learning
Authority


Authority
“Follow the Leader”
1 Position 3 Credentials

2 Experience 4 Demonstrated
Knowledge

“You have to know the “Your credibility comes
business to influence from your ability to solve
the business.” problems, not quote
policy or cite laws.”


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2/12/13

Stay Informed
HR •  Google alerts
Knowledge •  Social media (LinkedIn
groups, Twitter)
•  Business magazines/blogs/
news alerts
Business
Problem •  Market research (applicants,
Knowledge Solver recruiters, vendors)
Mindset •  Networking with colleagues
(internal & external)


Benchmarking is Powerful When
Use Data to Build Your Case Used Correctly
Idea Data
Wellness What is our current rate of
programs lead absenteeism? What is
to lower absenteeism costing us now?
absenteeism.
We’re What is the benchmark ratio for
understaffed HR staff to headcount for our
in HR. industry? What is it costing the
business to be understaffed?
What specifically could you do
for the business with more staff?
A salary freeze How does our current comp
would hurt program match up to the market Most executives Everyone wants
morale. for talent? What other ways can
we make up the budget deficit? want to be a “leader.” to save money.
No executive wants No one wants to
to be a “laggard.”
be “cheap.”


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2/12/13

Humility When Should You Bring Up the
Weakness of a Proposal?
A) Bring it up early and get
it out on the table.

The Most B) Save it for the end after
you’ve had a chance to a
Overlooked make your case.
Way

C) Never introduce a negative.
to Build If someone else brings it up,
you can deal with it then.

Authority?
Answer: A


Acknowledging Weakness

Establishes Shows Why
trust respect
Did You
Get into

Allows
people to
Gives you
permission to
HR?
hear you not have to be
an “expert.”

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2/12/13


Influential HR by Jenifer Lambert | Email : Jenifer@TerraStaffingGroup.com TERRA Staffing Group

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Jenifer Lambert's Influential HR Strategies

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Jenifer Lambert's Influential HR Strategies