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Posted on February 28, 2005July 10, 2018

Dear Workforce How Do We Determine Training Budgets for Executive Development

Dear Grooming Director:



Before figuring out percentages, decide what you really hope to accomplish with these training efforts. Do you expect to develop leaders? Do you expect to develop salespeople? Do you expect to develop better communication skills, project-management skills or something else?

A commonly cited benchmark for development budgets is upwards of 5 percent of executive payroll. I recommend, however, that you calculate budgets only after looking carefully at your talent-development objectives, keeping in mind how hitting those goals contributes to the business.

It’s best to start with the end results you’re seeking and work backward. Be specific about your objectives. In the past, most executive-development programs were too generic and not easily measured. Often, programs were administered en masse because of some fad or perhaps because a top manager had attended a learning session a year earlier and thought the whole company ought to go through the same experience. Executive development is definitely an area where one size does not fit all. The more specific you can be about your expectations, the better the training experience will be and the better the return on your training dollars.

Let’s say you want to teach your executives to be better communicators. Identify those execs who have specific shortcomings regarding communication–be it written, verbal, one-on-one or in front of groups, externally with clients or internally with peers. A training professional can then provide a specific cost for addressing the gaps or needs.

Some training may be done for a group of executives. Other individuals may require training by an executive coach.

A common problem with training programs is that we expect to accomplish too much in too short a time. The result: training is of too low a quality to benefit anyone. Learning occurs over a long period, and learning programs should be thought of as ongoing and not just one-time events.

SOURCE: William J. Morin, chairman & CEO, WJM Associates, Inc., New York City, April 7, 2004.

LEARN MORE:A Sample Leadership Strategy.

The information contained in this article is intended to provide useful information on the topic covered, but should not be construed as legal advice or a legal opinion. Also remember that state laws may differ from the federal law.

Posted on February 28, 2005June 29, 2023

Attacking Attrition at Convergys

Convergys Corp. helps companies in 40 countries manage their billing, payrolls, benefits and pensions. Ironically, while the company became a global leader in providing “employee care” for other companies, its own workers felt slighted. Rampant attrition was dragging down profits and hampering growth.



    Convergys’ solution was to apply a sophisticated analytical technique, often used in consumer marketing, to determine what programs would keep employees happy and make them stick around. As a result, the company estimates, attrition was reduced by 57,813 jobs over four years, avoiding at least $57 million in recruiting and training costs.


    The attrition problem began in 1999, following Convergys’ successful initial public offering. In that first year, sales from its software and services grew 70 percent, to $1.8 billion, while its workforce almost doubled, to 35,000 employees. Turnover became so significant that in 1999 Convergys had to recruit 50,000 employees just to maintain that staffing level.


    Convergys tried to correct the problem through “silver bullet” approaches–such as across-the-board slight bumps in pay–based on employee opinion surveys. That didn’t have much of an effect. Those surveys suggested many possible reasons for employee departures, but they didn’t help identify and prioritize things that would make workers stay.


    “The information wasn’t actionable,” says Rob Enos, Convergys’ senior vice president, human resources and administration. “We needed to take it to the next level and find out what would affect employee behavior.”


    This is where Convergys borrowed a technique from consumer marketing: “conjoint analysis.” The company quizzed employees through such means as surveys and focus groups. It analyzed data to determine what types of rewards would have the biggest impact on attrition.


    Convergys was then able to predict how many more employees would stay if, say, they were guaranteed that 75 percent of their requests for specific paid days off would be granted as opposed to just 50 percent of those requests. With such precise information, Convergys could weigh the value of its retention initiatives.


    The rewards that generated the greatest retention improvement were not always the ones that required the greatest investment. Instead of receiving raises once a year, for example, employees wanted half of their money every six months–and would stay longer as a result.


    “Because of our high turnover, people couldn’t think about something that would happen a year from now,” Enos says. And the timing change cost virtually nothing.


    Convergys discovered that attrition couldn’t be fixed by a one-size-fits-all approach, but required a complex blend of initiatives, including scheduling, tuition aid and recognition. Employee Engagement Teams were established in each of its 57 customer contact centers to customize the initiatives for the local needs.


    “A conjoint analysis program like this is very complex and requires a lot of time, effort and investment,” says Rich Utecht, the company’s director of human resources. “To use it, you need a situation that promises a big payoff.”


    And $57 million–and climbing–certainly qualifies.


    For its success at retaining employees and slashing costs, Convergys is the 2005 winner of the Optimas Award for Financial Impact.


Workforce Management, March 2005, pp. 46-47 — Subscribe Now!

Posted on February 25, 2005July 10, 2018

TJX’s Welfare-to-Work Success

Attached is information from the Center for Corporate Citizenship at Boston College on the challenge, the solution and the business benefits ofTJX’s welfare-to-work partnership with Goodwill.


Posted on February 25, 2005July 10, 2018

Monster Gains China Foothold

If you’re not doing business in China, then Monster Worldwide’s acquisition last month of ChinaHR.com has about as much significance as the launch of yet another job board in the United States. Even those who do source employees in the world’s largest nation don’t expect to see many outward signs of Monster’s presence. Local management still holds a controlling interest.



    Nevertheless, the move may be a wake-up call for those who thought that perhaps Monster wasn’t going to make acquisitions for a while, says Joseph G. Shaker, CEO of Shaker Recruitment Advertising & Communications. “Most of the jobs on Monster are not jobs you are going to go overseas to fill. So, I would say there really is no immediate benefit in this for most of us (recruiters).”


    For recruiters who are now looking overseas for job candidates, Monster’s China play gives added credibility and strength to ChinaHR.com, a point the company’s president made when the acquisition was announced.


    “We are extremely pleased to partner with Monster, the global leader in online recruitment, and begin leveraging its proven methodologies to fully capitalize on the tremendous recruitment market opportunity in China,” says Kathy Xu, who heads ChinaHR.com Holdings Ltd.


    Monster was clearly eager to gain a foothold in a nation with 1.3 billion people given that the ChinaHR.com purchase was the first time the company bought anything less than a controlling interest. Monster paid $50 million for its 40 percent share, putting the valuation of ChinaHR.com at $125 million. It’s a steep premium for a company that had about $7 million in revenues for 2004. (Monster has the right to increase its ownership share to 51 percent after three years or in the event the company goes public, as did 51job, a Shanghai-based company that offers such services as online recruitment, training and other human resources necessities.


    If Monster wants to be a global player, “they obviously have to have a presence in China,” says Mark Mahaney, an analyst who follows Monster for American Technology Research. “They had to buy somebody. They probably couldn’t have built it organically.” For that reason, Mahaney says he’ll give Monster “the benefit of the doubt” about the deal’s value.


    As the world moves ever more rapidly toward a global economy, Monster’s multinational presence and what it learns in these early years of its expansion will make it a valuable, potentially exclusive one-stop shop for recruiting. This may not matter to the small or medium-sized businesses Monster is courting now, but to the Fortune 500 companies that have been the company’s bread and butter, the multinational recruiting expertise may be enough for them to stay with Monster. Monster further secured its international position when it acquired French online recruiter Emailjob.com for $26 million from a subsidiary of Dutch publishing group Reed Elsevier.


    It wasn’t that long ago that technology companies were dispatching recruiters to universities in India to hire graduates. Today, Monster owns the largest job board in that country.


    There are major differences between India and China, however, not the least of which is that most job postings and all résumés in India are in English. On ChinaHR.com, most of the jobs and résumés are in Chinese characters. That would make it impossible to integrate the postings into a global database, even if Monster were so inclined.


    So for now, recruiters sourcing job candidates in China, whether on ChinaHR.com or 51job, should take the advice of human resources consultant Denny S. Xu. On the Electronic Recruiting Exchange, he suggested using buttons and banners with a company logo–a device that transcends language–to attract attention. And keep in mind, “Most Chinese candidates don’t know how to write a good résumé in English,” he wrote.


Workforce Management, March 2005, pp. 22-23 — Subscribe Now!

Posted on February 24, 2005July 10, 2018

CareerBuilder Giving Monster a Run for Its Money

Traffic at CareerBuilder increased 78 percent from December 2004 to January 2005, according to comScore Networks.


ComScore measures consumers’ use of the Internet and judges online properties by the number of unique visitors drawn to each site. It now ranks CareerBuilder as the 25th-most-popular online property–moving up 37 spots on the list, according to comScore. Monster is No. 14, and Yahoo No. 1. ComScore attributes CareerBuilder’s growth to two things: online marketing efforts and relationships with AOL and MSN.


Other sites growing in popularity include Fastweb, a scholarship search site owned by Monster, and EducationDirect, a distance learning site owned by Thomson. Both sites saw double-digit increases in unique visitors.


Other goings-on
In other recruiting- and staffing-related news:


  • The law firm of Stull, Stull & Brody, with offices in New York and Los Angeles, has announced a class-action lawsuit against 51job. A statement by the firm alleges that “51job failed to disclose the fact that it improperly recognized recruitment advertising revenue in the third quarter of 2004.”

  • The complaint also alleges that “51job failed to disclose the fact that the drop in late-December advertising suggested that many Chinese firms have adopted a more Western schedule for hiring and, as a result of this market shift, 51job was forced to sharply lower its profit outlook.”


  • Kelly Services has made an $18 million investment in Tempstaff, the second-largest staffing company in Japan.

Marriott is rapidly staffing its new $110 million, 617-room hotel in Louisville, Kentucky. “If a person comes in today and we feel that they’re the ideal candidate … we’re offering them the position right on the spot,” Tina Beverly, director of human resources for Louisville Marriott Downtown, tells the Courier-Journal.

Posted on February 24, 2005July 10, 2018

TOOL Calculate the Cost and Benefits of Training

“Only the educated are free.”
—Epictetus
Roman philosopher, slave and author of
Discourses


    Most organizations would like to be able to measure the costs invested in training initiatives against anticipated results. The challenge is that it is far easier to measure the costs of conducting training than it is to quantify results. A useful tool in determining costs and savings is to compare costs per participant versus savings per participant.


    Comparing costs and benefits can be done in the following four simple steps:


    1. Calculate the cost of training. This will include training costs such as:


  • Facilitator fees


  • Training design


  • Course materials


  • Videos and workbooks


  • Facilities rental


  • Equipment rentals (such as overhead projectors)


  • Production downtime (including employee time off the job)


  • Videoconferencing facilities


  • Specialized computer equipment


  • Administration (such as registration procedures or confirmation notices)


  • All the relevant costs, divided by the anticipated number of participants, gives the cost per participant.


    2. Determine the potential savings generated. These savings might include:


  • Fewer errors


  • Reduced customer turnover


  • Less equipment downtime


  • Increased revenue collection


  • Faster equipment startup time


  • Reduced employee turnover, when turnover is attributable to poor supervision


  • Proper implementation of new customer strategies


  • Higher workplace morale through more effective management practices


  • Less time lost to grievance hearings and work stoppages because of ineffective supervision


  • Reduced recruitment costs (because training can create more job-ready candidates for promotions)


  • Maximized productivity of new employees through efficient orientation training


    3. Calculate the potential savings. To calculate potential savings, set goals for post-training achievements by identifying and quantifying the changes a training initiative will produce if all other factors are constant. The factors in the formula include the following:


  • Current level of performance (for example, 200 error rates per month; six lost customer accounts per month; five days lost to work stoppages per year)


  • Translate the current level of performance into a dollar figure (for example: 200 error rates x five minutes’ correction time x $15 salary per hour = $250 per month).


  • Identify the change that training can produce (for example, reduce errors to 50 per month).


  • Calculate the savings that the target criteria will generate (for example: 200 errors – 50 errors = decrease of 150 errors per month savings = 150 x five minutes/60 x $15 = $187.50).


  • Identify a meaningful time line for realizing savings, based on your best business predictions about factors contributing to errors remaining unchanged.


  • Identify the number of employees in the target training group.


  • Divide the total anticipated savings by the number of participants to identify the savings per participant.


    4. Compare the costs to savings.


  • Multiply the cost per participant by the total number of participants.


  • Multiply the savings per participant by the total number of participants.


  • Compare your figures to establish your business case for training.


    This exercise not only identifies actual costs and realistic savings but also ensures that your training expectations are reasonable and targeted to measurable business outcomes.


SOURCE: Excerpted from The Trainer’s Tool Kit by Cy Charney & Kathy Conway. Copyright 2005 by Cy Charney & Kathy Conway. Published by AMACOM Books, a division of American Management Association, New York, NY. Used with permission. All rights reservedwww.amacombooks.org

Posted on February 24, 2005July 10, 2018

Oops, I Did It Again Ten Most Common Managerial Mistakes That Lead to Litigation

It is not illegality that fuels employee lawsuits, but rather employee anger arising from perceived unfair treatment.



    Placing a legal label, such as discrimination or retaliation, on the seeming unfairness occurs afterward.


    Supervisors, managers, executives and even human resources staff often engage in behaviors that, unwittingly, lead employees to feel misled, lied to or otherwise unfairly treated. In doing so, they increase the likelihood of litigation. Ten common mistakes increase the likelihood of employee lawsuits and financial exposure.


1. Forget About Training
    Workplaces today are busier than ever. Devoting time to management training takes precious hours away from productive, moneymaking endeavors. A company, however, is its managers. What the managers say and do, the company says and does. Correct behavior prevents lawsuits. Missteps lead to liability. Managers who are not conversant in company policies, and who do not know the basics of setting goals, preparing performance appraisals and proper documentation become the catalyst for lawsuits.


    Supervisors need training about how to handle difficult situations–what to say, whom to turn to for assistance and what not to do. Failing to provide management training is shortsighted, and with the rise of potential individual liability, unfair to a company’s supervisors.


2. Disregard Company Policies
    Policies establish a company’s “rules for the road” for both employees and managers. They set company standards and inform employees of management’s expectations. Well-drafted policies tied to an enterprise’s business needs provide guidance to managers and employees. If followed, policies help ensure consistent treatment of employees.


    Disregarding policies heightens the potential for inconsistent treatment. It thus increases the risk that employees subjected to harsher action than their co-workers will interpret the discipline they received as unfair or discriminatory. Ignoring policies also sends the message that the employer believes they are unimportant, and gives license to employees to disregard them as well. An employer that fails to follow its policies not only loses the benefit of having them, but it also sets itself up to be portrayed as mismanaged, uncaring and willfully noncompliant with the law.


3. Shoot From the Hip
    Firing without notice may occasionally be appropriate, but rarely. Acting without fair warning–or rashly or arbitrarily–invites resentment. Employees who feel ambushed may be led to seek their revenge through litigation.


    Companies can reduce this risk by making employees aware of the probable consequences of misconduct through well-publicized and consistently enforced policies and progressive discipline. Before disciplining an employee, a company should be able to state:


  • The legitimate business reason for the action.


  • Whether the action is consistent with other disciplinary actions the company has taken in similar situations, and if not, why not.


    In addition, employers are usually well advised to give an employee the opportunity to give his or her side of the story before administering discipline. A meeting with the employee often provides a valuable safety valve for both employee and employer.


    Often, employees admit the misconduct (or some portion of it). Though unhappy with the discipline levied, employees often will be satisfied with the opportunity to have been heard. Managers need not agree with the employee, and should not argue or apologize. Meeting and listening alone can make employees feel that they have been treated fairly–because, in fact, they have been.


4. Motivate Poor Performers With Raises and Bonuses
    The season for annual raises and bonuses brings with it the temptation to give underperforming employees some amount of increase or bonus. Withholding raises and bonuses is a tough decision. We all like to be liked. Withholding raises and bonuses seems contrary to a supervisor’s goal of maintaining morale and staff loyalty.


    Giving undeserved increases, however, does not spur poor performers to improve. Rather, it reinforces poor performance by telling employees that their performance merited an increase or bonus.


    Terminating someone on the grounds of poor performance, after years of raises and bonuses (even small ones), creates concrete evidence of inconsistency between what the employer says now versus what it did then. It raises suspicion of ulterior motives for the adverse employment action and provides strong motivation for the employee to consult counsel.


5. Criticize the Person
    Few jobs lend themselves to purely objective evaluation. Subjective criteria nearly always come into play. The challenge lies in relating performance criticism (and praise) to the job and not the person. Reviews that characterize the employee, rather than evaluating his or her performance, may become evidence of bias and discriminatory stereotyping.


    Praise an employee for becoming the region’s leading sales person in just two months, but not for being “young and enthusiastic.”


    Similarly, criticize an employee for repeatedly failing to meet deadlines, not for being “lazy.” Employees may need to “update their skill sets”; they do not, however, constitute “deadwood.” To avoid such pitfalls, companies should encourage and assist managers in establishing measurable goals and creating business-related standards against which to evaluate employee performance.


6. Ignore Problems
    Employers ask for trouble when they ignore problems and complaints. Failing to address performance issues has the practical effect of lowering performance standards. It leads employees to believe that they are performing at satisfactory levels because management has not told them otherwise.


    Management may be dissatisfied with an employee’s level of performance, and may truly believe that the employee ought to know he or she is missing the mark. Unless supervisors confront employees about performance deficiencies, however, and expressly state what employees need to do to meet expectations, change is unlikely. When after years of accepting poor performance a manger finally acts, perhaps by discharging the poor performer or perhaps by passing the employee over for promotion, the employee may react with surprise, hostility and claims of discrimination.


7. Put Nothing in Writing
    Without a written record documenting employee performance issues and management’s response, employers increase the risks of “he said, she said” situations when taking adverse employment actions. Employees who have not been given (and required to sign) counseling memos or performance evaluations frequently claim that the counseling, the warning or the evaluation was never received. Verbal warnings carry less weight than written warnings with employees, their lawyers and juries.


    Employees who have been repeatedly spoken to, but never written up, are likely to discount or even disregard the import of the counseling. Employers who do not document employment issues leave themselves with little concrete evidence to prove a history of poor performance as the reason for discharge, instead of, for example, retaliation for taking medical leave.


8. Understand That Boys Will Be Boys
    A hostile work environment, whether because of sexual harassment or harassment based on age, disability or race, may arise from either severe or pervasive conduct. Jokes, e-mails and passing comments when considered individually may be of little consequence. Accumulated and viewed as a whole, however, they can be used to show pervasive misbehavior that has converted a professional workplace into a frat house. That a harassing employee may not intend to harass his co-worker does not constitute a defense nor does it create a shield from being sued.


    Employers who know of employee misconduct, such as use of the company’s e-mail system to send sexually explicit jokes or photographs, and who fail to take action to stop the conduct, substantially increase their risk of litigation and liability for damages.


9. Lie
    When management’s fails to tell the truth, employee disgruntlement inevitably follows, and with it a fast track to the courthouse – and potential liability.


    Employers do not protect themselves by telling an older employee that he is being discharged because of job elimination when the true reason is poor performance. As soon as someone (younger) is hired to replace the discharged employee, the company’s lie, even if intended to protect the employee from hurt feelings, will be seen as a pretext to hide discrimination.



10. Cover-up
    Repeatedly, experience shows that a cover-up carries worse consequences than the initial misdeed. Shredding documents, deleting files or throwing away drafts upon learning of an impending lawsuit can all add up to trouble. When confronted with a bad situation, it remains true that honesty is the best policy.


The information contained in this article is intended to provide useful information on the topic covered, but should not be construed as legal advice or a legal opinion. Also remember that state laws may differ from the federal law.

Posted on February 23, 2005July 10, 2018

Allowing Employees to Cut Back on Hours Won’t Derail Their Careers

Companies that allow employees to cut back on their hours will generally find that “career growth and advancement can be sustained by employees working on a reduced-load basis,” according to a new study by McGill University and Michigan State University.


Eighty-one people in North America working reduced schedules participated in interviews between 1996 and 1998. Ninety-one percent of them participated in follow-up interviews in 2002 and 2003. At the time of the follow-ups, nearly half of the employees were still working part time–but not because they couldn’t get full-time jobs. “They’re all doing it because they want to,” says McGill’s Mary Dean Lee. “They all have the option to go full time.”


When salaries were adjusted according to workload, those working part time were earning salaries equivalent to those working full time.


Lee says that the highest-paid individual in the study is a part-time partner at a big accounting firm. Another reduced-load participant is now a CEO of a major division of a major insurance company, working about 80 percent of a full schedule.


Still on track
Another 38 percent of the study’s participants had gone back to full-time jobs. And, says Lee, many of them who moved back to full time did so for a promotion. Lee says she couldn’t think of a case where a worker in the study was “pushed off to the side.”


“That was a fear many people had six or seven years ago,” Lee said. “Would it brand you as someone who somehow wasn’t committed enough or serious enough about their career so their advancement opportunity would be hurt forever? Our surprise was that they’re not nearly that restricted.”


Employees were able to craft schedules that worked for them when they had reputations in their companies as people who achieved results, and when they had managers who were flexible. In fact, some of the employees studied have become supervisors themselves and have introduced more flexibility into the work lives of their employees.


In cases where their careers had deteriorated upon cutting back on their hours, it was often because their employers had since been acquired by firms with less progressive attitudes.

Posted on February 23, 2005July 10, 2018

A Sample Succession Planning Policy

A good succession-planning program aims to identify high growth individuals, train them and feed the pipelines with new talent. Here’s an outline of one program.



Purpose
   
To ensure replacements for key job incumbents in executive, management, technical, and professional positions in the organization. This policy covers middle management positions and above in [name of organization].


Desired Results
   
The desired results of the succession planning program are to:


  • Identify high-potential employees capable of rapid advancement to positions of higher responsibility than those they presently occupy.


  • Ensure the systematic and long-term development of individuals to replace key job incumbents as the need arises due to deaths, disabilities, retirements, and other unexpected losses.


  • Provide a continuous flow of talented people to meet the organization’s management needs.


  • Meet the organization’s need to exercise social responsibility by providing for the advancement of protected labor groups inside the organization.


Procedures
    The succession planning program will be carried out as follows:


    1. In January of each year, the management development director will arrange a meeting with the CEO to review results from the previous year’s succession planning efforts and to plan for the present year’s process.


    2. In February top managers will attend a meeting coordinated by the management development director in which:


  1. The CEO will emphasize the importance of succession planning and review the previous year’s results.
  2. The management development director will distribute forms and establish due dates for their completion and return.
  3. The management development director will review the results of a computerized analysis to pinpoint areas of the organization in which predictable turnover, resulting from retirements or other changes, will lead to special needs for management talent.
  4. The results of a computerized analysis will be reviewed to demonstrate how successful the organization has been in attracting protected labor groups into high-level positions and to plot strategies for improving affirmative action practices.

    3. In April the forms will be completed and returned to the MD director. If necessary, a follow-up meeting will be held.


    4. Throughout the year, the management development director will periodically visit top managers to review progress in developing identified successors throughout their areas of responsibility.


    5. As need arises, the database will be accessed as a source of possible successors in the organization.


Source: William J. Rothwell and H. C. Kazanas, Building In-House Leadership and Management Development Programs (Westport, Conn.: Quorum Books, 1999), p. 131. Used with permission.


Excerpted from Beyond Training and Development by William J. Rothwell. Copyright © 2005 Williams J. Rothwell. Published byAMACOM Books, a division of American Management Association, New York, NY. Used with permission. All rights reserved.

Posted on February 23, 2005June 29, 2023

Let Your People Go

Promoting from within brings plenty of documented benefits–higher employee engagement, better morale and lower turnover, for starters. So, with all the good that comes from internal mobility, who could be against the notion? Often, it is the boss who doesn’t want to lose his best workers to other departments.



    “The high-potential people you want to move to better positions are likely to be the ones their boss most wants to keep,” says Rich Wellins, senior vice president, global marketing, at the consulting firm DDI. “They have a built-in bias against letting them go that is sometimes manifested by not letting the person take on development assignments.”


    A recent survey of 1,400 people randomly chosen by CareerBuilder.com found that 63 percent of workers who had a bad relationship with their boss often saw little opportunity for advancement. A lot of the dissatisfaction over lack of career opportunities, experts say, will be revealed by employee surveys. But sometimes companies don’t find out until anexit interview when a high-potential employee is heading out the door to a competitor.


    Certainly there are many bosses who do promote their workers’ careers. “In the 1980s, I worked for a boss who took pride in and kept track of the number of people who were promoted into and out of his office,” says Pat Bridger, vice president and senior human resources officer at CNA Insurance. “He always wanted to be on the giving side. And because of that, everyone wanted to work for him, even though in those days that meant having to relocate to another branch.”


    Conversely, she says, “no one wanted to work for the managers who didn’t want to let their people go–who didn’t take the time to develop them.”



    But given the importance of employeeinternal mobility, that may not be something to leave to chance. Companies are finding it worthwhile to set up systems that encourage managers to play a stronger role in advancing their underlings’ careers, or that at least prevent managers from hindering workers who want to transfer.



    Part of this is a matter of giving employees more power over their own career development. Take Deloitte Consulting. In 2002, the worldwide consulting firm implemented an intranet-based career counseling site that all employees could contact for confidential one-on-one advice. The company’s initial fears that managers would try to hang on to their best people dissipated after its top leaders conveyed the ongoing message that internal mobility was good for everyone.


    Many companies have implemented specific policies that encourage movement. At Lands’ End, for example, any employee can ask to work in another department for a two-week period and, if successful, can then transfer to that department. “They’d rather transfer someone than lose them,” says Bob Nelson, president of Nelson Motivation Inc.



    Nelson gives the example of Duke Power in Charlotte, North Carolina, which lets any employee post his or her job for other employees at an equal grade level for a potential swap. Duke workers still need the approval of their managers to make the exchange, but experts say these kinds of policies create a corporate mind-set that encourages managers to be more open about movement across departments.


    Some companies, Wellins notes, set up “acceleration pools” of high-potential employees. These employees get extra attention in terms of development, mentoring and assignments with the assumption that they can be ready to move horizontally or vertically into new positions when the company needs them. “These companies make it clear that those high-potential people’s careers belong to the company, not to the department managers,” he says.


    Adobe Systems, the software maker, rotates employees through upper-management positions to encourage learning, mobility and personal growth. In one year, 29 percent of employees had such a stint, according to Nelson.


    Other firms find that they need the stick as well as the carrot to encourage managers. Bell Canada initiated a policy that employees could move to other positions within the company without the approval of their managers if they had completed 18 months on the job and earned a satisfactory approval rating. The company also implemented another policy that kept managers from dragging their heels on transfers. All eligible employees had to be released to their new positions within 30 to 45 days, unless that would negatively impact customer service.


    Some companies are even more liberal about transfers. CNA Insurance, for example, used to have a policy that employees had to be in their positions for six months before they could move to another. “Now even a new employee can come into a job and post out in two or three months,” notes Bridger. “There is no restriction, though generally someone needs six months to learn a job.”


    In 2003, iLogos Research surveyed more than 70 global corporations and found that 76 percent said that an internal mobility program was a key factor in improving employee retention. SAS Institute, in Cary, North Carolina, for example, has no formal rules that prevent movement, and as the head of human resources has said, “We’re not going to tell people how to direct their careers. Employees can leapfrog around the organization to pick up the skills they need.”


    Partly because of this attitude, before the dot-com bust, SAS had attrition rates of only 4.5 percent a year in 2001, which was about 15 to 25 percent less than the average for companies across the country in Silicon Valley. Stanford University professor Jeffrey Pfeiffer says the low turnover has saved the company $75 million a year.



Motivating the manager
    Eventually, a heavily promoted attitude in favor of internal mobility will spread throughout the company, though there may always be holdouts.


    “If you think about it, in the typical business situation, a manager who has reached the point where employees do their jobs well has little motivation to disrupt that equilibrium,” says Liz Ryan, a workplace expert and founder of WorldWIT, an online networking community for women. “Even if the employee would appreciate the promotion and the company could benefit, the manager would be stuck hiring and training a new person. So what’s in it for a manager to move people up the ladder?”


    Experts suggest a variety of approaches to provide the needed incentive:


    Include in each manager’s annual performance evaluation a metric based on employee development, which represents 25 percent to 50 percent of the total measure. Ryan suggests a few questions that such a review should probe: How did you as a manager prepare your people for future promotions? Have you outlined career paths with each of your team members? What did employees learn at their jobs for the first time this year?


  • Encourage managers to develop their own mini succession plans. If they have a good backup in the pipeline, they will be less reluctant to let someone go.


  • Create an award for the most effective mentoring manager in your company.


  • Make it very easy for employees to apply for positions in other departments. Suggestions: make salaries for transfers similar to those an external employee would get; use simple application forms; and allow workers to apply for and interview for any position without approval from anyone.


    “Think about it. You wouldn’t ask anyone’s approval to apply for a job on Monster.com,” Ryan says. “So make it painless for employees to find opportunities elsewhere in the company, even if their own manager isn’t supportive.”

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