HR IT 2016. Pavel Panov.

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

2. What it the mission of your
company?

3. 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...

4. • 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?

5. 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)

6. Да правим бизнес...

11. High demand for competence
Less demand for competence
Sensitivetoprice(discount)
Sensitivetoimage&knowhow
High potential
Less potential
Sensitivetosalary(bonus)
Sensitivetoimage&knowhow
“People and customers are different.
Some are more different than others.”

12. Copyright © 1994-2014 by Celemiab Systems AB. All rights reserved.
12
How 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

13. 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…?

15. THE PRODUCTIVE CIRCLE

16. THE VICIOUS CIRCLE

17. 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?

20. 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

21. THANK YOU FOR YOUR KIND
ATTENTION!
Pavel Panov
p.panov@inyourhands.bg
+359 885 81 85 74