Over the past two decades IT recruitment has become a huge industry in and of itself. The growth of computers and digital infrastructure in the modern workplace has been profound and this has driven a greater intake of qualified professionals for development, maintenance and implementation of IT systems across organisations of all sizes and scales.Today, it is believed that over three quarters of those in employment make use of IT as part of their job role’s central duties. This is particularly so in administrative roles, where 90% of managers, professionals and secretarial/admin staff cite the use of computers and computer systems as central to their daily activities.This use of IT systems is supported by the 900,000 people in the UK who work directly in the IT sector as well as the 600,000 people working in IT or telecoms in other industries. Overall it is estimated that one in twenty (5%) people in employment work in IT, working in roles that are often unseen by other members of staff but which are vital to the continued performance of everything from individual workstations to network security and cloud data storage systems.Despite the wide range of IT-based qualifications in existence, recruitment to the sector places more emphasis on experience and ability than academic education. In fact such qualifications are generally earned on-the-job rather than in academic study prior to employment and as such, most IT-related degrees have a heavy emphasis on vocational studies.Often selection is based upon the individual’s knowledge of a network system, a programming language, or other such case-specific disciplines within IT. However existing familiarity with the proposed system is not always vital. Like any other industry, the candidate’s personal ability in technical and analytical skills. Of particular importance, according to the 2008 TARGET jobs report on IT, are skills such as problem solving, analytical thinking, flexibility and adaptability, as well as perseverance and motivation.The key to successful progression and advancement in IT though is communication – the ability to make technical issues and other details understandable to outside departments – and the ability to understand how IT relates to the company’s overall strategy and can affect profitability. Whilst these are almost exclusive to the ability to actually work with the complexities of IT systems in practice, they are vital to progression to the management and consultancy roles which make up the upper end of the IT sector.
Forethought and Training Makes Managers
Senior management in every industry is well-known for setting-up our best skilled workers for failure. It is as if we are specifically trying to sabotage our own companies by reducing the workforce skill level and using poor management to try to fix it. A fancy new title and a raise does not a manger make. A top-notch management selection process and training program is the only road to ensure future success.Leaders Make Great Managers:The best worker does not make the best manager, the natural-born leader does. Though scholars continue to argue the finer details, it is widely accepted that “leaders are born and managers are made.” Leaders are followed. The directives of Managers are carried out. The Leader is the person spreading news from the grapevine, teaching trade tricks, and from whom co-workers seek advice. At breaks, the Leader can be found telling “there I was” stories with an attentive audience and organizing the weekend fishing trip or bar bash. The Manager is the person given that title by executives to be in charge of people, projects, and money.In theory, anyone can be taught to manage well. Managers can be taught efficiency, organization, project flow, and even to earn the respect of those they manage. Managers, as the theory goes, cannot be taught how to lead. Though it is possible that the best worker is also a natural leader, this is rarely the case. Instead of looking to the firm’s best workers to serve in open management roles, consider promoting and training the natural leader. Management selection processes should begin pre-hire with an eye on identifying potential leaders. These employees should then be observed in their current role for signs of leadership and future advancement.Tiered Management Structures:Think large when developing the structure of management. All large companies were once small. So, instead of waiting until the company is large and then having to revamp the entire reporting chain; develop the structure at the outset. It is better to have a structure with unfilled positions, or those not currently needed in the smaller organization, then it is to remodel the entire structure at a later date to adapt it to the growing firm.In some industries, the lowest level of management is the Shift Manager, Department Director, or Section Chief. In construction, we refer to this position as Foreman, Job Supervisor, or Superintendent. Each firm must chose these titles carefully and the reporting hierarchy with which they are associated. For the purposes of this article, let’s assume that the person who manages workers directly is called the Department Manager (DM). The Department Manager keeps the work flowing, assigns tasks, coordinates with other departments, ensures items are in-stock, and briefs the client, all while still working alongside their subordinates to facilitate the day’s activities. Department Managers report to the person who manages a number of departments, a position that is primarily office and paperwork intensive, usually called the General Manager (GM). GMs, in turn, report to a member of the Executive Staff, usually the Chief Operating Officer (COO).It is not uncommon to further break up the management levels of DM and GM into subcategories. For example, the DM category could be sub-divided into: Junior Department Manager, Department Manager, and Senior Department Manager. A Junior DM may be the term used to describe a new entry into the management ranks who works under the direction of a DM or Senior DM. A DM would be an experienced manger with a bigger workforce and larger job assignments. Finally, a Senior DM would have the most experience at assisting with employee training, x-large projects, and those jobs requiring specialized skills or in dealing with detail-oriented clients. The Senior DM would likely run the largest or most complex department. The GM ranks could be similarly divided.It is also wise to have pre-management positions that introduce potential entrants to the ranks without the accompanying official responsibilities. Thus, an Assistant Department Manager would serve as a normal crew member most of the time; but would be available to take over a portion of the project as needed by the DM. Additionally, they will fill-in as acting DM when the DM is on vacation or off work for personal reasons.Management Training is Essential:The most successful restaurant-chain in world history, McDonald’s, is the brunt of many jokes. They are, however, so successful because they are experts. Not only are they experts at “flipping burgers,” their world-renowned Hamburger University is a benchmark for educating management trainees on operation procedures, customer service, cleanliness, and business development. Similarly, Disney, United Parcel Service (UPS), Dell, and many others have been recognized as best-in-class for management and/or customer service training.Unfortunately, many other industries have the opposite distinction. They are recognized as the industry that provides no management training or has the worst customer service. Digging deeper will usually find that these industries promote their best hopefuls with a new title and a pay bump, only to throw them to wolves by telling them to go run the workplace. Throwing a fellow in the Mississippi River to teach them to swim may have been accepted in Tom Sawyer’s day, but is a procedure doomed to fail with management trainees. At the very least, each level of management should be given initial training followed by annual re-occurring training that delves deeper and broader as employees move up through the ranks.The best place to start is with the job description. What skills/tools will make the new manager improve company profitability and enhance reputation? Focus on key business areas:
Customer Service
Communicating Professionally
Reoccurring Duties
Completing Paperwork
Management & Team Building
Organization & Time Management
Technical Skill Enhancement
Role in Company’s Profitability
Official Employee Interaction
Merit Shop Responsibilities
Next, find outside vendors of one to two-day seminar-style courses and add self-study activities (books, books-on-tape, videos, webinars, etc.) that specialize in training new or advancing managers. Those activities that are specific to your company (completing a Job Report, corporate marketing soft-skills, or parts scheduling, for example) should be taught in-house by the DM team or executive staff.Skills can be taught in week or multi-week long training intensive courses where a trainee focuses only on management training until completed. Or, conversely, management trainees can complete classroom training intermixed with field-work over an extended period of time (say, six months for management training).Whatever your company’s approach, it must incorporate four overarching themes to profit and succeed in the new economy:
Develop a management structure for where you want your firm to be, not where it is.
Hire even entry-level technicians (apprentices) with potential management in mind.
Constantly analyze the workforce to identify leaders for future management positions.
Train, train, and re-train.
Cashing in on the Chinese Cash Cow and How Realtors Can Win Business ‘Made in China’
Growing Chinese interest in investing overseas was a top global business trend in 2014. According to Jones Lang LaSalle, the U.S. real estate market attracted $3.1 billion of capital from Chinese investors last year – an increase of more than 900% from just $264 million invested the year before.
The headline figure could exceed the $10 billion mark this year, although the reported numbers by themselves are a small fraction of the true number.
This phenomenal growth has been driven by two key drivers: First, the Chinese government is now actively encouraging outbound investment thanks to a new ‘go global’ policy introduced by them last year. Second, diminishing yields on domestic real estate investments are making international ones seem more attractive.
Chinese investment hotspots at this time include New York, Philadelphia, Chicago, Houston, Las Vegas, Atlanta, Memphis, San Diego, and Detroit – where investors have been busy snapping up vast swathes of distressed industrial real estate.
But it’s not just Chinese institutions that are investing: as all those cherished only children reach maturity, their parents want them to have the best education that money can buy. Since the United States remains home to the best Universities in the world, so it therefore comes as no surprise that Chinese parents are looking to acquire property in which their offspring can live whilst studying.
So, the opportunities are clear. But how can you start reaching out to this colossal growing market? Given the significant cultural and linguistical differences, this is no easy task. But, hey, we all now know that there’s no such thing as easy money anymore, right?
Well, due to the global architecture of the internet, creating a Chinese language section of your website is probably a good place to start. For this, it is best to engage in the services of a native since automation tools like Google translate usually do more harm than good.
Next, you should ensure that any inbound inquiries are dealt with in the prospect’s native language. Whilst hiring a Mandarin or Cantonese speaker ‘in house’ is an option, it also poses a risk: once trained, your intern might just one day decide to acquire their own realtor’s licence and compete against you.
To mitigate this risk, it can be more effective, as well as cost effective, to engage in the services of a ‘virtual assistant’ located in China itself. He or she can then take inbound calls on your behalf, make outbound ones, receive and send emails, source data, and other administrative tasks. Two birds, one stone: Not only will your new assistant will act as your gateway to China, they can also help in a back-office capacity – leaving you free to get out there and grow your business.
Irrespective of whether you elect to go down the insourcing route or the outsourcing one, make sure that Chinese prospects and customers can reach you by calling a regular Chinese telephone number. Making an international call still remains a psychological block for many people, not only in China, but also in the USA and elsewhere too.
Once you have your Chinese contact infrastructure in place, you can begin the herculean process of reaching out to this massive market.
One way to do this might be to task your Chinese assistant with reaching out to realtors in China who might have clients interested in overseas property. Your listings could then appear on theirs. As with anywhere, identifying the good ones will take time.
Another strategy might be to start reaching out to potential customers directly. Like us, the Chinese are voracious consumers of social media. However, ramping-up your existing campaigns in an attempt to win more business from China is an exercise in futility since Facebook and Twitter have not gotten any traction there.
The good news is that agencies exist that will grab your existing social media content and check that it is compliant with Government guidelines, and then publish it across popular Chinese social media networks such as Sina Weibo, Tencent Weibo, RenRen and WeChat. This is a neat way of hopping over the almost mythical great Chinese firewall and being on the inside.
Of these, WeChat, has become defacto a standard way of communicating in China. An English version is available for free, and should be downloaded to your smartphone as part of your new armory of tools to help you win more business from China.
Whilst the Chinese might share our love affair with social media, a face-to-face meeting in Chinese culture holds perhaps even more significance than it does in ours. Any hard selling will be counterproductive. Whilst relationship building is important in any culture, it is of utmost importance in this one.
Bear in mind also that the Chinese are avid researchers and might end up knowing more about the property than you do. Be patient, and treat them with respect.
When it comes to setting pricing, bear in mind that the Chinese are a superstitious people. Try and avoid the number 4 if possible. Instead, be liberal with the number 8.
Prior to viewings, you should consider engaging in the services of a Feng Shui consultant who can advise of the best way to present property using the Chinese philosophical system of harmonizing human existence with the environment.
This will be a slow burn. Do not expect results overnight. It’s all about relationship building. It will take time. China’s a tough nut to crack. But if you do crack it, he rewards can be truly enormous both financially and, given the esoteric propensity of the Chinese mind-set, possibly spiritually too.
It would seem that now is indeed the perfect time to start looking eastwards and reaching out to this enormous market.