Link: http://www.ncver.edu.au/research/proj/nr06004.pdf

Not being able to hire people with the required skills is an obvious impediment to the productivity and prosperity of any organisation and, ultimately, to a country’s economy. An equally important concern for employers is how to keep skilled employees and how to use their skills fully.

This report, To have and to hold: Retaining and utilising skilled people by Andy Smith, Eddie Oczkowski and Chris Selby Smith, examines the ways in which Australian employers retain skilled staff at a time of low unemployment and skills shortages. It also considers the ways in which employers enhance their ability to use the skills of their people. The study analysed retention and utilisation at the organisation level. Its focus is on the role of human resource management practices, including training and high-performance work practices, in enabling employers to retain and utilise the skills of their staff.

Key messages...

ß The key driver for both skills retention and utilisation is the presence of a learning orientation in the organisation. People stay in organisations if they feel they are learning and progressing in their careers.

ß Retention or utilisation of skilled people is not necessarily improved through strategies such as increasing wages, adopting family-friendly working policies, and the use of non-monetary rewards. These things help make people feel satisfied, but they are not sufficient to retain skilled people in a tight labour market.

ß What does facilitate retention is the application of high-performance work practices such as a commitment to learning, open-mindedness and shared vision. More widespread adoption of these practices would benefit employers and workers alike.

ß Training as part of an overall learning culture, particularly nationally recognised training, is also important in retaining skilled people and making better use of their skills. This also offers opportunities for registered training organisations to work with employers to improve retention and utilisation strategies for employees.

Tom Karmel
Managing Director, NCVER

To read this rather interesting report, click here...

What we wanted to highlight to you in this report is this, developing your people is key (and that actually includes yourself also). Regardless of the size of operation or department you either manage, or are a part of, the message is the same and is just as important to a 2-person operation as it is to a 20,000-strong one.

If you have people working with you, then we encourage you to read this, digest it, and then translate it into your particular situation. If you need a hand with this, let us know...

Link: http://acetalentnet.com.au/docs/margin_call.pdf

There seems to be more panic around than was in both the Geelong and Melbourne Storm’s coach’s box in the final ten minutes of their grand finals.

The current global anxiety is more than adequately covered at the moment in the press, but the speed with which vendors and channel partners appear to be panicking is indeed alarming. Here are some examples of sales negotiation behaviour that is to my mind unnecessary and counter productive...

Myth 1 "We need to drop our pants now"

Clients are downsizing, cutting Opex, Capex, Amex…blah, blah, blah!
Wrong! Clients need you even more and should pay appropriately. They have less technical expertise and more stringent KPIs. They need channel partners who can deliver with certainty in uncertain times. Demonstrate value that protects and grows their business and they will find a way to pay. Let’s avoid falling into the trap of assuming ‘Oh, this client is really cost conscious now’. This is not the time to sit down with a big red pen at proposal time as too many are won't to do.

Myth 2 "Our channel partners will need more special deals and more margin"

I know, it’s not what you want to read if you’re in the channel, but frankly most vendors I know have already bent over backwards to accommodate these demands. Now is the time to work more closely together, in a bipartisan approach to adding value to clients – be more transparent, get everyone involved earlier in sales cycles, sell to senior management together, not the technical zoobs. This is not the time for slashing and burning pricing models in a knee-jerk
reaction to ‘we need a better deal than last month to be competitive here’.

Myth 3 "Our company needs to concede more to clients’ requests for no fee increases, cheaper maintenance, tighter SLA’s"

Why? If the business value is there and your solutions are working, why do you need to concede further just because the client feels like it? Too many people go running to their sales/channel/general manager asking for concessions with the line ‘It’s the only way we’ll win/keep the business’ Rubbish! Clients move because the thing you sold them doesn’t work properly, isn’t supported or doesn’t meet their requirements any more – not because it’s $X a
month dearer. Making it cheaper doesn’t really help them much. It just reduces your margin unnecessarily.

In our negotiation training programs recently , there has been a worrying and marked increase in the desire to concede first, ask questions later. It is an expensive set of behaviours and preventable if you focus on the real business value you provide rather than getting sucked into negotiating according to the CNN news cycle.

Written by Elliot Epstein, CEO, Salient Communication...
as reported in Oct in the Australian Reseller News - Aust leading IT companies.

Elliot has trained and coached over 3000 people throughout the Asia Pacific Region and is a sought after keynote speaker on Sales, Negotiation, Leadership and Presentations.

Link: http://acetalentnet.com.au/enews/newsletnov08.html

It's hard to believe this is the last opportunity I will get to wish most of you a very Merry Christmas and a happy and safe holiday season!!!

Like many, I always get quite reflective at this time of year as you look back at a year that has whizzed by and take a few moments to think about all you have done, seen, learnt, loved, loathed etc.

There have been many successes for aCE talentNET this year as we have continued to expand both our client and consultant networks. Of course, there have been disappointments too, but fortunately these have been rare and short-lived. We are extremely excited about 2009 (yes despite all the dire predictions) as we review and devise future strategies based on feedback from many of you via our Consultant Survey.

Thank you to the 100++ consultants who took the time to complete the survey. We have been overwhelmed by your support and look forward to sharing the results with you early in the New Year. (See next issue of the lucky winner of the iPod Nano!!!)

I have no intention on expanding on my predictions for 2009 (see last issue of Professional Edge) but instead have spent my time defining how I should spend my time (whilst not breaking the bank!) recharging my batteries for whatever next year holds.

So far my list includes:
* See the movie, Australia (already done - loooooved it!!! - don't listen to the reviews, go see it, it's fantastic!)
* Enjoy more than one bottle of crisp, fruity NZ Sauvignon Blanc
* Attend at least one Christmas Carols in the Park with my husband and son
* Visit the Myer Christmas windows and Santa in Federation Square (I'm sure there is an equivalent in most Australian cities?)
* Picnics and days at the beach, park or anywhere in the Australian great outdoors
* Camping (yes camping!) on NSW Central Coast
* Attend at least one Moonlight Cinema screening
* Spending time with friends and family - to include copious numbers of BBQs and impromptu gatherings for drinks...
* Take my son to Geelong Waterworld (still haven't done this!)
* Read all 4 of the books chosen by my fellow Book Clubbers for Christmas break reading (preferably while lying on my son's trampoline or on the beach!)
* Saying NO to anything that compromises my ability to achieve the above!

I hope you too are starting to plan how you will relax this Christmas - feel free to be inspired by any of my must-do's above!

Our very sincere Merry Christmas Wishes to you all
Deirdre and the Team at aCE talentNET

Link: https://www.surveymonkey.com/s.aspx?sm=qVlu2znyOaVyZ3l6Jlo_2bMg_3d_3d

How can you:
* Bring you more freedom and fulfilment in your consulting life?
* Create new revenue streams and increase your income?

LAST CHANCE to be part of the aCE talentNET Global Consultant Study...

There are two reasons why you should take this survey.
1) To have your voice heard and ensure you get what you want from aCE talentNET
2) To save yourself the time and energy of having to do much of what you currently do solo.

We greatly appreciate your feedback. It will directly impact the creation of valuable new products/services for you. It is after all ultimately about increasing your bottomline, and how we can assist you in doing that.

It will take 15 minutes max. to complete.
The study will be available for completion until 30 November 2008.

If you, and/or colleagues, are not yet part of the aCE talentNET community, we invite you to do so by registering as a consultant via the web site.

Regards

Denise Hall
aCE talent NET | Executive Director - Business BTD MIMC
www.acetalentnet.com

Link: https://www.surveymonkey.com/s.aspx?sm=qVlu2znyOaVyZ3l6Jlo_2bMg_3d_3d

How can you:
* Bring you more freedom and fulfilment in your consulting life?
* Create new revenue streams and increase your income?

Initially, by being part of the aCE talentNET Global Consultant Study...

For this inaugural annual study, we are inviting all consultants to share how aCE talentNET can continually work on new products and services to help you and your consultancy, that will not only:
* Bring you more freedom and fulfilment in your consulting life
* Create new revenue streams and increase your income
and also:
* Make you a recognized expert (or even celebrity) in your field
* Make growth, marketing and lead generation easy (and even fun)
* Build a large community of loyal fans around your brand

aCE talentNET plan to launch a number of new products and services throughout 2009.
BUT FIRST, we need your input. This will help us continue to develop products and services that will best serve your needs.

There are two reasons why you should take this survey.
1) To have your voice heard and ensure you get what you want from aCE talentNET
2) To save yourself the time and energy of having to do much of what you currently do solo.

We greatly appreciate your feedback. It will directly impact the creation of valuable new products/services for you. It is after all ultimately about increasing your bottomline, and how we can assist you in doing that.

Click here to commence...

It will take 15 minutes max. to complete.
The study will be available for completion until 30 November 2008.

If you, and/or colleagues, are not yet part of the aCE talentNET community, we invite you to do so by registering as a consultant via the web site.

Regards

Denise Hall
aCE talent NET | Executive Director - Business BTD MIMC
www.acetalentnet.com