Category Archives: Life Lessons

The Newest HR Certification on the Market! Get it Now!

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If you read my post yesterday on the frustration HR pros and leaders have in deciding between getting their HRCI certification and/or their SHRM certification, you’ll see why I decided to write this!

I’ve officially decided to launch my own HR certification! This will put the rest the unanswered question of, “Which HR Certification Should I Get?” You’ll get mine fool!

Let me lay out my certification designation and marketing position for HR Newest (and Hottest) Professional Certification!

Introducing The HR Kingdom! Where you can now all become HR Queens and Kings!  I mean don’t you already feel like the Queen of HR!? Now you can officially be the Queen of HR, with my certification. Here’s out you get yours:

The HR Kingdom designation certification:

Step 1 – Send me $350 dollars if your female and $500 if your male. If you’re Transgender, you can pick whichever one you self-identify with, or have both, I don’t care, just send the check. It’s less for females because they get paid less. Once we fix this, I’ll charge them the same as males.

Step 2– You will then have a live video Skype call with a member of my court. After this call is completed you’ll be given one of a number of designations as follows:

 – Queen or King of HR – Senior level HR Pro/Leader who ‘gets it’. You know what the heck you’re doing in HR and you’re also not afraid to plan the company picnic and tell the CEO they’re full of shit. You’re a change leader, a silo breaker, and process be damned you get the job done!

– Princess or Prince of HR – HR Pro/Leader who is will eventually get it, but you’re too green to get most of it, but you’re on your way. Most likely you’re a millennial who thinks they get it, but you’ve only been in HR for five minutes and have no freaking idea what you’re talking about.

– Fool of HR – A member of my court has figured out you’re basically working in HR, but you have no freaking clue what the hell you’re doing. You’re basically a fool trying fool everyone you actually know what you’re doing, but we know better.

Step 3 – I’ll send you your official “Crown” to worn anytime you’re working in an official capacity of HR. You’ll also get to officially use the ‘crown’ emoji behind your name on your resume, LinkedIn profile, on your license plate, tattoos, etc. If you’re a “Princess” you’ll get a tiara, if you’re a “Fool” you’ll get one of those funny hats.

Step 4 – You must now officially recognize those other members in the Kingdom by their official designations. So, if you run into another Queen of HR, the official greeting would be, “Hello, your Majesty”, if it’s a fool, “move aside fool!”

I don’t know much, but I know a hell of a lot of HR ladies who will want to be Queens and Princesses of HR! Now that’s marketing your certification to your audience! Give them what they want. Give them something special. Give them royalty!

If you want to be a part of the HR Kingdom, it’s really simple, just send me some cash fools!

Notes to HR Vendors #6 – Client Holiday Gift Ideas

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I’ve done a few presentations titled something like, “HR Tech Buyers Guide”, “How to Buy HR Tech”, etc. The presentation is designed for HR and TA practitioners to help them become better buyers of HR Tech. To understand the crap that HR and TA Tech vendors do and say to get you to buy stuff you might not need, want, or will use.

The interesting thing about these presentations is that half the audience turns out to be the actual vendors themselves wanting to hear what it is I’m telling the real HR and TA leaders! It’s smart for the vendors. It helps make the better sellers as well. Well, at least some that actually listen!

Based on these interactions I decided to build a series of what has come out of interactions with the vendors themselves, aptly named “Notes to HR Tech Vendors”. Look I don’t alway have to be creative! Enjoy!

Notes to HR Vendors #6 – Client Holiday Gift Ideas

There two ways this post can go, 1. A post about the gifts you actually give that are awful, 2. A post about gifts you could give that people would actually enjoy. I haven’t figured out which way this one will end up, so here we go…

About this time every year I start receiving gifts in the mail from HR and TA tech vendors. Ironically enough most of the HR and TA companies I’ve highlighted on my widely popular and over-shared weekly tech review, T3, rarely send me anything, even though they share with me constantly how many sales they’ve actually made because someone read about them on this blog. But, I’m not bitter, I did it for me, not you.

The gifts I start receiving are from the vendors I’m actually paying. Makes sense. They want to keep getting paid and figure if they send me of their ‘popular’ desk calendars I’ll for sure sign up again next year to use their product or service!

It’s fashionable in the HR and TA blogging community to post pictures of the gifts we receive from vendors, thanking them for being so nice. This isn’t the real reason we post these pics. The real reason is to shove it in the nose of the other bloggers who didn’t receive the gift in a petty one-ups-manship of who’s someone better because they got a logo mug filled with stale candy and you didn’t.

I personally hate this game, but I didn’t create it, I’m just a player. Hate the game, not the player!

So, what are the best gifts you could give? It really depends on the margin business you’re in. If you’re selling background check services, you’re probably not spending much on client gifts. If you’re selling annual HRIS enterprise level software, you might be handing out Mini-Coopers for all I know.

If I was in charge of gift giving to your clients, here’s what I would suggest:

– Free Consulting Service and/or Product. Here’s the thing, you know what your clients suck at, probably better than they do. Help them fix something, something they would usually pay for, but you have the expertise to solve it with little effort.

– Something Personal to your Main Client Contact. I have a client who loves chocolate. I send her chocolate. I don’t send everyone chocolate, because Ted, another client, doesn’t like chocolate, but he loves craft beer. It takes a little more effort, but it means more. (Side note for HR Vendor Executives – this is also a good test to find out if your sales folks have been building relationships! If they have no clue, they have no clue!)

– Development Opportunity for the individual or their team. I once had a vendor ask me to do a half-day workshop with a corporate recruiting team. It was the vendor’s gift to the client for being a great client. I had this happen with another vendor who had me come and have breakfast with a TA team and share ideas and thoughts on how they could improve. I’ve also had vendors invite me to a leadership conference on their dime.

– Anything sweet that can be shared. No fruit isn’t sweet! I’m talking candy, cookies, etc. That stuff is magical, it disappears almost instantly in an office setting! Fruit get’s thrown away in about two weeks.

– A great bottle of wine or spirits. If your client is a drinker, they’ll appreciate this more than you know! Most of that appreciation will come around 7pm on a Friday night, and they’ll remember you! I can tell you CareerBuilder sent me a great bottle of wine once. Many vendors have sent me bottles of Gin from all over the country. I appreciate those vendors the most!

– A Note to their Boss. What!? It’s simple and cheap. A handwritten note to the executive they report to, or even above them all the way to the CEO, saying how great it is to work with a smart and caring partner, someone who is constantly trying to make your organization better, and I thought you should know.  Explain what makes them better than other peers in their field. That gift will give back in many ways!

– Something they wouldn’t normally buy themselves. High-end Sunglasses, Wireless Beats, Google Home, Amazon Alexa, etc. For a hundred bucks you get a “Wow! OMG! Thanks!” You get remembered. I personally had a vendor give me a Northface jacket with their logo on it. I wear it often!

There you go from free to a few thousand dollars, all will make a statement, all will make people remember you when it comes time to budget more money for your product and services. If you want to know what won’t work, hit me up after the holidays and I’ll tell you the worst gifts I got!

 

 

 

Officially Announcing My Candidacy for the 2020 Presidential Election #ACatInEveryPot

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Apparently, we will now campaign for four years to become the President of the United States for four years. Makes sense. I like the Canadian system of campaigning way better than what we have here! 90 days or less and we’re done! Doesn’t that sound like a smart law?

Until then, I’ll have to live with what we have. So, since I’m a U.S. born citizen, over the age of 35, and I would prefer to run under a third party as neither the Republicans or Democrats come close to meeting my needs, I’m officially running under the HR Party!

If I know anything, I know HR loves a good party!

Here is my platform, as of right now, but there’s a good chance I will change often depending at which conference I’m at and what part of the country I’m in at the time:

  • The only way you can now vote for any office is to first fill out a change of address form, completely (even if you haven’t recently changed your address), in black or navy blue ink, and you also must have completed your annual open enrollment.
  • Wine and Chocolate will no longer be taxed, and companies selling these products in the United States must sell them at cost. That should get me at least 51% of the popular vote!
  • By law, you will now not be allowed to talk to anyone before 9am on Monday mornings at your workplace.
  • If you miss an interview due to “car trouble” you will be publicly hanged. This is the single most overused excuse for missing an interview, get more creative or die.
  • If you are a no-call, no-show for an interview, or your first day of work, you will be deported to Siberia or Fargo (they’re basically the same).
  • Grammatical errors on resumes will now cost you a hand. You can pick which hand. I actually think this is dumb, but I need to pander to my electorate.
  • By law, you will no longer be able to call in sick for work on Mondays or Fridays. Because we know you’re lying.
  • Organizations caught paying less to women, for the same position, same skills, will be forced to fire every man that works for them.
  • All colleges will now cost the exact same amount. $10,000 per year for full tuition and books. Living expenses depends on where you can get in – i.e., it costs more to go to college in New York then Omaha. Private or Public. You still have to get accepted based on their admission policies.
  • Cats and dogs will now be allowed in all workplaces where there is not a health concern. No, you can’t bring your pot belly pig, or your snake, or your fish. Cats and dogs, we’re in America.
  • You will not be able to manage other people until you have worked for a minimum of five years in real jobs. No, going to school that mommy paid for and working four hours per week in the library doesn’t count as work.
  • We will now have CEO pay be directly paid in proportion to that of the average worker salary of the companies they lead. That proportion will be 25 times the salary of your employees. If your average salary is $45,000 for employees, the CEO can make $1,125,000. Don’t worry the 95% of white guys in those roles will be just fine. The extra corporate profit will be paid to the shareholders and employees in equal amounts.

I think that’s enough to get started. The HR Party will be huge! What do you think HR Pros? What platform items would you add?

 

It Sucks Getting Turned Down for a Promotion!

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The hardest part of being a leader is promoting an employee internally when there are more than one viable candidate for the position. The fact of the matter is someone is going to get that job, and one or more are not. That usually ends with one of your really good employees being pissed off.

I’ve read countless articles on how to handle this situation and they’re mostly crap, and I think written by people who have, 1. Never actually dealt with this situation and/or 2. Never be turned down for a promotion they truly felt they deserved!

For some reason the the Dallas Cowboys current quarterback situation reminds me of this issue. Rookie Dax Prescott came in when Tony Romo got hurt. He’s been awesome and the Cowboys are currently one of the best teams in the NFL. Tony Romo, a great quarterback in his own right, is now no longer injured and ready to return. Almost every team in the NFL would love having Tony Romo start for them.

So, it’s a bit different from the promotion scenario, but not really. Tony should be promoted into the role of starting quarterback. He’s proven, he’s good, he used to be the starter, but he’s not going to. In his absence, they found a replacement that is really good as well and you don’t want to screw up that chemistry.

Here’s what I really like about Romo. He came out and became the ‘team’ guy. He’s letting everyone know, including Dax, this isn’t about Tony Romo, this is about the Dallas Cowboys winning the Super Bowl. He’s supporting Dax and the team to keep winning and will do whatever it takes to make that happen, including supporting them on the sidelines and not playing. Oh boy, you know that’s tough for him to say!

Not getting a promotion at your job, feels exactly what Tony Romo is feeling. Don’t kid yourself about the money. He would play for free this year if he could win a Super Bowl. You really, really wanted that promotion, but someone else got it. Probably, someone you feel you’re as good as, or maybe even a bit better, but the ‘team’ choose to pick someone else for that role.

You have a choice to make:

  1. Be disgruntled and pissed off, believing you got screwed, probably leave the company, eventually.
  2. Be that ‘team’ player. Keep being the high performing employee that got you in a position to be considered for promotion, and support your peers, waiting for your next opportunity.

Most people will choose number one.

In almost every single situation in a corporate environment where I’ve been a part of these decisions, no matter how hard we tried to let the other person know how valued they are and what are our plan was to get them to that level they desired, they still choice to go the route of number one. It takes a really strong person to go the route of number two and be Tony Romo.

In the end, choosing to go the path of number two actually says more about you as a leader, than your actual performance as an employee.

Notes to HR Tech Vendors #7 – Stop It Already With All These Titles!

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I’ve done a few presentations titled something like, “HR Tech Buyers Guide”, “How to Buy HR Tech”, etc. The presentation is designed for HR and TA practitioners to help them become better buyers of HR Tech. To understand the crap that HR and TA Tech vendors do and say to get you to buy stuff you might not need, want, or will use.

The interesting thing about these presentations is that half the audience turns out to be the actual vendors themselves wanting to hear what it is I’m telling the real HR and TA leaders! It’s smart for the vendors. It helps make the better sellers as well. Well, at least some that actually listen!

Based on these interactions I decided to build a series of what has come out of interactions with the vendors themselves, aptly named “Notes to HR Tech Vendors”. Look I don’t alway have to be creative! Enjoy!

Notes to HR Tech Vendors #7 – Stop It Already With All These Titles!

I went to an HR Tech vendor website the other day. I wanted to get a demo. You see, I’m in the market for a new ATS. Something specifically designed for staffing firms, but that also has some really modern CRM functionality (let the emails pitches begin!).

The crazy part was that this vendor had nowhere on their site where I could schedule a demo, or have someone contact me for a demo! I could see a 3-minute video demo and I could try their product for free for two weeks, but not just schedule a demo.

So, being a headhunter by trade, I go searching for a Sales Pro from this vendor. They had about 100 employees on LinkedIn and crazy enough, I couldn’t find a sales pro listed! But, here’s a list of titles I find:

Customer Success

Program Managers

Product Managers

Strategic Account Mgrs

Pre-Sales Solutions Consultant

Renewals Mgr

Engineers

Marketing

Enterprise Sales Leader

Account Executive

Implementation Consultant

Partner Manager

Lead Renewals Mgr.

Product Development

Sales Engineer

Commercial Sales VP

Now, I’ve been around the game for a while, so I figured this organization was using “Account Executive” instead of some other way to identify who the heck was actually selling. To confuse matters, they also had people with the title “Commercial Sales” and “Enterprise Sales”. I’m not sure what the difference was! I also couldn’t figure out what the hell a ‘Renewals’ person was vs. a ‘Lead Renewals’ person.

I didn’t even write down all the titles I found, but out of 100 employees, there had to be at least 50 different titles! I’m wondering if this is that millennial trophy thing I’ve been hearing about?! Let’s throw out titles to the crew like a rapper making it rain at a strip club!

The only thing you really need to do in selling HR software is let people know how to go about buying your software!

What “titles” would I prefer? How about:

  • Sales Rep
  • Solution Sales Rep
  • Call Me to Buy Our Crap

99.9% of organizations aren’t going to just sign up for the free version of a major HR/TA software. It’s great that you’ll let me use it for free, but I don’t have time to hassle around with that. I want a demo. Then, I might play in your free sandbox a little. I’ll compare against others. Then, I’ll make a decision.

So, we all think this one example of this poor company is funny, right? The problem is, it’s most HR Technology companies and many of the companies that I love! Can we stop it already with these freaking titles!?

Maybe Facebook Taking on LinkedIn is the end of Facebook!

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I’ve always been a huge proponent that Facebook could end LinkedIn at any point they decided. Facebook has more active users, more data, it’s a platform everyone is comfortable with, and companies love it as well.

So, when Facebook opened up a company’s ability to now create a job posting on your company Facebook page recently, and have candidates can apply right on that page, stuff just got real for LinkedIn!

It seems like the logical conclusion that Facebook can do what LinkedIn is doing better. But, should it be the logical conclusion?

It seems like all of these social media companies constantly stumble over themselves, primarily because they are constantly breaking new ground with each turn. You try stuff, it doesn’t work, you try more stuff, eventually, you find the secret sauce.

LinkedIn has gone through this pain, multiple times. They had one of the greatest things going ever when they were flat out a professional network and professionals flocked to LI to network, share ideas, etc. It was a modern day equivalent to the old school Rolodex. LinkedIn made professional networking popular.

Then they broke it. Let’s be fair, they broke it because eventually, we all need to get paid, LI was no different. But opening up LI to recruiting nation killed the desire for people to want to be on LinkedIn and get constantly pimped. But, at the same time they actually created a pretty cool job board 2.0, when everyone thought those were going to die.

So, now Facebook wants to come into the playground, push LinkedIn down and take their milk money.

The problem is, Facebook hasn’t really ever broken their platform before and had to recreate it into something new. The Facebook I use today is virtually the same Facebook I started using nine years ago. LinkedIn today, is not LinkedIn of five to seven years ago, it’s very different. Some people will say worse, some people will pay $26.2 billion for it!

I’m wondering if Facebook goes all full blown LinkedIn with their platform, what happens to Facebook?  Is it still a place where you’ll want to hang out four or five times a day? Do you want to share cookie recipes with your Nana and talk financial strategy with coworkers all in the same place?

It’s arrogant to think you can just come in do something better than someone who has lived the pain of creating something. LinkedIn’s history of development gives them an advantage. Can Facebook come in and do it better? Maybe, but I don’t think you’ll see it happen overnight.

I’m a huge advocate for ‘one-life’. I don’t want to live multiple lives. I don’t want to be one person on Facebook, and another person on LinkedIn, but I’m in the vast minority when it comes to that view. Most people do not want to mix their personal and professional lives. They want to be freaks in the sheets and a lady on the streets, err, LinkedIn.

Should be interesting to watch these two powerhouses fight it out. What do you think TA pros and leaders? Are you ready to do all of your recruiting on Facebook?

How focused Are Your Leaders In Making Your Organization Successful?

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We all like to think we have a leader or two that is freaking dialed in at a level far superior to everyone else. They’re freaks. In early, usually, one of the first ones, out late, if not last. They seem to know what’s going on in every part of the organization before you do.

Our top leaders are ultra-focused on making their organizations great. Nothing seems to distract them and throw them off their game. So much so they probably have very questionable work-life balance, if they have any at all.

Want a real-life example of one of these freaks!? Let’s take a look at Alabama head football coach, Nick Saban:

Nick Saban said he wasn’t aware that millions of Americans went to the polls on Tuesday to vote for the next president of the United States.

“It was so important to me that I didn’t even know it was happening,” Alabama‘s head football coach told reporters in Tuscaloosa on Wednesday evening. “We’re focused on other things here.”

To be fair, news media isn’t part of Saban’s routine.

The 65-year-old coach typically wakes up every morning, has a Little Debbie Oatmeal Creme Pie and a cup of coffee and watches about 10 minutes of The Weather Channel, which promised no political coverage on Election Day…

Nick Saban wasn’t aware there was a Presidential election going on! Brother! That’s focus!

I’m not sure I buy into the fact he had no idea. Most leaders, especially leaders of 18-22-year-old young men, would have made a very specific point to encourage those men to be a part of the American process. To show their leadership within the community by voting. But, Nick is a freak!

Nick Saban is not like most leaders, he’s an outlier in every definition of the term, which makes him extremely good and extremely successful at what he does.

Do you think you have a leader in your organization that is so focused on making you successful that they didn’t even realize there was a Presidential election going on?  I doubt most of us have one of these folks in our organizations, but if you do, you need to pay attention to that person! I’m not saying it’s healthy, all I’m saying is success is hard, and sometimes you have to have unhealthy habits to get it and maintain it. We all face that balance

We all face that balance. Don’t judge Saban for his choices, they’re his to make. He’s addicted to success, even if it means not knowing what’s going on in the world around him.

Notes to HR Tech Vendors #8 – If You Buy Today!

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I’ve done a few presentations titled something like, “HR Tech Buyers Guide”, “How to Buy HR Tech”, etc. The presentation is designed for HR and TA practitioners to help them become better buyers of HR Tech. To understand the crap that HR and TA Tech vendors do and say to get you to buy stuff you might not need, want, or will use.

The interesting thing about these presentations is that half the audience turns out to be the actual vendors themselves wanting to hear what it is I’m telling the real HR and TA leaders! It’s smart for the vendors. It helps make the better sellers as well. Well, at least some that actually listen!

Based on these interactions I decided to build a series of what has come out of interactions with the vendors themselves, aptly named “Notes to HR Tech Vendors”. Look I don’t alway have to be creative! Enjoy!

Notes to HR Tech Vendors #8 – If You Buy Today! 

“If you buy today we can ensure you’ll be a part of the beta product for free, but if you wait, we’re going to be charging future buyers for that product.” 

“If you buy today, we can wave the implementation fees.” 

“If you buy today, I can give you the rest of this quarter for free. That’s two free months!” 

“If you buy today, it’s $79 per user. I can only give you that today, next week it’ll be $99 per user.”

Look, Sparky. If I don’t buy today, and I buy next Wednesday I better still get the beta, and the two months, and the stupid t-shirt and any other crap you’re waving around to try and close me!

If you sell HR Tech like this, you suck! And not the cute, “Come on guys, you suck! #Winkyface”. It’s the “You Suck!” and hopefully bad things happen to you and everyone you know because you’re an awful person, suck!

I actually had this happen to me recently. Very good product and I definitely wanted to give it a try. The salesperson knows she has me very close to signing the deal, and then it happened. “Well, Tim, if you sign today, I’ll give you the last two weeks of the month for free!”

I said, “Thank you. I’ll let you know”, and hung up. She’s been trying to reach me almost daily since not understanding why I won’t return her messages, we were so close! Except then you did the worse sales pitch known to man, and now I hate you.

HR tech vendors stop doing this. If you’re willing to give a buyer two weeks for free, just tell them you’ll give them two weeks for free. If they buy tomorrow, or if they buy next Tuesday or next month! Also, we get your prices change, but if you are currently talking to me about $79 per user, that price better be good for a reasonable amount of time, like a minimum of 30 days at least.

HR tech buyers, if you feel like you’re being ‘forced’ to buy today! End the call. End the relationship. The company you’re dealing with is not a good company because good companies don’t sell this way. They don’t treat you like an idiot. They respect you and understand that you usually aren’t in a position to “Buy today”.

No one in HR Tech needs to be hard closing HR Pros. People’s careers are on the line for these buying decisions. It’s not something to hard sell them into. If they make a bad choice for their organization it could cost them their job. Ease up Boiler Room.

 

Okay, Your Candidate Won, Don’t Be An Asshole!

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I’m writing this before the election, because either way it turns out, I would feel the same way!

Congratulations! Your candidate won! It’s like when OJ was acquitted of murdering his wife and Ron Goldman. A bunch of people ran around so freaking ecstatic that he ‘won’. Chris Rock famously said,”We won, we wonnnnn!” “What the fuck did we win? Every day i look in the mail for my OJ prize and it ain’t there.”

I’m waking up today, knowing 100% I won’t be getting a Hillary check or a Trump check! In fact, regardless of who won, there’s a great chance I’ll be getting an invoice!

When Michigan State plays the University of Michigan and MSU wins. I’m going to be an asshole to a lot of UofM fans. Why? Because mostly their douchebags and that’s kind of how fandom works in college athletics. If you beat your rival, you can be an asshole until they beat you, then you know it’s your turn to take it for a year, or whenever you beat them the next time.

Politics are not college athletics.

Voting for President isn’t about winning or losing. We’re all on the same team! The team is called America.

That’s the hard part. America has turned into this giant multi-national organization. Within that organization you have mergers that have taken place, we’ve tried some spinoffs, we’re constantly trying to launch startups, we have our main product line that is a cash cow but every new hire thinks it sucks, etc.

America just got a new CEO. Regardless of who that CEO is, some employees aren’t going to like it. A few will actually leave the company, but it’s mostly employees blowing smoke. Leaving takes real work, most people say they’ll leave and then have selective amnesia when the topic comes up after the fact.

So, I’m in HR. It’s now my job to get as many people as possible to follow the new CEO. That’s how a company stays successful and/or turns itself around. Develop a vision, get behind it and see how good we can make it. Americans for the most part, have always been fairly decent employees. We’ll voice our opinion, but when stuff gets real, we support each other.

So, today, when you walk by that co-worker who voted for the other person and lost, don’t be an asshole. Be sympathetic. They want, what you want, to be the best country we can be for those here now and for those who will be here in the future.

 

 

Notes to HR Tech Vendors #9 – Buyers Hate Buying Airline Tickets

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I’ve done a few presentations titled something like, “HR Tech Buyers Guide”, “How to Buy HR Tech”, etc. The presentation is designed for HR and TA practitioners to help them become better buyers of HR Tech. To understand the crap that HR and TA Tech vendors do and say to get you to buy stuff you might not need, want, or will use.

The interesting thing about these presentations is that half the audience turns out to be the actual vendors themselves wanting to hear what it is I’m telling the real HR and TA leaders! It’s smart for the vendors. It helps make the better sellers as well. Well, at least some that actually listen!

Based on these interactions I decided to build a series of what has come out of interactions with the vendors themselves, aptly named “Notes to HR Tech Vendors”. Look I don’t alway have to be creative! Enjoy!

Notes to HR Tech Vendors #9 – Buyers Hate Buying Airline Tickets

The biggest frustration that Buyers of HR Technology have is they feel like they’re getting screwed! It’s the same feeling you have when you go to buy an airline ticket.

You’re not quite sure you got a good price. You think it’s sounds about right. Okay, $400 to go from Detroit to Dallas, seems reasonable. Then you get on the flight and sit next to Mary and she tells you she got a great deal on her ticket, $179!

At that point, you want to throat punch every employee of that airline! Car buying is the exact same experience.

I’m not sure why an organization (HR Tech companies) would ever choose to have a buying experience where ever person polled will tell you they hate it! “Yeah, you know what we should do to become a successful tech company? Let’s piss off every buyer who purchases our product!”

Great plan!

The funnier part is, HR buyers would be happier paying a higher amount if they knew everyone else was paying that same amount! You can actually increase your margins by just going to an advertised one-price-for-all model! “Well, if Google paid $25K for it, I guess I feel pretty good we’re paying $25K as well!”

A few HR and TA Tech companies have taken on this strategy of publishing the prices of their products, but even most of those will still have that “magical” on disclosed “Enterprise” price which is based on higher volume! So, yeah, I’m paying $19 per user, like everyone else, but Google is paying something less…not sure how much less, but my mind is telling me it’s $3!

HR Buyers aren’t shopping for a used car. They’re shopping for a partnership. A company that will help them and their organization get better. They’re willing to pay good money for that. So, why are you still treating them like they’re an idiot?!

Oh, yes, you are! You trying to swindle them out of an extra grand or two is showing them you don’t respect them or the relationship, that you only care about money, but helping them get better. Even most of your salespeople hate it. They would rather just say, “Look it’s $25K, for everyone, we don’t negotiate price. What we will do is make sure you get every dime of value out of this and then some.”

That’s a much easier sale and starts the relationship off on the right track.