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Issue
Number:

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2007 09
current issue

September
2007

INDEX

• How to Blend Science with the Art of Sales Excellence from Jim Sirbasku's desk
• 10 Steps to Keeping Your Top-Performing Sellers
• CASE STUDY: Identifying sales leaders with Profiles Sales Indicator^TM
• PRODUCT FOCUS: PSI^TM and PXTS^TM, turning the 80-20 Rule on its Ear
• STRATEGIES FOR WINNING:World-Class Salespeople - Spotting the 20% who Sell the 80%
• SUCCESS STORY: The Corban Group Finds Right Fit with PXTSales
• On-line Talent Assessment Center
• Free Hiring for Talent Pilot Study
• Contact Information for Gately Consulting
  

2007 08

August
2007

INDEX

• Customer Service: A How-Not-To, and a How-To, by Jim Sirbasku, CEO, Profiles International
• 7 Steps to Superb Customer Service
• CASE STUDY: A Decrease in Turnover Using Customer Service Profile^TM
• PRODUCT FOCUS: Customer Service ProfilesTM Makes Your Wishes Come True
• STRATEGIES FOR WINNING: Talk 'em Down! a personal story from Jim Sirbasku
• SUCCESS/LEADERSHIP QUOTES
• On-line Talent Assessment Center
• Free Hiring for Talent Pilot Study
• Contact Information for Gately Consulting
  

2007 07

July
2007

INDEX

• The Myth of Overnight Success
• Book Review: HIRE WITH YOUR HEAD, Using Performance-Based Hiring to Build Great Teams, Lou Adler's Updated Rules for Winning the Talent Wars
• CASE STUDY: Hospital Finds Job Pattern Success with ProfileXT^TM
• 10 STEPS TO GREATNESS
• PRODUCT FOCUS: A look through the lens of Checkpoint 360°^TM
• SUCCESS STORY: Finding the Right Drivers for the Long Haul
• STRATEGIES FOR WINNING: Big Dogs Expect to Win, a personal story from Jim Sirbasku
• SUCCESS/LEADERSHIP QUOTES
• On-line Talent Assessment Center
• Free Hiring for Talent Pilot Study
• Contact Information for Gately Consulting
  
  

2007 06

June
2007

• Three and a Half Trillion Reasons to Prepare for the Upcoming Workforce Crisis
• Ten Ways to Engage Employees
• Taming Turnover and Retaining Your Brightest Stars
• Book Review: "Where have all the Leaders Gone?" by Lee Iacocca with Catherine Whitney; Simon & Schuster
• Best Sites for Workforce/HR Information
• Boston area workshop: "How to Communicate with Difficult People"
• On-line Talent Assessment Center
• Free Hiring for Talent Pilot Study
• Contact Information for Gately Consulting

2007 05

May
2007

• Seven Deadly Sins of Leadership
• Developing Leaders -- Fast Track and Feedback
• Self-knowledge Provides the Opportunity for Leadership Development
• Book Review: "Workforce Crisis;" Dychtwald, Erickson, Morrison; Harvard Business School Press
• Best Sites for Workforce/HR Information
• Boston area workshop: "How to Communicate with Difficult People"
• Contact Information for Gately Consulting

2007 04

April
2007

• CLIENT highlight: Burning Tree Programs HR Manager Finds Insight in SOSII^TM
• tech CORNER: Assessment Tools Must Be Valid
• Profiles Tip of the Month: Boast at Your Own Risk
• HR corner: How to Retain the Best Employees
• case STUDY: ProfileXT^TM in a Psychiatric Hospital
• PRODUCT focus: Workforce Analysis Profile^TM
• Dr. Nagananda Kumar can help you succeed in doing business in India.
• CONTACT INFORMATION for Gately Consulting

2007 03

March
2007

• CLIENT highlight: Creating a "Strong Bench" at Specialized Loan Servicing
• tech CORNER: Assessment Tools Must Be Reliable
• HR corner: Who's in Charge Here?
• case STUDY: ProfileXT^TM Aids Financial Group in Matching Top Performers
• PRODUCT focus: ProfilesEasy^TM - a new electronic application system
• CONTACT INFORMATION for Gately Consulting

2007 02

February
2007

• CLIENT highlight: If the Shoe Fits: The Story of Sava Senior Care
• tech CORNER: Assessment Tools Must Be Fair to All Groups
• Profiles tip of the month: Two's Company, Four's a Crowd
• HR corner: What Does Good Leadership Look Like?
• case STUDY: ProfileXT Helps Healthcare Organization Improve Selection Practices
• PRODUCT focus: Step One Survey II Saves Consulting Company from Costly Hiring Mistakes
• Motivation Is Free, so why try to buy it?, by Bob Gately
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2007 01

January
2007

• CLIENT highlight: Blue Wave Ultrasonics Eliminates Hiring Errors with ProfileXTTM
• tech CORNER: The 'Whole-Person' Approach
• HR Corner:
  -- What is - performance management?
  -- Sales Tip of the Month - Listen more, talk less
  -- Update - Changes Coming in EEO-1 by Scott Haney, Esq.
  -- Case Study: ProfileXT in use by a Healthcare Organization
• product FOCUS: Profiles Sales Indicator
• Motivation Is Free, so why try to buy it?, by Bob Gately
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 12

December
2006

• CLIENT highlight: 3M Trainer Finds Solutions with Profiles Tools
• technical CORNER: A purposeful manner
• HR Corner: To reduce turnover, know what causes it
• product FOCUS: The Last Straw...
• Motivation Is Free, so why try to buy it?, by Bob Gately
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 11

November
2006

• Press Release:The Bliss-Gately Tool calculates the cost of replacing employees.
• A Challenging Future: Retention, Productivity And Education by John Howard, Ph.D.
• Be Realistic About Current Costs: by John Howard, Ph.D.
• Foundation Principles of Referral Programs: by John Howard, Ph.D.
• The Times, They've Already Changed... by John Howard, Ph.D.
• Your Best Strategy for the Long Run by John Howard, Ph.D.
• Motivation Is Free, so why try to buy it? by Bob Gately
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 10

October
2006

• Quick to Hire? Getting it Right Is Just Not that Easy - OPINION: by John Howard, Ph.D.
• Tracking Turnover - An Insufficient Metric - and Some Alternatives Opinion by John Howard, Ph.D.
• Medical Lab's Strategic Hiring System Trims First-Year Failures, Promises Even More Reductions by John Howard, Ph.D.
• Motivation Is Free, so why try to buy it? by Bob Gately
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 09

September
2006

• Changing Role of HR by John Howard, Ph.D.
• 'Execution' in business - Opinion by John Howard, Ph.D.
• Trim the Time Wasters - Karen Susman's NextLevel Tools by John Howard, Ph.D.
• Call Center Working to Improve Sales Force with the Profile XT^TM by John Howard, Ph.D.
• Motivation Is Free, so why try to buy it? by Bob Gately
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 08

August
2006

• Desperately Seeking Added Value-The Key To Beating Your Competition by John Howard, Ph.D.
• Avoid 'Warm Body' Hiring - Legal Risk by John Howard, Ph.D.
• Sales Force Of Top Producers - A Manager's (And Owner's) Dream - Opinion by John W. Howard, Ph.D.
• Missed Opportunities In Systematic Use Of Pre-hire Assessments by John Howard, Ph.D.
• What Does It Take To Be a Top Sales Performer? by Bill McCormick, President, Sales Training And Results, Inc. (STAR)
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 07

July
2006

• Building a Referral-Based Business - opinion by John Howard, Ph.D.
• What Can we do About Low Performers? by John Howard, Ph.D.
• Opportunities for Reducing Hire Failure - Applying Assessment Selection Criterion by John Howard, Ph.D.
• The True Turnaround by Kevin Fleming, Ph.D.
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 06

June
2006

• New product announcement, Customer Service Profile Suite
• Basic Behaviors in Short Supply: Showing Up, Working Hard... Opinion by John W. Howard
• More Employers are Checking Backgrounds
• "Our Assessment Program Isn't Working... "
• When You Don't Use the Information...
  Example # 1: A credit union
  Example # 2: A customer service call center
• Hiring for talent is the key to hiring successful employees, by Bob Gately
• Competence and Talent are necessary but they are not the same, by Bob Gately

2006 05

May
2006

• A Patchwork Quilt of HR News and Stories
• Risk of employee defection up
• Will you be sued next?
• Applicant Tracking
• HR professionals try to keep up with field
• New recertification opportunities for HR professionals by Bill Foster, SPHR
• Effects of hiring underproducers in sales by Mike Hopkins & Mark Wathen
• Hiring for talent is the key to hiring successful employees. by Bob Gately
• Competence and Talent are necessary but they are not the same by Bob Gately

2006 04

April
2006

• As the Labor Pool Shrinks: we keep making jobs... how long?
• As the Labor Pool Shrinks: manufacturing suffers shortages
• So, you don't screen executives for integrity?
• Utah Embezzlements Hit Credit Unions and Banks
• Indiana Data Trashed
• Lay & Skilling Trial
• More News About Questionable Integrity...
• Simple Prescreening Program Reduces Early Hire Failure
• Assessments Consistently Reduce Failures
• Training Effectiveness and Measurement
• Hiring for talent is the key to hiring successful employees.

2006 03

March
2006

• How to become an Employer of Choice by Bob Gately
• Hiring in North America: why are we so often wrong?
• Business integrity and ethics - "walk the talk" leading and managing with integrity by Jeannette Seibly
• Account managers in insurance: differentiating top performers by John Hauber

2006 02

February
2006

• Aging workforce impacts recruiting, hiring, succession planning efforts.
• Driving complex change-an e-book by Peter Pazmany, Michael Vigil and Warren White.
• BUC's Federal Bank: Profiles Assessment user wins SHRM award as Maryland Employer of Distinction, 2005.
• "Does our assessment program work?"- providing evidence.

2006 01

• "Lean Solutions" require people - people who match their jobs well!
• Understanding the people you manage... assessment tools can help!
• Setting cutoff scores in hiring - job-relatedness is critical

Not issued

December
2005

no newsletter this month

2005 11

November
2005

• Music teacher was right! - opinion by Tim Brennan
• Interrupted Process; studies provide opportunity for natural experiments
• Abandoning an assessment criterion proves costly for manufacturer
• Coach's Corner: communication: the name of the game

2005 10

October
2005

• Appeals court ruling is a wake-up call: review your assessment & hiring practices!
• Which assessment, and how - by Jeff Schroer
• On the road from good to great: leadership development paves that road - by Steve Woods, workforce metrics
• Executive Coaching: changing the way you think about change
• Coach's Corner: building loyalty by talking

2005 09

September
2005

• Economy continues to heat up - that's good and bad!
• The radical leap, a personal lesson in extreme leadership by Steve Farber. book report by Mike McCormack
• Life balance: how to wear many hats and keep your head on straight, opinion by Karen Susman
• Award-winning hospitality property cuts new hire failures by Mike Pacholek
• Coach's Corner: managers need to communicate effectively to retain competent employees.

2005 08

August
2005

• Developing your future leaders: without a plan, how will you find them?
• Two job fit measures distinguish top and bottom in credit union tellers by John Hauber of Performance Resources
• Re-read your email carefully before sending - it can save your bacon! a coaching tip from Jeannette Seibly:
• Top 10 signs you may need an executive coach by Dr. Kevin Fleming

2005 07

July
2005

• Coach's Corner: Eliminate gossip - reward big talk
• Top employees...or top candidates? Which do you select?
• Workplace absences hit five-year high
• Recruiting in a competitive market - get ahead of the game
• Cutting time-to-hire-like getting extra employees!
• Getting it right-the importance of local success patterns

2005 06

June
2005

• Triage and the evolving business-first, stop the bleeding!
• What lies ahead economically? opinion, by A. J. Skurdal, Ph.D.
• Improving operations and bottom line of a private security firm

2005 05

May
2005

• Expanding your pool-the key to being selective!
• Why job interviews are often misleading, guest article by Greg Maciolek
• Customer service "blitz" improves service, provides ongoing training

2005 04

April
2005

• Job satisfaction and the risk of increased turnover
• Call centers-a plethora of special challenges
  Call centers proliferate across North America
• Call center improves retention with strategic hiring system
• Coach's Corner: the over-controlling boss

2005 03

March
2005

• Selecting top performers-be careful what you wish for
• Credit union cuts turnover with assessment program
• Simple candidate prescreening cuts hire failures in gaming operation
• Coach's Corner: Duke's basketball coach, Mike Krzyzewski's theory of leadership

2005 02

February
2005

• Introduction: Dr. Kevin Fleming, Ph.D.
• Turnover costs eldercare providers over $4 billion per year
• The sport of business - opinion by Tim Brennan
• Bank hikes employee retention and customer satisfaction in tough market
• Coach's Corner: Don't fire employees!

2005 01

January
2005

• Do you use temporary employees? What do you know about them?
• Complacency in employee risks-why we don't do more?
• Effects of changes in hiring practices-assessment and human
• The elements of greatness by Al Rinaldi
• Coach's Corner: job success hinges on a fit with the job

2004 12

December
2004

• What is your capacity? Planning & growth - guest article by Jeannette Seibly
• Getting the right people on the bus, right seats...will we know them when we find them?
• Selecting leadership candidates- what about the outlier?
• Coach's Corner: Coaching principles for increasing productivity.

2004 11

November
2004

• Case study of the month-identifying great salespeople!
• Checking in with the economy - does anyone know anything?
• Small business proprietors remain optimistic
• Coach's Corner: believe it or not, motivating people may be easier than you think.

2004 10

October
2004

• Coach's Corner: How to retain competent employees
• Keeping your best - how to improve your odds
• When good applicants are scarce, reach further, select for fit, train for skills - opinion, by John W. Howard, Ph.D.
• Build your retention library-a wealth of ideas
• Strategic hiring system pays off in reservations call center