1. How to Influence & Get What
You Need
Kristin Gaarder
VP Human Resources

2. PRODUCTION Job Open 9 Months
SCENE Perfect Candidate Identified
PLOT Compensation too High
OUTCOME 1: OUTCOME 2: OUTCOME 3:
Save Relationship Hire the Candidate Use the Facts

3. PRODUCTION Ideal Candidate from Search
SCENE Business Team says “YES!”
PLOT HR says “What?”
OUTCOME 1: OUTCOME 2: OUTCOME 3:
Receive Feedback Build Relationship Manage Flow/Cost

4. PRODUCTION Open Job
SCENE Interview Room
PLOT Business wants 7 interviewers
OUTCOME 1: OUTCOME 2: OUTCOME 3:
POV – Why? Find Decision Maker Decision Tools

5. PRODUCTION HR is a Cost Center
SCENE Meeting with Leader/Finance
PLOT Want/Need to Add Cost
OUTCOME 1: OUTCOME 2: OUTCOME 3:
Facts Find Decision Maker Get to Yes!

6. Influencing for the Nomination & Win
• What do you want from the experience?
– Outcome
– Relationship
• Review your actions
– Contract for service?
– Understand the internal workings?
– Communicate regularly
– Facts, not the story
• Explore others’ viewpoint
• Action & Follow Up

7. Archway Successes
• Paper to Electronic in 1.5 years
– ATS Implementation
– Kiosks in major facilities
– Social media implemented
– New website
• Add to Staff

8. Archway Company Overview
Strategic Services Offered
Receiving Print Management
Warehousing Variable POD
Fulfillment Printing Web to Print
Picking & Packing
Kitting & Assembly Lettershop
Shipping
Call Center
Performance Reporting
Account
Customer Management Analysis & Analytics Reporting
Support Retail Compliance Technology Inventory Management
Order Management
Vendor Management
systems
Procurement

9. THE ACCEPTANCE SPEECH

10. QUESTION & ANSWER