IT's war against the HR process - Part #2.

First Reason to have a SPARK - It's all about the Client dummy!

SPARKs can understand and identify the "real" client and then serve to benefit them. In IT your employer is rarely also your Client, the "True Client" is the group of people that use IT resources. Discerning the true Client is essential. Most people that read this will think ... DUH! ... that is child's play and common sense. But it's often said that common sense is in short supply, almost as short as clues are to the general public. A SPARK will, by his/her actions let the Client know that "Yes I am working to bring you into a better state." The Client will see this and assign part of the value to the SPARK and the rest of the value and credit to the company that employs them.



This has 2 benefits.



First that the Client thinks you and/or your management team hire the "Best" people.



Secondly you can elevate the services sold or enhance your offering, think about this question when posed to the Client. "You like "SPARK so-and-so"? If I could deliver a team of them would you be interested? It might cost more but I could re-align the team so it's smaller and more productive. Thus the overall cost will be less." At this point the Client might get giddy. (This isn't something that can only be done in consulting. Imagine the CEO wants more people like SPARK X. You can run this by him/her also.)


The overall result?



1) You can charge more and increase profit by providing less people. (Yes, even internally for cost accounting purposes.)


2) The Client sees a more effective team that contains less people. The price ... per person might be high but the "extra" perception that SPARKs provide justify it in the Client's mind. (Which in turn adds to yourself and the management team looking very smart. Which is always good.)



Tomorrow - "Hire for Attitude and TRAIN for skills!"