Category Archives: Values

Subconscious motivators – things that you “feel”, maybe in your heart or even in the pit of your stomach.

Employee Marketing…Are YOU Doing It?

Let’s begin with a question:

“How much of your marketing budget as a percentage goes towards attracting CUSTOMERS to your business?”

I don’t want to know how much you spend or what you spend it on, but rather WHO you spend it on…

If I were to hazard a guess, I would suggest that 100% of whatever you spend is targeted at attracting CUSTOMERS and not EMPLOYEES.

Why is this?

In most businesses, but particular in hospitality – we so often hear the cliched, throw-away line “our people are our difference”.  This is usually backed up with something like, “we all have bars, beer, pokies, keno and food.  But what really sets us apart from our competition is our staff.  They are what make our business SPECIAL”.

This is a lovely sentiment for sure, but it gets me to wondering quite what “YOU” are actually doing to attract these amazing employees.  Just recently, we were asked to run a workshop at the RSL & Services Clubs 14th Annual Conference on the subject of (How To) “Build a Winning Team”.  In attendance were over 20 businesses ranging from small-ish hospitality venues to very large multi-nationals.  As part of my research for the workshop, I studied each businesses’ website and social media presence to gain an understanding of what sort of effort they put in to attracting “winning candidates” and the results were quite disconcerting.  Now, before I go any further – I’d like to say that these businesses are far from unique and credit where credit is due, they were in the workshop to learn more and to do something about it.  So please don’t think that I’m beating them up in a public forum – quite the reverse!  I am grateful for their attendance and was supremely impressed with the vigour and passion that they showed towards learning how to go about attracting people that would make a difference to their businesses.  What I am hopefully also doing is using their businesses (collectively and anonymously) as examples of not knowing any better and as confirmation of the greater problem that is out there – VERY FEW BUSINESSES are doing much (if anything) to attract the sorts of candidates that will add value to their business.  They are almost passive about the whole process and do not have a plan or an understanding…

So, what is “Employee Marketing”?  Simply put, it is the methods, information and strategies used to attract candidates to look at your business and then WANT to WORK for your business.  In the past, businesses very much took the approach of telling candidates what they wanted with little regard for what candidates wanted or needed.

The tables have somewhat turned.  With the advent of the internet, ‘everyone’ is a research analyst and is fossicking around in the deepest darkest corners of your website and social media forums for clues, hints and confirmation of what it is like to work in your organisation.  You see candidates are doing as much research on where they are going to work as employers are doing on resumes, background checks and references of employees.

I am hoping that most of you know that Google consistently ranks in the top 2 or 3 employers globally.  Why?  Google puts in a MASSIVE effort to lure talent to its numerous international offices and it broadcasts a very loud and very clear message – “Working at Google ROCKS!  It’s fun.  It’s creative.  And we take care of you.”  (These are my words, not theirs incidentally).  If you have a moment, please take a look at Google Sydney’s Career Page ( – on there you’ll find a wealth of information about teams; video on what it’s like to work at Google; pictures of the offices (which are really “cool”) and lots of information about the sorts of things that go on in Google Sydney.  Google basically does a really good job of “selling” all of the positives of working for them and answers a candidate’s questions before they are even asked.

Looking beyond Google and their careers page, a lot of candidates are doing their research via social media – Facebook, Instagram, Twitter, Flickr and LinkedIn are the main ones, but others are also being used to help candidates form a picture of a company’s:

  • Culture (& how staff are treated/seen)
  • Hiring Methods
  • Values
  • Structure
  • Revenues
  • Targets
  • Customers
  • Success
  • Potential
  • Pay Scales
  • Corporate Responsibility
  • Community Involvement
  • Team Morale
  • Etc.
  • Etc.

In a competitive market where the great candidates get scooped up quickly, candidates are looking for reasons TO WORK for you and if they can’t find them online, but they can find positive information on your competition……..guess where they’re heading (or at least hoping to head)?

So, what can you do about this?  Break it down in to bite-size chunks that start with a long-hard look at who you are as an employer and what you offer your employees.  If the answer is “not much”, start to think about the sorts of things that you can start providing them with – a fruit basket; annual flu shots; a weekend off once a month (or more); additional leave; a fantastic staff room with all the mod-cons (Eg.  XBOX/PS4; music; comfy seating; privacy cubicles) and a range of things that haven’t even been thought of as yet!

From there, start thinking about how you are going to get the message out there that this is what you provide to your staff, without it necessarily sounding like an “advert” – I’d suggest that pictures of your staff in the new staff room or of them having their flu shots on your ‘Careers or Employment” webpage AND your Facebook Page.  And before you say, “REALLY????” – think about the number of club websites that have pictures of a (generally mature) Board of Directors in their Club blazers with a serious look on their faces.  What sort of message do you think that sends to a future Gen-Y (or Gen-Z who will be coming through next)?  A picture says a thousand words as the saying goes – so why not have some pictures of your staff having fun and being involved in the community?  It will send a far better message about the sort of employer that you are than the picture of the (Stodgy) Board and (Cranky) Senior Management Team does!

Beyond this, try to put yourself in the place of a candidate or a future employee and think about the sorts of questions that they would like answered and what it is that will encourage them to accept a role with your organisation over one offered by another (remember, candidates rarely only apply for ONE role.  They apply for many and if they’re a good candidate, chances are they’ll be offered a couple of opportunities.  What is it that will make them accept YOURS?).  Think of the employers out there that people can’t wait to work for and WHY – names such as:  Google; Apple; Red Bull; SalesForce; StarLight Children’s Foundation & Red Balloon Days – and research what it is that they are doing to make them employers of choice.  From there, try to mimmick some of their ideas – so long as they fit with your organisation’s culture and please keep in mind……..a fancy staff room or fresh fruit every day won’t make up for a toxic environment where staff are undervalued and treated poorly.  The physical “things” that Google and the like are doing only work because they genuinely care about their employees and want them to be the best that they can be at what they do – – – – – – being creative!  The reason Google wants them to be happy and therefore being creative is because Google recognises that in the long run, this makes them $$$…….a LOT OF $$$$$$$$$$$$$$$$$$$.

The correlation between happy employees and profits is a funny one.  Anyone that has worked in a happy environment will tell you that it is not an easy thing to create and even if you do, success is not assured.  But there is little doubt (the stats prove it) that successful organisations are most commonly HAPPY organisations and so investing in the happiness of your teams is much more likely to result in bottom line improvements (even with the additional costs)!

I realise that in the writing of these blogs, that the impression might be that I think that doing whatever it is in the subject of the blog is “simple” or “easy” or “common knowledge”.  Let me categorically say that this is NOT the case!  I recognise just how difficult Employee Marketing (and most of the subjects of my other blogs) is and that it is a journey that begins with something small, that hopefully gains momentum so that it becomes more commonplace.  After all – think about the majority of things of true value that have come your way and then think about the effort that was involved to get them.  Generally, nothing of any value comes without sacrifice, effort or commitment.

How To Be Happy at Work…

In 1988, a well-known “philosopher” by the name of Bobby McFerrin wisely said, “Don’t worry, be happy!”.  And I challenge anyone that was of an age at the time to remember his no. 1 song, NOT to be singing it in their heads right now – in fact I think I can hear you whistling the intro out loud right now!!!  (But just in case – here you go)…

I would hope that most of us recognise the importance of being happy both at work and at play.  Unfortunately though, all too often the words “happy” and “work” don’t seem to feature in the same sentence unless it’s along the lines of, “I’m so happy that it’s the weekend and work is over for another week” or words to that effect!

Studies all over the world show that happy employees are more productive, successful and motivated.  So what can you do to be one ‘these’ employees (rather than one of “THOSE” employees)?

Choose to be Happy – You Are In Charge!
Simple Right?  If only…  Life, family, finances, romance, neighbours, friends, vehicles, pets, etc, etc, can all get in the way of us being happy.  Sometimes through intent, but mostly quite by accident.  You see we all get so caught up in “life” in general that sometimes we forget all about being happy and doing things to make us happy.

We all have a right to happiness and so it is up to YOU to CHOOSE to be happy.   The power of positive thought is miraculous!  So when you get out of bed in the morning, rather than choosing to harp on the lack of sleep you had; the headache that you’ve got; the pile of work that you’re going to head in to, CHOOSE to look outside at the sun shining and thank your lucky stars that you’re alive and in a position to be able to take charge of your destiny and make a difference.  (And I’ll bet you, even if it’s only something very, very small, you’ll make a change and feel better).

Love Every Day
Find something that makes you truly happy and do it every day.  It might be walking the kids to school or reading your book.  We’re all different, but that’s the point – we are all different and it’s not up to me or anyone else to prescribe what will make YOU happy.  That’s YOUR job and so stop to think what it is that puts a smile on your face and then make the time to keep on doing it.  Go on!  You know you want to and you know you’ll feel better for doing so – so what are you waiting for, huh???

Take Charge of Your Personal and Professional Growth
Throughout my management career, I have always been surprised by the number of people that want success to land in their laps.  Accusations of “you haven’t developed me” or “you haven’t promoted me” and yet when I have asked, “what have YOU done to develop yourself or earn that promotion” I’ve been met by a blank stare, hunched shoulders and a “you just don’t get it” attitude.

My question to all of you is this: “why is it a manager’s or an organisation’s responsibility to better you as an employee?”  Sure, I am all for supporting personal growth and development, but surely as adults we need to take accountability for our own futures?  What I mean by this is that I am all for a manager supporting an interested and motivated employee and the manager requesting financial (or ‘time off’) support from the organisation and even assisting with mentoring the person and/or providing exposure to information and opportunity.  But what I don’t support is the onus being on the manager/organisation to run around the building looking for people to drop training courses and development opportunities in the laps of!

Take control of your development and if this means that you need to initiate and even pay for the process yourself, then go ahead and do so.  The organisation doesn’t “OWE” you anything, but is far more likely to WANT to support someone who is showing initiative, drive and determination rather than one that is waiting for a handout.

Seek And You Shall Find
When was the last time you asked for feedback?  Most of us like to know how we are tracking – whether it’s about being patted on the back for a job well done; being slipped an extra couple of $$$ in our pay packets or being told that we’re on track.  I liken this to a journey from a place that you know to a place that you have never been before!  Sure, you might end up there eventually, but if you can get some direction before you start and then at regular points along the way, you are far more likely to get to your destination on time and in a good mood than if you are stressed out from getting lost and being challenged along the way.  You’re also much more likely to be able to go back to the place that you’ve visited the next time without as much guidance…

Requiring feedback can be a bit of a two-edged sword.  Managers are generally busy people and depending upon their personal quota of emotional intelligence, they may see you as needy and a nuisance.  Again, to assist you with this, an analogy.  When you were a child or for those of you that have children of your own – think about how frustrated parents become with children when they pick the most inopportune times to ask for something.  Whether that be a play-date with their little mate or to go to the toilet at the restaurant or if it’s to ask why the person on the bus only has one arm or talks funny.  Kids are masters of asking the RIGHT question at the WRONG time.  Why?  Simply because they are learning and testing the boundaries.  And without making a few mistakes, they will never learn when the right time is.

Keeping the above analogy in mind, there is generally a wrong time and a BETTER time to ask for feedback.  Personally, I never had a problem with one of my team asking me for a moment of my time.  By requesting a moment, I was able to either stop there and then if my schedule permitted or alternatively, make a time to stop and provide them with my full attention.  What was frustrating was those in the team that were completely oblivious to whatever I was doing and would push in and demand my attention when it was either impractical, inappropriate or downright rude.  As with most things in life, try to be considerate and treat others as you would like to be treated and the results are usually that much more positive (and effective)!

Be Aware & Present (Know What’s Happening, When!)
Make a conscious effort to be involved and aware of what is going on around you in your business.  Make sure you are up to date with all the goings on and make it your mission to know where to obtain the information that will enable you to be a moving part in a dynamic organisation.  Business does not stand still for too long, at least not without falling over, so make sure that you are keeping up with what is happening in and around the business and what is on the horizon.

Side Note:  Just make sure you don’t come across as a sticky-beak as no-one likes nosy Parker.

Don’t Bite Off More Than You Can Chew
I don’t know about you, but nothing stresses me more than knowing that I am going to let someone down!  My stomach churns, my pulse quickens and I lose (a lot of) sleep!  Often we’ve only got ourselves to blame because we find it hard to say “no” when someone asks us to do something.  This is an admirable trait in many respects, but it is often not conducive to making us happy in the workplace and often reduces our productivity through stress and procrastination.

You’d be surprised how much respect you can achieve when you politely say “no” to someone.  Obviously there is a time and a place and it will always come down to how you handle each specific situation.  But don’t be afraid to politely decline an extra workload if you think that you won’t be able to achieve it or equally as importantly – if you think that you’ll only be able to do an average (or below average) job!

Steer Clear of the Water Cooler!
OK.  OK.  So not all businesses have water coolers that staff stand around bitching about “Mavis in accounts or Derek in the mail room”.  But you get the idea!

Avoid putting yourself in situations where the negativity will get the better of you!  If “everyone else” is chatting about how crap the organisation is or what a terrible manager ‘blogs’ is, then some (possibly a lot) of the negativity is going to rub off on to you.  When you’re up and pumped, you seem to have a natural reflective force field against this sort of chatter, but when you’re not feeling quite so positive about the world, the negativity finds a way to get through and wind its way in to your subconscious.  Know how you’re feeling and how you’ll react to this sort of thing and then choose to avoid it or excuse yourself from it.  You’ll feel so much better in the long run.

Do NOT Fear Conflict (Creative Abrasion)
Not all conflict is bad!  In fact, conflict can be extremely positive and effective so long as it is handled respectfully and with some basic rules of engagement.  A term for this that was doing the rounds a little while back was “Creative Abrasion” and there is plenty of info on the internet about what this is, how it works and why it is good for an organisation.

According to Google:
“Creative abrasion is a phrase coined by Jerry Hirshberg, founder and president of Nissan Design International and describes a culture where ideas are productively challenged. A concept that is all too often seen as dangerous by managers and naturally so.” Mar 24, 2015

In my mind, the point that you need to take away from this is that when approached in the right way and often with the benefit of hindsight, conflict is actually an opportunity to grow.  If we don’t step out of our comfort zones, we don’t learn and if we don’t learn, we don’t grow.  Use conflict to learn and grow and by seeing it as a positive force, you will find that you are happy at work.  (Don’t let me have you believe that it makes it any less comfortable though – that is the whole point of learning and growing.  Think about the last time you learned to do something.  Play golf.  Drive a car.  Use an iPad.  On each of those occasions you would have been “uncomfortable” and it is through this discomfort that you learned something new)!

Exercise Regularly
We all know it, but we’re not all good at doing it!  I personally need to make much more of an effort on this front.  Do you?

It’s not rocket science.  I fit and healthy body lead to a clear and active mind.  We are all bombarded on a daily basis with adverts around out health and yet when we’re not feeling good about things, the idea of exercising can be (figuratively) a monstrous mountain to climb.  There is no doubt that you’ll fee better by being active and you’re far more likely to be able to smile when you’re feeling good about yourself.

Be Thankful For What You’ve Got
One of the best ways to bring yourself down a notch or three is to start comparing yourself to others:  “Blogs has the corner office overlooking the harbour bridge, whilst my crummy little office is dark & dingy” or “Joe’s new top of the range Mercedes Benz is so much shinier than my 12 month old Commodore”.

What so often gets missed here is the fact that (in the egs above):  you HAVE an office and that you HAVE a car (that is only 12 months old incidentally).  It might not be the corner office or a Mercedes Benz, but hey – what a great problem to have!  In real terms, if this is as bad as it’s going to get then celebrate your wins because there are people out there that are unemployed; sick; broke; depressed; going through tough times etc; etc.  So by comparison, you are one of the lucky ones.  Take the time to reflect on this and don’t think about what you DON’T have, but rather what you DO have.  And be grateful – it will completely change your outlook on life and the world in general.

Regularly Ask Yourself, “How Much of This Do I Own?”
All too often “we” get caught up in “stuff” that really doesn’t have anything to do with us, thereby burning emotional energy that could (and should) have been diverted to something far more productive!

Pause.  Stop.  And ask yourself just how much of this particular problem you actually own.  If the answer is nothing (or very little), move on and put your energies in to something that will return you greater results that you can celebrate on completion (see next point).

Reward Yourself
Who doesn’t love a reward?  It doesn’t matter if it’s a glass of wine; a trip to the movies or a family holiday.  Whatever floats your boat, as they say.  Just make sure that you schedule in a reward relative to the completed task/result and where you can, celebrate it with others.  Somehow life tastes so much sweeter when you have someone to share it with.

Listen To Your Instincts
This is a BIGGIE!  If your ‘gut’ is telling you that you’re not happy and that you need to get out, then you need to get outta there!!!  I realise that I am making a very difficult decision sound easy and when there are mouths to feed and bills to pay, it often comes down to finding that next job before you can move on.  So the important part is not actually the moving on, but the DECISION to move on!  Once you’ve realised that there is a mismatch and that you’re not happy, the worst thing that you can do is hang around making yourself and more often than not, everyone else, unhappy!

This blog is probably a little more “airy-fairy” than my usual stuff, but it’s funny how often I hear people say how unhappy they are in their current roles and how they just don’t know what to do about it.  The toughest part is making a decision and taking control of the situation.

Hopefully the above points will help you think through some of your current dilemmas.  And for those of you that are happy, hopefully you’ll recognise some of the things that you’re doing that make you feel good.  I’d love to hear some of your thoughts and comments and if there’s something in particular that really works for you, please leave a comment below.

And remember: “A journey of a thousand miles begins with a single step.”  Lao-tzu.  Pick ONE or TWO of the most relevant ideas above, those that really resonate with your values and beliefs.  And then focus on making them a reality.  From there, you can start working on some of the other suggestions.

Best of luck and if you’re finding work and life a bit of a challenge, I urge you to reach out to someone to ask for help or guidance.

Interview Question: Do you have any questions for me?

It’s probably pretty reasonable to say that the vast majority, (I’d suggest 99.9%) of candidates know that they are going to be asked at some point in an interview if they have any questions for the interviewer.  And yet candidates often fumble their words and struggle to present themselves in a positive way.

The questions that you ask provide the interviewer with a great insight in to you, and so asking the right sorts of questions can catapult you to the top of the “to be employed” list!  Whilst poorly thought out questions and questions made up on the spot can very quickly highlight some of your deficiencies and push your application down in to the quagmire of mediocrity…….or worse.

Some of the best questions that you can ask tend to be those that have been very carefully planned and learned, but then evolve through information that comes to light during the interview.  What I mean by this is – there is no substitute for doing the research and preparation, but don’t be afraid to “tweak” one or two (or more) of the questions that you have prepared to include facts and information that you have gathered throughout the interview as it shows that you have been listening.  Often, your question can remain exactly the same, it will just be the lead-in that changes.  For example:

(Planned Question):  “What is the organisational structure of the Food & Beverage department? (and maybe something about FT vs Part Time…)“, might become:

(Tweaked Question):  “You mentioned that there are 120 staff in the F&B department.  What is the organisational structure of the department and what sort of breakdown is there between Full Time, Part Time and Casual employees?”

Oh!  And if it helps, don’t be afraid to take a notepad and pen or an iPad/Tablet in to the interview so that you can jot down notes (like the number of staff in the F&B department) as you go.  As a side-note, it is polite to ask the interviewer(s) if they mind if you take some notes during the course of the interview and sometimes, the jotting down of notes can actually buy you that valuable 4 or 5 seconds to contemplate an answer before you open your mouth (as you jot things down, generally people will wait politely for you to answer)…

For questions to really work, it comes down to RESEARCH!  And with the internet at your fingertips, there are no excuses for not being able to gather enough information to ask intelligent and pertinent questions.  To help you with the process, I have listed below a range of the sorts of questions that you could ask in an interview and with a little bit of thought and some manipulation of the details, they’ll provide you with a good foundation for the next time you are sitting across the table from an interviewer:

Ask specific questions about the venue/organisation and what your role would be there:
– What’s their vision for your position?
– In your opinion, what would make me a success in this role?
– Will the role evolve over time?
– What are the top 2 or 3 priorities that you believe would need to be addressed first?  (Let them tell you and finish telling you, then you might like to sum up briefly your ability to address those priorities)
NOTE:  In my experience, candidates often jump the gun in this circumstance.  They do the right thing and ask a good question like this, but rather than stop and wait for the WHOLE answer, they let their nerves get the better of them and jump on in with the “HOW” they can solve the problem or how they have the experience to do the job.  This means that they a) assume the remainder of the answer (it’s never good to assume), b) miss gathering further information (could be useful later on in the interview) and c) don’t show how they can listen (this can send completely the wrong message, when in fact, it’s just because they’re nervous)!
– If legislation has recently affected the industry or if there’s something pertinent in the news, try to tie this knowledge in to a question as it will show that you have done your homework!

What systems do they have in place?
– Are they adequate?  Or do they need updating?
– If they are inadequate, would it be your job to change or develop them?

Who was in this job before?
– Why did they leave?
– Will I be doing the same job as them, or has the role changed/evolved?

What is the company’s management style?

How do you measure performance and how often is it reviewed?

Do you provide any sort of professional development or training?

What is your target market?
– Is this something that you would like to expand?  If so, what are you plans for doing so?

What is the company’s policy on corporate social responsibility?

In what ways is your company involved in the local community?  (In our industry, there is generally plenty of information about this, so you might want to tailor this with something like:  “I see from your Facebook Page that you are connected with the <so-and-so charity>.  It what other ways are you involved in the local community?”).

It’s worth remembering, that to be amazing at an interview, you actually have to GET an interview and this begins with your application!  Make sure you develop a fantastic resume and that you get it in promptly via the means that they request.  And keep in mind that your research should start before you even send your resume in so that you can tailor your resume to the advert, the organisation and the role.  You should then pick up your research once again when you progress to the next stage and expand it so that it is fresh in your memory for when you get to the interview.  Oh.  And if you don’t get offered an interview, try calling to find out why (again, PLAN your questions) and see if you can gather any advice on how to improve your resume for the next time!  (Don’t forget to read my previous blog “To Call or Not To Call, That is the Question”, & if you haven’t already done so – you can click here.

When you do get offered the opportunity to attend an interview, think about the importance of making a GREAT first impression!  The interview starts the moment you step foot through the door in to the organisation and ramps up the moment you walk in to the interview room.  Dress.  Grooming.  Body Language.  Preparation.  Don’t underestimate the value of caring enough to make an effort – it goes an awfully LONG way!

Something that is all too often forgotten or done with no real thought other than because you’d heard it was the right thing to do is to follow up after an interview with a “thank you”.  There are lots of ways that you can do this with modern forms of communication – choosing the right one is the tough part.  In some (rare?) circumstances, an SMS to the interviewer is appropriate, but choose when and what you’re going to say and think carefully about whether an SMS really is the best way to go!  For example, if you know they are about to walk straight in to another interview, wait until later to send your SMS and try to choose a time when you know/think they’ll be able to receive it without the embarrassment of their phone beeping/vibrating in another interview!  Note:  I would only use SMS if the interviewer has been communicating with you via SMS, if they haven’t, then an email, phone call or even a well chosen ‘thank you’ card might be the better option.  Long story-short, don’t let your interview be the last time they hear from you!  Follow up to assist them to remember who you are and try to remind them of one of the positive aspects/events that occurred in the interview.

Similarly to  following up if you don’t get an interview, don’t forget to follow up if you don’t get offered the job and find out why so that you can use this information for your next interview.

And most importantly, don’t be too hard on yourself.  Sometimes, you can do everything right and still not be offered the job – so stay positive and upbeat as it’ll show the next time you speak to someone about a job.  And always remember – there is a great job waiting for you out ‘there’!  So keep honing your interview skills (which can be learned & improved) and stay focused.

It’s How We Lose That Shows Who We Are!

Recruiting is a funny business!

Whether being done for a small family business, a large multinational or as a Recruitment Consultant – the “recruitment process” provides an insight in to the human psyche.  And let me just tell you, it’s not always a pretty sight!

As a “glass half-full” kind-a-guy, I’d prefer not to err on the negative, unless there is something to be gained from this insight and so in this blog I thought that there would be significant value in sharing a couple of stories, thoughts and observations about what “we” see as recruiters in a niche market.

First and foremost, let me state from the outset that for the vast majority of roles that are recruited, there is only ever going to be the ONE position available.  Obvious right?  Stick with me here, because whilst this should be obvious, it would seem that there are candidates out there that forget this fact and the other closely associated fact that if there is only ONE position available and say 100 people apply, chances are that NINETY NINE of them are going to be disappointed.  It’s basic maths and yet it doesn’t stop candidates from being rude and at times, even abusive about the fact that they didn’t get the job even though (in their not-so-humble opinion), they were the best person for the job.

This leads me on to my next comment:  how can you know if you are the ‘best person for the job’ when you don’t even know who else has applied OR what the employer is actually looking for?  You’re well within your rights to believe that you’re a strong candidate because you have the necessary skills, experience and traits BUT the point is that  – YOU will NEVER know EXACTLY what an employer is looking for.  So rather than “assume” that you’re the best person for the role,  invest the time in your application to make sure that you have the best possible opportunity of getting the chance for a face-to-face interview.  Then, blow them out of the water at that interview and you might just convince them that you’re what they are looking for !

I mentioned above the competition (other candidates) and this is another point that unsuccessful candidates so often miss.  Faith and confidence in yourself is a much needed trait to be successful in the job market, but a misguided belief that your “Sh#t don’t stink” is likely to leave an impression of arrogance and prima donna tendencies.  Neither of which are an attractive proposition for a potential employer.  Remember, you may well be a great candidate, but there is always someone out there that is “better” than you.  Not a better person or even a better employee, but possibly just a better FIT.  Whilst I’m on the subject of “fit”, just quickly – always remember that a good fit goes both ways.  It has to be right for the employer AND the employee, so sometimes you’re better off missing out on a job if the fit isn’t right – it might just be a blessing in disguise!  To put the concept of competition in perspective, I recently recruited for a senior business leader role that attracted almost 70 applications.  Of the 70, there were 25 that could have done the job (admittedly to varying degrees, but they could still have “done” the job).  That’s over ONE THIRD of the candidates that applied, that by rights, could/should have been in consideration for the role!

This is where process comes in to play.  As a Recruitment Consultant, I am adamant about the fact that it is not my job to decide WHO a business chooses to employ.  Ultimately, my client is the one that will have to work with the successful candidate and not me, so later decisions are completely up to the employer (or their nominated representative(s)).  My (our) job is to make sure that we work closely with the employer (our client) and have open lines of communication (for more info on the importance of the employer-recruiter relationship see previous blog: so that we are able to clearly identify all aspects of the ideal candidate-type in the hope that we can present our client with a range of candidates for consideration that match their requirements as closely as possible.  Obviously a lot of this is dependent on their ability to articulate what it is that they are looking for and our skills at drawing out this information and sometimes the tough conversations need to be had so that there aren’t any “elephants in the room”.  To achieve this, we run a tried and tested methodology that is linked to years of experience and because it is not an exact science, we then sprinkle all this with the tiniest pinch of fairy dust in the hope that it will bring us that magical candidate that fits in to our client’s organisation like a hand in to an old glove.  Coming back to my point specifically in relation to the role where 70 applied and 25 could do the job – as one of those 70 candidates, “YOU” would have NO IDEA what the level of competition is like both from a ‘cold-hard-facts’ perspective (the other candidates’ credentials) nor the ‘intangibles’ perspective (the competition’s alignment to the spoken [and sometimes unspoken] criteria as set out by the employer).  Surely then it is overly presumptuous to expect that you will automatically be on the short list and probably the preferred candidate for the role.

So, now that we are all a little more aware of some of the obvious, but often unconsidered facts of recruitment, why did I title this blog “It’s How We Lose That Shows Who We Are!”?  Simple:  the candidates that stick in my mind for all of the right reasons are those that are humble in defeat.  Those that thank me for my time and effort and make comment of their understanding of how tough the market it is and how difficult the decision must have been.  Then there are those that remain in my mind for all of the wrong reasons and rather than list some of the negative comments, behaviours and language here, I will simply say that their responses perhaps show their true colours when they’ve been knocked down.


Well because in business, particularly at a senior management level, it is unlikely that things are always going to be rosie!  There are going to be challenges and adversity and so if it comes to my integrity versus the integrity of someone that cannot be gracious in defeat and I am asked “can you recommend this person”, I am left with the easy decision to tell my client “No.  No I can’t recommend this person because I don’t believe that they would be good for your business or your culture”.



Service with a Smile

In the hectic lead up to Christmas, we missed getting our hands on one of the Aldi “Three Bird Roasts” and so in a mad panic, I called Jenny and asked her if she had any bright ideas.  Her response in an understandably matter-of-fact style was along the lines of “DERRRR, have you called Tanya and Paul at RPT Promotions?”.IMG_0155

“Ummm…..  No”, I replied somewhat flatly as my brain clicked in to gear and asked itself ‘now why didn’t I think of that in the first place, EJIT?’, (followed by a couple of expletives).

Anyhow, a call was placed to Tanya and was met with Tanya’s message bank, where I explained my predicament and went back to work.  Not even 15 minutes later, the lovely Tanya was calling me back with Season’s Greetings and instructions for how to get a hold of Paul.  Two minutes later I was dialing Paul’s number which was answered with Paul’s always happy & bubbly English accent.   Once again I explained my stupidity and with a wry laugh and an eagerness you had to hear to believe, Paul was making arrangements for one of his Turduckens to be delivered to Gladesville RSL (in close proximity to my home) for me to collect.

I thanked Paul profusely and he promised to call me back to confirm when the delivery would occur and off he went.  24 hours later he was back on the phone, as promised, to let me know that the Turducken was en-route to the RSL Club as planned.  He couldn’t have been any more obliging if he had tried.  What I didn’t realise at the time was that Paul and Tanya were in the middle of one of their BIGGEST Christmas’ ever!  They had orders stacked up to the rafters and were right in the thick of the logistical-challenge of getting everything delivered to the right place at the right time before Christmas Day!

The reason that I didn’t know just how crazy things were for P&T was because Paul made me feel like I was the only customer that he had, even though I was only after one item and it was probably (if I’m totally honest) a bit of an inconvenience.  But Paul went out of his way to ensure that I would get my Turducken with a short lead-time, so that my family could enjoy their Christmas Dinner and BOY, OH BOY did we ENJOY IT!!!…

The pictures speak for themselves, so let me just add that we all thoroughly enjoyed the Turducken, so much so that we will be placing our order with Paul and Tanya EARLY next year for Christmas 2015!

IMG_0154 IMG_0156 And let me also add that we are all extremely grateful to them both for being such a pleasure to deal with and for making our Christmas Dinner so very special this year.  Thank you both so, so much…

An Exceptional Man with an Inspirational Story

Here at White Now we are provided with opportunities to work with a range of amazing people and incredible businesses, including a large numberIMG_0835 of RSL Clubs.

After speaking with the exceptional, Geoff Evans (pictured here) who has served as a Commando in East Timor and Afghanistan, we couldn’t help but be moved by his own story and more significantly, what he is personally doing to make a difference.   So we asked Geoff if he would write an article for us as a ‘Guest Blogger’.

(To read Geoff’s personal story, click on the image above, on his name or you can click here).


Spare a thought for the thousands of Homeless Veterans sleeping rough at this time of year.  The Australian Defence Force has deployed 67,000 troops to various conflicts since the Vietnam War.

Homelessness was a significant issue for Vietnam veterans and their families, and sadly, is endemic among younger veterans returning from Iraq and Afghanistan.  In the shadow of the centenary of the First World War, up to 3,000 diggers remain homeless on any given night.

What can you do to make a difference?


In March of 2014, RSL LifeCare established the Contemporary Veterans Homelessness and Assistance Program (CVHAP) in Narrabeen, NSW.  Homelessness itself is a symptom of war caused mental illness, such as PTSD.  To the right of the spectrum is suicide, to the left: alcoholism, drug abuse, depression and other problems.

We currently have 24 veterans and two families enrolled in the program, but we have been reduced to accepting only the most severe cases.  This is not due to lack of accommodation, but rather through lack of funding to provide the necessary wrap around support services that make the program work.  These include everything from providing tooth paste and furniture, to transport, case management and a toy or two for the children.

Since publicising the existence of the program just a few weeks ago I have taken requests for help from right across Australia.  The common and sad refrain is that currently we can only provide housing at Narrabeen.  As younger veterans have children and other commitments they often cannot leave their locality, and so they remain living in cars and on the streets.  We have to do better.

We have also seen growth in our services to veterans and families who are at risk of homelessness.  This can occur when, for instance, a young veteran leaves the military without an illness or injury being accepted by the Department of Veterans’ Affairs.  If they are unable to remain employed, as is often the case with mentally ill veterans, they lose their income.  Homelessness can quickly follow.  We are working to try and keep them in their homes.  Entire families are at risk, and its proving a growth industry for us, as a decade of war collides with an inadequate repatriation system.

For those of us working with these remarkable young veterans it is soul destroying toIMG_0820 watch them suffer for want of funding.  All veterans entering the program suffer from mental illness, most enter with an intense sense of shame as well.  They were our nations finest, help us help them.

If you can help, please visit the RSL Lifecare Page Here… (and scroll down).

Our Most Recent Resident: Case Study
Veteran X is 38 years old, and has served in Iraq and Afghanistan on multiple tours.  He entered the program in mid-November 2014 and is our 22nd resident.   Veteran X was still serving in the Australian military when he was admitted to hospital for treatment of PTSD and related alcohol abuse.   Whilst he was in the hospital, the Australian Defence Force medically discharged him from service.  This meant he was no longer entitled to a Defence house, and accordingly, his family was evicted while Veteran X was in hospital.

Tragically Veteran X’s relationship could not withstand the terrible strain of Veteran X’s condition and his circumstances.  Veteran X’s marriage ended and his wife and children moved into their grandmother’s house.  Sadly Veteran X no longer had access to his children.  Veteran X has described to me the sense of utter desolation and helplessness he felt.  “I just couldn’t believe this could happen to me” he said. “I devoted my entire life to serving the Nation, I was good at my job and I had a career”.  A few weeks after his marriage failed he attempted suicide.

Many months later, as Veteran X approached the date of his discharge from hospital, he literally had nowhere to go.  Like most of the young men and woman in our program he would have been living on the streets.  Fortunately he met one of the young veterans we’d previously placed in the PTSD program, who gave Veteran X our details.  Veteran X was initially quite a challenge, but we are a peer led program, and other veterans who have walked the same path took him under their wing.  He has come such a long way; he has joined our AA support group and will shortly start a training course.  A remarkable young man, like the rest, all he needed was a chance.  A testament to his hard work and the program’s success: Veteran X spent Christmas Day 2014 with his children.

Read and Recover is on Again!

White Now‘ in conjunction with Brad Sugars of ‘Action Coach’ is again running the ‘Read & Recover Program‘ in 2011 which will see us donate 1600 books to 100 hospitals across Australia!

The books have already arrived and now we need nominations for Hospitals and other Children’s organisations that will benefit from receiving these books.

This great initiative came about after ‘White Now‘  MD Jenny White spent some time in a children’s ward of a hospital with her son when he was ill and found that the only books available were few and in poor condition.  She decided she would like to help out by donating books to hospital children’s wards, so other parents and children could benefit.  Brad Sugars was calling for suggestions for his ‘Santa Brad’ project through Facebook, so Jenny told him her idea and he was happy to get on board and Read & Recover became a reality.  The initiative went from 100 books to 10 hospitals and rapidly moved to 1500 books to 100 hospitals.

So, now we have the books (and they are filling up our office) we call for nominations from the community for hospitals and children’s organisations they have either been involved with or know of, who would benefit from the donation of some books for the kids and families who the help.  We do this via Facebook and our newsletter (Click here to sign up for the newsletter) to our contacts at White Now and want to hear from YOU!

Later on we will also ask for volunteers to help us pack and deliver the books, so stay tuned!

I joined the ‘White Now’ team at the end of last year so this is my first experience of the ‘Read & Recover’ Program and I am already caught up in the excitement and can’t wait to be more involved.  It is great to receive your nominations and learn about the positive experiences people have had with our great hospitals and other organisations and know how these books will be of benefit and bring a smile!

Click here to read more about this great program and PLEASE contact us with your nominations through

All the best
Sarah Watts

What to do When Attacked by ‘Aliens from Planet Hack!’

As many of you may know, was recently attacked, YES, attacked! – by ‘Aliens from Planet Hack.’  What this means, is the company that hosts our website and emails was externally and deliberately attacked and this effected our website and emails (along with lots of others) for about 6 days.  Not good for a web-based business!

Anyway, we are now back, the Aliens DID NOT win!

As with most experiences some good things did come out of it.  As an employee of White Now, I was really impressed with the response of those managing the company and our IT resources (Jenny White, Toby Kennett and Andrew Bassett-Smith).  There was no time wasted on ‘wringing hands’, feeling sorry for ourselves or laying blame.  Our management team was straight into ‘solution- finding’ mode and minimising the inconvenience for our clients and website users.  As soon as the problem was discovered, they were onto letting people know as best they could (via Facebook,LinkedIn and twitter initially) and setting up a temporary site so at least our current positions vacant could be seen.

It is really refreshing and inspiring to work for a company like White Now that concentrates on being positive, focused and professional and getting the ‘crisis’ resolved.

This is also a management team that regularly acknowledges the work of staff both publicly and privately – we always know we are appreciated, which makes a BIG difference!  So now its my turn to acknowledge them and say ‘you guys ROCK’ and are great to work for!

There is a definite lesson for ‘What to do When attacked by Aliens from Planet Hack’ or any other ‘crisis’ that befalls your business (or life for that matter), stay positive, focused and look for solutions.  That way you retain your power over the situation and leave the blame laying alone,  get on with the job.

Listening to Customers


I recently purchased the NEW Colgate Sensitive Pro-Relief Toothpaste that has been advertised widely.  Having sensitive teeth, the ad totally hooked me and the next time I was looking for toothpaste I decided to give it a go!

When I first went to use the product I was unable to open the ‘tamper-proof’ cap, so went to my husband for help.  In the end, we had to take to it with a knife and cut the secure cap off!  Rather extreme for toothpaste!

I thought that this was so dangerous and ridiculous that I decided to contact Colgate and let them know.  If we had this much trouble, how would someone like my 84 year old mother in law, with arthritic hands and living on her own, ever get the cap off?!  I went onto their website and found the ‘contact us’ section and sent them a polite email describing the problems I experienced.  I quickly received back an equally polite email that essentially ‘fobbed’ me off. Oh well, I thought, I won’t be buying that product again, regardless how good the toothpaste maybe, it’s just too hard to get to.

I forgot all about it and returned to another brand of toothpaste with any easy-access cap.  This week I received a parcel in the post from Colgate.  Seems I must not have been the only one to comment on the cap and they have redesigned it and sent me a tube to trial plus a questionnaire to answer.

Well today I tried the new cap which is still ‘tamper-proof’ but I am pleased to say VERY easy to open and access the toothpaste inside!

All of this really impressed on me how important it is to listen AND respond to customers.  I felt great that my comments had been heard and acted on and my further opinion was then sought.  I am sure I was one of many people who made comments about the cap, but if no one had said anything and had just never bought the product again, Colgate would have been left wondering what the problem was – the toothpaste?  the taste? packaging – WHAT?!  By receiving and acting on the feedback they have been able to make a small change and thererfore, hopefully retain customers and gain new customers, when they spread the word.

So, the moral of the story is to firstly let companies/organisations know if you find a problem with their product or service so they can take action – its then up to them.  Secondly, if you are that company/organisation receiving that comment, WELCOME it with open arms and see at as the opportunity that it is to make your service or product even better!  I will now continue to buy Sensitive Pro-Relief Colgate!

The Future of Work – Workstyle

Recently I have noticed a few articles discussing the predicted trends for the workplace and how we will work in the future and was interested to note that some of these trends already apply here at White Now!

Forecasters predict that women will account for 46 % of the workforce by 2020, more Australians will work part time, the median age will be 38 and more of our colleagues will be over 65, thanks to a growth in ‘grey power’.  Women will hold more management roles and our leadership style is expected to become more collaborative, motivational and engaged.

There is also a trend towards what is being termed as  ‘workstyle’ (rather than lifestyle) where you fit work AROUND your personal life and family commitments.  Makes sense as more and more, both partners are in the workforce and the responsibility for care of children is being shared more equally.  And who says you have to get your work done between 9am and 5pm – what about the rest of the hours in the day and night??

‘Workstyle’ allows the worker to attend school events, go to the gym or attend appointments in traditional work hours, do an intersst course and work when and where it best suits them – perhaps from home after the kids are in bed, in the early hours of the morning or on the weekend.  It means that the worker is always ‘on’ but with the ability to work around other commitments whether that be family or other interests and use ALL the time available to them.

With access to the internet and mobile communications tools, we can now work from almost anywhere and at anytime so work and life can intersect and ‘seep’ into each other.

This was one of the things that attracted me to working with White Now, having the flexibility and tools to manage my work and life and make the most of both.  I was interested and pleased to realise, when reading these articles recently, just how forward thinking this company is!

While not every job can operate this way, (hard to deliver great face to face customer service from home or when your venue is closed!)  there still may be opportunities for greater flexibility and incorporating some aspects to give ourselves or staff more of a ‘workstyle’ lifestyle.  Start the conversation with your Manager or staff and find out what could be a ‘workstyle’ for both! 

Being happy at work, having an enviable workstyle, may just be how we will measure our career ‘success’ in the future!