About the Author
M. Michael Markowich,
D.P.A. is a nationally known human resources consultant, author
and speaker specializing in the use of HR initiatives to achieve company
objectives (e.g., increasing productivity and balancing work and family
pressures through redesign of pay-for-time-not-worked policies; and
productivity enhancement through organizational development/team building).
His background includes training and management positions with union
and nonunion companies, including 10 years as vice president of human
resources for a multi-facility health care corporation of 3,500 employees.
His clients are
from a cross-section of industries ranging in size from 65 to 11,000
employees, profit and nonprofit, union and nonunion.
Markowich is recognized
as an expert in the control of unscheduled absences. He co-authored
WorldatWork’s total rewards guidebook, Paid Time Off Banks, and
authored the WorldatWork how-to booklet, Paid Time Off: An Idea Employers
Can Bank On. Markowich is an adjunct faculty member of Cornell University’s
School of Industrial and Labor Relations; and is on the faculty of WorldatWork
and Rutgers University’s
Center for Management Development.
Markowich is a frequent
speaker at national conferences on a broad range of management and human
resources topics. He has authored more than 100 articles, and is a recipient
of eight national communication awards for published works. He holds
a master’s in organizational development and a doctorate specializing
in organizational change.
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Table of Contents
Preface
Introduction
• The Golden Era
Chapter 1: Simple
vs. Complex Sale
• Simple Sales
• Complex Sales
Chapter 2: Three-Phase
Internal Change Model
• Phase 1: Prospecting
– Step 1: Get to Know the System
– Step 2: Identify Customers and Needs
– Step 3: Understand the Power Structure
• Phase 2: Decision-Making Process
– Step 1: The End Result of Successful
Lobbying
– Ultimate Decision-Maker
– Customers Affected by the Proposal
– Influencers
– Technical Advisers
– Step 2: Strategies
– Step 3: Final Decision
• Phase 3: Postmortem
– Buyer Satisfaction, Not Buyer Remorse
Chapter 3: 8 Practical
Tactics to Enhance Key Relationships
Chapter 4: The Power
of Asking the Right Question at the Right Time
• Phase 1: Ice Breaker Questions
• Phase 2: Fishing Questions
• Phase 3: Full Disclosure Questions
• Phase 4: Visual Benefit Questions
• Phase 5: The Close
Chapter 5: How to
Communicate Bad News
Chapter 6: Case
Studies
• Case Study 1: No-Fault Absentee Control Program
• Case Study 2: An Alternative Rewards Program
• Case Study 3: Paid Time Off (PTO) Program
• Case Study 4: Cafeteria “Flex Benefits”
Program
• Case Study 5: New Employee Orientation Program
• Case Study 6: Conversion from Advancement of Paid
Time Off to an Accrual System
Chapter 7: Conclusion
Appendix
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