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    The Principle(s) of Negative Value - A Procurement Article
    Some years ago while researching and writing a book on the subject of industrial Buyer & Sales relationships, I also wrote a follow up chapter for future endeavors which has rolled around in the back of my mind ever since. The piece was entitled “The Value of Value”.Alright, I admit it was and could still be, construed as something of a Procurement diatribe but the purpose both then and now is to assist venders recognize and comprehend how Buyers perceive and respond, to the levels of service we receive from distributors and manufacturers when there are problems. (Notice I didn’t say, “reps”)After 20 years of battling repetitive and inane situations and shortfalls, I thought it was time for someone to get it out into the open and talk about it plainly. Forget the graphs and the charts and Power Points, statistics and pep talks, just plain talk seemed like a reasonable solution.After all, how many Buyers and PA’s aren’t exhausted to the point of pending insanity, by suppliers not delivering on promises or being late, or shipping incomplete orders or failing to include documentation or … on and on and on?When I say “It’s
    candidate agrees to pay someone back after borrowing money from then, but doesn’t, it doesn’t matter what their color, race, sex, or persuasion is.

    That person defaulted, and they should have a good explanation as to why. Judge this explanation on the merits of the individual situation, not the argument that a certain class of people may be disadvantaged. If they borrow, they should pay it back; if they can’t, there’s usually a good (or bad) reason why.

    As far as driving histories go, even if the person will not be driving a company vehicle, you till need to know the manner in which they drive and the manner in which they resolve issues that may arise while they are driving. These are nuts and bolts responsibility attitude indicators here – nothing fancy, but good common sense, and very important if you want to make a good hiring decision.

    You must know the full extend of the subject’s criminal history. This can only be done jurisdictionally, and you must see all levels, not just felonies. The courts today are downgrading many felonies in order to stop the logjam occurring everywhere in the higher courts, so if you don’t research at the lower levels you may miss

    Beat Sunday Anxiety/Workplace Blues with a Dramatic Career Change
    If you don’t like the typical workplace, why not make a dramatic career change to a dream job that does not involve corporate life? This is even more important if you also hate your job.Fact is, you can be free of the 9 to 5 rat race if this is what you really want. Imagine, having work that you truly enjoy and not having to work for a nasty boss! Just as important, you can have your personal freedom.Clearly, you can’t be genuinely prosperous unless you have true freedom. You will have attained true freedom in this world when you can get up in the morning when you want to get up; go to sleep when you want to go to sleep; and in the interval, work and play at the things you want to work and play at — all at your own pace.The great news is that not having a real job — and creating your own dream job instead — allows you the opportunity to attain this high degree of freedom. The freedom that millions of individuals — including me — have attained by not having a real job offers a myriad of benefits, including a relatively stress-free lifestyle. It hasn't always been this way for me, however.I can still vividly recall the work
    We have all heard in recent years that the need for a substantive policy of conducting pre-and post-employment background checks exists in more than just defense contractor and fiduciary-based enterprises. Today, with the overwhelming preponderance of employer liability litigation, and with negligent hiring being the focal point of round-table discussions of some of the plaintiff’s firms, the need for thorough background checks has been substantiated. This is a common sense perspective, not only from the standpoint of getting the best possible people for the job, but also to protect a company form this type of litigation.

    In 1979, our company set out to learn how to not only provide the best possible background checks, but also to determine just where “factual employment screening” would fall in the scheme of things. To understand why “screening” is where it is today, one needs a little history of the subject.

    In the beginning, screening usually started with the security department. These were typically highly qualified, deeply motivated, wholly energetic, recently retired law enforcement professionals who were completely inundated. After being given the entire responsibility for the safety and security of the company, its executives and their families, they were given the task of qualifying those who would pass through the gates each day as employees. Since these individuals were for the most part “old boys,” they sometimes used, in today’s politically correct terminology, “improper” methods of “checking out” the applicants.

    This responsibility typically stayed in the security department until about the late 1970s, when what are now called human resources departments saw the need to get in the loop for what was to become “employment screening.” Needless to say, those “improper” methods referred to have all but disappeared in smart companies. However, due to the lack of knowledge of some human resource personnel when it comes to things like criminal records, credit reports, and driving histories, some have fallen prey to those who would sell them “employment screening” at the touch of a button. As you will see later, this can pose a big problem.

    Why do you need to know this simplified history? Simple – not all companies evolve equally, and in order to understand whether or not you are going to get your pilot program of employment screening to fly, you need to know where the exposure for negligent hiring will rest in the scheme of things. Talk about inner conflict – try to become thoroughly knowledgeable in either the security or human resources area, let alone both! These are two disciplines, which may rarely see eye to eye on anything.

    But you are going to have to know both equally well if you re charged with spearheading the drive to get your company’s management to commit to a competent policy of factually screening employment candidates, regardless of your position. In this era of “political correctness” we are often reminded that, more often than not, something cannot be “right” or “wrong” because of the judgmental connotations those words convey. Employment screening is not immune to this distinction, but as well all know, facts are facts, and vent the best con artist can’t dispute them. This is why you must be thorough in conducting a background check.

    This article will not address drug testing, psychological testing referencing, or verification work, as these areas do not yet have as many legal implications surrounding them, and most employers have their own methods which are about as unique as fingerprints. However, the following recommendations are suggested for a comprehensive screening program.

    Three “Must Knows”

    You must know the person’s true identity by obtaining positive candidate identification. Major recent studies have shown that as much as 20% to 30% of the population maintains undisclosed aliases or AKAs. This is critical, since checking a wrong name for criminal convictions will yield a “no record” response almost every time. There are many ways that an identity can be verified and cross-checked without breaking the law. These are usually proprietary to the vendor, but can include social security number traces, driver’s license number checks, address-telephone verifications, and a myriad of other attainable bits of research.

    You must grasp the person’s responsibility attitudes. This is usually best determined by a person’s payment attitudes (credit history and driving history. Beware! One argument that is encountered against running credit reports is that “minorities have it tougher.” While studies do exist that set forth deficient societal and employment opportunities which plague certain groups, the fact is that if an employment candidate agrees to pay someone back after borrowing money from then, but doesn’t, it doesn’t matter what their color, race, sex, or persuasion is.

    That person defaulted, and they should have a good explanation as to why. Judge this explanation on the merits of the individual situation, not the argument that a certain class of people may be disadvantaged. If they borrow, they should pay it back; if they can’t, there’s usually a good (or bad) reason why.

    As far as driving histories go, even if the person will not be driving a company vehicle, you till need to know the manner in which they drive and the manner in which they resolve issues that may arise while they are driving. These are nuts and bolts responsibility attitude indicators here – nothing fancy, but good common sense, and very important if you want to make a good hiring decision.

    You must know the full extend of the subject’s criminal history. This can only be done jurisdictionally, and you must see all levels, not just felonies. The courts today are downgrading many felonies in order to stop the logjam occurring everywhere in the higher courts, so if you don’t research at the lower levels you may miss

    The Power of the Interview
    Interviewing an expert and sharing their ideas with others is not a new concept. Experts have been doing radio and television interviews for decades. They use these platforms to create awareness for their company and what they stand for, as well as to educate listeners and ultimately sell products.The same techniques are used today using a different medium - teleseminars. Just like the radio, teleseminars can be something as simple as a recorded phone call between two people that may or may not allow listeners to ask questions.Let's take a look at this technique from two standpoints. How can getting yourself interviewed grow your business and, from a company standpoint, how can interviewing others grow your business?Let's start with how getting yourself interviewed can grow your business. It may sound pretty self-explanatory. You are "the expert" talking about a subject you are familiar with, being asked questions. In doing so you are exposed to a new group of prospects. There are few, if any, expenses to being interviewed over the phone. In fact, you can do it in your pajama's sitting on your coach at home. And if the call is r
    ibility for the safety and security of the company, its executives and their families, they were given the task of qualifying those who would pass through the gates each day as employees. Since these individuals were for the most part “old boys,” they sometimes used, in today’s politically correct terminology, “improper” methods of “checking out” the applicants.

    This responsibility typically stayed in the security department until about the late 1970s, when what are now called human resources departments saw the need to get in the loop for what was to become “employment screening.” Needless to say, those “improper” methods referred to have all but disappeared in smart companies. However, due to the lack of knowledge of some human resource personnel when it comes to things like criminal records, credit reports, and driving histories, some have fallen prey to those who would sell them “employment screening” at the touch of a button. As you will see later, this can pose a big problem.

    Why do you need to know this simplified history? Simple – not all companies evolve equally, and in order to understand whether or not you are going to get your pilot program of employment screening to fly, you need to know where the exposure for negligent hiring will rest in the scheme of things. Talk about inner conflict – try to become thoroughly knowledgeable in either the security or human resources area, let alone both! These are two disciplines, which may rarely see eye to eye on anything.

    But you are going to have to know both equally well if you re charged with spearheading the drive to get your company’s management to commit to a competent policy of factually screening employment candidates, regardless of your position. In this era of “political correctness” we are often reminded that, more often than not, something cannot be “right” or “wrong” because of the judgmental connotations those words convey. Employment screening is not immune to this distinction, but as well all know, facts are facts, and vent the best con artist can’t dispute them. This is why you must be thorough in conducting a background check.

    This article will not address drug testing, psychological testing referencing, or verification work, as these areas do not yet have as many legal implications surrounding them, and most employers have their own methods which are about as unique as fingerprints. However, the following recommendations are suggested for a comprehensive screening program.

    Three “Must Knows”

    You must know the person’s true identity by obtaining positive candidate identification. Major recent studies have shown that as much as 20% to 30% of the population maintains undisclosed aliases or AKAs. This is critical, since checking a wrong name for criminal convictions will yield a “no record” response almost every time. There are many ways that an identity can be verified and cross-checked without breaking the law. These are usually proprietary to the vendor, but can include social security number traces, driver’s license number checks, address-telephone verifications, and a myriad of other attainable bits of research.

    You must grasp the person’s responsibility attitudes. This is usually best determined by a person’s payment attitudes (credit history and driving history. Beware! One argument that is encountered against running credit reports is that “minorities have it tougher.” While studies do exist that set forth deficient societal and employment opportunities which plague certain groups, the fact is that if an employment candidate agrees to pay someone back after borrowing money from then, but doesn’t, it doesn’t matter what their color, race, sex, or persuasion is.

    That person defaulted, and they should have a good explanation as to why. Judge this explanation on the merits of the individual situation, not the argument that a certain class of people may be disadvantaged. If they borrow, they should pay it back; if they can’t, there’s usually a good (or bad) reason why.

    As far as driving histories go, even if the person will not be driving a company vehicle, you till need to know the manner in which they drive and the manner in which they resolve issues that may arise while they are driving. These are nuts and bolts responsibility attitude indicators here – nothing fancy, but good common sense, and very important if you want to make a good hiring decision.

    You must know the full extend of the subject’s criminal history. This can only be done jurisdictionally, and you must see all levels, not just felonies. The courts today are downgrading many felonies in order to stop the logjam occurring everywhere in the higher courts, so if you don’t research at the lower levels you may miss

    Nerve of Steel
    L.N. Mittal has an abundant appetite for acquiring steel firms. From Kazakhstan to Romania, from Indonesia to the US, the Indian-born takeover tycoon’s Mittal Steel has gobbled up steel plants and added them to his expanding empire. But not even his most ardent admirers bet on the success of his bid for Europe’s biggest steel maker Arcelor S.A.Except perhaps Mittal himself. Luxembourg-based Arcelor had tried everything to fend off the metal maven. At first there was shock and confusion in the European ranks as the French, who hold stake in the company, told Mittal that his bid had no chance. Luxembourg politicians said they would pass legislation to make his bid illegal.In much of Europe, Mittal’s move was viewed as a rough attempt by “new” India to take on “old” Europe. French finance minister Thierry Breton accused Mittal of having “a grammar problem”. Luxembourg Prime Minister Jean-Claude Juncker was ready for war: “This hostile bid by Mittal Steel calls for a reaction that is at least as hostile.” Arcelor CEO Guy Doll? worked hard to encourage public opposition, dismissing Mittal as a low-grade operator specialising in buying up ob
    reening to fly, you need to know where the exposure for negligent hiring will rest in the scheme of things. Talk about inner conflict – try to become thoroughly knowledgeable in either the security or human resources area, let alone both! These are two disciplines, which may rarely see eye to eye on anything.

    But you are going to have to know both equally well if you re charged with spearheading the drive to get your company’s management to commit to a competent policy of factually screening employment candidates, regardless of your position. In this era of “political correctness” we are often reminded that, more often than not, something cannot be “right” or “wrong” because of the judgmental connotations those words convey. Employment screening is not immune to this distinction, but as well all know, facts are facts, and vent the best con artist can’t dispute them. This is why you must be thorough in conducting a background check.

    This article will not address drug testing, psychological testing referencing, or verification work, as these areas do not yet have as many legal implications surrounding them, and most employers have their own methods which are about as unique as fingerprints. However, the following recommendations are suggested for a comprehensive screening program.

    Three “Must Knows”

    You must know the person’s true identity by obtaining positive candidate identification. Major recent studies have shown that as much as 20% to 30% of the population maintains undisclosed aliases or AKAs. This is critical, since checking a wrong name for criminal convictions will yield a “no record” response almost every time. There are many ways that an identity can be verified and cross-checked without breaking the law. These are usually proprietary to the vendor, but can include social security number traces, driver’s license number checks, address-telephone verifications, and a myriad of other attainable bits of research.

    You must grasp the person’s responsibility attitudes. This is usually best determined by a person’s payment attitudes (credit history and driving history. Beware! One argument that is encountered against running credit reports is that “minorities have it tougher.” While studies do exist that set forth deficient societal and employment opportunities which plague certain groups, the fact is that if an employment candidate agrees to pay someone back after borrowing money from then, but doesn’t, it doesn’t matter what their color, race, sex, or persuasion is.

    That person defaulted, and they should have a good explanation as to why. Judge this explanation on the merits of the individual situation, not the argument that a certain class of people may be disadvantaged. If they borrow, they should pay it back; if they can’t, there’s usually a good (or bad) reason why.

    As far as driving histories go, even if the person will not be driving a company vehicle, you till need to know the manner in which they drive and the manner in which they resolve issues that may arise while they are driving. These are nuts and bolts responsibility attitude indicators here – nothing fancy, but good common sense, and very important if you want to make a good hiring decision.

    You must know the full extend of the subject’s criminal history. This can only be done jurisdictionally, and you must see all levels, not just felonies. The courts today are downgrading many felonies in order to stop the logjam occurring everywhere in the higher courts, so if you don’t research at the lower levels you may miss

    Small Deals are the Steps to the Really BIG Deals - Here's how
    What’s the BIG deal? Small DealsYou have to make small deals before you can make bigger deals. Just like you can't make a million dollars before your make $500,000, before your make $100,000, before you make $50,000, before you make $10,000, before you make $5,000, before you make $3,000, before you make $1,000, before you make $500, before you make $200 dollars.Every level of income demands a new you. Every level of YOU demands a new you but you can't get there before you master the smaller YOU of your present financial level. You just can't. …. Lottery winners’ are an example. Many are broke after a few years because they never mastered the steps to making, keeping and growing money.We will have speed bumps that test our ability and persistence. They can create roadblocks and even brick walls. They can keep you from having financial success in your future. One thing is waiting for that really big deal or that opportunity that will make you a millionaire overnight. While you are waiting a week or a month goes by. When that month is gone, it's gone, Good-Bye! What have you got if you did not take even a small action step? -Z
    ique as fingerprints. However, the following recommendations are suggested for a comprehensive screening program.

    Three “Must Knows”

    You must know the person’s true identity by obtaining positive candidate identification. Major recent studies have shown that as much as 20% to 30% of the population maintains undisclosed aliases or AKAs. This is critical, since checking a wrong name for criminal convictions will yield a “no record” response almost every time. There are many ways that an identity can be verified and cross-checked without breaking the law. These are usually proprietary to the vendor, but can include social security number traces, driver’s license number checks, address-telephone verifications, and a myriad of other attainable bits of research.

    You must grasp the person’s responsibility attitudes. This is usually best determined by a person’s payment attitudes (credit history and driving history. Beware! One argument that is encountered against running credit reports is that “minorities have it tougher.” While studies do exist that set forth deficient societal and employment opportunities which plague certain groups, the fact is that if an employment candidate agrees to pay someone back after borrowing money from then, but doesn’t, it doesn’t matter what their color, race, sex, or persuasion is.

    That person defaulted, and they should have a good explanation as to why. Judge this explanation on the merits of the individual situation, not the argument that a certain class of people may be disadvantaged. If they borrow, they should pay it back; if they can’t, there’s usually a good (or bad) reason why.

    As far as driving histories go, even if the person will not be driving a company vehicle, you till need to know the manner in which they drive and the manner in which they resolve issues that may arise while they are driving. These are nuts and bolts responsibility attitude indicators here – nothing fancy, but good common sense, and very important if you want to make a good hiring decision.

    You must know the full extend of the subject’s criminal history. This can only be done jurisdictionally, and you must see all levels, not just felonies. The courts today are downgrading many felonies in order to stop the logjam occurring everywhere in the higher courts, so if you don’t research at the lower levels you may miss

    How Much Should I Pay My Advertising Consultant?
    Whatever they are worth!As a consultant, that’s my standard answer. But I know it’s a bit more complicated than that. Hourly rates run the gamut from $50 to $500. Some are worth it and some aren’t. You could probably say the same about your attorney, accountant, and physician. Each is an expert that should be looking out for your self-interest. After all, if you’re successful, then they benefit.But advertising is a different animal. Let’s use the auto mechanic as an example. The car is running rough. You bring it in and the guy tells you it needs an engine overhaul. You trust him to do the right thing and, the next day, you pick up your vehicle. He presents you with a bill detailing all the work and you write a check. Hopefully, it’s working well now and you’re both happy.Compare that with advertising. Your business is slow and you hire a consultant. He reviews your current campaign and makes a recommendation. You acknowledge that he or she is the professional and let them run the show. A month or so goes by and business is still bad. You come back and demand a refu
    candidate agrees to pay someone back after borrowing money from then, but doesn’t, it doesn’t matter what their color, race, sex, or persuasion is.

    That person defaulted, and they should have a good explanation as to why. Judge this explanation on the merits of the individual situation, not the argument that a certain class of people may be disadvantaged. If they borrow, they should pay it back; if they can’t, there’s usually a good (or bad) reason why.

    As far as driving histories go, even if the person will not be driving a company vehicle, you till need to know the manner in which they drive and the manner in which they resolve issues that may arise while they are driving. These are nuts and bolts responsibility attitude indicators here – nothing fancy, but good common sense, and very important if you want to make a good hiring decision.

    You must know the full extend of the subject’s criminal history. This can only be done jurisdictionally, and you must see all levels, not just felonies. The courts today are downgrading many felonies in order to stop the logjam occurring everywhere in the higher courts, so if you don’t research at the lower levels you may miss some eye-openers.

    Don’t forget that people commit federal crimes, which do not appear in the local or state court indices. They have to be researched at the U.S. District Court level. Most screening companies don’t do this, and if they do, it’s usually through databases of microfilm. Beware! You need a company that checks all levels, or the search is no good.

    Many times our company has been hired after an “$8.25 criminal check” failed and someone was subsequently murdered, raped, maimed or defrauded. In these instances, we sometimes not only perform employment screening from then on, but also testify as an expert witness against the firm who did the faulty job of screening. Beware of companies that offer a newspaper or police blotter clipping service in the form of “nationwide” criminal checks. These firms do not cover all areas of the U.S., just the major metropolitan areas. Most important is the fact that the root company is many times resold through distributors who might not fully convey that the search, while touted as “nationwide,” is actually limited to these more populated areas.

    Database Services

    Let’s also take a moment to further address the growing industry called “database.” It is very important to understand some basic things about database services that they will never tell you. Databases, no matter how good, are only as good as the search logic used to retrieve the data that’s put in. That’s the rub. What you are really buying when you buy a database service is how much the database company invested into its search logic.

    And this is usually an area where these companies are tempted to scrimp, because good search logic is very expensive. You simply can’t use off-the-shelf software to retrieve this type of publicly compiled repository information. It simply comes in too many forms, and the search logic must be able to delineate between the different languages that are bridged into the database company’s archival system, because all jurisdictions maintain different hardware, software and archival philosophy. It’s a wonder the sometimes anything comes back, given the diversity of the data that goes in the front end.

    Any computer expert will tell you that no matter how much money you put into the best of the best, you can never expect 100% storage of information. These are the things called “data drops” where bytes mysteriously disappear into thin air. There are also viruses, different from the kind you may be aware of which can reside undetected in mainframes for years and which eat data to survive.

    All in all, computers are still not fool-proof enough to be relied upon, especially where such an important decision is concerned. At this point, you’re probably wondering how to handle getting employment screening into the mainstream of the hiring process without exposing the company to possible litigation for privacy and discrimination issues, not to mention how to use what you have been taught that you need to get to evaluate a candidate’s worthiness.

    You’ve probably also wondered how to maintain the records, as well as how to qualify the firm you are considering to do your screening. Read Factual Employment Screening – Part Two, An Employment Screening Outline, a roadmap that will help you handle both of these critical issues.

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