"Anything that can prevent you from achieving your performance objective, is a risk that must be managed"

Thursday 4 December 2014

Bank of Industry (BOI) appoints Clement Ashley Consulting as approved Business Development Support Provider (BDSP) in the Zonal category

In a bid to address challenge of access to credit for SMEs, and to hasten the credit delivery process, the Bank of  Industry (BOI) has signed service agreements, engaging 122 Business Development Service Providers (BDSPs) to increase SMEs’ capacity to apply for and secure financing from the Bank.

Speaking at the event, the Managing Director/CEO, Bank of Industry, Mr. Rasheed Olaoluwa stated that this move had become imperative because even though SMEs  account for over 90% of the companies in Nigeria, account for half of the nation’s GDP, and provides employment for more than 30% of its populace, many SMEs have not been able to attract funding because of poorly packaged and non-bankable business plans and proposals submitted to secure funds.

He added that this strategic partnership with BDSPs was in furtherance of the Bank’s core mandate “of providing long-term financial and business support services to large, medium and small projects”. He also pointed out that this would also help the Bank fulfill its obligations towards the success of the National Enterprise Development Programme (NEDEP), of which the Bank is a key stakeholder.

Mr. Olaoluwa revealed that the selection process that brought about the 122 BDSP firms was rigorous and that the selected companies were placed in three categories, based on their capacity and preferred areas of coverage. BDSPs with a national coverage totalled 28, regional coverage BDSPs were 74 (of which Clement Ashley Consulting is one of the seventy four, and covering the South West, South South and South East zones), while state-focused BDSPs were 20 in number. "

If you are located in the South West, South South and South East Regions and wish to make any enquiries about access to funding please send mail to robu@clementashleyconsulting.org

Best Regards
The Business Development Team
Clement Ashley Consulting
017925490, 08080642478

Thursday 17 April 2014

Managing the Risks of Recruiting

Introduction

On the 15th of March 2014, the Nigerian Immigration Service (NIS) carried out a pre-recruitment aptitude test nationwide. Over 500,000 (five hundred thousand) job seekers were attending these tests to compete for less than 5,000 (five thousand) vacancies. This means that the ratio of applicants to jobs was more than 100 to 1. At this test there were stampedes at several centres and as at the last count eighteen young Nigerians had lost their lives with scores wounded. Several others lost their lives in traffic accidents on the way to and way from the test venues. I surmise that there is a better way for the Government to recruit while managing the risks of recruitment.

The unfortunate stampede which led to the deaths of several job candidates seeking to join the Nigerian Immigration Service, is a tragedy on many levels and an avoidable one at that.

Firstly it is a tragedy for the families of the young men and women who died. Families that were hoping for these young people to come home with good news of a successful interview not to be called to identify their loved ones in the morgue.

It is also a tragedy for the image of Nigeria. The most populous country in Africa with the now (re-based) largest economy in Africa. It should not be seen to be failing to provide sufficient opportunities for our young people to be gainfully employed. The sheer number of candidates in the stadia was astounding and clearly indicates that a lot more needs to be done to create jobs for our school leavers. More importantly for the subject of this paper is the fact that the exercise was conducted without any regard for risk management.

I was moved while watching the news of this sad event to hear a traumatised victim asking why in this modern times the recruitment was done in such a manner. This is a question that is no doubt being asked up and down the country and lessons need to be learned.


Problem Statement

In the past government agencies and the Nigerian military and paramilitary services have seemingly held the view that candidates need to be seen to be screened. Note that I use the word screened (not interviewed). Following from this logic; to screen 500,000 you need to see 500,000 physically. The problem is that seeing 500,000 persons at the same time is a big risk. Asking 500,000 person to physically appear which involves travel even if not on the same day also involves huge risks. These are risks that the recruiter should manage and mitigate and not pass on to the hapless job seeker. The attitude of the Nigerian Immigration Service and its “recruitment consultant” seems to be “please come at your own risk”.


Previous Options


At this last screening and recruitment exercise the Nigerian Immigration Service actually used an online platform to receive applications and collect the application fee. After this the candidates were required to report at various stadia for written aptitude tests. The question is; “why stop the use of technology at application collection?” Why not use the online platform to organize online testing.

Clement Ashley Consulting's Solution


  1. Use an online platform to collect applications- this saves time, manages the risks of travel as well as missing or misplaced applications as well as the risk of wrong recording of names and other candidate details. Also aids data mining and shortlisting.
  2. Abolish the practice of collecting application processing fees from candidates responding to your job advert. This is not only unethical but abolishment also removes the risk of exploitation as well as profit induced risky practices and a risk prone mindset such as “the more the merrier”
  3. Use online aptitude and job knowledge tests to screen and shortlist for further screening, this addresses the risk of looking further at persons who lack the basic knowledge and intelligence for the job. It also addresses the risk of travel, queuing and crowd control. Any concerns about the sanctity of online test can be addressed by Information Security methodologies.
  4. Use online psychometric and personality tests to screen and shortlist for further screening and/or interview. This addresses the risk of looking further at persons with the wrong personality or mindset. It also addresses the risk of travel, queuing and crowd control and saves the time of the interviewers.
  5. Use a recruitment software application to move candidates application down the recruitment funnel from one stage to another this saves time and money (the cost of personnel) and the need for physical file carrying with the attendant risk of manipulation.
  6. Only invite candidates for final interview when the ratio is down to less than or equal to: five candidates per vacancy,, anything more than that is unreasonable.
  7. Only carry out medical or other physical tests during or after the interview, if a pre-condition for employment then combine with final interview to minimize travel, cost of examination and queuing.


Clement Ashley Consulting recommends that job seekers be treated with respect. As part of quality control this proposed recruitment methodology should be audited regularly for compliance.

Benefit 1

Using this approach recruitment is faster. Marking of scripts that could take weeks will be accomplished instantaneously.

Benefit 2

Using this approach recruitment is cheaper. Only a few hands will be necessary to manage an automated recruitment process.

Benefit 3

Using this approach recruitment will be less risky for the applicants as travel, queuing and the need for crowd management will be reduced or eliminated.

Benefit 4
Using this approach the recruitment process will be transparent leading to more credibility for government agencies or other large scale recruiting organisations.

Summary


Technology based recruitment in the 21st Century is a minimum standard requirement for large scale recruitments. Anyone reading this, will be forgiven for wondering why this paper is necessary.

Wednesday 5 February 2014

Managing the Risk Within: Employee Fraud Prevention and Detection

Introduction


Fraud costs American businesses, large and small, a ton of money each year. In fact, according to the McGladrey report The Threat Within: Employee Fraud Detection and Prevention, fraud took a huge toll on American businesses, to the tune of nearly $1 trillion dollars, last year. The problem only seems to be worsening with the volatility of the economy. That’s why it’s so important to focus on prevention rather than trying to recover losses after the fact.

In Nigeria where data and statistics are scarce one can safely assume that Nigerian business are losing much more than that. In the last couple of years we have seen departments, units and entire businesses close down due to employee fraud and unethical behaviour. A few cases can illustrate this. A hospital had to close its laboratory because the laboratory technicians were no longer doing the hospitals work but were taking in 'unrecorded' work from other hospitals for a fee that the staff privately pocketed. Patients of the hospital who were used to a 3 day return appointment were now having to wait 3 weeks, meanwhile the lab was always stocked out of required materials previously purchased, and still unused, as far as the records showed.

The hospital could not cope and decided to close the laboratory. It laid off all the workers and now send their work to laboratories abroad.

You may have heard of workers diverting their employers goods in containers, diverting tankers of petroleum products or selling the employers goods worth hundreds of thousands of Naira without issuing official receipts. We have even heard of a case where all the fish in a fish farm mysteriously disappeared just before harvest. The list of such worker related fraudulent behaviour is endless. The Great American Insurance group who provide business crime Insurance coverage in the US, say that Employee fraud costs companies a surprisingly large percentage of their gross revenues. With some employee fraud schemes spanning years, the results can be devastating to a company's operations and its financial results.”

Small businesses are even more vulnerable to employee theft because they lack the level of internal control and security that larger businesses often have in place. For these reasons, you need to work now to come up with an effective method for deterring employee fraud and theft.


Problem Statement

In the past we could rely on young people to learn ethics at home, re-enforced by schools and canonized by churches, mosques and religious institutions. This is no longer the case. Little Johnny the son of a reverend pastor and a teacher mother, 'hears' his father preach that stealing is a sin. He then 'sees' the same father dip his hands into the offering bucket. He listens to his mother teach that stealing is wrong but then he sees her bring home exercise books and pencils form the school for his private use at home. Johnny gets to university and his lecturers are not in class because they are busy running their private businesses during school hours. In fact some of his lecturers engage him to run errands for their business when his class should be holding. He obliges so that he can get a pass mark when exams for which they are not being prepared, come up, as they must.

Having passed through these experiences the grown up John graduates and because of his high IQ he passes your recruitment test and is offered a job. John who is about to resume at your company is the same person that switches on his TV set at home to see that some leader; political, corporate, religious or social has just been indicted for committing economic crimes. While the case is still on, he sees this same person receive national awards and traditional titles in recognition of his 'contributions' to his community and nation.
This is the practical lesson in 'ethics' that John has learned.

Previous Options


In many organizations, 'on-boarding' or 'induction' is all about getting the new employee to learn the ropes as fast as possible. The company trusts that their list of do's and don'ts as contained in the staff handbook is sufficient to guide the new employee as far as what is acceptable behaviour to the organisation is concerned. To make assurance doubly sure the new employee is asked to sign a copy of the staff handbook to acknowledge that he has read and understood the contents of the handbook. The company is satisfied that this aspect of his induction has been taken care of and they now concentrate on the 'business' of doing business itself.

Clement Ashley Consulting's Solution


  1. Require Employees to Take Vacation
  2. Train Managers and Employees to Spot Fraud
  3. Implement Internal Control Systems
  4. Create a System of Internal Audits
  5. Conduct Background Checks on New Employees
  6. Invest in Business Crime Insurance e.g. Fidelity bonds
  7. Encourage anonymous whistle-blowing
  8. Train Employees on Employee Work Ethics and Responsibility


Clement Ashley Consulting recommends that as part of induction, new personnel be taken through a course on 'employee work ethics and employee responsibility' in the context of the organizations operations. Having facilitated this kind of training before, we are sometimes shocked during pre-case quizzes at what employees ignorantly defend as acceptable behaviour, when practical case studies are being handled in workshops and training classes. These practical case studies give the employer the opportunity to work through myths and wrong beliefs and replace wrong values with the right ones.


We believe that this should not be a one-off exercise. At least once every two years all staff should have a refresher on workplace ethics with an emphasis on the discussion of industry specific case studies to reveal any new mendacious thoughts and beliefs, and nip them in the bud.

When training on work ethics for staff is combined with adequate internal controls, segregation of duties, independent audit and examination as well as a well designed reward and compensation scheme that is tied to performance management and appraisals, the company stands to attain competitive advantage over its peers who do not properly address the issue of employee work ethics.


Benefit 1

Using this approach training is focused is on corporate goals and objectives, providing the best possible environment for achieving them.

Benefit 2

Using this approach you will be able to identify any wrong interpretations of what is ethical and hence prevent unethical behaviour

Benefit 3

Using this approach you are able to build a core of ethical staff who can resist a 'renegade thinker'. It is well known fact that collusion can override the best of controls. Wide spread training on ethics for all staff, reduces the risk of collusion.

Benefit 4

Using this approach you are able to reduce operational losses due to employee related unethical activities. Training on employee work ethics pays for itself many times over in reduced operational losses.

Summary


Training your staff on employee work ethics and employee responsibility is something that can give your organisation competitive advantage. As everyone knows when something becomes scarce it becomes a source of value. With widespread corruption and unethical behaviour as the order of the day. Your organisation will reap enormous benefits form having an ethical workforce.

Thursday 23 January 2014

Managing the Risk of Headhunting

Introduction

Eighty percent (80%) of business success is tied to people. Recruiting the right people, motivating the right people, training the right people, retaining the right people while releasing the wrong ones is the key to your success. Many business under-perform because they do not know to do this or they can’t do it well. Anything that can prevent us from achieving our objectives, is a risk that must be managed. Therefore if we want to hire the right people we must manage the risk of getting it wrong.

Problem Statement

Identifying the right talent is always a concern. Some employers figure- 'why try to reinvent the wheel'. If some other company is getting it right, then why don't we just identify the person responsible for success and get him or her to join our team

Previous Options

Current practice in most business organizations is that when they think this way, they turn to their HR manager or their HR consultant and ask them to head hunt a certain person occupying a target position in a target company. Many employers think that getting the person responsible for success at company 'X' will translate into success at company 'Y'.

This is not always the case. Let's look at a sample scenario to explain why. Company 'Y' identifies company 'X' as having the kind of market share and sales performance that they would like for themselves. They identify the Head of Sales and Marketing in company 'X' and decide that if they can just get to recruit him/her. He/she would in no distant time work his/her magic on their numbers. What they failed to realize is that the CEO of company 'X' is an excellent networker who is always passing qualified leads to his sales team. Eighty percent of qualified leads come from the CEO, in addition the head of sales and marketing has a couple of fantastic 'closers' on his team this duo have a conversion rate of close to 90%. Company 'Y' does not have this same ideal situation.

The new Head of Sales and Marketing resumes at company 'Y' his strength is in managing a sales process. He duplicates the exact same sales process he used at company 'X' but with dramatically different results.



Clement Ashley Consulting's Solution

Clement Ashley Consulting recommends a recruitment approach that takes account of the problems identified above. We recognize that in reality the success you see may be as a result of a myriad of factors, some inimitable; the structure, the processes, the people, the life cycle of the organisation, the synergy of a team etc etc.

This means that we cannot assume that because the Head of Sales and Marketing recorded success at company 'X' he will automatically record success at company 'Y'. We still need to investigate his performance and validate his results. A head hunting approach does not give us the opportunity to do this. The target always feels like the 'beautiful bride' ask him to take a test or survey and responds 'do I have to do that, you know I am a performer that is why you approached me'. The target gives you the run around, always playing hard to get. The meeting is less of an interview and more of a salary negotiation from his point of view. What you hear is “ I am very happy where I am, and if you want to get me to leave, you need to make me an offer I cannot resist” As a result you end up paying a salary three or more times what you would have paid if you allowed him to compete for the position.

Please read Bernard Marr's Linkedin article Who's Been Paid $109 Million For NOT Performing At Their Job?” to learn how Yahoo Inc paid a whopping sum of $109 million for 15 months of non performance when they headhunted De Castro of Google. Please follow this link to read.Headhunting at Yahoo


Our approach begins with understanding in great detail who exactly the man or woman for the job is. We recommend that you elicit a very detailed job description for each position and then make a very detailed and thorough man specification for each job description Armed with this you are now in a position to write a compelling copy for an advert that is geared to attract only the people who are actually qualified and discourage speculative job seekers. Having attracted the right targets, you should now put them through a thorough testing process to validate their IQ, work skills, job knowledge, emotional stability and personality fit for the job. If you have any headhunting target in mind encourage them to apply in response to the advert. If your advert copy is well written, chances are they would already have applied if they saw the advert. Let him compete with other applicants. This gives you an opportunity to independently validate his claimed successes. It also gives you an opportunity to hold him accountable for results in order to earn whatever salary is finally agreed. As you know competition always brings prices down. The same goes for salaries.

Benefit 1

Using this approach you greatly reduce the run around you get from headhunt targets.

Benefit 2

Using this approach you will not get hood winked by successes for which the candidate is not solely responsible and therefore cannot replicate

Benefit 3

Using this approach you are able to negotiate a competitive salary and hold the candidate accountable for results and not pay three times what the candidate is worth for success claimed elsewhere.

Benefit 4
Using this approach you do not limit yourself to what you think is available but create an open playing field that enables you discover other potential talent at a reasonable price.

Implementation

Implementation involves designing recruitment policies and procedures that standardize these best practice methodologies .It involves recognizing what personalities suit what jobs and identifying the right tests to administer. It involves understanding performance measures for each job position. It involves advertising for all positions; headhunting just becomes one approach of sourcing applicants to apply.

Summary


Hiring the right staff is the best thing you can do for your organisation. Jack Welch says 'Get the right people in the right jobs – it is more important than developing a strategy' The eighty-twenty rule recognizes that eighty percent of business success is tied to people but only twenty percent of organizations get it right. You can be part of that top twenty percent.

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