Showing posts with label gen y. Show all posts
Showing posts with label gen y. Show all posts

Tuesday, 9 December 2008

Round Up: December 9th

Suggested Reading

1. David Eaves blogged a great piece on why StatCan is (or could be) like Google. Here is a taste:

The other week I gave a talk on Gen Y, Gen X, Technology and the Future of the Public Service at StatCan’s manager’s meeting. The speaker before me apparently told the gathering that they “should be more like Google” if they want to recruit young talent. During his Q&A one of the managers asked how a government agency be like Google (a legitimate question I thought) and the speaker didn’t have much to say. Frustrating, no?

Definitely.

But I think there is a good case. While the idea of StatCan emulating one of the best performing, young, hottest companies in Silicon Valley may sound far fetched, it needn’t. StatCan can be like Google. In fact, it already is.


2. The President of the National Council of Visible Minorities in the Federal Public Service gave the following address linking public service renewal and employment equity. It is very interesting (to me at least!) given my passion for renewal and the fact that my first job in government was in the area responsible for the Employment Equity Act.


3.Why You Need to Be a Happier Manager c/o Harvard Business Publishing.

Comments on this Blog

First we got a comment from mgifford:

Would be treat to see more acknowledgment about the use of MediaWiki for this collaboration mechanism. I posted the following earlier this week.
The post mgifford links to in the comment above highlights the fact that in creating gcpedia/nrcan wiki the government has deployed an open source technology and that this fact is a very important and oft overlooked one. Go ahead and take a look, there are some other articles of interest there as well (In fact, just added their RSS to my Google Reader).



We also got a comment from KP who opined:

Nick/Mike, I say GET ON WITH IT...what are you waiting for? I find that, as usual, you tend to put your obstacles at the feet of the senior management (i.e. we are not that bright or adept when it comes to WEB 2.0) rather than forge ahead on your own. I'm a DG and I launched into GCPEDIA the day it was announced! Check out my page under users, Katherine Parker, and under projects, Prospectors and Developers Association....this is an inter-departmental wiki site for several departments at the senior management level. So no more excuses okay?


I have several thoughts. First, let me assure you that we are indeed doing our best to "get on with it" and "forg[ing] ahead". Both Mike and I have user pages on GCPEDIA (we even have permalinks to them on the right hand bar of the main page); and we are planning something for this Friday takes our unofficial contributions to the renewal fora to a new level.

Second, the purpose of the column we wrote last week was to try to shed light on the types of conversations that are now occuring around the GoC in light of GCPEDIA's launch. I have been working hard in my own official role to push towards incorporating GCPEDIA and have been met with many challenges along the way. I know that may seem vague, and I am not trying to skirt the issue but this blog is simply not the platform for me to comment on my official GoC duties.

Finally, there are a lot of contributing factors that allow (or restrict) public servants from making contributions to GCPEDIA. For example, being a DG or working at NRCan may provide you with a greater level of freedom then people at other levels or in other departments. Maybe it affords you less, I don't know. The point is that it is typically easier said then done. Colloquially speaking, I had a DG ask what Wikipedia was the other day, the variance in experiences and acceptance across the GoC is a major hindrance to GCPEDIA, which is why we advocated some high level communication encouraging people to check it out and engage.

Again, stay tuned for Friday's column.




Tuesday, 14 October 2008

Round-Up October 13

I started poking around on BNET Business Network website and found some pretty cool stuff I wanted to point to:

  1. 3 ways to connect with Gen-Y Workers
  2. Kiss your brand goodbye
  3. Gen X is unhappy at work
  4. Are you at war with Generation Y
  5. How to start a mentoring program
  6. The End of Time Based Management
  7. Turbo Charge Meetings
  8. Encourage Excellent Performance

Mike Kujawski has set up a GoC Best Practices Wiki. Mike also has some upcoming armchair discussions at CSPS.

Chamika sent me this timely article that prompted me add another feed to my RSS: Invert the Management Pyramid

Brigitte, in Atlantic Canada pointed our attention to this wiki ... yes, apparently the GoC has a wiki (still a "proof of concept") but there nonetheless.

Event

There is an IABC/Ottawa Speaker Series featuring Mark Blevis and his insights about the return on influence.

Where/When:

The Code Factory at 246 Queen Street from 5 to 7 pm on Thursday, Oct. 16.

Description:

The digital age of communications and public relations has resulted in organizations being able to more easily and more affordably reach and engage with their target audiences -- internal and external.

Mark will examine some real life impacts of social media in action and inaction, discuss the rules of engagement associated with the trust economy, and suggest ways in which digital communications can be used for outreach and relationship building.

More Info/Register.




Friday, 29 August 2008

CPSRENEWAL.CA Weekly: Speaking Notes on Leadership as Governance

As you may or may not know I was a discussant at an HRDSC Knowledge Talk yesterday on the subject of Leadership as Governance.

Here are some excerpts from the event poster:

Speaker

Dr. Gilles Paquet, Professor Emeritus at the Telfer School of Management and Senior Research fellow at the Graduate School of Public and International Affairs, University of Ottawa

Presentation

Based on his recent research, Dr. Paquet will challenge traditional notions of leadership and governance. He will ask us to explore how the decision making process is affected by increasingly large and complex network based organizations.

Discussants

Bart Bakker, Executive Director, Leadership Ottawa

Leadership Ottawa works to broaden leadership skills and expertise of committed action-oriented individuals by connecting them with the knowledge, tools, experiences and networks they need to strengthen their communities and organizations.

Nicholas Charney, Program Analyst, Assistant Deputy Minister’s Office, Labour Program and Executive Member of YMAGIN – Labour

I think the event went well and I hope to follow up later with my reflections on Dr. Paquet's awesome presentation. Since I didn't get an advanced copy of his presentation I based my comments largely on his publication, Cats Eyes: Intelligent Work versus Perverse Incentives.

FYI there were 194 Public Servants registered from across the country (all within HRSDC), and my actual speaking notes are attached here below:

Intro

[Ask by show of hands how many people consider themselves to be new Public Servants]

I left probably the coolest job in the world to be a public servant – I worked for the Ottawa Senators Hockey Club. Interestingly I resigned my position with the Sens just prior to being flown out to Anaheim for the game 5 Stanley Cup final.

Understandably, when I tell people that, they always ask me why I left. Well, actually, it’s usually more of a statement about the kind of idiot I am.

But the reason I signed my letter of offer is simple, it’s the same reason that we all signed our letters: the opportunity appealed to us.

My career in Public Service started as most do – which is to say not according to plan. I went through the same on-boarding process that many of you have. I had the same conversations you are having with your friends, and I faced the decisions you are facing. I got to the point where I needed to make a decision about my future.

At around the same time, I had a friend leave her organization for greener pastures. But before she left she brought her concerns about her unit up with her manager. On one hand I was amazed by her courage, on the other hand I couldn’t understand why she would even bother.

She told me that she felt obligated to at least try. She explained that if she didn’t step up and take responsibility someone else would just inherit her problems. We both knew that that wouldn’t solve anything. Her simple explanation, and the fact that she took ownership, made my decision an easy one.

I engaged myself in public service renewal because I want to be able to look back on my career in the public service – the one that will make up the most of my working life – as the coolest job I ever had. I don’t want to look back 28 years from now and feel as if the best time of my professional life was a single year of working for the Sens back when I was 25.

Initially you may not see the connections between my story and Dr. Paquet’s work, but I ask that you keep it in mind as I go through the rest of my presentation. Hopefully they will become clear as we proceed. There are two main linkages between my story and Dr. Paquet’s work that I would like to draw.

1st Link: Designing a Living Organization

The first link is to ‘designing a living organization’. Dr. Paquet has written that the role of the designer is to intervene in real time in an existing organization in order to improve the four dimensional PARC configuration (People, Architecture, Routines and Culture) in a manner that generates better performance. (p7 Cats Eyes)

However, this role is not just the role of some abstract designer. This is our role as Public Servants. Understanding that our organization is made up of People, Architecture, Routines and Culture, and that changing any one of these causes the others to realign, is understanding that we each have a degree of influence over our organization.

Public Servants actively looking to design a living organization should naturally welcome the perspective of new hires because they are less prone to accepting the established order and more likely to be able to identify red flags. Therefore youth groups such as YMAGIN are particularly important because they focus individual influence by collecting people who generate ideas and question existing architectures, routines and culture. Moreover, as Dr. Paquet has written, young people are more willing to engage in experimentalism then are their older colleagues.

Our willingness to experiment may have something to do with the fact that older colleagues are generally in positions of greater responsibility and are busy dealing with the day to day administration of the government. However, the opportunity cost here is clear: we are losing the capacity to engage new ideas to the necessity of the day. Often new recruits have less on their plate in terms of the day to day and have more time to engage in creative thinking. Unfortunately busy managers are not only too busy to engage in serious play, but are too busy to encourage it in their new hires. This leaves new hires frustrated and idling, when they could be finding solutions that free up time for their managers.

For this reason, I think one of the core ingredients of designing a living organization should be incorporating new outlooks and creating safe spaces, particularly for new recruits, to generate ideas. I think that, much like APEX, youth groups constitute a safe space and a powerful tool to accelerate transition. Youth groups provide opportunities to deal with difficult issues, and generate better understanding and closer collaboration. (p21 Cats Eyes)

They facilitate the exchange of perspectives and advice from among people facing similar issues. Sometimes the net gain is small: a single issue, resolved on a personal level. Sometimes the net gain is much larger. While both are important, when something larger takes root within the youth group the group is well-positioned to develop it, generate interest in it, and find the resources to champion it.

For example, within the last two months, YMAGIN-Labour successfully held an Informal Discussion with our ADM for our new recruits, a Lunch and Learn for Students on staffing; and a fundraiser for Child and Youth Friendly Ottawa’s Tools 4 Schools Program. All of which were responses to needs that the group perceived, not tasks that were handed down from on high.

I also mentioned that youth groups foster closer collaboration. The truth of government is that while everyone wants to accomplish their own successes on their own merits, relationships matter, and they matter a lot. New public servants should seek out people with whom they share an affinity and similar ideas and interests. Some of your best resources in the future may be the people moving up the ranks with you right now. Youth groups are a convenient way to meet other people within your organization and start to build those connections.

Personally, some of my best resources are people I have never formally worked with but have developed professional relationships with. These are people that I have chosen to work and they are as important to my career as those people whom I am required to work with.

2nd Link: Perverse Incentives

The second link I want to make is to ‘perverse incentives’. In Cats Eyes Dr. Paquet wrote that poor performers are rarely dealt with by managers and that the tendency is to off-load problem cases rather then to confront them. He went on to say that the capacity to confront is a fundamental requirement for any leader and is a burden of their office. He attributes the failure to confront to a sense of disengagement, strategic silence and learned helplessness. Finally, he exposes the fact that the EX community is permeated by latent fear – that there is this survival instinct that manifests as self-censorship.

The truth is that these things extend well beyond the senior management cadre. The lack of capacity or willingness to look a person in the eye and say “this will not do” in the public service is a particularly powerful example. How many unhappy, confused or underutilized new recruits are willing to look their manager in the eye and say, “With all do respect, this will not do.” My wager is not many.

Furthermore, I would argue that the capacity to confront is a fundamental requirement of any Public Servant, and a burden of anyone holding public office, not just senior managers. Similarly, disengagement, strategic silence, and learned helplessness are manifest across the ranks of the Public Service. This includes new recruits, where it is perhaps the most dangerous. Latent fear is also easily discernable in new hires. Again, how many new hires would confront their manager even if that was truly what was required? From my experience the majority of people simply choose to self-censor and start applying elsewhere. Perverse incentives are leading us to the path of least resistance.

According to Dr. Paquet, if this fear is to be attenuated, new structures and rules based on trust must be put into place. I think that new hires would tend to agree – they want to trust and be trusted.

Yet, in my experience, there is an implicit level of trust among new hires that has yet to develop between managers and new hires. This is not surprising given generational differences and power dynamics between new hires and managers.

In some cases new employees, especially contract or term employees seeking permanency, avoid the risk of alienating their managers because they fear repercussions. Things like further reduced workloads, withholding references or giving poor references, un-renewed contracts, and negative feedback spread by word of mouth, could all be detrimental to a new recruit, especially one straight out of Post-Secondary.

Outro

If you recall when I mentioned that youth organizations are a good way to alter the PARC configuration of our organization I failed to mention the People aspect. My conclusion is largely centered on People and what Dr. Paquet has referred to as ‘somebody is in charge and it’s not me’.

I will simply call it ownership.

I agree with Dr. Paquet’s observation that it is naïve to expect change until executives accept responsibility for addressing problems. However, I would like to again go one step further by saying that this requires not only educating people upward but in all directions that part of being a Public Servant is to refuse to indulge in strategic silence, acting to reinforce that commitment, and providing all the necessary support to others who deal with these problems (p11 Cats Eyes).

We need people at all levels to accept responsibility for both their successes and their failures. I have already said that I think it is the responsibility of every Public Servant to hold their colleagues accountable, and when appropriate, to let them know that certain levels of performance are simply unacceptable. But holding others to account is pointless if you fail to hold yourself to that same standard.

As Public Servants we all need to take ownership over everything that falls within our purview. Ownership can mean a lot of different things to different people, to some it might mean getting up here and making an honest appeal to others, for some it might mean climbing that career ladder and championing something at a high level, or for others it simply means finding a job they love and doing it effectively. The truth is that all of these contributions are equally important. All of these things make it easier for us to be effective owners in our own spheres.

Working in an organization that rewards people for taking ownership, is one of the first steps towards me being able to look back 28 years from now and say that my career in public service was the coolest job I ever had.

In this sense, leadership is about enabling others by helping them find the courage to take ownership, to play an active role in designing our living organization, and to overcome perverse incentives.

Thank you.

Friday, 11 July 2008

CPSRENEWAL.CA Weekly: The Role of Unions

I set out this week with every intention of attempting to flesh out the role of public sector labour unions in the renewal process, and where and how they might fit into the future of the Public Service (PS). This column has in fact been rewritten numerous times but in the end I have nothing but questions.

My point of departure for this topic is my contention that PS unions should, by default, have a vested interest in the renewal process, considering that their memberships are dependent upon the hiring and retention practices of the employer.

My uncertainty regarding the role of unions stems from the PS’s difficulty in facing modern pressures (e.g. use of technology, work flow, time sensitivities, etc), and the demographic and generational challenges it has yet to overcome.

Can a collective agreement really reign in the blackberry?

Can it address the chronically slow pace at which the PS is moving to adopt new technologies?

Do recent immigrants and/or recent post-secondary graduates (two prime groups for PS recruitment efforts) feel any connection to organized labour?

Not Going Away

All of the above being said, while unionization remains firmly entrenched within the Public Service, I think that unions have recognized that they need to ensure their relevance moving forward. As evidence, I offer an excerpt from the Public Service Alliance of Canada’s website:

Have unions outlived their usefulness?

NO!!!

The current reality for most non-unionized workers demonstrates this clearly.

The belief that individuals can do better for themselves is the myth, not the reality.

There is strength in numbers. Why do you think employers fight so hard to be "union-free"!

Unions do make a difference...


I am not sure to whom this plea is aimed. Generation Y has been closely watched by parents, teachers and the media. Gen Y grew up in a fragmenting popular culture where diversity and self expression was the norm. They became adults in booming economies with shrinking populations, and, as a result, have always been highly valued. The rhetoric of the above statement – the combative relationship between the employer and employee – fails to resonate with Gen Y. Gen Y has too strong a sense (whether warranted or not) of its own potential and importance for them to think that “belief that individuals can do better for themselves is a myth”.

In the Media

This past Monday, 200 unionized Viterra employees went on strike. The issue seems to be that workers have rejected a 27% raise over the next 5 years, where 6% would be guaranteed this year and the remaining 21% would be tied to employee performance over the next 4 years.

I only mention it because providing employment for life (i.e. indeterminate status) and pay increases tied to tenure rather than performance effectively makes one’s performance largely irrelevant. Public service executives have bonuses tied to performance. Private sector companies have been rewarding performance since before the dawn of time.

A generation of workers that is extremely confident in its ability to be top performers, not to mention has significant pre-government experience in performance pay based employment, has no reason to be concerned with performance based pay. Listen to people chatting around the water cooler, one of the biggest issues our generation has in the workplace is poor performers who maintain employment not because of their proficiency but despite it. In this example, a collective agreement can be seen as a hindrance to their own aspirations rather then a guarantor of certain (self evident) rights in the workplace.

Still, there are other examples of union activity that seem to provide counter examples.

From Personal Experience

Speaking now from personal experience, I have spent most of my own career working in unionized environments without ever taking an interest in them. In fact, I have been a member of a union for the 7 of the last 8 years without ever actually getting involved. I told one of my colleagues about how I was struggling to write this column. He could only offer me a piece of (humorous) cynicism, “So far my union manages to squeeze $35/month from me while delaying my 'real' salary for 3 years which probably holds less-than-favourable implications for my previous income tax filings. Gee thanks.”

In my recent conversation with new public servants, I brought up the subject of unions. Being from the same occupational group, we share the same union. None of my colleagues could name it, had been contacted by it since they started their employment, or knew how to contact the union should the need arise. After our conversation I sent them information on how to contact the union. However, the only reason I knew how to do it was that I happened to see a black and white print out tacked to a bulletin board in one of the elevator bays. It indicated that if I didn’t get onto my union’s website to register then I was not a full member of the union and did not have full rights (attending and voting in meetings, etc). I found this ironic since they had already collected over a full year of union dues, not to mention that posting something on a bulletin board is a pretty ineffective way to communicate with your membership.

Moving Forward

To be clear, in no way am I advocating for the dissolution of PS unions, only stating that I am uncertain as to their role in the future. To date, I haven’t come across even a remotely definitive clue as to what should be their role moving forward. However, intuitively I feel as though there is potential for unions to step into the gaps that Gen Y sees in their work environments (work-life balance, being challenged in the workplace, training and development, promoting the use of new technologies and social media, better information sharing, etc.) and champion those issues in order to gain their support.

Conversely, perhaps it is Gen Y who should take the lead here. Collectively they could bolster their involvement in union activities, infiltrate their leadership and tune their activities towards their own workplace issues. I have a sense that if unions can be used to advocate issues that resonate with younger generations of workers, then they are likely to be successful in attracting their support. Although again, I am not certain of the degree to which a collective agreement is the proper venue for such an exchange to take place. Furthermore, given the homogeneity of the content of agreements across the public service, I’m not sure what unions are doing as far as making recommendations on issues such as learning & development, work-life balance, etc.

At the very least, envisioning the role of unions in the renewal process seems to be a subject meriting further discussion (that’s your cue to offer your comments).


Friday, 4 July 2008

CPSRENEWAL.CA Weekly: In Conversation with New Public Servants

I had lunch recently with 3 young public servants, all of whom were relatively new to government. I have known the first for just over a month, the second for about two weeks, and the third I met on the spot. Needless to say, I didn’t know them too well, but was amazed at how open the communication was between us despite our relative unfamiliarity. Our conversation flowed freely and almost immediately gravitated to our common experience of work cultures, work loads, recruitment, competitive processes, and of course, management.

Communication Breakdown

Each individual conversation consistently gravitated to a single problem: the inability to raise their concerns with their manager, or worse, the perceived inaction of a manager upon hearing those concerns. Having had similar experiences in the past I offered what advice I could, but what is interesting is not the advice I gave, but what they had said:

“I feel like I got cheated. There was so much emphasis during the recruitment process on wanting the best and brightest, independent and analytical thinkers, to fill challenging positions and make a difference and now … well now I sit around, being underutilized. How do I bring that up to my manager?”

“When I raise my concerns, I’m told to appreciate what I have or how much better off I am than [my manager] was when she started. That is completely beside the point? I want to be challenged, how do I ask for more work? What if she refuses to give me any?”

“Who is doing the actual work around here? I never included and when I am, I’m at a complete loss because I was kept in the dark for so long. Everyone else seems to have enough work to do. I want to make a contribution but I can’t when I am systematically excluded. How do you tell your manager that you want more work, when your manager’s judgment of your group and level determines your workload as opposed to your ability or competencies?”

(Comments above are reproduced with permission.)

I think it is important to note the sharp contrast between the ease of communication between what amounts to a group of relative strangers compared to the difficulty of communication between employees and their managers. Could a new hire really look at their manager and say, “If things don’t improve over the next year I am gone” and expect their situation to get better?

[Aside: I could not help but recall chapter two of Etienne Laliberté’s paper an Inconvenient Renewal in which he discusses the critical link between management and employees’ decision to stay in or leave an organization. I would suggest reading it (again) at this point.]

Difficult Conversations

Generally speaking, I think there is an implicit level of trust among new workers that has yet to be developed between managers and new workers. It is not at all surprising given generational differences and power dynamics between new hires and managers. In some cases new employees, especially contract or term employees seeking permanency, avoid the risk of alienating their managers at all costs because they fear the repercussions of the power dynamic: (further) reduced workloads, withholding references, poor references, expired contracts, negative feedback spread by word of mouth, to name a few.

The result is that new hires lack the sure footing (i.e. experience) required to approach their managers to resolve issues around workloads, processes, greater involvement and career advice. This isn’t the case across the board so there is no need to hit the panic button, however, in my experience it is widespread enough to be of some concern (just ask the three people I spoke with).

Since new hires are unsure about how to approach the situation, managers having considerably more experience, should step up and fill the gap. Managers should take the lead, set the tone early, have conversations (like the one I had), provide feedback and ask for input. This is not an easy task. However, managers that are actively (and effectively) managing files, people and careers are the same ones that are attracting all the top talent (precisely for those reasons).

Every new hire is looking for that manager. Every new hire will continue to hum and haw and shuffle around the public service until they find one. David Eaves' latest blog post speaks directly to this when he says:

“[W]here you work in the public service (and often who you work for) is far more important than what file you work on.”

I wanted to end this column with another interesting point of consensus from around the table at my discussion with my colleagues. It is one that needs no elaboration, no explanation, and the implications of which should ring loudly in everyone’s ears:

“I’m willing to stick it out for a year then I’m gone.”



Friday, 6 June 2008

CPSRENEWAL.CA Weekly: Renewal is a Two Way Street

Preface

I hate to invoke broad sweeping generalizations about generational differences because they oversimplify the problem. The truth is that our experience in public service differs as greatly as our backgrounds. I can only speak from my experience. Even if your experience is different, I think the underlying message of this column is important. Either way, I encourage you to reflect upon and share your own experience regarding what follows, whether your experience is markedly different, or much the same.

Column

There are currently 4 generations of people employed in the Public Service. Numerous studies have attempted to articulate the unique relationship that each generation has with their organization, their career, and their work. My generation, Gen Y, has been described as growing up with too much praise and not enough criticism: everyone got a trophy, no one made a mistake and we always had to be happy.

From what I can tell, this has resulted in the Gen Y cadre of public servants being highly educated, motivated and eager to dive right into the substantive work of our positions. We enter into the Public Service confident that we can enjoy immediate success, but withhold respect for process, protocol or superiors until they earn it.

Being educated, motivated and goal-oriented is an obvious benefit to our individual careers and, by extension, the Public Service more broadly. On the other hand, withholding respect until earned is to our detriment. If I had to define the problem, it would be as simple as “a lack of humility.”

Given the current climate it is hard to be humble. We have lived our entire lives being pumped up to bigger and better things. The overwhelming focus on the importance of youth, the next generation of public servant, etc. only exacerbates the problem.

Think about it.

Renewal plays directly into the hype that our generation has been eating up for the last decade. Employers, including the federal government, are literally tripping over themselves to bring young people into their organizations. For once, demand for talent is exceeding supply, and some organizations want to staff up so badly that they may be unknowingly compromising the integrity of their final product or service.

We don’t know how to be humble, because we have never been humbled before. How do you learn to get up if you never fall down?

Let me explain. Well actually, let one of my unofficial mentors explain:

“Being humble is difficult. You were the brightest kid in the class. You were the high achiever in your family. You are well educated, and have repeatedly tasted success in life. You have lived a life that has provided you with everything you need to be successful – everything except the humility you need in order to understand that you still have so much to learn. Sustaining a high level of achievement is no easy task, nor is it without cost. Humility, respect for process and hierarchy have never mattered before, or at least not to the extent they do within the public service. You are now evaluated on a completely different set of criteria then previously. Everyone here was the brightest kid. Everyone around you is highly educated. You are working in a level playing field. Slowing down, asking advice, respecting process, and hierarchy – these are important things that do not come naturally to people in your demographic. They are however of the utmost importance. They keep the machinations of government moving.”

I think Gen Y expects too much. I think we expect it too quickly. If we want to keep the machinations of government moving, if we want to keep our careers moving, learning the lesson of humility early on is imperative.

There is so much hype about making a career in government appeal to the younger demographic that I fear the imperative for us to deliver on our obligations – providing good service to Canadians – is often lost in translation.

It is not only the responsibility of the federal government to recruit us, retain us and promote us. It is our responsibility to earn the organization’s interest, their retention efforts and our promotions.