Sparklers and Candles !!

This past week we had an amazing celebration at work !! We had two Team Members retire which isn’t common at our company. We’re so fortunate to have a great culture where people work for us for many years. It’s a true anomaly in today’s workplace environment, but it’s a true differentiator for us.

One of our retirees worked for us 11 years and the other for 35 years !! During the celebration, one of the owners shared the following . . . “Companies have two types of people, sparklers and candles. The sparklers shine brightly and are brilliant, but only for a short time. The candles are steady and burn slowly over time. They may not get as much attention as the sparklers, but they are more reliable. You two have been great candles for our company, and we are better for the contributions you gave over time.”

They were some of the most poignant words I had heard to celebrate people. In HR we tend to focus on the sparklers in our companies because they appear to be more vibrant and exhilarating. We may call them different things like “high potentials”, but are we looking for a little wax that goes along with the shine? We need people who bring life, energy and light to our cultures. However, the candles of our companies do this every day.

CandlesWhere is your focus? Are you being asked by senior management to pay attention to the sparklers? What about your systems? Who do they recognize and highlight? I think most of us would see that we get distracted by a group that may not be with us for the long run.

The question that faces us is can you convert a sparkler to a candle? The answer is – it depends. It doesn’t depend on HR however. It depends on the employee. You see, everyone starts a new job/role with exuberance, anticipation and maybe even a bit of anxiety. People want to prove themselves and add value. They often burst onto the scene and everyone notices them. It’s hard to sustain this level of energy and you see them transform over time to either become a steady contributor who is part of the company fabric or they burnout. HR can step in and help encourage people so that their flame doesn’t extinguish.

We can do this because HR is the “keeper of the flame” of an organization. We have to be able to ignite people and let them sparkle as well as nurture them to make sure that flames don’t go out. In order to do this, we need to stay lit ourselves. Who are the candles of HR that you know? Who are peers in the field that you can connect to that will keep your candle burning?

We need to own this role of what we do for employees and our companies. We have the ability to help people continue to burn and thrive in what they do in their various roles. Light the flame of others and keep your eyes and focus on the candles all around you.

Remember the Who !! #SHRM16

I’m catching up on rest after an exhilarating SHRM Annual Conference. It was truly wonderful the entire time. This year I experienced a new view of the conference as a member of the SHRM Board of Directors.

I have hesitated to write about being on the Board because stating it drums up different emotions for people. Let me give you my perspective about the role. I am truly honored and humbled to be on the Board of Directors for the profession and the membership association that I love. These aren’t hollow words, they’re a fact !!

I get to wear a cool badge that denotes my new role and it gives you the ability to have access throughout all of the venues. I cherished this and didn’t take it for granted because it gave me the ability to connect with more people.

It started on my first day when I met one of the hotel staff who was helping with breakfast, Ahmed. He greeted me with a smile and was kind enough to be up and in uniform at the crack of dawn to serve me and others a meal. I introduced myself and thanked him for being there. Ahmed used the same “trick” I did and read my name tag and said, “Good morning, Steve.”

Now, many people reading this may think that he’s just doing his job like he should. We’d overlook him more often than not to rush to get a plate of bacon and eggs. Our impending meeting, and the others at the meeting, would get more of our attention.

Why did this small introduction matter? On Monday, at a luncheon during the conference, guess who was serving the group? Ahmed. He saw me first this time and said, “Good afternoon, Steve. How is your day going?” I said, “It’s great Ahmed, thanks for asking !!”

I used my badge to walk into all of the different areas all week to thank volunteers, SHRM staff, hotel staff, convention center security and the transportation crossing guards. This isn’t to seek a pat on the back. Trust me. I wanted to be intentional to make sure these people weren’t overlooked. Why ??

These folks are the “who” that keep things going.

There were over 15,000 attendees as well as countless vendors who worked the Exhibit Hall. Without the “who” this event would never have occurred. Mike Rowe exemplified this during his keynote address and it has been his focus for much of his career. He noted how important it was to never overlook people at work because everyone matters.

Everyone MattersThis is key in our organizations as well. We are enveloped in such a rush of distractions that we walk past the “who” that help our companies succeed every day. HR has the ability to break this pattern because we have the ability and the latitude to make acknowledging others part of our job daily. Honestly, it needs to be in the fabric of our Human Resources DNA. It can’t be something that we ignore or hope that others will do.

People want to be acknowledged for what they do. This is more basic than appreciation. That is key and important, but we need to step back and acknowledge folks. When you take this approach, all of your systems and procedure look different and positive.

People want to do good work. This week step back and thank others. You’ll see that this will change your organization for the better !! Remember the “who” around you every day.

 

Dads.

I am very fortunate to be a father. I mean that. This is something that I wanted to become at some point in my life. I am also very fortunate to have grown up surrounded by an extended family where I saw strong fatherhood models both from their personal example and how they loved their spouse and their children.

In today’s society, fatherhood has a tarnished image. Most of this is honestly earned because of those who haven’t been able to be a model father. Please note that this post isn’t in any way meant to exemplify one father versus another. Parenting is not easy. It never has been. No one gives you an “owners manual” once you are blessed to be able to have children in your family.

Most dads I know have followed the example of being men who work hard and often too long. They are trying to provide for their families, but their extended hours often eat into time that could have been spent with their kids. Kids may not understand the sacrifice that is being made while it is happening, but I hope they do see it as they grow older.

My wife and I have two kids who are now adults. As I type this, I’m being a “dad” who is off at a conference for HR which is my chosen profession. I will be out of town and away from them on Father’s Day. My entire family is incredibly supportive of me professionally, and they always have been. Now, get ready for an amazing story . . .

Outside of our house we had a dwarf evergreen in our front flowerbed. It was there when we moved in back in 1991. We enjoyed it as part of our landscaping and gave us some “curb appeal.” I was told by a friend who is a landscaper that it would never grow much because of the type of evergreen it was. He was wrong.

This small tree grew more and more every year. The tree became a prime background for family pictures. My wife and I stood in front of it as did my parents and friends who visited. It also was a great tree to decorate with lights every Christmas season and when the snow fell on it with the lights twinkling through, it was beautiful.

When our daughter Melanie was born, we took pictures of the three of us in front of the tree. As our son Josh came along we now had a family of four and the tree had grown along with our family. The biggest tradition we had was taking the kids picture in front of the pine on the first day of school each year. We did this from Kindergarten through their Senior year in High School. As the kids grew, so did the tree. They were never taller than the pine that wouldn’t grow, and we had to use a step ladder to get lights all the way to the top each year after awhile.

Recently, the tree began to die and become browned and brittle. We decided just this Spring to take it down. It was an emotional day because of so many memories.

Now to today . . .

As I settled in my room and began to unpack my clothes and get ready for the conference, I saw three envelopes with cards and a small white bag with green tissue paper covering some odd shapes. The cards were for Father’s Day. As I opened them, tears streamed down my face. The cards were hilarious and filled with handwritten notes that made me laugh through my tears. I then pulled out the tissue paper and unwrapped it to find this . . .

Kids and Tree

My “adults” had taken the trunk of the pine and cut two sections off to make this as my Father’s Day present. The ornament is our family initial for “Browne” and the other is a picture of them in front of the tree at Easter. Speechless.

This Father’s Day hug a Dad. The majority of them are doing the best they can. Yes, they work hard and put in long hours. They all hope that over the years they have planted seeds in their kids to leave a legacy and some deep roots of faith and family. They’re the tree that is the background of their family’s pictures.

Happy Father’s Day to one and all !!

 

 

Your Stadium Moment !!

I’ve mentioned this in the past, but in case you missed it, I am a music freak !! I have music playing pretty much all throughout every day and in everything I do. There’s even a hashtag that a few of my friends and I started called #HRMusicShare on Twitter. It captures what people are listening to and it’s a ton of fun. Music is something that brings us all together.

During the summer, I get to enjoy my fascination with rock music even more because the community I live in has free outdoor concerts each week in several venues. My wife and I love to throw our chairs in the back of the car and go to catch two hours of tunes !! This week we went to a new venue and listened to a great cover band who played classic rock hits. They were tight as a band and they got the crowd out of their seats and out dancing.

While they were deep into their second set, the drummer, who was the leader of the band, shouted out over his microphone – “Who has seen our band play before ??” There was a “roar” from the crowd because many had seen them before. He said, “Thanks !!” (and then quietly) “I live for that.” It was his stadium moment !!

Rock Crowd from StageIf you’ve ever been to a rock concert, the front man usually yells out to the crowd, asks how everyone is doing, and then they wait for the swell of yells and screams as their response. They let it wash over them, and I have to think they are like the local band I saw and that they “live for that.”

HR practitioners need to have a stadium moment as well although most rarely experience one. Why is that? The key for me is that most of us are hesitant to take the mic and “be on stage.” I appreciate that we do better behind the scenes at most times, but we often blend in too much. HR in the shadows is limited in its exposure and its influence. So, you may not want to rock the boat, but you may not be rocking things at all.

We can also take note that our employees are looking for their stadium moments as well. We tend to downplay recognition and want to make sure things are more “fair” than over the top. Individuals deserve individual attention. The continue attempt to make all things fit all people has never worked, and it never will. Each person in your company brings a uniqueness to what they do. All together they make up an incredible ensemble. To do this they need someone to bring them to the mic as well. HR can be that person. Make the time to elevate the strengths and talents of all of those great people around you.

HR step out. Be bold. Look out over the crowd and take in all you see. It’s time for your stadium moment !! Go out there and seize it !!

 

For The People !!

Two weeks from now I’ll be in Washington, D.C. at SHRM16 – the annual conference and exposition put on by SHRM. I’m tangibly geeked to be going once again, and I can’t wait to swim amid the sea of people who attend from all over the globe.

I look forward to every aspect of the Conference. There are great keynote presentations, a diverse and full set of concurrent sessions that run throughout the whole event, the SHRM Smart Stage that features TED type talks, the fabulous SHRM Store and the incredible vendor hall !! I’m sure it sounds like I’m a SHRM devotee, and I don’t apologize for that at all. I’ve chosen to take in the whole conference because it enhances my experience and I encourage you to do the same.  I try to look at the whole event as “new” so that I don’t have certain filters or misconceptions creep in. Every Annual Conference has it’s own nuances and dynamics that keep it fresh for me.

One aspect that is both new and familiar is the people. There will be many folks who are attending for the first time. I love seeing these rookies. The event can be overwhelming if you let it, but there are ways to make it accessible and inviting. Don’t get swallowed by the scale of everything. Instead, plan ahead and be intentional about what you’d like to do and who you’d like to see speak. Stretch your boundaries and don’t just go to sessions that mimic your current role. See what else is out there.

The other group of people I’m REALLY excited to see !! Those are the people who come often. Some of these great people are ones I’ve “grown up” with through SHRM volunteering including many SHRM staff. Others are friends from Social Media who always add life and a fresh perspective to everything. Most have become lifelong friends – literally. This isn’t an exaggeration or an overstatement. I have met people at SHRM Annual events that I talk to and see often and on purpose. They have enriched my life in ways they may not even realize. Seeing these folks makes the event priceless !!

So, I have a challenge for you that you may not have considered before attending SHRM16. I want you to go because of one reason – for the people. Seriously.

We are in a tough industry and in challenging roles. Often, we have very few people we can talk to internally in our organizations. How much better would it be for you if you had people you could reach out to as a resource, and even better as a friend?

Simple HelloIt’s simple to do and I’ll show you how. First, say “Hello”.

You may scoff at this, but I continue to be amazed by the hundreds, if not thousands, of HR pros who pass each other as quickly as possible at HR conferences without interacting with one other peer. For some reason we think our recertification hours, or hearing some speaker, will provide the silver bullet we need to get out of the situations we’re dealing with at work. What we miss is that the people passing by you are IN THE SAME FIELD AS YOU !! They may be facing what you’re facing, or they may have been through it themselves. If you happen to get out of your normal pattern and introduce yourself, who knows where it could lead?

Trust me when I say that the whole Conference rocks, and it even gets better when you connect with the people who are there with you. Be intentional about this !! Make sure to meet at least five new people. Go to sessions with them. Walk through the vendor hall with them. Go to dinner with them. Don’t let someone be a straggler. Bring them in and include them. I plan to meet as many folks as possible, but I’m an incurable extrovert. You should meet as many folks as you feel comfortable doing.

Always remember – In HR, and as humans, we are better together !! Go to SHRM16 for the people !!

What’s Your Motor ??

I think it’s fascinating that we have so many amazing people in our lives, and that most of them are acquaintances. There’s nothing wrong with this because people have a certain capacity on how many people they’re both willing to know deeply, or can dedicate the time to do that.

The challenge with people only knowing each other at a surface level is that you don’t know enough about them that gets them geeked !! You may wonder why that’s important, but in HR you really can be a step ahead of the pack if you take note of what motivates and excites people. There’s one caution to finding out this information about others because it has . . . wait for it . . . NOTHING to do with their work !!

Just making this statement is already making people shiver. You see, there’s a myth the permeates organizations that the only subject people talk about when they have conversations is work related. We tend to try to limit our communication to work related interactions because it’s safe and comfortable. If we have disagreements, it’s about work. If it’s positive, it’s about work. I am going to go one step further and speculate that the vast majority of these “work only” conversations are hardly effective. It’s not the content, it’s the reality that we have so many items we’re juggling in a day that the length of time a conversation captures our attention is minuscule.

It amazes me that so many HR people rush to the situation at hand, and don’t take a couple of minutes to talk about the person and what drives them first instead. When I hear that people want to humanize the workplace more, but they’re not willing to take the time to talk about the human in front of them and their interests, I’m skeptical about their approach.

Motor RunningPeople are fascinating !! There is so much going on in their lives that would amaze you about what gets their motor going. The question is – are you willing to dive in ??

I am. In fact, I spend a large portion of my day catching up with people about their interests, their families and their lives in general. You need to realize the your employees are aching to have someone acknowledge them and take just a few minutes for you to be genuinely interested in them. I realize that they may bring up topics that you aren’t particularly interested in, but that’s part of the gig if you want to differentiate yourself in HR.

If I’m not aware of a certain interest a person has, I take more time to listen to them to let them share even more. You see, you have the ability to get people reenergized and release their passion in a work setting. When you do this, people will perform and do almost anything you ask. This approach also works when you need to address difficult situations as well. Taking the time to see what’s behind what may be frustrating an employee and causing challenging behavior is worth the time !!

Let me close with one reminder to make sure this works for you. What gets your motor running ?? You need to know this and you need to make sure that you’re filling your days with these things on a regular basis so that you remain passionate yourself. You can’t fake this, and you shouldn’t. There is absolutely nothing wrong with renewing yourself to keep you motivated.

Me ?? My motor gets going when I meet new people (especially if they’re in HR), going to HR events, being active in my church, time with my amazing wife and kids, endlessly playing music, movies, a great book, tie-dye anything and lava lamps. And that’s just a start !!

I surround myself with things that motivate me because I know that it’s key that I motivate others. It’s one of the bright spots about HR !! So, step back, list out your “motorvators” and get geeked !!

Tall Tales !!

This weekend my wife and I had a date night seeing the musical, Big Fish, which was based on the novel and movie of the same name. It was a spectacular performance that captured you from the moment it began.

A quick summary . . .

The story contrasts the relationship of a father and son who have completely different perspectives on life. The father spins incredible tales where he is the hero. The son is cynical and skeptical about all of the amazing adventures of his father. He can’t fathom why his dad takes things and blows them out of proportion with endless exaggeration. The son wants life to be rational, logical and linear. This difference pulls them apart almost to the point of ruining their relationship.

Throughout the musical, my wife kept nudging me sharply in the ribs. You see, I am a storyteller. I always have been and actually took a class in college to learn how to interpret and share stories. I believe that you can make almost any situation come to life. It’s intriguing though to see how others view this. In the workplace, most people want you to “get to the facts” because they feel that other items outside of this are a waste of time. Their time.

Isn’t it interesting that we feel that time is wasted only if it affects us personally? I understand that people are self-centered, but there has to be a way around this. I don’t think you have to settle on this as a barrier. If we succumb to allowing everyone to be self-centered, you end up with a workplace made up of fierce individuality and no collaboration. People need to work together. You can’t avoid it.

When you go to conferences, or other HR events, you see people drawn to people who are storytellers. In fact, people will listen to those types of sessions even if they have little content. Don’t get me wrong, I don’t think you should ever go to sessions that don’t have content. However, when everything is facts, numbers, quotes and rational thought, it’s just dry. It’s accurate and relevant but lifeless.

In HR we tend to get frustrated because we keep taking a rational approach first. We wonder why people don’t just “get it” and stay within the parameters we establish. They work on paper every time, but fall apart once you introduce them to humans. I love this and think it’s fascinating because instead of trying another approach, we build more and more policies and procedures thinking that we’ll have an intricate enough structure which will finally limit and control behavior.

Stories CupsTry stories because they work. When we were children our parents read us stories to expand our vision and horizons. Weaved within these tales were lessons of do’s and don’ts that applied to our life at that formative time. We think those work for kids, but are senseless for adults. Organizations take great pride in beating the child and the fun out of people because we expect them to come to “work.”

Let me clear something up. You can’t get people to be stronger performers when you wrap things in stories. We love to hear tales of how to do things, and do them well. We also love to hear of magnificent failure and how to learn from it. We talk about engagement of others, but we need to be engaged ourselves first.

This week lead with a story. Share an experience. Tell a tall tale. Watch what happens when you see someone start to pay attention when they were indifferent in the past. Their interest will peak and they will hang on your words as you spin a story to make what they do come to life. I guarantee you will also enjoy what you do more as well. HR deserves life in all it does. Bring it !!

 

Be An Influencer !!

I’ve been active and visible on Social Media forums for many years now. I enjoy them immensely and find them to be great methods of connecting with others across the globe, a simple mechanism to share the work of others and an overall great way to communicate. If you’ve been out here for any length of time, you see lists. The lists have great intent, but often bring up harsh emotions.

People struggle with lists if they aren’t included, and that reaction is senseless. One of the serious downsides to social media is that we are so fixed on wanting to see our name, face, and posts. We measure and obsess over the number of shares, likes, retweets and followers we have. It’s odd because they are just ways of measurement. How can something not have value if you’re not included ??

I understand that many folks use social media to conduct business, make sales and establish/maintain their brand. I’m all for it, but it gets way too much of our attention and it seems one-sided. A great example of this where you see people really jump is when people are considered “influencers” in these lists.

I have a feeling that the moment influencer lists are published, the doubt, skepticism and scoffing ensues. When it does, it’s brutal and unfortunate. I’m sure when people were compiling their lists, they had the hope that who they listed would be geeked and share that they were included. That happens, but the wave of sentiment against the lists far exceeds those who are excited.

InfluenceThe overall problem to all of this is that I think we’ve absolutely missed what influencing others means. It has so little to do with social media, but that’s where we feel it should be. Influence naturally lies within all of us. The question is whether we recognize and own it or not.

You see, in HR, we are rarely alone. We swim in a sea of people. Unfortunately, I hear too many of my peers complain about this constant reality. We miss the opportunity to truly “influence” people because we tend to down play our interactions with others. Instead, we give our attention to the situation or problem we’re addressing, and then coming up with some rock solid solution.

If the only reason you’re in HR is to solve other’s problems, change occupations.

People aren’t problems. We may all have problems and struggles in some fashion, but to immediately categorize someone as someone to fix, you have a negative view of humans.

Influence can be, and should be, positive !! When it’s used for negative reasons, it is often short lived but it also can do incredible damage. You have a choice to not allow influence to be used in that way. It’s incredibly difficult to be a positive influence in today’s workplace and society. However, it is what we are called to do.

You have the chance to influence every, single person you come across. Not one person should pass you by without you interacting with them. Not one. That may seem daunting, but it’s very doable with some effort and the desire to be intentional. Something as simple as a smile, a “Hello”, and the willingness to stay and listen to how they respond, may seriously make all the difference they needed that day.

That small action is more influential than any list on social media EVER will be !! The chance to be an influencer is available to you and it’s time you step in. People need your influence, and I can’t wait to see how you positively impact and change the lives of those around you !!

 

And You Are ??

This past week I attended the SHRM Talent Conference and it was spectacular !! The keynote speakers were all solid and the concurrent sessions had depth and relevant content.

I love that people come to conferences to learn, gain skills and get professional development to do their jobs better. I also dig hearing speakers that motivate me, make me laugh and allow me to have a release from what I do on a daily basis. All of those facets of attending a conference are needed. Chances are you’ll even be asked to give a report back to your boss about the takeaways you had.

What if you missed the best takeaway when it was sitting right next to you?

For those of you who may not know, I’m an absolute extrovert who just loves being in a sea of new people. I see events like this as an opportunity to mingle and meet peers. I think we lose sight of the fact that people who practice HR are all around us during a conference. It seems that attendees are surprised when you attempt to make eye contact and say, “Hello.”

As in most conferences I’ve gone to, attendees flow past fellow attendees and people keep to themselves. They make sure to get a seat in the area of the room where the presentation occurs, and then they sit and wait to hear what the speaker has to share. Did you know that when you listen to a presentation, you remember 10% of what was said on average? Even the great ones !!

I have a much different approach to HR Conferences. I go to them to meet people. I understand that this isn’t the norm, and I’m good with that. What I’ve found, however, is when I meet new HR people and connect them with other new HR people, great things happen. During SHRM Talent, I met folks from all over the U.S. and from around the globe !! I learned different approaches, insights and also what they expected from the conference.

I also make sure to meet vendors and see what they do. I may use their services, but I also may not. The key to me was to see who they were and how they interacted with HR folks. If they were all about the sale, I remembered that. If they were about learning about the attendees and how to meet their needs to make their company better, I remember that too (and made sure to connect with them.)

People You MeetYou see, I can give you countless examples of why taking this approach to conferences matters. I have met people that I keep in touch with on a regular, if not daily basis, that make me a better human. They also make me a stronger HR professional. With them I have a whole set of resources available with the click of a button on my phone or laptop. With them I have a deeper appreciation of HR because they give me their perspectives on things. With them I have established life-long friendships that I cherish.

To be honest, I couldn’t tell you which speaker I was listening too when I met these folks. However, I am assured that I can reach out to any of them at any time to stay connected.

So, when you go to your next HR event whether it’s a local HR chapter meeting, a networking forum or the massive SHRM Annual conference, step back and notice the people. When you get their attention, introduce yourself and ask, “And you are ??” Trust me. You’ll be glad you did !!

 

The Second Day

Have you ever started a new job? Do you remember what it was like? I remember anxiety about what I wore, how to drive to the office, where to park and what would happen. You weren’t sure who you were going to meet and wondered what they’d think about you. What would your work space look like? Where do you eat lunch and when do you do that?

The are countless questions and thoughts that run through your head. Most of them also assume the worst even though nothing has even happened yet. After you settle in the parking lot wondering if you’re in someone’s space, you hesitantly go to the front door and the receptionist. All of a sudden you’re warmly greeted and they call into your new boss who comes out and takes you to their office to explain how your first day will unfold. Your shoulders relax and you let out a heavy sigh. The first day then flies by with the mandatory HR paperwork, a tour of the company, multiple introductions to people who say their name too quickly, and then you land at your desk. Lunch is still a mystery because you seemed to either miss it or work through it. Then, the commute home.

You’re all geeked up after a positive experience on day one. You liked the majority of people you met. The work seems to match what you heard in the interview and you dig your new boss.

Day 2Then the second day comes . . .

You’re first day fears have been squelched and you are comfortable with the commute and how to get into the building and to your desk. Oddly, no one is there to greet you and the receptionist is already up to their eyes in guests, calls and e-mails. You go past your boss’s office and they wave, and say “We’ll talk later” – which never happens. You go to your desk and you have to figure things out on your own. You still don’t know what to do about lunch.

Sound familiar ?? It happens every, single day in companies across the globe regardless of industry. No one ever explains the existence of “assumed culture.” This is where we just think employees will “get it” because we don’t want to spend time with them because we’re too busy with our own work. When we miss those new folks they start making decisions as to whether they’ll stay or not much more quickly.

I’m heading to the SHRM Talent Conference and I’m geeked !! I think the sessions will be great and I’m looking forward to meeting new HR folks from around the country. I’m also sure that the majority of sessions will encourage HR to look at employees as “talent” because we honestly don’t. We are still stuck in the mire of filling job requisitions and keeping hiring managers calm. Also, the focus will be on the front end of the business or attracting and recruiting people.

Until we start viewing ALL employees as “talent” within our organizations, then our labeling of them will not change. I received some great advice from my boss when I started in my current role some 10 years ago. He wanted HR to be with employees for their entire life cycle – from candidate until the time they leave the company. He wanted to make sure that people didn’t get lost on Day Two.

This is another opportunity and reminder that HR needs to firmly be focused on people and not processes such as on-boarding. New employees aren’t things and tasks and we need to keep that in front of us.

This week see who’s joining the company and make sure their first day rocks, but also greet them on the second day  . . . and every one after that so they know that they truly are the talent you sought in the first place !!