Get Ready for Generation Z

Get Ready for Generation ZGet Ready for Generation Z*/Read the infographic text.GET READY FOR GENERATION ZBy 2020, theyll make up 20% of the total workforceWORKPLACE EXPECTATIONS77% EXPECT TO WORK HARDER THAN PREVIOUS GENERATIONS$46,799 MEAN SALARY EXPECTATION PER YEAR FOR THEIR FIRST JOB AFTER COLLEGE5 YEARS AFTER COLLEGE, THEYD LIKE TO BE20% Entrepreneurs24% Working their way up the corporate ladder32% Managing employees4 AVERAGE NUMBER OF ORGANIZATIONS THEY EXPECT TO WORK FOR THROUGHOUT THEIR CAREERSCAREER ATTITUDES82% SAY THEIR PARENTS WILL HELP INFLUENCE THEIR CAREER DECISIONS30% WOULD TAKE A 10-20% PAY CUT TO WORK FOR A COMPANY WITH A MISSION THEY DEEPLY CARE ABOUTTOP 7 JOB SEARCH PRIORITIES1. Growth opportunities2. Generous pay3. Making a positive impact4. Job security5. Healthcare benefits6. Flexible hours7. Manager to learn from50% WOULD LIKE TO RETIRE BEFORE AGE 6054% EXPECT TO WORK UNTIL THEYRE 61-70 YEARS OLDWORKING WITH GEN ZATTITUDES TOWARD COWORKERS52% FEEL IT WILL BE EASY TO WORK WITH GENERATION X-127% FEEL THE SAME ABOUT THE BABY BOOMER GENERATION-2WORK ENVIRONMENT PREFERRED COLLABORATING WITH A SMALL GROUP IN AN OFFICE SETTINGLEAST IDEAL WORKING OFF-SITE AS parte OF A VIRTUAL TEAM74% PREFER TO COMMUNICATE FACE-TO-FACE WITH COLLEAGUESQUALITIES VALUED IN A MANAGER38% Honesty/integrity22% Mentoring abilityroberthalf.comroberthalf.com/generation-z1-Individuals born roughly between 1960-19802-Individuals born roughly between 1946-1964 2015 Robert Half Company. An Equal Opportunity Employer M/F/Disability/Vet. RH-0715Source Robert Half, Get Ready for Generation Z research reportBruce Tulgan, Rainmaker Thinking, Meet Generation Z The Second Generation Within the Giant Millennial Cohort research report.

A New Ally Against Skin Cancer

A New Ally Against Skin Cancer A New Ally Against Skin Cancer James Tunnell, associate professor of biomedical engineering at the University of Texas, grew up in Corpus Christi, taking in the beach as child. Though he enjoyed all the fun that came with it, he was aware of something else as well. I was aware of skin cancer from that environment and I also had a family history of it, he says. It would be nice to hopefully be able to do something about it.His team is working on a device for detection that he hopes will reduce the number of costly CT scans needed and speed up detection. There was a linking up with some faculty at MD Anderson Cancer Center, so we built up a prototype and worked on a concept and I was then also introduced to collaborator Jason Reichenberg, he says. The device is kind of in two pieces. Theres a box, the instrument that houses the lights and light spruces and detectors, and its on a cart where you wheel it around similar to a cart in a hospital. The other pi ece is a handheld probe shaped like a pen and is connected via fiber optic to the cart. The technician or physician holds the pen in their hand and places it in contact with the skin, hits a button and it cycles through shining different colors of light. The goal is a yes-no device when it comes to skin cancer.He describes the inside of the pen as a bundle that contains different types of optical fibers. What we did was combine three different kinds of spectroscopy, he says. You have to arrange the fiber in specific geometry and put lens and filters inside of there. Fibers are on the order of 200 microns in diameter and, depending on what version, were talking about maybe 10 of those fibers inside of the pen.A diagram of the probe. Image E.Marple / EmVision LLCOne challenge was in the area of speed. Patients dont spend a lot of time in the room so you need to be quick in getting the data you want, he says. We built prototypes before that were way too big and slow because of practica l reasons. Fortunately technology caught up in the last five or ten years and LED is becoming very cheap. It now takes just a few seconds for a measurement, he says, and the third generation of the device is roughly a quarter of the size it once was. It was once about the size of a desk, he explains.Their results for melanomas and non-melanoma have been very strong, he says. In addition, they recently started a clinical study with 250 patients. All three spectroscopies are being performed through one fiber in one handheld probe and they will see if they can maintain a high level of accuracy.A hope is that when we are finished with the trial work that someone with good commercial experience will find a great market for it and we can get these devices helping the public, he says. I think there are possibly a number of scenarios where it could improve care. People are reluctant to get tested if they think they will get cut on. And think about how many biopsies it can take to find one m elanoma. This could make things different.Eric Butterman is an independent writer.Learn about the latest trends in bioengineering at ASMEs in aller welt Congress onNanoEngineering for Medicine and Biology. For Further Discussion Think about how many biopsies it can take to find one melanoma. This could make things different.Prof. James Tunnell, University of Texas

Selling to Decision Makers at Different Levels

Selling to Decision Makers at Different LevelsSelling to Decision Makers at Different LevelsWhen youre selling B2B, you may end up speaking with decision-makers at any of three different levels. In fact, its quite possible that youll be pitching to decision-makers at every level on a single sale because its not uncommon for a decision-maker to kick you up or down a level so that you can pitch to those decision-makers as well. The only problem is, decision-makers at these three different levels have different definitions of value. It is baked in to the fact that that particular decision-maker is at that particular level. In other words, its part of his job. If you dont know how to switch gears when faced with different levels, youll find yourself succeeding brilliantly with one type of decision-maker but crashing and burning when you speak with decision-makers at other levels. Manager and Buyer The first and lowest level of B2B decision-makers is the department manager and profess ional buyeror both. Its unlikely youll find someone with buying authority at a lower level than that. Managerial decision-makers are most interested in the product itself and how it will work for them. unterstellung are the decision-makers who are most likely to speak in technicalese, and they will expect salespeople to be familiar with and comfortable discussing technical aspects of the product. When selling at the managerial level, you need strong product knowledge and a good grasp of the prospects industry. These decision-makers want to hear how the product will make their jobs easier. Benefit statements are a powerful tool to prove value to managerial decision-makers, especially statements related to using the product itself. Managerial decision-makers are also very interested in the easy implementation and strong support from your company because these decision-makers are the people who will be responsible for making the product work. Vice President The second level of B2B decision-makers is the vice president. Vice presidents dont care about how the product works because thats the department managers problem. What a vice president cares about is reaching his corporate goals. These goals rotate around money, so what these decision-makers want to hear is how your product will either increase revenues or decrease costs. When selling at the vice presidential level, you need to be able to demonstrate Return on Investment (ROI). If a company wants to be profitable, it has to have a strong ROI - in other words, the money it invests has to result in a positive return. So your task for these decision-makers is to show them the financial benefit that buying your product will offer. To do so, youll need to get the hintergrund information from the decision-maker about their current situation and where they would like to be in the future. Armed with that information, youll be able to give them specific numbers that prove your products ROI. CEOs and President s The third and highest decision-maker level belongs to top-level executives - CEOs, presidents, and so on. Decision-makers at this level dont care about product details talking about how the product works will get you swiftly sent down to the managerial level. Senior executives are focused on market size. They want to grow the companys control of the market and take customers away from their competitors. When selling at the senior executive level, you need to be able to sell to the big picture. These decision-makers are interested in how your product will help the company increase market share and achieve its long-term goals. One powerful approach for selling to senior executive decision-makers is addressing risk. Because senior executives are often focused on the companys future, they are very interested in products and services that will reduce the risks to their companies.