Smartcard

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What behaviors happen when youre not around?
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Green Beans Ice Cream The Recipe for Behavior
Based Recognition

• Bill Sims Jr., President
• The Bill Sims Company Inc.
• www.billsims.com

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Course Overview

• -South Africa, Greece, Australia, Bahrain, ASSE
  Vegas
• -Incentives Controversy
• -Does Recognition Work?
• -Why does it work?
• -Common Pitfalls
• -QA
• -Putting it all togetherhow to use recognition
  effectively to change behavior without injury
  hiding

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Ask any group of managers if they believe safety
incentive programs are a good idea

• Why should I PAY people to be safe? Its part
  of their job
• If we did a safety reward program, how would we
  prevent abuse and favoritism?
• Safety incentive programs do nothing more than
  cause under-reporting of injuries they produce
  no real behavior change!
• Manipulating behavior by offering rewards,
  while a sound approach for training the family
  pet, can never bring quality Alfie Kohn, PHD

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The Other Side of the Coin

• Our Safety recognition program the single
  biggest factor in reducing our work comp claims
  from 3 million to 1 million and we can
  guarantee nobody is hiding injuries!-Marie Jones
• We saved 1.3 million in just 9 months using
  your program to generate safety money saving
  ideasthanks Bill! Cathy Atkinson, West Valley
  Nuclear Systems

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Survey

• Do you believe incentive programs can cause
  injury hiding?
• Have you personally observed injury hiding as a
  result of a Safety incentive program?

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Do All Incentive Programs Create Injury Hiding?

• Poorly designed safety incentive programs
  injury hiding
• Properly developed behavior based recognition
  programs lasting behavior change
• Dr. Bob Wincek The Bass Boat at Doraville

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Do Employee Rewards Really Work?

• 3-year study tracked 300 construction firms
• Half did NOT implement a safety reward
  recognition program
• Half who did had 50 lower injury rates than the
  other group
• Recognition is effective only with a complete
  safety program

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Why Recognition works
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Research

• The Hawthorne Study
• Dr.Frederick Herzberg
• Top 2 Satisfiers
• Achievement
• Recognition (its ok to celebrate milestones!)
• Top 2 Dissatisfiers
• Unfair Pay (cash award)
• Unfair Boss (favoritism)
• Whats your top satisfier story?

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Research

• Bob Nelson 68 are under-recognized
• Gap between supervisors view of money vs.
  employees
• Motor Convoy Biff Wilson

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The worlds worst manager
Extinction, Daphne, Who killed the Work Ethic?
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Extinction, Daphne, Who killed the Work Ethic?
We killed itall of us did.
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Has Terry Tate found a good way to change
behavior?
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Does Negative recognition worklong term?

• Jack Jackson 7 amputated fingers per year
• The screaming supervisor the construction
  workers
• Donna Prejean, Earl, and the You Did It Right!
• 5 apes a Banana

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Dupont Stop Shortcomings

• Is STOP usually mostly positive feedback?
• Or is is mostly NEGATIVE?
• Do observers forget to give positive recognition?
• How do you REALLY know they observed vs. pencil
  whipped?

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When Dupont Stop falters
Too often, observers use negative reinforcement,
not positive Pencil Whipping of Observers to
meet quotas
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Does Negative recognition worklong term?

• The screaming supervisor the construction
  workers
• Donna Prejean, Earl, and the You Did It Right!
• Negative recognition is a dissatisfier
• 5 apes a Banana

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When Dupont Stop falters
Too often, observers use negative reinforcement,
not positive Pencil Whipping of Observers to
meet quotas
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Is verbal recognition enough?University of
Waterloo Study

• Peer to Peer recognition is not enough
• Some managers believe that positive recognition
  is enough, nothing further is needed
• Tangible reinforcers are a substitute for poor
  managers VP of HR, Wrangler Jeans
• Mary Kay the Pink Cadillac

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Is verbal recognition enough?University of
Waterloo Study

• Perceived Organizational SupportMy company
  values me and they care about me as a human
  being
• POS leads to Affective Organizational Commitment
  or AOC-Where the employee Internalizes the goal
  of the organization.
• The Ritz Carlton Hotel vs. Airline Ticket Counter
  
• POS equals AOC which equals WANT TO DO IT
  Behaviors
• Giving a person a tangible award, e.g. an IPOD, a
  Jacket increases POS by a factor of FOUR TIMES!

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• How To Know That You Are a Leader
• Simple Truths of Service www.barbaraglanz.com

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Will you marry me?
People who deny the power of tangible reinforcers
are probably not married!
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The Myth of Intrinsic Motivation
Why should we reward people for doing what they
are supposed to do?(open your eyes, theyre not
doing it!)Alfie Kohn and his diatribe about
rewards robbing us of intrinsic
reinforcement.So why are people obese, drug
addicted, smokers and more?Shouldnt intrinsic
motivation prevent this?People who are
intrinsically motivated wrongly assume that
others are as well
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Why employees leave

• 1 reason -- limited recognition and praise
• Ranked higher than compensation, limited
  authority, personality conflicts and all other
  responses!
• When I make a mistake, my manager recognizes that
  100 of the time, when I excel, he says nothing
  99 of the time.
• Source Robert Half International

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Most Popular Excuses NOT to Use Recognition
Programs
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Excuse 1 Why do I have to reward people? Isnt
a paycheck enough?

• Workmens Compensation stacks the decks against
  the employer
• Workers can make more money from workmens comp
  than working a job
• Paradox dont reward employees, but do reward
  CEOs???
• If all it takes is a paycheck, why do we need
  managers then?

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Excuse 2 How would we prevent abuse and
favoritism?

• Middle managers will reward and recognize only
  the employees they like and exclude the others
  
• TRUST but VERIFY
• Develop SPECIFIC non fuzzy behaviors
• Dont turn your managers loose with a blank
  checkbook favoritism is a huge DIS-SATISFIER
  (Herzberg)
• The In house Safety Bucks Nightmare
• Need on-the-spot recognition of good behaviors

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On-the-Spot Recognition MUST

• The in house safety bucks nightmare
• Prevent repeat awards to the same person
• Be tracked to eliminate abuse and favoritism
  (dissatisfier)
• Roses Story-Why them, why not me?
• Who decides whether reinforcement is positive or
  negative?
• Lunch with the boss
• Reward specific measurable behaviors not warm
  fuzzies

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How do you Measure a Leader?

• -Discretionary Behavior of the Follower
• -Lessons learned You are a leader if the
  followers let you lead.
• -The measure of your skill is what your followers
  do when you leave.

Aubrey Daniels-Bringing out the Best in People
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The measure of a leader is the want to have
behavior of the followers..
Aubrey Daniels-Bringing out the Best in People
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Elements of Behavior Change From Dr. Aubrey
Daniels

• The safety manager who reached into the chiller
• I was just DUMB says the safety manager
• Why do people do what they do????
• I will tell you exactly why .

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Elements of Behavior Change Tucker Childers

• Junior the Snake Dog-
• You get what you reinforce.
• Arrest that Elephant!
• Be careful what you reinforce.
• Try the Index Card Test
• Four Positives to Each Negative

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Elements of Behavior Change From Dr. Aubrey
Daniels

• AntecedentgtBehavior gt Consequence
• P.I.C or N.I.C.?
• Positive, Immediate, Certain wins over Negative,
  Immediate, Certain every time
• Reinforce behavior multiple times to sustain it

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Elements of Behavior Change From Dr. Aubrey
Daniels

• Does gainsharing work?
• Does rewarding a turkey change behavior?
• Does rewarding a jacket or walmart card at 1
  million hours change behavior?
• Has your incentive program become an
  entitlement?
• Is it PIC or PDU
• You need a daily,weekly strategy

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You Did it Right! Card Rewards Behavior Change
Tracks who rewards whom, for what with no abuse
or favoritism
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Excuse 4 Safety Incentive Programs produce
under-reporting, not behavior change

• Poorly designed reward programs lead to the
  bloody pocket syndrome
• Well developed recognition programs change
  behavior without injury hiding

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Common Denominators of Injury Hiding Programs

• Team awards for large prizes that produce too
  much peer pressure
• Large Cash Cash Substitute Awards dont mess
  with my paycheck

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The Safety Managers Son Lies to Him..

• Gainsharing for safety was worth 150 per quarter
  per person
• Playing video games with an icepack
• Im gonna take one for the team Dad.

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Is your recognition strategy stuck in the 60s?

• Early trailing indicator programs weeded out
  fraudulent claims-not unsafe behaviors
• The first bike ride without training Wheels
• First Success vs. Second Success
• What GOT you HERE wont GET you THERE.. Getting
  to ZERO is HARD!
• Is your reward strategy stuck in the training
  wheels/trailing indicator phase?

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What are some 1960s old school trailing
indicator rules?

• ?
• ?
• ?
• Is individual, small group, or large team most
  effective?
• Peer pressure and work comp fraud vs. unsafe
  behaviors
• Why would this change behavior?
• Why would a 100 gift versus 50 make me any
  safer?

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Would TRAILING indicator rewards have prevented
this? How many Walmart cards?
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The Trouble with Trailing Indicators
-At Hoffman Laroche, wife beats Husbandand he
files a Work Comp Claim, and wins! -USA Waste
OSHA -Over 30 of all managers have seen injury
hiding as a result of poorly designed incentive
solutions. -An employee who is known to violate
safety rules but gets away with it is rewarded
the same as a safety minded employee.what
message does this send?
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Unsafe Behaviors Conditions

• Eliminate these and you eliminate injuries

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The Dead Mans Test
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Switch to a Proactive Approach

• Smartcard program
• Reward upstream behaviors without injury hiding
• Reward employees for doing things right
• Raise the bar-aim for zero unsafe behaviors, and
  you will reach zero injuries

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New School vs. Old School

• Old School trailing indicators milestone
  rewards
• Old School injury hiding little return on
  investment
• New School reward upstream actions like safety
  suggestions other measurables
• New School Employees have to DO something

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What are some new school behaviors to reinforce?

• Stage a safety violation!

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• Behavior Change
• is what you want

Your company is perfectly designed to
produce the results that it generates Aubrey
Daniels
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Elements of Behavior Change

• Green Beans Ice Cream
• Train
• Reinforce

Smartcard Tracks Retention
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• Green Beans Ice Cream

Train
Reinforce

Behavior Change
Elements of Behavior Change
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Effective Training.

• Make it Custom not Canned
• 91 of all training is forgotten
• Measure Training Effectiveness by Supervisor
  Employee
• No more spray pray

Smartcard
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Reaching the FAMILY is key.
The Learning Pyramid
Average retention of material presented in
different ways
(according to an investigation by National
Training Laboratories Bethel, Maine)
Lecture
5
Reading Text
10
Audio-visual representation
20
Demonstration
30
Discussion group
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Learning by doing
75
Teaching others
(immediate conversion of
90
what you have learned)
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Speedbumps on the road to New School

• Middle managers We have too much to do
  Remember the Bob Nelson Gap?
• CAVE People employees We dont want to
  fool with this stuff

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Rewarding and Measuring Middle Managers

• Quality, production 1
• Safety can become the red headed step child
• Most behavior change programs fail to reward the
  supervisor

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Rewarding and Measuring Middle Managers

• Reward
• Hold Accountable for training and Recognition
• Track involvement
• Toms Story

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4 Common Recognition Goofs

• The Tax Man Turkeys
• The 1.9 Million Grossup
• Poor Oprah Winfrey
• Kiplinger Unredeemed Gift Vouchers Amex Gift
  Cards40 are never even used!!

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Why Cash Isnt King

• Is Cash all it takes?
• University of Waterloo-82 picked cash
• The Neuron Study
• United Parcel Service the 5,000 Seiko Watch
• IBM and the Six Figure Suggestion Award Winners
• Gulf Oil study shows that it takes 6 times more
  cash/gift voucher budget to equal non-cash

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The Neuron Study

• We will run out of money, but we never run out of
  recognition

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The Neuron Study
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The Neuron Study

• Positive recognition (R) stimulates the brain in
  the same was as money
• Eventually we will run out of money, but we never
  run out of recognition
• Managers who approach an employee can cause the
  employee to be afraid
• R from managers has the greatest impact

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Logo Awards Survey

• Have you ever received a gift that you didnt
  want/need/use? Maybe a logod t-shirt for
  instance?
• Yes? Or No?
• Did you say Thank You?
• Yes or No?
• Is it possible that many times the giver assumes
  the recipient values the gift but they do not?

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Award Giftsdo you pick it, or do they?

• Logo Gifts DO have a place, but can be overused.
• Whats this jacket for? Ohthanks.
• So often we assume that we know what motivates
  people. In reality all we really know is what
  motivates ourselves.Ken Blanchard

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Conclusions

• Cash is a dis-satisfier
• Recognition is a satisfier
• Showing employees you CARE they MATTER
• The Blue Ribbon Story

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The Blue Ribbon
A teacher gave each of her students three blue
ribbons and instructed them to go out and spread
this acknowledgment ceremony. Then they were to
follow up on the results, see who honored whom
and report back to the class in about a
week. The Jr. Executive. The Grouchy Boss
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The Blue Ribbon
That night the boss came home to his 14-year-old
son and sat him down. He said, "The most
incredible thing happened to me today. I was in
my office and one of the junior executives came
in and told me he admired me and gave me a blue
ribbon for being a creative genius. Imagine. He
thinks I'm a creative genius. He gave me an extra
ribbon and asked me to find somebody else to
honor. As I was driving home tonight, I started
thinking about whom I would honor with this
ribbon and I thought about you. I want to honor
you. "My days are really hectic and when I come
home I don't pay a lot of attention to you.
Sometimes I scream at you for not getting good
enough grades in school and for your bedroom
being a mess, but somehow tonight, I just wanted
to sit here and, well, just let you know that you
do make a difference to me. besides your mother,
you are the most important person in my life.
You're a great kid and I love you!" The startled
boy started to sob and sob, and he couldn't stop
crying. His whole body shook. He looked up at his
father and said through his tears, "I was
planning on committing suicide tomorrow, Dad,
because I didn't think you loved me. Now I don't
need to."
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Questions?
-Free Research DVD Form -What did Biff Wilson
do? -Followup Seminar Part 2 -Whats your top
SATISFIER STORY? USA 0011-803-600-8325