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 Good Morning America, the Chicago Tribune,
Philadelphia Inquirer, New Zealand Herald,
Entrepreneur Magazine, Charlotte Observer, HR
Management Today, Money Magazine, Fortune Small
Business (FSB), on the BBC, Good Morning America, and in and
numerous trade journals and city business journals across the United
States.
Cam’s
programs and concepts are the result of more than eight years’
extensive research and study inside businesses of all sizes and
sectors. In the course of his work, he has interviewed hundreds of
representatives of the various generations. Their answers are
interesting—sometimes surprising—and always valuable.
Marston began his generational-focused consultancy after several
years selling for Nestle Brands Foodservice Company. While at Nestle
he discovered that he developed closer relationships with his
customers when he talked to them about subjects that appealed to
their value systems. He soon learned that his customers had many
different values but the values were roughly the same in each
generation.
In
1996 he founded Marston Communications. Originally his clients
engaged him to conduct surveys, focus groups, and research on both
their customer and employee bases. Cam’s results revealed
significant generational differences that his clients had never
recognized.
In
June, 1997,
Time magazine brought Generation X and the generational
differences to the forefront of American debate with the cover
article “Great Xpectations." Marston read it and realized his
findings were the same ones the article discussed. Soon after that
he gave his first presentation on generational differences in the
workplace. Using the research he himself had conducted within
organizations and the explosion of information on this
newly-identified generation appearing all over the media, Marston
began exploring generational differences in the workplace and
presenting his findings across the globe.
In
2005 Marston gave more than 100 presentations which reflects the
ever increasing demand for information on the generations. Today his
clients range from small, local associations, to national convention
audiences of more than 3,000, to a handful of Fortune 500
senior executives in a corporate boardroom. His first book,
Motivating the “What’s In It For Me" Workforce, was published
in October, 2005.
MOST
REQUESTED TOPICS:
Four Generations in the Workplace – Leadership & Teamwork
For the first time in history, four distinct generations are
employed sided by side in the workplace. With differing values and
seemingly incompatible views on leadership, these generations have
stirred up unprecedented conflict in the business world. Effective
management of this generational divide is vital to every
organization’s longevity and success. What are each generation’s
core values? What do they expect of their leaders and how do they
define success? In this engaging program, Cam Marston answers these
questions and much more. Audiences will learn how each generation
developed its core values, how that manifests in the workplace
today, and why they can all not only operate alongside each other,
but do so with extraordinary success. This program provides the
generational insight, concrete examples and specific approaches to
help frustrated managers build the individual connections needed to
boost employee performance and retention. Attendees will walk away
knowing the common generational characteristics, specific leadership
needs of each generation, the new definition of company loyalty, and
fresh guidelines for team building.
Selling Across the Generations – Sales & Customer Loyalty
The first rule of selling is steadfast: know your customer. With
four distinct generations playing active roles in the buying
decisions of companies worldwide, that tenet is increasingly
difficult to fulfill. It is no longer enough to be personable and
knowledgeable about your product. To succeed in today's business
climate, you need to approach each buyer with an informed
generational perspective - recognizing the underlying biases, values
and expectations that pave the way to "yes." Cam looks inside each
generation's core values to identify what forms their buying
decisions and gives audiences the understanding required to develop
a solid sales process, based on known generational biases and
business preferences. Attendees will learn to identify subtle shifts
that indicate upcoming leadership changes, create a fast and genuine
connection with new customers, sell to their customers’
expectations, build trust between the generations, highlight
appropriate product selling points for each customer, and avoid
common communication pitfalls. Cam uses examples to show how some
companies today are effectively engaging generational marketing
techniques to appeal to the unique decision making traits of each
generation and prepare their sales teams for success in today's
marketplace.
Attracting and Retaining a New Generation of Employees – Management
& Human Resources
Good talent is hard to find. And even harder to keep. With company
loyalty increasingly considered a comedic punch line rather than a
standard employee trait, knowing how to identify, attract and retain
the very best talent may seem impossible. Generational DNA plays a
huge role in the changing workforce dynamic. Understanding it
unlocks the secret to selecting the right candidates and encouraging
employee loyalty - both essential to business survival. The four
generations in the workplace bring to the office their own distinct
biases about loyalty, leadership, time, and productivity. Cam has
studied these biases and their effects on attracting and retaining
good employees. He shares this insight and provides specific
examples of how every organization can create an environment that
attracts the best talent and fosters, rather than discourages,
employee loyalty. Audiences learn to identify the best prospects,
create compelling employment offers by age group, meet the long and
short term goals of each generation, understand the motivating
factors for each employee and become the kind of boss employees want
to serve. Every level of leadership plays a key role in attracting
and keeping the very best. By discovering how to create the
workplace that each generation prefers, your company will reap the
rewards in consistent transfer of knowledge, increased productivity
and decreased turnover.
For more
information on how to book Cam Marston or ask about
fees, please contact FIVE STAR Speakers & Trainers
at 913.648.6480 or
connect@fivestarspeakers.com.
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