Hiring Tips for Success

Hiring Tips for Success

As an advisory firm the relationships you have with your clients is what I like to call “the secret sauce” of what makes your business successful.  The people that work in your firm largely drive the value that is delivered to your clients.  So the most important decision you make in the running of your firm is the selection of who joins your firm as a new hire.  Building a team takes a commitment of time and resources, persistence and paying attention to the details of whom you recruit and why. As the firm leader, you need to set a strategy for human capital and look for the most appropriate people to support the firm’s value promise to clients.

Making a bad-hiring decision costs a firm in real dollars as well as lost productivity to fire or manage out the bad recruit. 


Not to mention the possibility of having a negative impact on your most prized possession, your clients. So to help you make the best hire for your firm follow these tips:

  • Focus on hiring a candidate who matches with your firm culture. Values, work ethic, and attitude can’t be trained so make sure your interview questions are designed to screen for the qualities and characteristics that you can’t train.
  • Create a recruiting profile that blueprints your most successful employees. Think about who your best employees are and answer these questions: What are their key characteristics that make them successful?  What are two or three core values or beliefs that they all share?  Use this profile to recruit and screen candidates.
  • Prioritize what is most important for you to find in a candidate and what would be nice to have and screen based upon these elements.  For example, if you are recruiting an experienced advisor to take over servicing existing clients and generate new business then the “must have experience” is a proven track record of servicing clients and bringing on board new clients.  A “nice to have experience” would be someone who has high visibility in the committee with a large network.  I knew an owner who hired a candidate into an experienced advisor role ignoring that he did not have the required experience, but was so impressed that he did have great community ties and a large professional network.  The recruit didn’t have a proven track record of servicing clients and closing new business and as a result he didn’t last a year with the firm.   
  • Develop a pitch book to help get the word out about your firm and the job opportunities. You invest in marketing materials to attract the right clients so follow that same strategy in the search for the right employees to join your firm.  Your pitch book should contain: firm profile, services you provide, your firm’s unique value proposition, the ideal client profile, business beliefs, culture, description of the role, general compensation & benefits information.
  • Make sure that finding key talent is an on-going process in your firm, not an activity that is pursued reactively when someone quits or the firm has reached maximum capacity.  Recruiting should be something that is always being worked on and a priority for all of the senior management team.
  • Build your recruitment strategy around the concept of creating leverage for your professional staff.  Additions to your team are most effective when they contribute to greater leverage at the advisor level, ensuring that advisors are not bogged down with administrative tasks and instead can spend more time on high-value tasks, like bringing in new clients and assets.
Kelli Cruz
Human Capital
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Cruz Consulting Group, founded by Kelli Cruz — a leading business consulting firm for advisory firms and industry partners, utilizes their experience of over 20 years to bri ... Click for full bio

Rosie the Robot, Amazon, and the Future of RAAI

Rosie the Robot, Amazon, and the Future of RAAI

Written by: Travis Briggs, CEO at ROBO Global US

It’s tough to find a kid out there who hasn’t dreamed about robots. Long before artificial intelligence existed in the real world, the idea of a non-human entity that could act and think like a human has been rooted in our imaginations. According to Greek legends, Cadmus turned dragon teeth into soldiers, Hephaestus fabricated tables that could “walk” on their own three legs, and Talos, perhaps the original “Tin Man,” defended Crete. Of course, in our own times, modern storytellers have added hundreds of new examples to the mix. Many of us grew up watching Rosie the Robot on The Jetsons. As we got older, the stories got more sophisticated. “Hal” in 2001: A Space Odyssey was soon followed by R2-D2 and C-3PO in the original Star Wars trilogy. RoboCop, Interstellar, and Ex Machina are just a few of the recent additions to the list.

Maybe it’s because these stories are such a part of our culture that few people realize just how far robotics has advanced today—and that artificial intelligence is anything but a futuristic fantasy. Ask anyone outside the industry how modern-day robots and artificial intelligence (AI) are used in the real world, and the answers are usually pretty generic. Surgical robots. Self-driving cars. Amazon’s Alexa. What remains a mystery to most is the immense and fast-growing role the combination of robotics automation and artificial intelligence, or RAAI (pronounced “ray”), plays in nearly every aspect of our everyday lives.

Today, shopping online is something most of us take for granted, and yet eCommerce is still in its relative infancy. Despite double-digit growth in the past four years, only 8% of total retail spending is currently done online. That number is growing every day. Business headlines in July announced that Amazon was on a hiring spree to add another 50K fulfillment employees to its already massive workforce. While that certainly reflects the shift from brick-and-mortar to web-based retail, it doesn’t even begin to tell the story of what this growth means for the technology and application firms that deliver the RAAI tools required to support the momentum of eCommerce. In 2017, only 5% of the warehouses that fuel eCommerce are even partially automated. This means that to keep up with demand, the application of RAAI will have to accelerate—and fast. In fact, RAAI is a key driver of success for top e-retailers like Amazon, Apple, and Wal-Mart as they strive to meet the explosion in online sales.

From an investor’s perspective, this fast-growing demand for robotics, automation and artificial intelligence is a promising opportunity—especially in logistics automation that includes the tools and technologies that drive efficiencies across complex retail supply chains. Considering the fact that four of the top ten supply chain automation players were acquired in the past three years, it’s clear that the industry is transforming rapidly. Amazon’s introduction of Prime delivery (which itself requires incredibly sophisticated logistics operations) was only made possible by its 2012 acquisition of Kiva Systems, the pioneer of autonomous mobile robots for warehouses and supply chains. Amazon recently upped the ante yet again with its recent acquisition of Whole Foods Market, which not only adds 450 warehouses to its immense logistics network, but is also expected to be a game-changer for the online grocery retail industry.

Clearly Amazon isn’t the only major driver of innovation in logistics automation. It’s just the largest, at least for the moment. It’s no wonder that many RAAI companies have outperformed the S&P500 in the past three years. And while some investors have worried that the RAAI movement is at risk of creating its own tech bubble, the growth of eCommerce is showing no signs of reaching a peak. In fact, if the online retail industry comes even close to achieving the growth predicted—of doubling to an amazing $4 trillion by 2020—it’s likely that logistics automation is still in the early stages of adoption. For best-of-breed players in every area of logistics automation, from equipment, software, and services to supply chain automation technology providers, the potential for growth is tremendous.

How can investors take advantage of the growth in robotics, automation, and artificial intelligence?


One simple way to track the performance of these markets is through the ROBO Global Robotics & Automation Index. The logistics subsector currently accounts for around 9% of the index and is the best performing subsector since its inception. The index includes leading players in every area of RAAI, including material handling systems, automated storage and retrieval systems, enterprise asset intelligence, and supply chain management software across a wide range of geographies and market capitalizations. Our index is research based and we apply quality filters to identify the best high growth companies that enable this infrastructure and technology that is driving the revolution in the retail and distribution world.

When I was a kid, I may have dreamed of having a Rosie the Robot of my own to help do my chores, but I certainly had no idea how her 21st century successors would revolutionize how we shop, where we shop, and even how we receive what we buy - often via delivery to our doorstep on the very same day. Of course, the use of RAAI is by no means limited to eCommerce. It’s driving transformative change in nearly every industry. But when it comes to enabling the logistics automation required to support a level of growth rarely seen in any industry, RAAI has a lot of legs to stand on—even if those “legs” are anything but human.

To learn more, download A Look Into Logistics Automation, our July 2017 whitepaper on the evolution and opportunity of logistics automation.


The ROBO Global® Robotics and Automation Index and the ROBO Global® Robotics and Automation UCITS Index (the “Indices”) are the property of ROBO who have contracted with Solactive AG to calculate and maintain the Indices. Past performance of an index is not a guarantee of future results. It is not intended that anything stated above should be construed as an offer or invitation to buy or sell any investment in any Investment Fund or other investment vehicle referred to in this website, or for potential investors to engage in any investment activity.
ROBO Global
Robotics and AI
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ROBO Global LLC is the creator of the ROBO Global® Robotics and Automation Index series, which provides comprehensive, transparent and diversified benchmarks representing the ... Click for full bio