Susan Larson, Education Services Specialist, Minneapolis Bn
Remove Obstacles Barring School Access; Engage Principals Successfully
By Susan Larson, USAREC, Minneapolis Battalion
October 6, 2014
Recruiters, high school staff and administrators share a common goal -- to motivate, educate, train and develop students to be leaders, decision makers and citizens who contribute to society and go on to achieve lifelong academic and career success.
However, not all principals are aware that Army recruiters are their allies in this mission. It’s your job to help them understand you have students’ best interest at heart.
The most successful recruiters in a high school are those who work well with the high school staff, especially decision makers like the principal. In developing positive, strong working relationships with principals, it’s important to remember that as the chief executive officer of their institutions, principals have primary responsibility for running the everyday operations.
If the principal is on your side, he can be key to your access and influence in removing obstacles and gaining access to school lists and classroom time.
To win the principal’s respect:
• Make an ally of him. The principal is often the single greatest boon in achieving successful penetration in a high school.
• Use basic courtesy when informing him of your presence. You are in the principal’s shop, and he is responsible for knowing who’s in the school and why.
• Set up a quick meeting just to say hello. This is essential. Introduce yourself and make an impression as someone who wants to make a positive contribution to the school.
Strategy ideas:
• Try to schedule a meeting several weeks before school starts. Since the first weeks are chaotic and crazy, you will have a better chance of getting with the principal in early August rather than in early September.
• Use both telephone and email to communicate. Most principals are pulled in many directions. Start with a phone call and follow up within 24 hours with an email.
• Research the school and principal and tailor you email to fit. Is the principal a sports fan or new to the job? In which programs and sports does the school excel?
Emails examples:
Dear Dr. Smith,
Good morning! My name is Lee Jones, and I am the Army recruiter for this area. I’d like to schedule a five-to 10 meeting with you, at your convenience, to introduce myself and give you a quick brief about the outreach programs and initiatives the Army has to aid students in achieving academic and career success. I’m also available to give classroom presentations, chaperone, coach and assist with school events. This would be a great opportunity for me to learn more about your high school’s policies concerning working with military recruiters. .
In the past, my recruiting center has had an excellent relationship with the History and Counseling programs at Springfield High. I look forward to building on and expanding our successful relationship.
Please contact me at lee.jones.mil@mail.mil or 877.555.1212.
Respectfully,
Sgt. Lee Jones
If you or a family member graduated from that school, or you know staff or faculty on a personal level, you might try a more personal approach.
Hello, my name is Dana Lewis. I am the Army Reserve recruiter for this area and would like to meet with you for 5–10 minutes to introduce myself.
I am a graduate of North High School and am excited about the opportunity to be of service to my high school and hometown. I would like to discuss our March2Success initiative, which I think could be very helpful to your students. I’m also available to give classroom presentations, coach and chaperone at school events. I hope we can sit down soon and talk about what the Army and I have to offer your school and your students and how we can work together to help them reach their academic and career goals.
My email address is dana.lewis.mil@mail.mil; my cell phone number is 877.555.1212.
Respectfully,
Sgt. Dana Lewis
The desired end state with each approach is the same: to get a short face-to-face meeting with the principal.
Once you’re on the principal’s calendar, it’s important to prepare for that all-important initial meeting. Remember, you never have a second chance to make a good first impression!
Tips for Face-to-Face Meeting :
• Do your homework prior to the meeting. Often biographies of principals are included on the school or school district web sites, or are readily available through Google. Knowing how long someone’s been in his position and what positions he’s held previously can be helpful in understanding how he thinks. For example, a brand new principal may be more cautious about accepting a new program right off the bat than someone who’s been in the job for several years.
• Ask for 10 minutes of his time and respect that time limit.
• Be prompt. Being on time shows you respect his or her time and your own.
• Look the principal directly in the eyes. This gives an impression of sincerity and trustworthiness. Avoiding eye contact makes a person seem nervous and shifty.
• Smile even if you are nervous. Smiling projects an image of both friendliness and self-confidence. It will not make you seem less serious or less professional.
• Use a firm handshake.
• Be sure to use the principal’s name and title. Dale Carnegie was right when he said everyone likes to hear his own name. It builds empathy and trust.
• Have your card ready to give to give to the principal before you leave and be sure to get his card. It’s unprofessional not to ask.
What if you run into a difficult or uncooperative principal? It happens, but it’s not the end of the world nor does it mean that you will never have a good working relationship with that particular school or principal.
• Don’t always assume the principal has an anti-military or anti-Army bias. If he is biased, it could be for a number of reasons or based on a negative personal experience, such as, losing a to student to war. You can work with this bias and be successful.
• You don’t need to and probably won’t change his mind during your first meeting. But showing that you share a common interest in the academic and career success of the students will help establish you as a partner, not a problem.
• Remember: Principals are people, too.
According to a 2008 study by a University Council on Education Administration, principals face multiple demands, have very stressful jobs, and the turnover rate for principals is more than 70 percent by the fifth year on the job.
• If the principal is abrupt and you’ve been polite, friendly and respectful, chances are,
it’s not about you.
• Some people are just difficult. Be sure your message is always one of respect and that your attitude and actions reflect that. You can respect the position and responsibility even if you don’t like the person.
Ninety-five percent of your interactions will go well, but what happens if you’ve done everything correctly and the meeting still goes south? Although the natural tendency is to avoid further interaction in what is perceived as a negative or hostile environment, this is not the smart tactic to take when the target value is high and you need to establish a positive relationship with the school. Instead, ACT.
A - Apologize and accept responsibility for miscommunication or errors
C - Correct the mistake and communicate
T - Take responsibility and think forward; you are going into this school with a mission and with open hands full of programs and ideas to offer the principal to help the students achieve academic and career success and convince them to serve their country in the Army.
Your goal is to establish a positive relationship with the school to accomplish your mission and be a respected, legitimate presence with students, teachers and administrators. You have plenty to offer, so go into a school with the right mindset and never go empty handed.
You are offering their students expanded career choices and opportunities for educational and occupational growth that few other organizations can match. The Army offers access to first-class programs that address critical needs in most high schools, such as, making informed career choices, retention, and higher scores on state, national and college exams. Our two biggest programs are March2Success and the ASVAB-CEP program.
M2S:
• Increases the passing rate and scores on tests such as state basic skills exams, ACT, PSAT
• Helps to reduce standardized test anxiety through familiarity
• Levels the playing field between rich and poor students by offering access to first-class tutoring programs produced by the nation’s leading test prep company
• Offers teachers and parents a chance to become actively involved with the student’s progress in preparing for these major tests (with student permission)
ASVAB-CEP:
• Gives an accurate snapshot of the abilities and interests of a much broader cross-section of the student population than other standardized tests (ACT/SAT/ETC)
• Combines test data based on skills needed by employers with a Holland interest inventory and the power of O*NET – the US Department of Labor’s own database and resources
• Provides feedback and encouragement for populations at risk of dropping out and helps to increase retention
• Meets national standards as a key component in career advising for students, which is becoming more and more of a requirement
• Both programs are free to the schools and provide important services that positively impact the principal’s bottom line
You also have important resources in many other areas including STEM, health and physical fitness, leadership, diversity and civics. Contact your education services specialist for more resources and ideas.
You have something beyond a PowerPoint or a computer program: you have yourself as a Soldier in the U.S. Army. As a selected recruiter you bring:
• Your professionalism to represent the Army as a model for those considering the military as a career and for staff and students who interact with you.
• Your own time to volunteer as a chaperone, coach, lecturer, monitor or helper. However the school can constructively use your time, be sure you are there.
• Your enthusiasm to work with and inspire students about what they can achieve through focus and hard work.
• Up-to-date knowledge about strategies and programs that can help students succeed
• Attention, empathy and interest in being an active participant in your community and school.
• An example of a successful, engaged, strong and caring adult. You are an example of how success and dreams can be achieved through the Army. For some students, you may be one of few people they meet outside the classroom who has set and met a challenging professional goal. You are a role model to be followed.
• The potential to change lives for the better.
Remember, recruiters and high school staff and administrators share a common goal -- to motivate, educate, train and develop today's students to be leaders, decision makers and citizens who contribute to society and go on to achieve life-long success.
By developing good relationships with educational leaders, you set conditions for success in our mission, our high schools and our communities.
By Susan Larson, USAREC, Minneapolis Battalion
October 6, 2014
Recruiters, high school staff and administrators share a common goal -- to motivate, educate, train and develop students to be leaders, decision makers and citizens who contribute to society and go on to achieve lifelong academic and career success.
However, not all principals are aware that Army recruiters are their allies in this mission. It’s your job to help them understand you have students’ best interest at heart.
The most successful recruiters in a high school are those who work well with the high school staff, especially decision makers like the principal. In developing positive, strong working relationships with principals, it’s important to remember that as the chief executive officer of their institutions, principals have primary responsibility for running the everyday operations.
If the principal is on your side, he can be key to your access and influence in removing obstacles and gaining access to school lists and classroom time.
To win the principal’s respect:
• Make an ally of him. The principal is often the single greatest boon in achieving successful penetration in a high school.
• Use basic courtesy when informing him of your presence. You are in the principal’s shop, and he is responsible for knowing who’s in the school and why.
• Set up a quick meeting just to say hello. This is essential. Introduce yourself and make an impression as someone who wants to make a positive contribution to the school.
Strategy ideas:
• Try to schedule a meeting several weeks before school starts. Since the first weeks are chaotic and crazy, you will have a better chance of getting with the principal in early August rather than in early September.
• Use both telephone and email to communicate. Most principals are pulled in many directions. Start with a phone call and follow up within 24 hours with an email.
• Research the school and principal and tailor you email to fit. Is the principal a sports fan or new to the job? In which programs and sports does the school excel?
Emails examples:
Dear Dr. Smith,
Good morning! My name is Lee Jones, and I am the Army recruiter for this area. I’d like to schedule a five-to 10 meeting with you, at your convenience, to introduce myself and give you a quick brief about the outreach programs and initiatives the Army has to aid students in achieving academic and career success. I’m also available to give classroom presentations, chaperone, coach and assist with school events. This would be a great opportunity for me to learn more about your high school’s policies concerning working with military recruiters. .
In the past, my recruiting center has had an excellent relationship with the History and Counseling programs at Springfield High. I look forward to building on and expanding our successful relationship.
Please contact me at lee.jones.mil@mail.mil or 877.555.1212.
Respectfully,
Sgt. Lee Jones
If you or a family member graduated from that school, or you know staff or faculty on a personal level, you might try a more personal approach.
Hello, my name is Dana Lewis. I am the Army Reserve recruiter for this area and would like to meet with you for 5–10 minutes to introduce myself.
I am a graduate of North High School and am excited about the opportunity to be of service to my high school and hometown. I would like to discuss our March2Success initiative, which I think could be very helpful to your students. I’m also available to give classroom presentations, coach and chaperone at school events. I hope we can sit down soon and talk about what the Army and I have to offer your school and your students and how we can work together to help them reach their academic and career goals.
My email address is dana.lewis.mil@mail.mil; my cell phone number is 877.555.1212.
Respectfully,
Sgt. Dana Lewis
The desired end state with each approach is the same: to get a short face-to-face meeting with the principal.
Once you’re on the principal’s calendar, it’s important to prepare for that all-important initial meeting. Remember, you never have a second chance to make a good first impression!
Tips for Face-to-Face Meeting :
• Do your homework prior to the meeting. Often biographies of principals are included on the school or school district web sites, or are readily available through Google. Knowing how long someone’s been in his position and what positions he’s held previously can be helpful in understanding how he thinks. For example, a brand new principal may be more cautious about accepting a new program right off the bat than someone who’s been in the job for several years.
• Ask for 10 minutes of his time and respect that time limit.
• Be prompt. Being on time shows you respect his or her time and your own.
• Look the principal directly in the eyes. This gives an impression of sincerity and trustworthiness. Avoiding eye contact makes a person seem nervous and shifty.
• Smile even if you are nervous. Smiling projects an image of both friendliness and self-confidence. It will not make you seem less serious or less professional.
• Use a firm handshake.
• Be sure to use the principal’s name and title. Dale Carnegie was right when he said everyone likes to hear his own name. It builds empathy and trust.
• Have your card ready to give to give to the principal before you leave and be sure to get his card. It’s unprofessional not to ask.
What if you run into a difficult or uncooperative principal? It happens, but it’s not the end of the world nor does it mean that you will never have a good working relationship with that particular school or principal.
• Don’t always assume the principal has an anti-military or anti-Army bias. If he is biased, it could be for a number of reasons or based on a negative personal experience, such as, losing a to student to war. You can work with this bias and be successful.
• You don’t need to and probably won’t change his mind during your first meeting. But showing that you share a common interest in the academic and career success of the students will help establish you as a partner, not a problem.
• Remember: Principals are people, too.
According to a 2008 study by a University Council on Education Administration, principals face multiple demands, have very stressful jobs, and the turnover rate for principals is more than 70 percent by the fifth year on the job.
• If the principal is abrupt and you’ve been polite, friendly and respectful, chances are,
it’s not about you.
• Some people are just difficult. Be sure your message is always one of respect and that your attitude and actions reflect that. You can respect the position and responsibility even if you don’t like the person.
Ninety-five percent of your interactions will go well, but what happens if you’ve done everything correctly and the meeting still goes south? Although the natural tendency is to avoid further interaction in what is perceived as a negative or hostile environment, this is not the smart tactic to take when the target value is high and you need to establish a positive relationship with the school. Instead, ACT.
A - Apologize and accept responsibility for miscommunication or errors
C - Correct the mistake and communicate
T - Take responsibility and think forward; you are going into this school with a mission and with open hands full of programs and ideas to offer the principal to help the students achieve academic and career success and convince them to serve their country in the Army.
Your goal is to establish a positive relationship with the school to accomplish your mission and be a respected, legitimate presence with students, teachers and administrators. You have plenty to offer, so go into a school with the right mindset and never go empty handed.
You are offering their students expanded career choices and opportunities for educational and occupational growth that few other organizations can match. The Army offers access to first-class programs that address critical needs in most high schools, such as, making informed career choices, retention, and higher scores on state, national and college exams. Our two biggest programs are March2Success and the ASVAB-CEP program.
M2S:
• Increases the passing rate and scores on tests such as state basic skills exams, ACT, PSAT
• Helps to reduce standardized test anxiety through familiarity
• Levels the playing field between rich and poor students by offering access to first-class tutoring programs produced by the nation’s leading test prep company
• Offers teachers and parents a chance to become actively involved with the student’s progress in preparing for these major tests (with student permission)
ASVAB-CEP:
• Gives an accurate snapshot of the abilities and interests of a much broader cross-section of the student population than other standardized tests (ACT/SAT/ETC)
• Combines test data based on skills needed by employers with a Holland interest inventory and the power of O*NET – the US Department of Labor’s own database and resources
• Provides feedback and encouragement for populations at risk of dropping out and helps to increase retention
• Meets national standards as a key component in career advising for students, which is becoming more and more of a requirement
• Both programs are free to the schools and provide important services that positively impact the principal’s bottom line
You also have important resources in many other areas including STEM, health and physical fitness, leadership, diversity and civics. Contact your education services specialist for more resources and ideas.
You have something beyond a PowerPoint or a computer program: you have yourself as a Soldier in the U.S. Army. As a selected recruiter you bring:
• Your professionalism to represent the Army as a model for those considering the military as a career and for staff and students who interact with you.
• Your own time to volunteer as a chaperone, coach, lecturer, monitor or helper. However the school can constructively use your time, be sure you are there.
• Your enthusiasm to work with and inspire students about what they can achieve through focus and hard work.
• Up-to-date knowledge about strategies and programs that can help students succeed
• Attention, empathy and interest in being an active participant in your community and school.
• An example of a successful, engaged, strong and caring adult. You are an example of how success and dreams can be achieved through the Army. For some students, you may be one of few people they meet outside the classroom who has set and met a challenging professional goal. You are a role model to be followed.
• The potential to change lives for the better.
Remember, recruiters and high school staff and administrators share a common goal -- to motivate, educate, train and develop today's students to be leaders, decision makers and citizens who contribute to society and go on to achieve life-long success.
By developing good relationships with educational leaders, you set conditions for success in our mission, our high schools and our communities.