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Navigating Financial Negotiations: Strategies from IASBO Conference 2010

Learn about roles, data gathering, benchmarking, negotiation model, recent trends, and tips from the IASBO Annual Conference in May 2010. Understand costing components in negotiations, useful for business managers, superintendents, and board members.

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Navigating Financial Negotiations: Strategies from IASBO Conference 2010

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  1. Costing out the Financial Components During the Negotiations Process IASBO Annual Conference – May 2010 Presented by: Michael Frances, Jennifer Hermes and Jon Hitcho

  2. Agenda • Roles • Gathering Material and Data • Benchmarking • Building a Negotiations Model • Use of Model During Bargaining • Recent Trends • Tips • Examples 2

  3. Before you Begin • Whose responsibility? • Business Manager • Superintendent • HR Director • Board Members • Attorneys • Facilitator • Clarify Roles • Current Contract • Read it, know it, live it 3

  4. Gather Materials and Data • Current Staff details • Salary schedule • Step Cost • Longevity • Hourly Rates (non-cert) • Annual Hours (non-cert) • Scattergram • Actual and Eligible Retirements • Retirement Enhancements • Pre and post retirement • Extra Duty schedules and scattergram 4

  5. Gather Materials and Data • Benefits • Plan details • Scattergram • Premium schedule • Annual Cost • Trends 5

  6. Benchmarking • Who are they? • Where do you want to be? • Salary Data • Length of Contract • Benefit Analysis • Targets strengths / weaknesses 6

  7. Building a Negotiations Model • The Basics • Vertical Dimension - Steps • Typically one per year • Not always tied to length of service with district • Horizontal Dimension – Lanes • Usually related to amount of education • Format • Block • Staggered / “Step up” 7

  8. Building a Negotiations Model • Format (cont.) • Indexed • Variable • Equal $ • Accurate Scattergram • Apples to apples • Separate schedule for each year of contract 8

  9. Use of Model During Bargaining • Type of Bargaining Process • Interest based, “Win - Win” • Traditional • Trust factor • Sharing - Full • Electronic copy • Agreement on assumptions • Sharing - Comparative • Each team runs numbers and costs are compared • Closed • Management tool only 9

  10. Use of Model During Bargaining • Cost Communication • Staff • Board • Community • Marketing – Union vote • Administrative Communication • Payroll • HR 10

  11. Recent Trends • CPI • Formula • Floor / Ceiling • Re-Opener • Retirement • Multiple Years of 6% Raises • End of Career “Bonus” • Additional Sick Days • Penalties 11

  12. Tips • Have a summary page • Date and Time Stamp all hand outs • Come up with scenario “naming scheme” • Do not use as your budget • Don’t overly complicate things; you have to administer it • Some things take multiple years to correct 12

  13. Tips • Know the Union team • Be ready for the unexpected • Keep eyes and ears open • Communicate in detail with operational staff while information is fresh • Use caucusing to your advantage • Do not take it personally 13

  14. 14

  15. Examples • Indexed Certified Salary Schedule • Salary Benchmarking • Non-Cert Hourly Salary Schedule • Benefit Benchmarking 15

  16. The End Mike Frances, mfrances@pmanetwork.com Jennifer Hermes, jhermes@lfschools.net Jon Hitcho, jhitcho@district96.k12.il.us 16

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