Accountability: What You Need To Do To Get A Job And Keep It!

October 23rd, 2014

By: Danie Gohr

 

Are you wondering why you haven’t landed your dream job yet? What are you lacking? What are the company leaders and hiring managers looking for? You would think it is the specific experience and knowledge you already possess right? Well, that is only one piece of the puzzle. The biggest and single most important attribute that you need to showcase is accountability.  Accountability is what drives this economy, gets you the promotion you want and keeps  your boss happy! It sounds so simple, doesn’t it? Well, it can be simple but it takes effort to express where you have been accountable and how you have made an impact to your previous and/or existing roles. You may think you are accountable, but what matters is that the interviewer and powers to be think and believe it as well! Perception is reality and it is your responsibility to make sure you are perceived as a hard working employee and not the opposite!

Take a second and imagine this scenario. You are sitting in a doctor’s office waiting room. While sitting there, you notice two receptionists behind the front desk. When a new patient comes through the doors to check in, one of the receptionists is sitting there, messing with their phone, looking down at the ground, and not even acknowledging the patient. The other receptionist, greets the patient the second the door opens, is quick to check them in and quick to let the doctor know they are present. Furthermore, you see that same receptionist walking all over organizing the magazines in the waiting area, dusting the furniture and opening the blinds. Each and every small gesture adds up and doesn’t go unnoticed! This receptionist shows accountability. Below, I will show you how you can explain your accountability in an interview and ultimately get the job

 

In The Interview

Interviewers want to be able to have something to grab onto. They want something that not only sticks out but gives them something to remember you by.  You can do this by explaining you have been punctual, have went above and beyond the typical duties and helped the company work towards a certain goal.

If you want to let them know you are accountable, go beyond the bullet points on your resume and dig into how you’ve specifically went above and beyond the duties assigned to you. You can do this by first stating what your designated duties are/were, but then explain how you have specifically made an impact outside of those duties. To refer back to our previous example of the receptionist, she might explain that she checked in and greeted customers. She would then go further and showcase that in addition to those duties in her job description, she was a self-starter and created efficiencies for the entire company. The more specific the example the better impact you will have.

Another way to illustrate you are accountable is by simply showing up. Sounds like common sense right? Well, it is! If you want to prove that you would be a good hire for a company, then it is important to explain that you are punctual, took limited sick time, and made sure to be present for the entire shift.  If you can honestly say that you showed up early or stayed late whenever needed to get the job done, then all the better!

Finally, if you want to demonstrate accountability in an interview, then it is important to show that you have worked alongside your co-workers towards a goal at your previous  or current employer. For example, you may have initiated a process change or helped the company reach a sales goal. The only thing you want to keep in mind is that your examples should relate to the position you are interviewing for.

Whether you are trying to get a job or prove you are an asset to your existing team, possessing the qualities discussed in this article are pertinent to proving you are worth it!

For additional information on this topic, please contact one of the employment professionals at Palmer Group. www.thepalmergroup.com / 515-225-7000

Consulting 101

August 28th, 2014

By: P.J. Amys

As the unemployment rate declines, many are taking a look out the window to see if the grass is really greener elsewhere.  Certain skill sets in the Midwest and across the US are in high demand.  Information Technology, Engineering, Accounting and other highly educated or skilled trades are at the top of the list.  People within these occupations may not only consider positions at other companies, but also how they will enter into their next chapter.  For most, leaving a full time (permanent or perm) position and going to another perm position is the only method they’ll consider.  However, in several industries, it is possible to make more money by working as a consultant or contract employee.

More money?  How?  Let’s look at IT for example.  The IT market is pretty much at a negative rate of employment right now.  In other words, there are more jobs than unemployed, qualified people.  Does this economic situation ring a bell?  Are you flashing back to your high school economics or business teacher?  Ah yes.  The law of supply and demand!  Many companies are so tight on their project deadlines, because they don’t have the necessary resources, they will consider hiring expert consultants on a project or temporary basis to move their work forward.  That’s where you come in.  If you break down your annual salary to an hourly rate (52 weeks X 40 hours per week = 2080 hours per year), you should make more per hour consulting than in a permanent position.  Sound too easy?  Well, there are a few more things to consider.  Insurance, taxes, PTO and holiday pay need to be taken into consideration. As a consultant, you are responsible for handling or negotiating these aspects yourself.

Independent consultants:  As an independent consultant (also known as 1099 or Corp to Corp) you are responsible for withholding your own taxes and holding insurance to protect yourself and your client.  Your tax agent can help you set up your business withholdings and expenses.  As far as your insurance, talk to your insurance agent about picking up Commercial General Liability and Errors & Omission Insurance.  To work with most companies, you’ll need to carry a $1,000,000 policy for each.  The last certificate you will need is Workers Compensation.  Requirements for this vary from state to state, so your insurance agent will be able to educate you about what’s required in the state you’ll be working in.  The last and most important piece you’ll need to know about working corp to corp is how to get paid.  This falls on your shoulders as well.  You will be responsible for creating your own invoices to send to the person or place you are doing work for.  Your tax agent may be able to assist here, but there are quite a few templates for free online.  As an independent consultant, you’re not on anyone’s full-time payroll, so holiday pay and PTO are not included.  After figuring out your hourly rate from the equation I outlined above, figure out how many hours of PTO and holiday pay you want or think you need and add those dollars per hour into your rate.  It sounds like a lot to figure out, but once you do, you’ll easily be able to tweak your hourly billing rate as needed from job to job.  If you’re worried about finding your next project, it never hurts to be connected to a recruiting/consulting agency.  They will partner with you to find projects and still honor your independent status.

W2 Consultants:  If working 1099 sounds a bit too independent for you, consider working with a consulting agency, who will incur these responsibilities and costs for you.  They will engage you as their employee, withhold your taxes, carry you under their insurance and depending on the project, you may even receive PTO and/or holiday pay.  Keep in mind as they are incurring these costs and burdens for you, they will also pay you a little less per hour for the trouble.  Honestly though, if financials are not your strong suit, those few dollars less per hour to have an agency handle your insurance and billing may be worth your time and effort.   One of the big advantages of working with an agency is their knowledge of the employers in their market.  Their job is to be on top of all companies with their hiring needs.  They are paid by their clients for resources, so their efforts for your employment are free.

Do your homework.  There are a lot of employment agencies out there.  Talk to people you know who have worked with agencies before either hiring from them or being placed by them.  They are a large part of today’s employment field and believe it or not, you will know someone who has worked with an agency.  Find out how long the agency has been in your local market.  The longer they’ve been around the larger their network of clients.  As long as you’re researching, take a look at the tenure of their employees.  You want to work with recruiters who are happy with the company they work for.  Low turnover equals happy employees, right?  Naturally, more tenured recruiters also have larger networks in the market to assist them in finding your next employer.  You will undoubtedly be recommended to one or two agencies more than any others, so start there.  The last thing you want to do is meet with every recruiter in town and have your name and resume spread all over without your knowledge.  Stay in control of your situation and make sure the recruiters you work with know they must have your permission to share your resume with any employer.  You’d be surprised how many firms don’t bother to educate a candidate about a position before submitting them as a candidate.  You will know you’re working with a good recruiter when they explain this won’t happen when working with them.

There’s a lot of opportunity out there now.  You owe it to yourself to do some research.  You may find your dream job or realize you’re already in it.   For additional information on this topic, please contact one of the employment professionals at Palmer Group.

Palmer Group – Who Are We?

August 19th, 2014

By: Danielle Gohr

 

Are you considering coming into Palmer Group to search for employment? Are you curious to find out what our employment firm is all about? Are you new to the concept of utilizing an employment firm for your career desires? If you answered yes to any of those questions, then you have come to the right place. From who we are, to setting proper expectations, this article is going to give you a good idea of how Palmer Group operates and what you can expect when you walk through our doors.

 

WHO WE ARE

Palmer Group is a full service employment firm that offers a wide variety of positions ranging from temporary, temp-to-hire, contract, and direct-hire positions. We specialize in the areas of Accounting and Finance, Banking and Mortgage, Customer Service, Engineering and Manufacturing, Human Resources, Information Technology, Office Administration, Sales and Marketing. Palmer Group is here to add value to your job search and we want to assist you in finding a great opportunity. While we cannot guarantee to find a job for everyone, we are committed to helping you advance your career. We offer career advice, resume tips, interview tips and ways to improve your professional ability and image throughout our process.

 

WHEN YOU WALK IN OUR DOORS

Typically, you will visit our website to complete an online application prior to coming into our office.  If that has not been done, we will have you complete an application upon your arrival into our office.  With this application, you will explain your industry of choice and/or specific position(s) you desire. If you are a fit for the types of positions that we work on here at Palmer Group, you will be contacted by one of our great recruiting coordinators who will then ask you a few basic questions in regard to your search. At that point, we would look to set up an interview. We strive to meet face to face with any person who may represent Palmer Group in the future as a way to connect and ensure it is the right fit for our clients. When you walk into suite 200, you can expect to be greeted by an awesome receptionist who will let your recruiter know you are there to meet with them. If you are not local to our office, we would look to set up a detailed phone screen along with a Skype Interview.  A typical interview could take anywhere from 20-45 minutes depending on the role and the recruiter(s) you meet with. Upon completion of the interview, you may be asked to do computer testing if it pertains to the client’s job functions. A representative will then go over your test scores. This will conclude your initial visit to the Palmer Group.

 

FOLLOW UP

From this point on, you are now an active candidate in our database. If your skill set, along with desired position(s), match up with one of our client’s needs, we will be in touch to discuss the job opportunity. Our clients set very high standards as to what they are looking for and we are committed to finding the right candidate(s) for each job opening we work on. If and when we discuss submitting you to one of our clients, you can expect the selection process to be a resume review, phone interview, Skype interview or in-person interview. At that point, it is up to the client on the next step of offering a role.  Please know that Palmer Group will not submit your resume to any of our clients without first getting your approval to do so.  This should be very important for you to know as you want to make sure that you are keeping an accurate record of every place your resume has been submitted.

 

IS AN EMPLOYMENT FIRM RIGHT FOR YOU?

To succeed with an employment firm you need to be reliable and punctual. You will also need to possess those specific skill sets our clients are looking for.  A lot of our positions require you to be able to learn new tasks and policies quickly and flexibility is imperative. A reputable employment firm is a great supplement to your job search. With employment firms being experts in their field, they have the industry knowledge and connections that may help you get your foot in the door to the career you have always dreamed of.

Please contact the professionals at the Palmer Group to learn more, (515)225-7000 or check us out online at www.thepalmergroup.com.

Managing Social Media for Your Present or Future Job Search

May 23rd, 2014

Today the usage of social media has expanded from simple personal use to professional use for networking, job hunting, recruiting, and more. Knowing that perspective and current employers alike may be checking out your social media profiles, here are some tips for keeping things professional and helping you land that next job, whether or not you are even currently looking.

1) Create a profile! Today recruiters are searching social media regularly to find new talent, and if you don’t have a profile, you can’t be found. You will be missing out on opportunities to share your professional background and skills. Additionally, keep things up-to-date. For example, if you take a new job, update your LinkedIn profile to reflect the change in your career.

2) Have a picture, and a professional one at that. While you may have looked extra cute at that wedding last weekend or want to show those abs on the beach during family vacation, employers are going to be more impressed with a professional image. Your picture doesn’t have to necessarily be a formal head-shot, but make sure you are smiling, well covered, and using a clear photo.

3) Know where to draw the line on followers and friends requests. First, determine which social media outlets are for personal and professional use for you. For example, LinkedIn was created for and meant for professional use. Facebook, Twitter, Google+, and others may be better forums for keeping in touch with friends and family. Once you decide what’s what for you, be cognizant of that when accepting friend and follower requests. Not everyone will have made the same decision as you about how to use that social media site, but you have to draw the line and stick to it if you’re keeping certain forums for personal usage.

4) Lock your privacy settings for your personal social media. You need to control what can be seen by those who are outside of your network as well. Far too often candidates leave their personal Twitter, Facebook, or Instagram accounts and more open to some degree for public viewing. Anyone who knows much about social media and wants to learn more about you is going to find those public accounts, and thus see any public photos, tweets, status updates, and more. If you don’t know how to lock this information for your approved connections viewing only, dig into the site’s privacy settings page. It may take a few minutes of work to do this, but it is worth it to protect your professional dignity and image.

5) Search yourself every now and then. Employers will often simply search your first and last name using Google, Bing, or Yahoo. Do you know what they would find? Did you forget that MySpace account from college may still be active? While you may have left some things in the past, perhaps the World Wide Web hasn’t forgotten yet. If you find something you don’t like, research how you can take action to have it removed or cancelled if possible. Better late than never.

Social media can help you in a job search just as much as it can hinder you. At the end of the day, use your best judgment when creating and adding to your social media presence. You want to be sure you are putting your best foot forward before you even walk in the door of your future employer.

5 Tips To Help You Land The Job

April 29th, 2014

5 Interview Tips To Help You Land The Job

So, you made it past the resume and application process. Now, it is time to do a face-to-face interview with a potential future employer. Here are five things you can do to help increase your chances of impressing the interviewer and ultimately land the job.

Make Sure There Are No Distractions - You have made it to the interview because of your prior work experience and accomplishments and this is what you want the interviewer to focus on. Don’t let anything get in the way of showcasing your abilities such as a ringing cell phone, offensive tattoos or piercings, glittery hair, too much perfume/cologne, excessive jewelry or a wrinkled outfit. While all of these attributes may be acceptable to the employer, it often leads to the inability to concentrate on what the interviewee is actually saying because there is so much else to pay attention to. A business professional outfit, such as a dark suit, is a great way to ensure that you and your personality will be the center of attention.

Check Social Media Prior To The Interview - If the employer has not already checked, now is the time that they will typically take a peek at what you do outside of work. Facebook, Twitter and any other social media avenues for discussion and pictures will be the primary target of the employer. Make sure you use good judgment prior to ever posting any information online.  If there are questionable items, it would be prudent to take off inappropriate comments and items you would not want a potential future employer to see. What you do and say on these sites will be a good indicator for the employer of your workplace professionalism.

Write Down Accomplishments and Give Specifics - Whether this is your first professional opportunity or a career change, you may find yourself quickly overwhelmed and easily forgetting the basics. While you never want to read verbatim from a resume, it may be helpful to write down three to five accomplishments from your previous positions so you are better prepared during your interview. When have you taken the lead on a project or when were you part of a team and why was your role important? After looking closely at the job you are interviewing for, try and think of specific accomplishments that would prove to be solid reasons for why you would be an asset to the organization.

Research The Company Online – Every interviewer will ask what you know about the company and the position. If you know nothing, chances are you won’t make it past the first interview. If you come prepared with how long the company has been around, understanding what their company does, and what the company’s greatest achievements have been, you are sure to leave the interviewer impressed.

Thank Everyone Involved – If you want to stand out, then take it back to the old days when you used to hand write a thank you note. It is the most sincere way to show appreciation for the opportunity to interview. Furthermore, make sure you thank everyone you encounter along the way. For example, thank the front desk receptionist that greeted you on the way in, the manager(s) involved in the interview and any other personnel that took part of the interview process. A hand written thank you note resonates well and may just be the icing on the cake to an interview well done!

Next time you get an opportunity to interview, following these simple steps will help you feel prepared and increase your chances to land that job you’ve always wanted. For additional interview tips, you can check out our website http://www.thepalmergroup.com/InterviewingTips.aspx.

Is Your Salary History Hurting Your Chances of Getting an Offer?

January 24th, 2014

You’ve been on the market for a while now, and you’re starting to notice a pattern. Employers love your resume, and you’ve been called in for several interviews, but somewhere between the interview process and the appearance of a formal offer, things tend to fall apart. Are you simply being edged out by more qualified candidates? Or is there something off about your salary expectations? Here are a few things to keep in mind as you look for answers.

Salary History versus Salary Range

If your potential employers ask you to provide an expected salary range, do just that. Present the highest and lowest salary you’re willing and able to accept. Calculate this range based on what you need to pay your bills, what you think you skills are worth, and what similar salaries look like in your industry and your geographic area (a little internet research can help). This range will NOT depend on your salary history.

Your salary history is a different number altogether, and unless you’re a public employee and this number is published on the web, your salary history is your own private business. Employers will sometimes ask you to provide this history, but you’re by no means obligated to offer a correct answer or any answer at all.

Make Sure Your Range is Reasonable

Of course, as a Junior Account Manager with less than a year of experience, it would be wonderful to make six figures as soon as you step in the door. But there’s a reason why a “range” includes both a minimum and a maximum. Annual salary increases are often calculated by percentage, so if your employers agree to overpay you during your first year, they’ll be locked into this pattern for the duration of your tenure. They know this, so as they weigh your expectations, they factor in the cost to the company over the long term. They also factor in the cost of annual bonuses and benefits like health insurance.

Don’t undersell yourself, but before you present your desired salary, be prepared to negotiate, and expect your potential employers to make a counter offer that’s close to or below the bottom of your range. Rely on your research and don’t allow yourself to be talked down below the average salary for your job, at your level, in your area, in your industry. And don’t let your salary history become part of this discussion—The past is past. The only thing that matters now is your financial future and the future growth of your career.

For salary negotiation tips and other job search guidance, make an appointment with the Des Moines staffing and career management experts at The Palmer Group.

Four Time Management Techniques to Increase your Productivity

December 20th, 2013

At some point in our lives, we’ve all had a chance to work side by side with someone who faces the same tasks we do, but who manages to complete them with time to spare. While we’re still wrestling with an overflowing inbox and leaving the office at 7:00, he or she finishes their final tasks, gathers their things, and steps out the door at five. What do they know that we don’t? How do some people manage to get more out of the day than others and still have time to relax with family and friends and get a full night of sleep? Here are a few productivity secrets that can help you crack the code.

1. Start the morning right. Turn off the TV and go to sleep early so you can face the day with all your cylinders firing. Eat a small, healthy breakfast of whole grain carbs, fruit, and lean protein. Stretch. Make sure you have everything you’ll need for the day before you leave the house. And try to step into your office at least five minutes early.

2. Make lists. Relying on lists can help you divide your available time into sections that match your required tasks. If you have an hour free, don’t launch into a chore that will take three hours of unbroken concentration. If you have five minutes free, lists can help you quickly identify a five minute task that you can knock out within this period.

3. Folders are your friends. Folders—both real life manila folders and their digital equivalents—are underappreciated magical time savers. If you aren’t making full use of your folder functions (or you don’t know how to use them at all) then it’s time to start. Every single piece of paper, digital document, and scrap of data in your life should have a folder it calls home. If you see a homeless item with no folder, make one.

4. Be mindful. Engaging in an hour long water cooler chat with your coworkers isn’t necessarily a waste of time. After all, your social connections can often do more for your career then the hours you spend toiling at your desk. But while you’re chatting, recognize that you’re chatting. Don’t let these precious minutes simply disappear from your day unnoticed and unaccounted for.

For more on how to get the most out our your working day, reach out to the staffing and career management experts at the Palmer Group.

Cold Emailing Your Dream Employer: Five Steps

October 11th, 2013

The job you want the most may be one you can’t find listed on any national boards or websites. This perfect job may not be publically announced anywhere, and it may not even technically exist—not yet anyway. But one thing about this job is clear: The company. You know the exact organization you’d like to work for. You just need to get past the gates and make your case to the person who has the ability and resources to hire you. So how can you send a simple, clear email that will help your message reach its target? Here are a few moves to keep in mind.

1. Identify the right recipient.

Who will be the primary decision maker during the selection process for this position? If you don’t know, find out before you make another move. Search the website, public company directory, or Google to determine the exact name of the person best poised to help you, then tailor your campaign to fit this person’s needs and preferences. Keep in mind that this person will probably be a hiring manger, not a HR pro or the CEO of the entire company.

2. Lean on your indirect contacts.

Sometimes the most helpful connections on Facebook or Linkedin aren’t friends, but friends of friends. Why are people more likely to help you if they don’t exactly know you? Researchers are working on this question, but the answer seems to lie in the value of novelty. People feel a strong sense of pleasure and reward when they make moves that expand their own networks, and every new connection brings the excitement of unknown adventures, new information, and new opportunities.

3. Be clear with your recipient about what you want.

As you craft your message, you’re going to have to be very clear about what you want your reader to do next, and you’ll have to emphasize what’s in it for her. Outline your vision in a way that’s easy to understand and remember, and close your letter with a specific invitation or call to action.

4. Write well.

This one seems obvious, but it’s probably the most important guideline of all. Those who communicate well in written form are often considered more intelligent and more reliable than those who don’t. So keep the three most important elements of strong writing in mind: brevity, clarity, and relevance.

5. Follow up

No matter how compelling or well written your message may be, if it wasn’t requested, it can easily be forgotten. Keep the pressure on by sending polite, short, respectful follow up messages no more than once per week until you hear back.

For more on how to use cold emailing strategies to pursue the opportunities you need, make an appointment with the Des Moines staffing pros at the Palmer Group.

Simple Tips for the Night before Your Interview

September 13th, 2013

Of course the night before your interview isn’t a great time to go out and drink till three. And it’s not a great time to start repainting the hall, throw a wild party, or watch a horrifying movie that will keep you from sleeping a wink. But there are a few less obvious moves that can help you bring your best, smartest, and most energetic self to your interview the following morning.

1. Cut off the caffeine by noon. Drink your last cup of joe before 12:00, so there’s nothing circulating in your bloodstream that can exacerbate your nervous thoughts and keep you awake later on.

2. Schedule an early bedtime. This may mean moving your appointments around in a way that has you landing in bed by about 10:00 PM. If it means you have to skip some of them or reschedule them to a date after your interview, so be it.

3. Exercise. You may not have time to do this the following morning, but exercise offers a great way to improve your circulation, which can help you sleep (if you’re headed to bed) or keep you alert and energized (if you’re on your way out of it). If the next morning will be hectic or rushed, exercise the day or night before.

4. Get breakfast ready. On the morning before your interview, you’ll want to load up on fruit, whole grain carbs, and lean protein like nuts, fish, poultry, or eggs. If that means taking a quick trip to the store so you’re not hitting the greasy drive-thru on the way to your venue, make it happen.

5. Go over your directions and travel plan one last time. Don’t leave any final details for the following day.

6. Hang your suit properly. This goes without saying. Take one last look on the front and back for loose threads, small stains, lint, or damage. Do the same for your shoes.

7. Clear the morning. Make sure your childcare plans, pet care plans, and competing chores are taken care of or placed in trusting hands so they don’t hold you up.

8. Print out a few copies of your resume and place them in a sleek portfolio that you can carry with you. If you know you’ll be facing more than one interviewer, take a copy for each person. If you don’t know, five will probably be more than enough.

9. Charge your phone.

10. Find a small talisman that can help you stay calm if anything goes wrong. This might be a picture of a pet or loved one, an inspirational quote written on a small card, or just a reminder, like a mantra, that you can repeat to yourself if you start feeling anxious.

Need a few more preparation tips? The staffing experts at the Palmer Group can help. Reach out to our office and find out how we can make your day a little easier.

How to Show Passion in Your Job Interview—Even When You’re Shy

August 23rd, 2013

Some people have absolutely no problem bringing their true feelings to the surface as they engage in a conversation. Their passion for the subject naturally shines through in everything they say, and their enthusiasm starts in their eyes and radiates through their posture, words, and hand gestures. But some of us also suffer from “resting checked-out face”. This condition keeps our gestures and facial expressions restrained, even when we’re bursting at the seams with passion and commitment. And of course, some of us are also just shy.

So if you have thirty minutes with an interviewer to demonstrate the full range of your interest and passion, what actions can you take to get this message across? What verbal and non-verbal signals can you send—without faking anything? Try these tips.

1. Just say it. Sometimes the best way to express a feeling is to use the simplest and clearest channel evolution has granted to us: words from our mouths. Be direct and don’t try to exaggerate the truth, but say something like “I’ve loved this field since I was a child”, or “I was introduced to accounting by my grandmother, who worked for a major firm for forty years.”

2. Use stories. People love stories. If you’re asked to describe the subject area you know best, or explain your qualifications in a certain skill category, answer in the form of a story. Talk about the lessons you’ve learned as a direct result of specific experiences.

3. Don’t worry about filling the air with chatter. In other words, don’t be afraid of conversational pauses. These are natural periods of quiet that add rhythm and punctuation to a normal conversation, but shy or nervous people often find them awkward and rush to fill the gaps. These silences are not as long as you think they are—anything up to two full seconds is not at all out of place. Just relax, smile, and let the next exchange begin when it’s time.

4. Use open ended questions to keep the interviewer engaged. If you’re shy, you’re probably already familiar with this move. A good conversation requires a listener as well as a talker, and shy people often make great listeners. Ask questions about the company and its challenges, ask about the culture, ask about the daily demands of the position, and ask your interviewer how she feels about working here.

For more on how to shine during an interview while being true to your own introverted (or extroverted) personality, reach out to the Des Moines staffing and job search experts at the Palmer Group.