Senior Vice President, Human Resources, Access Intelligence
Fecto has made herself part of the executive team that drives strategic direction.
Let’s be honest: Many executives don’t put much stock in the human resources position. “There are a lot of CEOs who just see the financial goal and consider HR a nuisance and an expense,” says Macy Fecto, senior vice president of human resources at Access Intelligence.
From managing smooth transitions for a new acquisition to assessing a company’s strengths and weaknesses in the context of the CEO’s goals, the HR director should be a critical part of the executive team. And Fecto has established herself as a key driver of Access Intelligence strategy.
“The key to having an effect is being a partner in the business,” says Fecto. “There’s a nice tension between putting on the financial hat and the HR hat, which is usually seen as this warm and fuzzy position where you just take care of the employees. HR in media is done best by someone who’s a media professional. I insist that my people have an in-depth understanding of the business.”
A good HR director makes sure training serves a specific agenda, not general themes. “Every HR department fights for and hopefully gets a training budget, but you can use it passively or actively,” says Fecto. “I’m looking at what the CEO’s goals are and right now, that’s increasing revenue and profit on the e-side. It’s been hard to steer people that way since salespeople see print having greater revenue than online. There is a lot of handholding you may have to do to get that buy-in.”
Fecto made sure the company’s SRI Consulting unit received specialized “Rainmaker” training that turned non-salespeople (authors of high value, high dollar subscription reports) into sellers. “Out of six people trained, we probably get two to three Rainmakers,” she says. “It’s expensive, it takes a long time, but the people who have turned into Rainmakers have brought in millions of dollars that they wouldn’t have been interested in or capable of prior to that course.”
A “Rainmaker” sales program generated millions.