Interns bring positive results to smaller businesses

Bill Shanklin, CEO of Champion Container Corp., Elmhurst, was looking for some young guys to go cold calling.

"We thought it was vital to bring in some new customers," he says.

What Shanklin got with interns from Elmhurst College was a "breath of fresh air," a surprisingly positive response from a veteran sales staff that "took these kids to heart" and, importantly, cold calls made.

Combined with intern experiences at other suburban businesses, Shanklin's success suggests that small businesses might investigate internship opportunities at local colleges. Be aware, however, that positive results from an intern program require commitment from the business.

"You're investing as much in your intern as the intern invests in you," says Dave Oberg, executive director of the Geneva History Center.

He meets in advance with interns to "learn what they want to accomplish, what skills they have and what skills they want to develop." Then, Oberg says, "We try to pick projects that will help them in the job market."

That makes college intern advocates happy. Judie Caribeaux, assistant director of career development at Aurora University, where Oberg participates, wants internships that "help students shift from the role of student to the role of a professional." That process, she says, can involve everything from "how to dress to how to participate in a first business meeting."

Holly Coffin, internship coordinator at Elmhurst College, points out that "interns want to use their classroom experience in an everyday setting." She seeks business owners who will "be a good mentor (and teach) those things students can't learn in a classroom."

Part of the outside-the-classroom experience is getting the internship.

"We post (our internship) online at the college, get candidate e-mails and bring four or six in for interviews," says David Jensen, partner at the Elmhurst accounting firm of Cahill & Jensen, LLC, and a former intern. "The interview is just like any other job interview."

At Champion Container, "The job we're asking interns to do is extremely important," Shanklin says.

In return, "interns learn what it's like to have a responsible position" and also discover whether selling is a good career option.

Champion's interns, who work about 20 hours a week and earn $12 an hour, cold call in search of new customers. Champion prepares them by providing formal sales training and bringing in vendors to provide product knowledge.

So far, so good. Of the seven students who have been Champion Container interns during the company's four years with the Elmhurst College program, three have been hired full-time. Initially somewhat to Shanklin's surprise, the interns "ignited our older guys." Veterans mentored the interns and took them on sales calls, he said.

Generally, about half the internships are paid. Students, especially those taking internships for academic credit, typically must journal their experiences.

Questions, comments to Jim Kendall, JKendall@121MarketingResources.com. © 2010 121 Marketing Resources, Inc.