Hannah Morgan

Survival of the Fittest

I received an email from the new President of Ohio Wesleyan University, Rock Jones.  In it, he praised the institution, its current students, alumni and professors.  He also spoke about the future challenges of the school in the following excerpt:

"I recently received a nugget of wisdom from Paul Schimmel
'62. Paul suggested that evolution is not about survival of the fittest;
it is about survival of the most adaptable".
                            Rock Jones, President Ohio Wesleyan University

Adaptable, flexible, malleable, pliant...look at the people you know and the companies that are successful.  They exude this quality, right? 

Seth Godin  wrote in his blog about the failure of the NYTimes.  He states that the paper has some of the best writers and the greatest reputation but failed to adapt to the changing needs of today's readership.  

Hindsight is a wonderful thing, so is being on the outside looking in. Take some time and assess yourself.  Look at your past successes and past failures.  What do they have in common?  Lose the qualities you don't need or want any longer.  Strenghten the ones that will take you into the future.  But first you must have some insight on what the future will bring, so read about the best and the brightest in your field, talk to them if possible. Ask how technology is impacting what you do?  What does the typical customer demographic look like and what are their needs/wants.  Take an educated guess and prepare yourself for the next generation of work.  It won't be the same as we've known it.  Adapt to survive.

Emotional Intelligence

Leadership IQ published a study in 2005. This 3 year study analyzed over 5,000 managers in over 300 companies (and over 20,000 of their new hires). One of the most amazing findings from the study was the 46% of the new-hires failed after 18 months. Why New Hires Fail

The Top 5 reasons these new-hires failed were and are within their control. 

• Coachability (26%): The ability to accept and implement feedback from bosses, colleagues, customers and others.

• Emotional Intelligence (23%): The ability to understand and manage one's own emotions, and accurately assess others' emotions.

• Motivation (17%): Sufficient drive to achieve one's full potential and excel in the job.

• Temperament (15%): Attitude and personality suited to the particular job and work environment.

• Technical Competence (11%): Functional or technical skills required to do the job.

It appears the first 18 months are critical in fitting in.  Learn the rules early and make sure you follow them.  If you don't like the rules, too bad. Unless you were hired to change the rules, you follow them.   Here are some easy ways to address the 5 elements of failure:

1) Always accept criticism gracefully.  It is the criticizer's perception that matters. Let them know they have been heard and if it makes sense, fix it.

2) Do not wear your heart on your sleeve.  This is the workplace, remember to keep your emotions in check. Assume positive intent.  Give others a chance to explain.  

3) Try hard, don't be a slacker. I am not even sure why this has to be said.  Didn't we all learn this lesson early in life????

4) Mirror your company's style.  Don't be a maverick! (It doesn't win races, does it?) 

5) Know what skills are required and make sure your's are above what is expected.  Self study or sign up for classes if necessary.  Identify a mentor.

If you don't want to change, or try this hard to fit in, then make sure you find the right company/employer in the first place.  This means you have to truly understand yourself, which you probably don't, because you have'nt taken the time to assess who you are and what makes you successful and where you thrive. 

Frequently I hear job seekers talk about their patterns of bad managers or unfair working environments.  The common link to these situations was probably not bad management, but the employee.  These are the problems they brought in with them.  We need to understand our flaws and try very hard to fix them.

During these times of uncertainty, sometimes we need to hunker down and fit in for awhile.  Make your situation better.  You can control this.  Think about what you will learn in doing so.  It will result in a new and improved you.

10 Career Success Tips

Alvah is focusing on work-life balance, what she doesn't touch upon is taking action.  It is important to learn continuously, but, that isn't all.  You must be recognized for your expertise.  What's the use otherwise.  Find a way to become recognized as an expert in your field.  The world is full of mediocrity. 

#7 is wonderful in theory, assuming you have outside interests.  Family is a good start, but find other ways to give back to the community.  Get involved.

I am going to add 2 more...

11.  Being likeable isn't covered here, but should be.  You should create alliances above and below you. 

12.  Know what is going on in the world around you.  What are the industry trends?  What is the competition working on?  Read industry publications and attend seminars to truly be "in the know". 

10 Tips for Career Success
By Alvah Parker (see sidebar link "Job Search Advice")

1. Find ways to learn continuously.
2. Find ways to improve whatever you do. Be willing to incorporate the new ideas that you learn in #1.
3. Do your work completely and with pride.
4. Be true to your own values.
5. Clear up those irritations (energy drains) so that you can devote your energy to your work.
6. Practice self-care so that you feel good about yourself.
7. Keep work in perspective so that you have time for other parts of your life (family, friends, hobbies, volunteer work).
8. Listen carefully to everyone. Managers need to walk around and talk to employees and customers.
9. Network within your company and outside.
10. Delegate tasks when appropriate and empower those doing the work to do it their own way.

Alvah Parker is publisher of Road to Success and Parker's Points, e-newsletters providing strategies to advance your business and career goals.

One Lump or Two?

Remember when sugar used to come in cubes?  Then, remember when you went to tea and the hostess asked you if you wanted "One lump or Two?"  No, I am not that old either, but I've seen that scene in movies and read about it.  So, here's my question, "One page or two?".  In other words, should your resume be not quite sweet enough to drink or too sweet to finish? 

This debate has gone on forever and will continue.  It is all based on personal preference- the preference of the reader, whom you do not know.  Great, so this question still goes unanswered.  Think about the sugar analogy.  If the hostess only gave you one lump and you desired two, you wouldn't enjoy the tea.  If, by some miracle, the sugar floated on top, you might drink the sweeter tea until you reached the less sweet tea.  Ok, back to the resume.

Start your resume with the sweetest part first.  In other words, write a summary that states almost all your qualifications for the job.  Then the reader has enough info to be tempted to read more. 

My advice would be to not limit your talents to a single page.  Frequently, very talented people leave off information or write about their jobs in "resume-ese" which means, half a sentence that says absolutely nothing.  Their logic, "I was going to tell them more in the interview".  Sure, that's not going to happen.  It has to be disclosed on the resume otherwise you won't get the interview.  You have to keep the reader interested/pleased, so they will want to continue reading.  Keep the stories you tell focused on the job you are applying for.

Conversely, if you have two pages filled with words, the poor reader is going to be overwhelmed.  Just like some people might feel with two lumps of sugar.  So, don't get too wordy.  Don't make the text too small.  Leave white space, more that .001 of an inch, please.

Preparing your resume is a series of drafts, re-writes and edits.  Just like Goldilocks and the three bears, the first will be too hard, the next will be too soft and the last should be just right.  

Gratitude

As we head into Thanksgiving, I feel it is important to reflect on what we are grateful for.  Sometimes, it is too easy to focus on i.e., obsess over, the negative. 

Sit down with pen and paper and begin to list the people in your life for which you are thankful. What comes to mind?  Can you specifically state why you have listed these people?  Now ask, what can you do for any of them. 

Taking the focus off of yourself and your own situation has a wonderful way of keeping things in perspective.  And really, what good is it to get angry, frustrated, discouraged over you current situation?  Does that help?  Do you feel better?  So, you have nothing to lose in trying this. 

Several people have mentioned a "Gratitude Journal" to me in the past year as a way to stay focused on the positive.  The idea is to record daily  what/who you are grateful for. Maybe it is time to begin keeping mine.

Our brains tend to first recall the trauma or negative experiences in our lives.  Reprogramming this thinking is said to be very benefitial.  

I've been thinking a lot about our economy, as I am sure you have too.  Things don't look good.  However, I am grateful for a loving husband, two healthy and active boys, all the friends in my life and of course, FAMILY.  No matter what happens: food lines, massive unemployment, or whatever "crash" needs to happen, these special people will be there for me.  I will be forced to reach out in ways I may never have been able to before based on my necessity to refocus on the positive. There's an old saying "that which does not kill us, makes us stronger".  Cheers, here's to strength!

Why ask, Why?

This article from Workforce Management addresses the "lack of feedback" employers and recruiters are providing and why.  It is written for employers,  but it certainly helps to understand what they are faced with today- huge numbers of candidates, older workers crying discrimination, and with high unemployment rates, people are feeling desperate and acting out.  Recruiters Deliver Bad News

For those job searching, this should come as no surprise. One jobseeker sent me the following comment:

The "once again" dismal job market improves the chances of employers
just treating their candidates as the "commodity" without needing or
desiring to use even a modicum of proper business like treatment.

I truly empathize with those frustrated by lack of feedback or any communication from employers to whom they have interviewed with or sent their resumes.  But on the other hand, who said we were supposed to hear back?  Ok, after an interview, I'll agree, the employer should let you know if you are still being considered, but they don't have to let you know why you are not a fit.  What would you do with that information anyway...change your personality?  I don't think so.  

"Job Fit" is not a science.  Personality is certainly a component, so are communication style, values and priorities.  We just don't get along with everyone and who really wants to work for someone they don't like?

Let me ask this- would you be able to tell an employer exactly why you decided not to accept a job...or exactly why you are leaving a job? If you are smart, you know to keep your reasons general- aren't you protecting your reputation?  So what's the difference?

One of life's lessons is to accept that we cannot change things we have no control over.   Learn what you can, and move forward!

Where do you see yourself in one year

Creating a plan for what you want is difficult.  Sometimes we don't know the answer because we don't know the options.  Developing a plan requires that you know yourself and the situation well.  Your plan may be to stay where you are, but don't grow stagnant.  Make sure you identify ways you can grow and learn.  It is about continuous improvement.

We need to understand or at least try to understand where the world is going- challenging, yet not impossible.  What are the trends impacting your occupation and industry?  Be honest, if you don't know, find out.  Warning:  this may require that you speak to other people. 

You may also want to consider using a tool to help you organize your thoughts.  Using SWOT can be helpful. Download swot_analysis_template.pdf

Consider the implications of not creating a plan.  Will you fall victim to the decisions of others? Will you feel like you have no control?  This is your life, you are in the driver's seat.  You can have control, but you need to start being responsible. 

Follow-up Tactics

After you have applied for a job you must place a phone call to follow-up.  There is no waiting period required because the purpose of your call is to find out where they are in the review process and what the time-frame is for bringing someone on-board.   Once you have this really important information and you have shown a little empathy towards them, they will be much more likely to help you when you ask if they received your resume. I did business to business telemarketing for several years and learned how to work my way around tough "gatekeepers" and voicemail. Here are some reminders:

• Please don't leave voicemail message after voicemail message.
  That's very passive.  You may feel you have done your part, however, to the person receiving these messages, you become an annoyance.
• Try calling at different times of the day.
  If they are not answering their phone, which many people do not,then try calling around 8 am, 12 pm and/or 5 pm.  These are typically times of day when people will be at their desk or at least not in a meeting. 
• Ask for help.
  If you continue to go into voicemail, try hitting "0" or "#" to speak with a warm body who can help you. Ask for their help and find out when your contact may be reached.  Are they even in the office today?  Ask nice questions in a nice way and usually people will assist.
• If all else fails, let them know you called.
  Once you have tried all these different approaches and still aren't getting the person live, then, leave a very short message with your name, briefly stated reason for calling, telephone number and state that you will call back tomorrow.

I know this is difficult.  You need to keep the control in your hands as much as possible.  Waiting for someone to return your call is frustrating.  That's why you won't ever ask them to call you back.  They don't have to or need to.  You are the one looking for a job, therefore, it is your responsibility to try and reach them.  

Laying the Foundation For Our Children

We owe it to ourselves and to our children to develop a connection with our community.  Become involved and step outside of our own selfish needs and wants, if only for a few hours a month.  Not only is this extremely gratifying, it will make you a better person. 

One day as I was delivering a workshop to help transitioning job seekers understand how to spread the word that they were seeking employment, I asked the question "Who do you know"?  I asked them to begin writing down the names of people that they could talk to.  One man was staring at me so I asked him if he had a question.  With anger in his voice he told me that he lived in the country; his closest neighbor was a mile down the road.  He continued by saying his only family was his mother who lived in a retirement home.  He also declared that he did not keepin touch with his co-workers.  He denied that any of these people could help him anyway.  

I tell this one story as an example of the hundreds of similar excuses I have heard as to why people can't talk to anyone- they don't know anyone. (Yes, there is another underlying issue here, fear.  I won't tackle that now.) 

I grew up in a magical neighborhood of families with children.  We ranged in age from 2 to 20.  In the summer, we would all play flashlight tag in a barn for hours.  In the fall, we would wait at the bus stop together.  In winter, we would sled or ice skate en-masse.  I grew up expecting that is the way it should be.  

My parents were active in the community. We belonged to church and I sang in the church choir.  We stayed at the after-service coffee hour much longer than I would have liked.  My mom volunteered with numerous organizations.

We could continue to pull inside our garages and never step foot on the front porch to meet our neighbors (oh, you don't have one...funny, I guess they stopped putting those on houses when our society felt they were no longer important).  We could continue to lead insular and isolated lives.  We could continue to accumulate stuff to fulfill our needs.  But, I believe that would be a huge mistake.  This world is small and getting smaller and flatter.  Interpersonal relationships are the crux of how we will develop and compete.  

So set the example, let your families know, school is about getting good grades AND more. 

• Force them to join an activity

• Volunteer with them
• Enjoy your community
• Lead by example

Our teens and society are Narcissistic, help them to understand how they fit in the bigger picture.

Big Fish in a Little Pond

In Tim Russert's book, "Big Russ and Me" I couldn't help but notice he never applied for a job in his life.  Every wonderful and not so wonderful job he had ranging from garbage collector to Host of "Meet the Press" he learned about because of the people he knew.  As he progressed in his career, he was most often approached by people who had heard of his success/reputation. 

This is the key.  You have to be good at what you do and the right people have to notice.  We have to take ownership of some of this, which requires "taking credit, where credit is due".  LinkedIn makes it easier than ever to let people know what you can do. It isn't the only way.  You need to make sure that your internal team, from peers to executive leadership know what your successes have been.  Another approach is to become a big fish in a little pond.  That little pond could be a volunteer organization, your neighborhood or even your family.  Implement one success and I am sure people will talk.

Advice on Submitting Your Resume for Posted Jobs

Yes, you will have to submit your resume for jobs you see posted.  It will fall into a terrible black hole, but you know that, so you will follow up persistently!

Here are some tips on how you can do this better:

1) Apply if you meet 50% or more of the stated requirements.

Many job seekers look at job postings and self-eliminate themselves.  You have to remember that some, not all, employers really are not sure what they are looking for. They may be thinking, if we get something close to what we are looking for, it'll work.  Or they may be thinking, I'll know the right candidate when I met 'em.  You do not know which requirements are most important to the employer, therefore, you don't know which they may be willing to overlook or compromise on.  Of course, the closer you are to having what they want, the better.  It is critical to remember that more skills/experience/talent, is not better, it is EXPENSIVE.  So don't overdo how you represent yourself.  Here's a little question, what makes you think you would be happy performing a job that only requires 1-3 or 3-5 years experience anyway?  That job is way below the skill level of the experienced professional.  It is entry level.  You see more of these jobs usually because the employer knows there are more candidates out there.  The good jobs, 5+ years experience, are usually filled from within the company or through word of mouth (see CareerXroads study)  The more jobs you apply to, the greater your odds are of being a candidate...it's like playing the lottery, you can't win if you don't buy a ticket!

2)  Use meta-search engines and niche websites
I have added Indeed.com to the side of this blog, use it.  You may also want to try www.simplyhired.com and www.jobcentral.com.  These 3 are searching hundreds of job posting boards each.  If you find more jobs, you can apply for more jobs.  Companies have logic or maybe strategies they use to determine where they will post their openings.  It might be based on the type of job their are trying to fill, it may be based on the type of candidate they hope to recruit.  Also use niche job posting boards.  If you are looking for a position in a college or university, try www.higheredjobs.com.  There are over 40,000 job posting boards according to Peter Weddle's website. You don't know about many of them, but ask around, you will soon know more than you want to.  Of course you will definitely want to regularly check target company websites too.

3) Use more than one method to apply
With a little investigation, you can find the mailing address to almost every job you apply to.  Why not send them a hard copy viathe good old USPS.  Remember, you don't know the preferences of the people or person receiving resumes.  Might it be easier for them to review hard-copy than opening and reviewing email?  If you have sent your resume and cover letter both ways, you've increased your odds.

4) Blind ads are real
Just because a posting doesn't list the company's name, doesn't mean it is bogus.  It just means the company doesn't want to list it's name.  Unless you are employed, there's no risk, danger, or problem with applying for these jobs.  No, you can't followup, but, oh well. 

5) www.craigslist.com
I never would have mentioned this as an option had people not been getting hired for jobs using it. I have heard of several in the last year, who found their job using this website.  Remember, it may not have been the only way they heard about the job.  It is a nice option for the employer because it is free. 

Use all methods available to engage in a successful job search-Networking, Recruiters, Direct Contact.  Using on-line boards is passive, feels safe, but isn't all there is.  Use time wisely, you should really be applying for jobs on-line early in the morning or late at night when you can't be networking or calling people at work.  Get out of your house!

The College Experience

Last summer I was having a conversation with a life long friend.  Story was telling me about how much work it was taking her daughter around to look at colleges.  I asked her if she was going to take her daughter to look at Ohio Wesleyan, the college that both Story and her husband attended and that I too attended years after they did. She told me that OWU was not good enough for her daughter.  She had terrific grades and was looking at the best schools on the East Coast.

Initially I thought, how arrogant.  OWU is a great school.  It has increased the caliber of entering students.  I would never be able to get in there today.  But it wasn't until months later that I realized how right on target Story was.  My thinking at this point in time was, gee, it really doesn't matter where you get your education.  You learn what you learn.  So if my boys (now 6 and 4) could get a bachelors degree from a state school, in the same 4 year time frame, why would I want or need to pay $50K+ at year in tuition to send them to an Ivy League school?

The contacts, that's why.  Story realized that her daughter's chances of being successful were greater if she "hung" with the right people.  Sure, having the prestigious school name on the resume wouldn't hurt, but it was about the people her daughter would meet and become friends with.  This network of college friends and acquaintances will be how her daughter makes her way through life. 

Story understands why knowing the right people will open the right doors, she has lived in the competitive communities around NYC.  Almost anyone can get a degree if they want to.  How then will these new graduates compete for the few jobs that exist?  Through their networks/contacts/parents' networks.

Story's daughter has been raised by parents who understand and model networking.  They are very well connected. Therefore, she will become active in her college.  She will probably be in clubs or groups, maybe even a sorority, if the school has them.  She will interact comfortably with alumni when they are on campus, realizing she should get to know them for future reference. She will organize and lead activities, meet lots of people and oh, yes, study enough to get good grades. 

In sum, attending college is about building a network. I hope we have provided our college-bound kids with the right mindset so they understand how to build their much needed network.   

Good Ol' Work Ethic

I am listening to "Big Russ and Me" as I commute to and from work.  It is narrated by Tim Russert and it is a wonderful story of his life and the impact his father had on it.  It is so enjoyable. 

Tim talks about how his father worked two jobs his entire life.  One in sanitation, the other delivering newspapers.  His father never complained about being tired or having to work these two jobs.  He did it in order to support their family of six.  They lived in a small house with one bathroom and had only one car. His mother stayed home and managed the family. 

Big Russ, Tim's father, was a veteran.  He was also Catholic.  Big Russ was about doing the "right thing".  Tim credits his father for the lessons he learned and the person he became. 

I know people today who are barely able to hold down one full time job without complaining.  We need to re-arrange our priorities.  We need to "do the right thing".  If that means compromising our long-range plans, then ok, just don't lose the dream and don't complain.

I also know Dan, who has taken a direct care job with the developmentally disabled.  He works a terrible shift, being the newbie, but he isn't complaining.  This job provides health insurance and money to pay for the food and house he needs.  Dan has a unique gift in finding the "lessons learned" in every job he has.  He looks for little ways he can use his talents and from this, gets some job satisfaction.  

My Pop remindsme what his hard-working, entrepreneurial father told him.  "Work is hard, it is time consuming, it is not fun. But, having said that, it can be fulfilling, rewarding and challenging, if you are lucky".  

Living Within Your Means

When I was listening to Rita Carey's teleseminar last night, I heard her touch upon some great budgeting advice and it is worth repeating. Rita listed some of the most critical things to do when you first lose your job.  One of them is to reassess the family budget.  Not just in your head, but on paper. Here is what she recommends with some of my commentary: 

1) Make a list of all the expenditures for the month (be honest, food, clothing, gas, mortgage, insurance, hairdresser, cable, phone, heat, electricity, everything)

2) Eliminate as much discretionary spendingas possible (do you NEED to keep all those magazine subscriptions, what about the double lattes 4 times a week at Starbucks? do you need those too?  The better you are here at cutting costs, the better off you will be in the long run, get serious)

3) How long can you afford to support the expenditures?  Be specific, how many months before you have used all your unemployment.  Avoid at all costs tapping into your 401K. If it gets to that point, please consult your financial planner who can give you other alternatives.

Now you really know what your time-frame is.  This allows you to build a "Plan B".  If by that date, you have not secured employment, what will you do?  You will need to implement Pan B now. If you have identified today that you need a holiday retail job in early December...too late.  Most of the holiday hiring has already taken place.  Sure, some of still available, maybe not the ones that would interest you the most.  With a little forethought/planning, you can lineup that Plan B job today, and avoid panic mode. 

Eliminating discretionary spending is difficult.  I remember when my husband was out of work, he stayed home with the boys 3 days a week to cut our daycare costs.  While this was fiscally good, it limited his search capabilities. We canceled the weekly subscription to the local paper.  We even cut back on the cable to the minimum tier (we only watched 3 of the 1000 channels anyway).  I brought my lunch to work.  We hunkered down and boy, was it hard.  It was worth the sacrifice. I recommend everyone experiences what it is like to "do without" for awhile.

My mom used to say "do you WANT it or do you NEED it" when we went shopping for clothes.  This is a great way to check spending. Whether employed or not, maybe, just maybe, given the way things are today, we should all be asking ourselves "do you WANT that or do you NEED that".

Don't Start Job Search By Updating Your Resume

I think I have said this before, and I am going to say it again- I despise resumes.  They are historical.  They state what you've done, not what you can do and not necessarily what you want to do next. 

In today's search for work, it is almost a waste of time to construct a resume without a job posting to reply to. Please consider the job posting the RFP (request for proposal).  Your resume will be the proposal.  You will address all the critically important requirements of the job and use as much of the posting's language as possible. Yes, the coverletter may say some of the same things, but who knows if or when the coverletter will be read.  If people are too busy to read the resume, what makes you think they will have time to read the coverletter?  Some always do, others never will.

I was meeting with one man who wanted help with his resume and before I even looked at it I asked him "What do you want to do?" 
He said "I am an Engineer".  I said, "OK, but that wasn't my question, what do you want to do?" 
He thought for awhile then said "I have been an Engineer my whole life."  I asked him if he enjoyed his work.  "It has supported me and my family". I asked him again if he enjoyed it and he admitted "For the most part".
"Life is short" I reminded him.  "You now have the opportunity to do something that you love, or at least brings you great joy.  You have lost your job and have been given permission to re-evaluate how you spend the rest of your working life". 

These were questions he hadn't asked himself.  They were hard.  I believe he did use to enjoy being an Engineer, but he was no longer passionate about his work.  I began reading the laundry list of job duties on his resume.  I couldn't tell anything about him from these duties.  I asked him to tell me about something in his recent past he was proud of.  After a long pause, he told me a story.  As he told the story, I saw his eyes twinkle and a smile came across his face.  Now I could begin working on his resume.  In his story, I heard his skills and hidden strenghts, I saw a flicker of his passion. 

Begin recording stories.  Recall the times you felt proud in you work.  These are the stories that make a resume. They are called Accomplishments. 

To Pay or Not To Pay, That is the question

My general advice to job seekers is not to pay for something you can do for yourself.  This is what I mean.  There are literally thousands of free and reputable resources for job seeking advice.  Find them and use them.  That is part of what my blog is for. 

• Never pay for someone else to find you a job...

• Never pay money to have someone email your resume to 100s of companies
• Don't pay to access jobs paying $100K+
• Don't pay someone to write your resume

The old saying, "if it sounds to good to be true then it probably is" applies.  We look for shortcuts- ways around doing the painful acts associated with job search. Paying someone else doesn't make the situation immediately better, you are still out whatever you paid and still not in the dream job. 

The journey through job search is a valuable life lesson.  Something you will undoubtedly experience again in your life (sorry, sad but true).  It is also a life skill that you need to pass along to your children, no matter their age.

There are some things you MUST pay for.  Your own personal development.  Don't become stagnant.  Invest in you and the rewards are much greater. 

I was overseeing a workshop this week and a woman expressed her concern over not being able to get into a free workshop.  I empathized with her and told her she could get similar training for $25 which included lunch.  She shook her head and said she didn't want to pay the money.  I then offered her the names of some books that also addressed the topic she was interested in, she didn't write them down and seemed less than interested.  Oh well.  How badly did she really want the skills from the workshop if she wasn't willing to work at it. 

When was the last time you attended a professional development workshop?  A seminar related to your occupation or industry?  Shut up, that long ago...

Your development is definitely worth paying for!

Negotiating 101

Negotiating can not begin until there is a job offer on the table.  Your chances of negotiating a desired outcome are greater if you gather the right information during the interview.  If you don't know about the vacation policy, benefits, and other fringe then you don't know the value of the total compensation package the company if offering. Do not disclose any of the following during your interview:

"I want to make at least $X."
"I need to make at least $X."
"I made $X in my last job, so I am hoping for more."
"I retired from XYZ company after a successful career with them."
"I really don't need to know about your health insurance, I am on my spouse's policy."
"I hope to go back to school soon.  What is your tuition reimbursement policy?"
"My spouse lost his job and is a stay at home dad."

This is none of their business.  And, by the way, how dare they ask about any of these things...does the employer want to know, ABSOLUTELY.  They will use this information against you. The employer's motivation is to get the best deal at the lowest cost...almost 100% of the time.  Watch out.

Approach the negotiating table with a win-win mentality.  You may have to make a concession in order to win some of the other items on your list of negotiables.  Letting the employer feel they've had a win will make them feel more powerful and shos them that you are really interested in making this work. However, negotiating should not be an emotional event, it is a business transaction.  Keeping your emotions in check will hopefully allow you to see the situation more clearly. 

Identify your "go, no go" point for each negotiable.  In other words, if they can't reach your minimum PTO/vacation time requirement and the policy is truly inflexible, be willing to walk away from the table.

One person I know settled on a job making less money than he felt he should be making.  Make no mistake, he is miserable in his job.  He is open about the fact that he is underpaid.  That has now led to his feeling undervalued.  When you feel undervalued, you become undervalued or disengaged.  It is a vicious cycle.  Don't enter into it.  Be ready to walk if they don't meet your minimum.

It is just as easy to get more than you hoped.  All you have to do is ask. However, and this is a huge however, you have to understand your value in the marketplace.  What is the salary range of others in that company, what is the industry range?  Your desired number must fall inside these parameters.   The other important factor to your value is the age-old principle of "supply and demand".  It doesn't matter how much experience you have, how many certifications, what degree, if everyone else in the market has the same qualifications, it will drive down the amount the companies are offering.  This supply and demand phenomenon can be regional or international.  Stay ahead of the curve, know what skills are cutting edge and keep your saw sharp!

There is a classic book, "Getting to Yes", on the art of negotiating, not a job offer, but anything.  Good read.

You can't get enough good advice about networking

Larina Case wrote the following advice, you can go to her blog too, more nice insight...Larina's blog .  Her message is universal, however, does have a small slant toward those who are networking for their own business...well, then, aren't we all our own business?

I am not a comfortable networker, like many others out there.  I have to work really hard at it.  Many of Larina's pointers initially make me squirm and think, "I can't do that".  But what happens is the more I read about networking and the more I step outside of my comfort zone, the less frightened or hesitant I am.  I watch others and learn. 

Ultimately, you will have to find a style of your own, in the absence of any networking style, try someone else's on for a while.  Yes, you will make mistakes, learn and move on.  Challenge yourself, work with a friend who will hold you accountable for going to an event.  Make it fun.  I was working with one client who said she and her friend actually challenged each other to meet at least 1 new person by the end of the networking event. 

How to Get Attention, Network Like a Pro, and Be Memorable

The following tips make you an exceptional networker, self-marketer, and self-promoter (not in the obnoxious way) by helping you capture attention and get into both short and long term memory. 

1. Network Yourself. People will remember you if they can fit you into one of their existing mental networks. This might be a person or group or type of people, such as "John Smith's friend," "from the CBI group" or "executive coach." Don't stop here though, use the other tips to make YOU stand out from within that group.
2. Make yourself an expert. When you are a subject area expert, people automatically think of you and you don't even have to try to be noticed. For example, at work, select a key aspect of your job and learn everything possible about it and let people know what you've learned.
3. Be a magnet. Draw people to you by exuding confidence, charisma, and passion. No one can resist these characteristics- they'll give you a magnetic personality.
4. Adopt a signature look. Get noticed and be memorable for your fashion flare. Your signature look can be a color, an accessory, a style (for example, 1950s glam), or a haircut.
5. Take a side. Rather than worrying about offending people and choosing a middle of the road position, take a stance. People will respect you for it and it will show your conviction and courage.
6. Pay a compliment. Interestingly, focusing on others is a powerful way to be noticed. Pick something specific and let someone know that you like it. For example, tell someone in your networking group what specifically you found intriguing about the way they presented themselves. 
7. Speak with confidence. Your voice is a powerful tool in getting attention and recognition. Speak loudly, clearly, and at a natural speed (not too slow or you'll be dull and not too fast or people will think you're nervous).
8. Smile with your eyes. Research has shown that people find smiles to be most genuine when your eyes scrunch up a bit (don't worry about the crow's feet!). These form of smiling puts people at ease and makes you more likeable and influential.
9. Be a great storyteller. One of the best ways to command attention is with an engaging story, preferably one that includes some humor. At work, instead of saying, "The result we got was", tell a bit of the story about how you got their highlighting your role in achieving the result.

Remember that it typically takes multiple presentations before someone remembers someone (or something), so aim to be in front of key players on a regular basis. Keep your message consistent, use the above networking tips, and you will be more magnetic and memorable!

 

The Four Agreements

I was first introduced to "The Four Agreements", don Miguel Ruiz, by a dear collegue, Larry.  At that point in my life, I was not ready to listen to the message.  Fast forward 5 years and again, the Four Agreements were in front of me.  I credit this time, Rosa.  After listening to the audio version, I was captivated.  How can I do this?  How can I live my life this way?  Where do I start?  It takes discipline and as hard as I try, I can't do it all the time.  These 4 basic principles are wonderful, based on the Toltec traditions.  http://www.miguelruiz.com/fouragreements.html

1.  Be Impeccable With Your Word
Speak with integrity. Say only what you mean. Avoid using the word to speak against yourself or to gossip about others. Use the power of your word in the direction of truth and love.

2. Don't Take Anything Personally
Nothing others do is because of you. What others say and do is a projection of their own reality, their own dream. When you are immune to the opinions and actions of others, you won't be the victim of needless suffering.

3. Don't Make Assumptions
Find the courage to ask questions and to express what you really want. Communicate with others as clearly as you can to avoid misunderstandings, sadness and drama. With just this one agreement, you can completely transform your life.

4. Always Do Your Best
Your best is going to change from moment to moment; it will be different when you are healthy as opposed to sick. Under any circumstance, simply do your best, and you will avoid self-judgment, self-abuse and regret.

Job Loss

The loss of a job has emotional effects similar to the death of a family member or friend or a divorce.  (The first 3 are inevitable, I am hoping the 4th might be preventable.)  These emotional effects are predictable.  There isn't much we can do to avoid them.  Elizabeth Kubler-Ross wrote "On Death and Dying".  She outlined these predictable phases of emotions:

1 - Denial

Denial is a conscious or unconscious refusal to accept facts, information, reality, etc., relating to the situation concerned. It's a defense mechanism and perfectly natural.  

2 - Anger

Anger can manifest in different ways. People dealing with emotional upset can be angry with themselves, and/or with others, especially those close to them. 

3 - Bargaining

Traditionally the bargaining stage for people facing death can involve attempting to bargain with whatever God the person believes in. People facing less serious trauma can bargain or seek to negotiate a compromise.

4 - Depression

It's a sort of acceptance with emotional attachment. It's natural to feel sadness and regret, fear, uncertainty, etc. It shows that the person has at least begun to accept the reality.

5 - Acceptance

This stage definitely varies according to the person's situation, although broadly it is an indication that there is some emotional detachment and objectivity.

When I was in outplacement, I would go to company sites and meet with people minutes after they had loss their jobs (a little like ambulance chancing, I know). The intent was to help them.  First by listening, second, by letting them know they were in for a rough emotional ride and third, give them some next steps to take so they would have something to focus on besides the loss of their job and feelings.

In my role as a trainer, I have seen "ANGER" many times.  It walks in the room with the participant, like a two-headed monster.  Every word that person speaks carries anger- their tone, their words and their body.  It is not pretty, and it is probably going on interviews with them and torturing their family too.

I see situational depression quite often too.  When I was coaching one job seeker, I saw his appearance deteriorate over the course of several months.  He began his search in khakis and a collared shirt, but weeks later started wearing sweat pants into the career center.  Then he stopped shaving regularly and began to get dark circles under his eyes.  It was scary to watch this happen.  I advised him, along with others, to seek professional help. He then stopped coming to the center all together.  Last I heard, he was still seeking employment. 

Getting stuck in one of these emotional places happens quite frequently too.  It is easy to stay angry, or feel sad- it is usually much harder to stop those emotions.  However, it is possible and must be done.  So, when you experience prolonged periods of emotion, change what you are doing.  It doesn't really matter what that change is, just do something different.  The act of taking control, driving your own bus, can be the boost to self esteem needed.  It can get you out of the rut. 

Take the example of a time when your car got stuck in the snow. You don't just push down harder on the accelerator do you?  OK, yes, at first you do, but when that doesn't work, you try other things- turn the steering wheel, use reverse, pray. As a last resort, you may have to call for help, AAA or a friend.  In job search, sometimes you need to ask for professional help or enlist the help of a supportive friend-sooner rather than later.

Change Agent

In the private sector, a Change Agent is what they call someone who acts as the catalyst for organizational change. 

This, as we know, is a difficult role and one that doesn't always work out.  The change agentneeds to create alliances and receive buy-in at all levels to achieve success.

As we look at today's election, we all have the opportunity to select the best, most qualified change agents.  Yes, the Presidential office is important, but so are the Senate and Congressional positions. 

Consider these findings of what constitutes good change agents from D. Buchanan & D. Boddy: The Expertise of the Change Agent: Public performance and backstage activity. Prentice Hall. 1992

15 Key Competencies of Change Agents

Objectives

1. Sensitivity to changes in key personnel, top management perceptions and market conditions, and to the way in which these impact the goals of the project.
2. Setting of clearly defined, realistic goals.
3. Flexibility in responding to changes without the control of the project manager, perhaps requiring major shifts in project goals and management style.

Roles

4. Team-building abilities, to bring together key stakeholders and establish effective working groups, and to define and delegate respective responsibilities clearly.
5. Networking skills in establishing and maintaining appropriate contacts within and outside the organization.
6. Tolerance of ambiguity, to be able to function comfortably, patiently and effectively in an uncertain environment.

Communication

7. Communication skills to transmit effectively to colleagues and subordinates the need for changes in the project goals and in individual tasks and responsibilities.
8. Interpersonal skills, across the range, including selection, listening, collecting appropriate information, identifying the concerns of others, and managing meetings.
9. Personal enthusiasm in expressing plans and ideas.
10. Stimulating motivation and commitment in others involved.

Negotiation

11. Selling plans and ideas to others by creating a desirable and challenging vision of the future.
12. Negotiating with key players for resources, for changes in procedures, and to resolve conflict.

Managing up

13. Political awareness in identifying potential coalitions, and in balancing conflicting goals and perceptions.
14. Influencing skills, to gain commitment to project plans and ideas form potential skeptics and resisters.
15. Helicopter perspectives, to stand back from the immediate project and take a broader view of priorities.

Happy November 4th, get out and VOTE!   

A new perspective

The paradigm shift for many is how they can spend more time networking.  In order to make networking the major focus of your job search, you need to turn every opportunity into an information gathering session. Remember, networking is equal parts giving and taking. Based on the information you have gathered, you should know how you can help the individual you are speaking with. Remember these key rules:

Networking is not about asking for a job.
By showing interest in what others do and learning about them you will gain some respect.  Most people are flattered when asked questions about what they do.  They will reciprocate by asking about you.  This is how relationships form. 

Networking is about building and nurturing relationships.
Don't abuse relationships or take them for granted.  Care for these relationships with kindness and courtesy.

So when are you networking?  Ask instead, when are you not? Every activity you do provides an opportunity to gather info and build relationships.

• Visit to the hairdresser/barber
• Buying your morning cup of coffee
• Returning books to the library
• Watching your favorite high school sporting event
• The weekly trip to Wegmans
• The workout at the gym or rec center
• The waiting room at the doctor's office
• Your oil change mechanic
• Drinking coffee after church
• Attending professional development training or school
• Volunteer meeting

If you don't do these things, there's a bigger problem.  Life is about relationships.  Sometimes we have to step outside of our comfort zone.  Once you have changed your perspective, I guarantee your life will become more fulfilling. I don't think life was meant to be "all about us", its about other people.  Try it- with risk there is reward.

The fine line between being persistent and being a stalker

One of the most frequently asked questions job seekers have after an interview is "When should I follow-up?"  My response is always: "I don't know, what did they say when you asked?" Here are some critical questions to be asked during an interview:

• What is your timeframe for filling this position?

• What are the next steps in your interviewing process?

• How many people are involved in the decision making process?

There are 2 reasons you need to ask these questions; first, to understand what's going on.  Try to understand their logic or get inside their heads.  Second, you will need this info in case another interview turns into an offer (which happens quite frequently, by the way).

Once these questions have been answered you will know when to follow-up.   In your Thank You letter, you will state in the closing paragraph your intended follow-up date.  This means that you must follow through on your commitment.  That is perceived as being reliable, and more importantly, interested in the company and position.

I have heard so many stories of companies that chose the candidate only because they were persistent and followed up.  In some cases, the act of following up became the tie-breaker or tilted the scales in favor of the one who took action.

This is all about taking control of your job search!

A Strategically Focused Resume

I wish I had written the following.  Smith-Proulx hits the nail on the head.  She is even using the same language I do...great minds. (For the full peice, see ExecutiveAgent link on my blog). While the exerpt below is about focus on the resume, it all starts with you, the job seeker, being clear about what you want and what you are great at doing. 

Here, I’ve offered 5 key reasons why focus should be your #1 priority in a leadership job hunt - and how to get it:

1 - Communicating your personal brand is the best way to get employers to take notice.

2 - No one has time to connect the dots; do it for them!

3 - Being all things to all people isn't good enough anymore.

4 - Automated systems have made the general resume obsolete.

5 - Adding excess information for employers to read only confuses them.

Laura Smith-Proulx, Certified Career Management Coach, Certified Professional Resume Writer, and Certified Interview Coach, is the Executive Director of An Expert Resume, a career services firm that caters to organizational leaders.