Hannah Morgan

It is the end of the week, what do you have to show?

I, like many of you, love Fridays.  It gives me permission to stop thinking about work for a couple of days!  However, before I do slip into my mini vacation, I like to look back at the week and see if I've made progress/headway/completed my goals.  Certainly there are some weeks I give myself higher marks than others.

When you look back at your week, what accomplishments have you made?  Were there significant breakthroughs or milestones you crossed?  Did you make yourself smile?  Did you do anything to help someone else?

In my favorite movie there is a wonderful quote:

"A heart is not measured by how much you love but how much you are loved by others."
— Wizard of Oz

It is easy to find ourselves measuring ROI (Return on Investment) and other technicalities, but don't forget the bigger picture! 

I Just Did My Job

If I had a dollar for every time I heard a job seeker say, "I just did my job, I don't have any accomplishments", I would be so rich.  So why are you so humble?  Why can't you take some credit where credit is due?  That's all we are asking you to do.  But, why, you ask, are accomplishments important?  Because, your next employer wants to see and hear a demonstration of your skills. They want to know that you will be a good hiring decision and that means, you will stick around, pitch in and help out when asked, do your job well, and ultimately help make the company money.  

An accomplishment is any time you successfully did your job.  It is a short story.  Think of a time when there was a problem (probably daily). 

Try and brainstorm answers to some of these questions:

• What were you proud of doing at work?
• What did you do better than others around you?
• Were you ever recognized (formally or informally) for work that you did?
• Did you ever go above and beyond what was required of you?
• Were you ever selected to be a part of a team or train others?
• Did you identify and solve a problem?
• Did you save time and/or money?
• Have you improved productivity?
• Have you ever streamlined operations?
• Did you devise new strategies?
• Did you minimize customer complaints?
• Did you provide a service that did not exist before?
• Did you develop an idea that was used or presented?
• Did you help others achieve their goals?

Now, recall the specifics of what you did and how you did it and what was the outcome.  Also think about what the outcome would have been if you had not been there to do your job.  You can Download this simple document to record your stories.

• I don't remember
• This is too hard
• It happened daily
• I was just one of many

Please, don't use these excuses.  Look at it this way.  If you were called into your manager's office one day and they said to you, "I need you to tell me what you did this year to deserve a raise".  What would you say? How would you prove you were worthy of a raise? 

Documenting your accomplishments isn't just to get a job.  It is about taking accountability to manage your future.  Today, more than ever, managers and leaders are expecting you to prove to them why they should keep you on the payroll.  Keeping track of your accomplishments is expected.  It is an easy insurance policy for justifying your work. 

When do you use these stories?  On your resume, in your interviews, while networking...the answer is, all the time. 

Loss- A Time for Reflection

The loss of a job.  The loss of a family member.  Divorce.  These endings are bitter sweet.  They mark the end of life as we knew it.  They also create new opportunities and open a new chapter in our lives.

There are predictable emotions that we all must go through after a loss.  Elizabeth Kubler-Ross wrote about them and I described them here.  While going through these emotions, I hope you take the time to reflect on what you've learned.  Ask what you've loved doing.  Ask yourself what you want to be known for.  Muddle these answers around in your head for awhile. Share the answers with friends and family.  Out of the past comes our future and there is most certainly a bright light for you to move toward.

I am finally ready to write this post.  My father, whom we called Pop, passed away in early January. He was and always will be my moral compass, mentor, biggest fan, and hero.  As I cope with his loss, I've been reflecting on his life.  Sympathy cards flood the mailbox with wonderful memories from the many people who's lives he touched.  They've called him a connector, they've said he could light up a room, they've recalled how he loved to tell jokes and stories.  Yes, all these are true.  They all stem from his love and interest of people.  He could and would start conversations with anyone.  His interest in other people is his legacy.  

Professionally, Pop was a search consultant, ie executive recruiter. He found high level executives for high profile companies. His love of people created his vast network which allowed him to be successful in his profession.  He wasn't always a recruiter, but that innate talent for building and nurturing relationships was his niche.  He knew what he was good at and he stayed true to that.

I am grateful for the lessons he taught me.  I am sad he won't be around to teach me more.  Yet, as I reflect on what he loved doing and what he was known for and what he wanted to be known for, there is a consistency.  He was true to his calling and his values.  

As you grieve the loss of your job, don't you owe it to yourself to reflect on your past.  Take from those experiences the consistent pieces and map out your legacy, personally and professionally.  It is not the end.  It is the beginning.

Thank you Pop.

Casting A Wide Net

You probably have heard the advice to "cast a wide net" in searching for your next job.  So, what exactly does that mean?  More importantly, how do you do it?

It all starts with a good self assessment.  Take away your job title, your past employer and all your baggage and ask yourself questions like:

• What do I really enjoy doing?
• When I've felt great about the work I've done, what was I doing?
• If money were no object, what would I do?
• Of all the things I've done in my life, what am I most pleased with?  Why?

Plus developing a host of accomplishment (STAR) stories is a great foundation to get started with your wide net approach to search.

With this self assessment done, you can now focus your search beyond what it was that you used to do.  You can focus on where your talents will be a match.  Casting a wide net is not like shooting in a barrel, it is about focusing your search in new areas.

Option 1:  TERRITORY EXPANSION

One of the simplest ways to expand your search is to look outside your immediate geographic territory.  Use a database like D&B to identify companies that are similar to your last company yet located in a different city and/or state. Using NAICS codes will allow you to productively navigate D&B.  The other option, if you don't want to research this on your own, is to consult your local library.  Many have access to tools and resources that can find this information.  Plus, librarians are trained research professionals.   You could also use LinkedIn's search function to search by industry for company names.

Does it really matter if the job is in Kansas?  You don't have the job in Kansas yet, so that doesn't matter.  The logic is: what you will learn in the process of interviewing for the job in Kansas that will allow you to make the right decision.

Option 2:  OCCUPATION EXPANSION

Figure out how your occupation has changed and what other companies are calling some of the functions you performed.  Networking, by asking good open-ended questions, can really shed some light on this.  Some occupations are becoming obsolete.  Other occupations have grown to include many different job responsibilities.  Most occupations demand up to date technology skills.  You can also use O*Net to find similar occupational titles. 

You will have to re-craft and focus your resume for these jobs to ensure you have positioned yourself as a fit.  Don't make the reader guess, read between the lines or have to have read your entire cover letter to figure this out.

Option 3:  INDUSTRY EXPANSION

The things you enjoyed doing and/or the skills you excelled at are in demand in other industries.  Which industries you ask?  That's the tough question.  Again, there isn't a really easy answer to uncovering this.  There are a couple of ways to conduct your research and you'll probably want to use both.  First, good old networking.  Ask questions like:  "These are the things I really enjoy doing, what do they call that in your company?"  or "One of the things I really excel at is helping solve financial problems, what types of people solve those problems within your company?" Second, enter some of these skills into the keyword search section of Indeed or Simplyhired.  Be patient as you skim through the thousands of jobs that are posted.  Look for company names and look for re-occurring patterns mentioning industries or types of companies.  Do some digging to find out more about those companies.  Then you can begin to identify local and regional companies like them.  Use your network and ask for an informational meeting to learn more about the requirements of that occupation in that industry.

You will learn what to keep and what to eliminate only after you begin talking with people who are in those industries.  Don't pre-screen out ideas until you have investigated them. Also remember, it isn't always about the money.  Benefits, quality of life, and rewarding nature of work are all things you will want to consider.

I am frequently asked when this process of expansion should be started by a job seeker.  The answer is...as soon as you begin you search.  It can become overwhelming to juggle all these balls and different options.  Chances are, you will feel more in control and more positive about your search by having these option than not having enough options.

Are there other ways to cast a wide net?  Let me know what you've done to expand your search options.

Telling Ain't Teaching

Learning professionals know this saying well. When they design training programs, they know to incorporate stories, multiple forms of media, and interactivity to engage the learner and reinforce their learning.

Stories, we have long known, are powerful tools for teaching.  Homer's Illiad, American Indian's stories, Aesop's Fables, heck, even our own family history, have morals and lessons within.  Some of these stories have great impact because we connect with them.

If a job seeker's mission is to educate, then their stories are the vehicle to make that happen. Stories provide demonstration of abilities, convey the traits and characteristics that define you, thus contain a moral.  This moral is either important to the future employer or not.  Your job is to make sure the stories you tell are in sync with future employers by researching them thoroughly.

Kathy Hansen's mission is to educate on the importance of story sharing.  A Storied Carrier is full of evidence that story telling is a very strong component of life.

If a job seeker is to consider part of their search as a training session, how have they engaged the "learner"?  What forms of media have they incorporated in the presentation of themselves?  How have they connected with the learner (aka future employer, networking contact, etc)?  How have they ensured their message will be remembered?

Stories are not just important in job search.  They are also key to success on the job as well.  Maintain a portfolio of your work, collect testimonials from customers, keep co-worker emails that express gratitude or praise.  It isn't enough to just do your job anymore.  You need proof that you're making a difference in the organization.  It is the responsibility of everyone working to prove their ROI (return on investment) to their employers.

"Buying Signals" In a Job Interview

I’ve heard this sentiment many times and often felt it myself: “I get so nervous when an interviewer starts finding fault with my experience!”
 
Wait a minute...is he really finding fault, or are those objections really “buying signals?”
 
I always dreaded interview questions such as, “Your experience is X, so why do you think you can do Y?” or “If you’ve done this before, how do you know you won’t get bored doing it again?” I saw this type of question as an objection to my potential employment.  In truth, it is an objection, but it need not be an obstacle.  Objections are the first step in most buying decisions. And let’s face it, the job interview is the ultimate sales call.
 
Most people who are contemplating a significant purchase raise objections.  They seldom buy without having their concerns addressed.  The potential employer is like any prospective buyer – she wants to be sure she’s not making a mistake.
 
While this knowledge does not eliminate the fear factor, it should offer encouragement.  These questions are your opportunity to show the value you offer and to differentiate yourself from the competition.
 
The offensive strategy to these types of questions is to develop 40…60…80… “success scenarios” and responses to questions that have tripped you up in the past, and to practice them until they don’t sound rehearsed. You want them to be part of your job interview tool kit so they come to your rescue as soon as an objection surfaces.
 
So, the next time a prospective interviewer delivers an objection, smile genuinely and answer with assurance, knowing that he’s interested enough to share concerns.
 
By Carol White Llewellyn
 
With thanks to Bob Freese for his sales training
And for showing the value of objections

Carol White Llewellyn
Blog: www.travelmaven.wordpress.com
Twitter: http://www.twitter.com/TheTravelMaven
LinkedIn: http://www.linkedin.com/in/carolwhitellewellyn

I have No Idea What I'm Doing

There's a saying, "Be careful what you wish for...".  Have you ever found that what you wished for came true and it wasn't quite what you had in mind?  Perhaps it is that "dream job" you landed or maybe it is the great assignment or maybe your side business is taking off.

Sometimes we are caught off guard by the our successes.  Perhaps there's a great learning opportunity in this.  For those who are planners or analytical, this change can open up a pandora's box of unexpected situations which can result in feeling overwhelmed.  For those that regularly go with the flow, it isn't so much of a big deal.  However, they will have their own set of challenges.

One of the things I think is OK to admit, to yourself, is that you have no idea what you are doing. This is not to be an excuse or denial of accountability.  When you do this, it might give you permission to make mistakes.  It might give you permission to ask for advice.  It might give you permission to actually learn something new.  I have been confessing this a lot lately and each time I do, I've been able to better evaluate what I've learned. 

I've met so many people who have gone 6, 8, 10 months supposedly "looking for work" on their own, only to realize, they had no idea what they were doing.  Why did it take so long to come to this realization?  My hunch, money became an issue.  PAIN.  We respond/react to it. 

All this means is that there are vast opportunities to learn and grow.  None of the great leaders have been able to do it on their own. 

Ask for advice and guidance from those who do know what they are doing.  Remember, however, that we are unique and that advice is not absolute.

What's Your Value Proposition?

For those who have been in the world of sales and marketing, value proposition is fairly common.  It means in short, what will I get if I invest in this product or service? or What's in it for me (WIIFM)!

As you know, you are now in a position of selling your own services.  So, what's your value proposition?

You will have to start by answering these 3 questions.  They are not easy to answer, but worth investing effort in trying.

1) Exactly how will your employer benefit financially from hiring you?

This means what problems have you solved, what success have you had, what processes or procedures have you developed or streamlined? You've had to develop accomplishment stories, so look for re-occurring patterns here.

2)  What special experience or credentials do you bring to the table?

Are you a Six Sigma Black Belt? Have you mastered some cutting edge technology? Think about the experiences that are unique to you that a future employer would be impressed by.

3)  What additional talents and expertise do you have?

Have you held a role in a professional organization?  Do you have a related side interest you practice? 

If you were to put these 3 answers together, it may sound like:

"I have a passion for developing new and improved products which have added millions of dollars to the profits of manufacturing companies.

I have over 10 years of experience in operations and management.

I bring extensive experience in implementing "next" practices within manufacturing environments to continuously improve the quality and breadth of products.  I am known as a Lean manufacturing "go to" person and advise others in creative solutions." 

Out of this, can you create a tag-line?  A short snippet that will capture the attention of a listener and ideally be remembered? It is probably part of your elevator pitch too.

I am the lean "go to gal" providing new and improved products worth millions in profits for past companies.

Shorter and sweeter "tag line" for the resume and marketing plan

"Delivering new and improved products utilizing lean and "next practices" increasing profits of over $2.5 million"

Here are a couple of other tag lines to mirror:

Quality focused operations leader known for analytical problem solving and building relationships to successfully create profit-driven performance

International Operations Manager in a manufacturing environment with significant responsibility for identifying business strengths and weaknesses

Contributing significant impact to profitability of products through foresight and planning of operating standards and procedures

 

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.