Nurture Your Network
What are you doing each day to nurture your network? Are you actively seeking ways to help others? Are you conscious of others’ needs as you go through your day? Do you listen and look for clues to situations or opportunities for others, or are you stuck on your own issues and needs?
Truly helping others means it is necessary to look beyond the surface. Having 3,000 Linked In contacts doesn’t lead a person to opportunity in and of itself, nor will it lead others to opportunity if the contacts are superficial. Certainly, having more contacts could lead to opportunities to develop new and productive relationships, but it requires work. Evaluate your motives. Are you truly interested in helping others or do you simply want to be visible?
Each day, time needs to be dedicated to thinking of others, reaching out, and nurturing those relationships. You might relate this to the old rule of quality vs. quantity. More isn’t better if you don’t know the people or aren’t nurturing your contacts. Being visible doesn’t equate to or take the place of having meaningful, productive relationships.
Ways to nurture:
- Be aware of what people really need or want. Ask them if you don’ t know.
- Send meaningful information to people that will actually resonate with them.
- Pay attention to the information available to you to get to know people better. (i.e., LinkedIn profiles, bios or info on other social networking sites.)
- Ask for advice on topics the individual would be knowledgeable in.
- Offer to connect people because you know something about them, not just because they asked to “be linked”.
- Do something thoughtful for someone you know without expecting reciprocation.
- Offer to help someone with something they are struggling with.
- Be respectful of other people’s time; be aware of their schedules or activities to ensure you are communicating in ways and at times that make sense.
How are you nurturing your network?
It’s the Easy Stuff That Can Make a Difference
It seems everyone waits for the ‘magic pill’ or ‘the answer’ to getting what they need or want. In the process, the most obvious things get overlooked. Take a look at the people you know that seem to be getting what they want: information, friends, the right job, or whatever it is the set their sights on. Do you really think it is just luck or some twist of fate? Probably not.
Some of what needs to be done is just plain simple. The people that get what they want get up early and approach each day as an opportunity to learn more, do more, and see more. They are hungry for information. They actively research to learn more, and use the information to create strategies for getting what they want. They are active, not passive. They follow up on every clue, every sliver of information. They follow up immediately with people they meet and begin to form relationships that will grow over time. They communicate their status and are responsive when contacted.
People that are doing what they want to do know that life is not static. They stay on top of their game by building skills and looking forward. They help others. Not with the intent of getting something back, but knowing that it just will work out that way over time. They answer questions, provide information, and stay connected to others.
People that are moving in the direction they desire are thoughtful about how they present themselves. They plan what they will say and are careful to present a professional image of themselves. They respect other people’s time by thinking through and editing correspondence or requests, to ensure the receiver gets just what they need to be able to easily help or respond.
People that seem to be on the right track are not waiting for others to help them. They do a little bit every day to move forward and eventually achieve their goals.
It’s all pretty simple. Are you able or willing to do the easy stuff?
• Get focused.
• Get up earlier!
• Stay active.
• Listen.
• Stay connected.
• Help others.
• Communicate clearly.
• Be respectful of other people’s time.
Interviews: Are You Willing to Make An Effort to Get What You Want?
Two of my clients accepted offers for employment this past week. Each had experienced difficulties with interviews in the past, so we worked on specific areas that had previously been problematic. For one, the issue was the tendency to tell too much, and for the other, it was not being able to articulate answers quickly. Not surprising, that after working on the issues and practicing, both went into their next interviews and aced them. Two other clients said they “blew” the interviews they had last week. One came right out and said she wasn’t prepared; the other said “I didn’t want that job anyway.”
Now, it doesn’t seem like rocket science to put effort into preparing for an interview, but it continues to amaze me when scores of people continue to do the same thing, the same way, expecting different results. Or, when they are absolutely positive that the reason they haven’t gotten offers is because of the interviewers, as opposed to something they have said or done (or not done!). Or even worse, they spend all the time and energy to pursue a target company, then don’t prepare themselves for the eventuality of the interview.
Now, don’t get me wrong. There are certainly times when the interviewer has another agenda (like a friend’s cousin has applied for the job), but to throw up your hands and determine there is nothing that can be changed, or to use sour grapes, i.e., ” I didn’t want the job any way” as the reason you didn’t get an offer, is really giving up. When someone really needs a job, I have to question why they think blowing an interview makes any sense. Blowing an interview only means you won’t get an offer. If you don’t want it, then why not spend your energy elsewhere? If you need it, but don’t want it, why not figure out how you could leverage the opportunity into something else or until something better turns up? But why in the world would you spend any energy going after something without giving it your all?
If you want to debate the need to go to work when you are in debt and have no income, this isn’t the right blog. If you want to learn how you can improve your chances for getting an offer so that you can get out off the bench and into the game, then read further.
Research. Many times applying to a posting on a job board leaves you at a disadvantage. You know nothing about the organization, their politics, preferences or issues. Targeting who you want to work for and finding out more about them before you apply, will give you a much stronger position going on.
Script. If you have trouble answering tough questions, then write out your answers in advance. Practice what you will say. If you have already interviewed unsuccessfully more than once, then you probably have a good idea of what can come up in an interview. There are only so many variations on a theme when it comes to interviewing questions. You can probably guess what will be asked the next time you go in for an interview. That means you can also practice writing out your answers. Yes, it takes time. How much time are you willing to waste by ‘blowing’ an interview because you didn’t prepare?
Plan ahead. Don’t set a date for an interview if you aren’t ready. Don’t answer your phone if you aren’t prepared to take the call. Make sure you are completely ready and prepared for any conversation with a potential employer.
Be ‘other’ focused. It is not all about you. Unless you can show what you bring to the party that is of benefit to the employer, you won’t have the option of deciding whether or not you want the job. It is important to know what they need, how you can deliver it and how you will get along with everyone else that is already there, before you begin an interview.
Keep a positive attitude. If you want an offer, then you need to act interested, excited and informed. If you have a chip on your shoulder, check yourself before you go in. They will spot it a mile away. Proudly boasting irrelevant information about your skills or experience is only going to make you look like you are full of yourself, not impress them. Make sure you show them genuine enthusiasm for the role. (They’ll be able to smell desperation a mile away.) It takes careful preparation to change desperation into excitement.
I am not saying that you have to plan on staying with the next employer forever. But if you need to get paid, then it is time to do what you have to do to have the opportunity. Once in, you can continue working towards what you would rather be doing. Getting just any job isn’t the answer, though. It is important to make sure that whatever you are doing is in some way on track and in line with what you would like to be doing, or you are going to make things tough on yourself moving forward. Once again, careful planning will not only help you make the first step (getting back to work), but it will help you see what you have to do to keep moving forward.
Some Things Are Easier Than You Think
Having worked with employment issues through some of the worst economic times and some of the best, it is difficult to ignore some of the seemingly obvious reasons people stay unemployed. In tough times, the following behaviors can make the difference between saving your home and car, and in better economies, they can make the difference between securing an ok job and the job of your dreams.
As I listen to people complain about the economy, I am struck by the fact that I receive new job announcements daily, and, that many of the people that are in such desperate need for paying work may take hours or days to respond when I forward information to them. It also continues to baffle me when people that have been unemployed for more than a year (maybe even 2 or 3 years) compare their past salary with an opportunity, and won’t pursue it because it is less money than they consider themselves to be worth. (Mind you, it may 20-30% less, but that is still 100% more than making nothing.) In the mean time, what they are worth continues to decline, the longer they are out of the market.
Now, none of this is new behavior. It just seems to be more obvious when we are in severe economic times, and more people are losing their homes or filing for bankruptcy. I am not suggesting that the behaviors listed below will guarantee a change in employment status. But I can easily say, they provide a stronger likelihood something can or will change.
1. Get up and get started. This means starting a work day when others start the work day, not when you feel like getting started. Many hiring managers are rolling by 7:00 AM or earlier. If you are not getting started until 10:00 AM, (or in some cases I see, 11:00, 12:00 or 1:00!) you are missing several hours of productive time that others may capitalize on simply by being accessible if something comes up.
2. Pursue any opportunity that is in line with your skill set. If you have been unemployed for over a year, then your market value has already dropped. You are no longer considered “current” or necessarily “competitive” compared to someone that was doing the same thing yesterday or last week. You have a stronger chance of negotiating for more money if you show up and are able to illustrate your value. It isn’t always possible, but not responding pretty much ensures nothing will happen. You can’t turn down an offer that hasn’t been made.
3. Follow up! Many of my clients complain that hiring managers or networking contacts don’t follow through with promises to return calls or provide information. Ok, that might be true. Since when is your priority supposed to be theirs? If it is important to you to know something, then set yourself up to get what you want by defining touch back times when the promise is made, to ensure you get what you need when you expect/need it. Own the process. Don’t rely on others to keep track. Waiting days to follow up after something was a hot topic will most likely kill any possibility of something coming through.
4. Ask for clarity. If someone says something that is left to interpretation, then ask then to clarify or specify their intent. So many times I watch people drop the ball because they “thought” someone meant something other than what they intended. The result was that nothing was done because the party that was expecting to follow through believed the person requesting the information or action was no longer interested, since they didn’t follow up or answer a question that had been posed.
5. Be available. You don’t need the most advanced electronics to do that; you just need to be responsible. Check email frequently. (Can be done at the library or WorkSource). Get a voicemail box you can access from anywhere. Oddly, the people that seem to be most delinquent in responding are people with the latest technologies – palm pilots, iPhones, etc, yet their responses might come hours after the opportunity was already lost. And, I also find many entries on Facebook or Twitter during a time I have tried to reach someone, yet emails and phone calls about immediate opportunities may have gone unheeded.
6. Improve your communication skills. Communication is vital to moving opportunities forward. Answer requests from others in a timely way. If a question has been posed, then answer it. Reading an email and thinking through a possible answer is only half way there. A reply is still required. If you need more time to think about something, then say so! Ignoring a request or question is simply rude. Is that how you wish to be treated when you need something?
7. Stop pretending. Get real about your situation and what you are really doing about it. Be honest with yourself before you tell someone you have “done everything you can”. Is that really true?
Harsh you think? Perhaps not. Minutes before posting this blog I received this email from a client:
“Wow, you sure are keeping me busy! I am looking forward to you going on vacation.”
Perhaps this will spur some people into changing behaviors that have been creating self defeating circumstances. Please share where you can make (or have already made) some simple changes in behavior that could lead (or have led) to different results.
Networking: Career Fitness vs. Physical Fitness
When networking is recommended as a way of maintaining career fitness, I hear many excuses for why it is not possible, or at the very least, very difficult. January is a good time to take a long hard look at what is really in the way for most people when it comes to making a change in their personal and professional lives. Perhaps examining common responses will make it easier for many people to identify the excuses they are using, kick away the barriers and make a new plan for the New Year.
One observation I have made over the past ten years is that the words “commitment” and “planning” seem to be foreign words to many people. In an age of instant gratification, it seems evident that some things just don’t happen immediately, yet there are scores of people who want things to be different, right now, without exerting any effort to make a change.
You think not? Let’s take a look at a couple of pretty comparable situations. Let’s compare physical fitness to career fitness. We’ll start with the obvious of the two: physical fitness.
People want to lose weight, so they take pills, buy pre-measured food, go to spas, and try diets that clearly jeopardize their health. They take the pills, drink the liquid diets, and may work out for a while, but slowly lose interest. After a while, they resort back to their old eating patterns and gain more weight than they had lost. What are their excuses for not creating a change in their eating habits that can be sustained, or for continuing with a work out regimen or before they resort to the next fad?
“ I don’t have time because I work full time.”
“ I have children with after school activities that take precedence.”
“ I am working full time and I am tired at night.”
“ I can’t this month. ”I have to plan a 50th Wedding Anniversary Party.”
“ I don’t have time to cook. I am studying for my Masters degree”.
“ It’s a holiday. I can’t work out on a holiday.”
“ I can’t afford a gym membership” (as they sit in their leather recliner and watch their 72” plasma television screen, before they get in their Land Rover to drive to their $75 manicure appointment or their 4-hour golf game where they will ride around in a $5,000 cart.)
Now, let’s swap objectives and identify the reasons people give for not committing to networking activities that may increase the effectiveness of their job search or career development:
“I don’t have time because I am working a temp job (or working full time).”
“I have children with after school activities that take precedence.”
“ I am working full time and I am tired at night.”
“I can’t this month. ”I have to plan a 50th Wedding Anniversary Party.”
“I don’t have time. I am studying for my Masters degree”.
“It’s a holiday. I can’t work out on a holiday.”
And let’s not omit:
“ I can’t afford the costs of meetings or memberships” (as they sit in their leather recliner and watch their 72” plasma television screen, before they get in their Land Rover to drive to their $75 manicure appointment…)
The reality is, any new outcome requires a change in thinking, a change in behavior, commitment to the end result, planning, and consistency. Networking requires a change in how you are looking at your current circumstances and the roadblocks in front of you. It requires a commitment to your goal of broadening your contacts and maintaining relationships, planning so that you are able to fit networking activities in with all of life’s other events, and consistency. There is no magic pill. Building and sustaining a network doesn’t happen over night, any more than physical fitness can.
What will you be doing differently in regard to networking this year?
Attitude: Do You Have a Service-Driven Mind Set?
This week I had an ah-hah moment, although it had actually been incubating for a long time.
Although we are in a recession, there are business owners, contractors, and consultants I know that are crazy busy. Most of my clients are working, and they are crazy busy. If generally speaking, it is believed that there are few jobs and business is down, how can that be?
After considering the commonalities between the people I know that are busy, and those that are not, I was able to identify connections between apparent mind sets and observable results. The people I know that are truly service-driven, customer focused, attentive, responsive, willing to try something new and ready to solve problems, all seem to be busy. In contrast, the people I know (from personal experience) that are slow to respond, unwilling to think out of the box, unwilling to get uncomfortable and have a ‘what’s in it for me’ attitude, all seem to be idle.
Now, this is just my observation of the people I know or come in contact with, but perhaps something to consider if you are not getting the results you desire. Are you willing to change your mind set enough to see if you are able to produce different results?
Finding Work in a Slow Economy
Every week I get inquires from people regarding their job search. And, no matter how much I emphasize the need to invest in building relationships and targeting companies that are a fit, many resort to reviewing job boards as their only means for conducting a search. The end result is that they stay unemployed and continue to bemoan the “lack of jobs””.
Being unemployed is really not a fun condition when you have bills or overhead not being met, or rapidly depleting savings. It makes me wonder why then, people will continue a fruitless pursuit of employment, doing the same things over and over with no result, and refuse to change methods. I have heard “I make ten contacts a week, and I am not getting any response.” Ok, then, maybe you need to make 20, or maybe the method of contact you choose or what you say needs to change. (You think?). Or, “There aren’t any jobs posted.” (No kidding?).
Contrary to what some people would want you to believe, there ARE jobs out there. Promises for deliverables have been made and work is carrying on. Perhaps at a lower rate of production and perhaps each role is being scrutinized more carefully for ROI, but work is still getting done. Food is being delivered to grocery stores; people are still wearing clothes and driving cars that require tires, and using computers or phones to communicate. They are still getting sick and being treated. In every instance, there are support systems behind every deliverable. So, perhaps the needs are not heavily ADVERTISED, but work is getting done and somebody is doing it. If there aren’t any jobs posted, but people are still accepting offers for employment, then there is probably another way of learning about the opportunities that you haven’t tried.
In the past month, six of my clients have accepted offers for roles that were on target with their goals. (Oh, yes, I forgot to mention that in order to know what to look for, goals need to be established. ) Each had done due diligence to know where they would like to work, what they wanted to do, where they are likely to find work and what they could do. Knowing what you can do, how competitive you are, and what is available are all critical to getting started. When a connection isn’t built between where a person is, what is available and where they want to be, it is impossible to move forward. The result is that a person can stay stuck on the thing that isn’t likely to happen in this market, and they get nowhere.
Each of the clients I referenced has a strong awareness of the steps they will take in these new roles to move toward their long term goals. Nobody ‘settled’ for something untenable. They developed their networks, asked questions, researched, made choices and have plans for moving forward. We’re ecstatic. To be on track with what you want to do and what is important to you is a huge accomplishment in any market. In our current economy, this is simply thrilling. Kudos goes out to those of you that rolled up your sleeves, did the research, started the conversations, and carried through on clues and leads. Well done!!
If you want to claim your fame, please add a comment and let people know it really can be done.
Having or Setting Realistic Expectations
Networking is typically the best way to learn about new opportunities, whether it is work related or otherwise. Being open and available to meet new contacts is a large part of what it takes to ensure those opportunities occur, although they may be unplanned or unexpected. In order to capitalize on every encounter, it is important to map out a plan, be clear about your expectations in advance, and prepare questions that will actually produce helpful and appropriate information. If you are not getting the results you had hoped for by attending events or “hanging out” with friends, then perhaps your preparation for those meetings needs a little attention. The following are some basic elements that are likely to result in more fruitful encounters.
Have a clear goal. If you are going into conversation or meetings with people with the idea that they will hit on a solution for you or read your mind, you are probably not coming away with much. Setting clear goals, then indentifying the objectives needed to achieve those goals, will provide you with much clearer information to help you determine what you actually need to know or learn from someone. Along those same lines, using Linked in or other social networking sites with intent beyond connecting to as many people as possible, is much more likely to produce favorable results. The connection alone won’t make things happen for you. Know what you need to learn and be clear about why you request an introduction to a new contact.
Know what you don’t know. While that sounds like a contradiction, it isn’t really. If you set out to identify a solution without thinking through what it might require, then you will be all over the map. You can pot shot potential options or perhaps miss the mark entirely. By developing target companies (or customers or projects, for that matter) and identifying what you would need to know to be able to have a successful exchange with them, (i.e, receive an offer of employment, or to sell a product or service), then it is easier to craft questions that will actually help you develop a strategy for approaching them.
Strategize. Developing a strategy and working a carefully thought out plan typically produces a better outcome than wishing and hoping. Sure, miracles can happen. Great timing can look like a miracle. But if you haven’t had your miracle happen yet, then maybe it is time to develop a plan to get where you want to be, before too much more time goes by. Information is power, and the more you know about your target, the more you will know about how to position yourself to get where you want to be. Just ‘knowing’ someone or ‘being acquainted with’ someone isn’t likely to turn into something. What do they need to know about you? What do you need to know about them or the target to ensure that what they know about you is appropriate and relevant to further your efforts?
Set the stage. Introduce yourself with a prepared statement that gives them enough information to act on without putting them to sleep. Memorize it. Know what you need to say, in words that exactly relate what you would want someone to remember. Too much info will result in them forgetting most of what you said. Funny, cute and clever may get someone’s attention, but unless they have more time to learn the rest, they won’t know what they need to remember about you that can help you.
Prepare thoughtful questions. Take the time to prepare thoughtful questions of the people you encounter. Practice them enough to ensure they are on the tip of your tongue, so that you are not blurting out “do you know of any openings” or “can you refer a customer to me” before the person even knows anything about you.
Follow up. Meeting new people, but dropping the ball by failing to follow up can end up wasting everyone’s time and energy. Make sure you take the time to follow up after every meeting or conversation in a professional and timely way, even if it was a casual or social event. Leaving a lasting impression through genuine interest and responsiveness is a good way to develop productive relationships.
What successes have you had with new contacts?
Job Search & Productivity
It seems unemployment is up to almost 10%. Ok.. so what can you really do about it?
My job is to help my clients achieve their career goals. We discuss alternatives, and design plans. Of course, execution is up to them. Naturally, I observe and dissect people’s choices and behaviors to let them see how they may be their own worst enemies. It might be surprising to some, but how many people respond to unplanned events and changing circumstances is typically what really throws them off course and prolongs unemployment – not the status of the economy.
Planning ahead, prioritizing, and making sure all you do each day stays focused on achieving your most important objectives first, will be much more likely to lead you to achieving your goals, than expecting something external to change.
If you were asked these questions, what would your responses be?
1. How much of what you were doing today contributed to your employment goals?
2. Were your activities planned well ahead and prioritized?
3. How much of what you NEEDED to get done, actually got done?
4. What is in your control that you can change to get back on track? Are you willing to do it?
Getting A Head Start: Planning Your First Year in a New Job
There is a tendency for people to get very complacent once they have landed their new job. After months (sometimes, years) of searching, many people think their work is over once they land their new job. Or, that once they have nailed the offer, it is time to let down their guard and relax. After all, the pressure is over, isn’t it? And, strong performance will ensure positive recognition, and surely, promotion opportunities, right? The short answer: No. That isn’t the full picture and sitting back at this juncture might lead to outcomes that are far less than a person hoped for in a new employment situation. Although the road to where you are today might have felt like the biggest challenge you will face, it isn’t over yet.
Now that you are where you want to be (or perhaps, you only think this is where you want to be), whether it is in a “foot in the door “ role, or your “A” job, it is necessary to ensure you start your new job on the right foot. Showing up on time, being enthusiastic, and showing willingness to learn are basic, good beginnings, but there is much, much more involved. Securing the job is only the beginning. Keeping it and growing within it, or positioning oneself to grow to places beyond the initial role, requires thoughtful planning and the establishment of time lines.
Key elements to an auspicious beginning involve a thorough understanding of your role in the organization and your value to the company. It involves the development of allies and planning ahead, using specific time lines to ensure you make the most out of this opportunity. Keep in mind, in the company’s eyes, this “new beginning” is about what you can do for the company, not what they can do for you. You will be scrutinized closely, and someone will record even the smallest behavioral aberration. What happens next is based on the company’s needs, not necessarily yours.
Keep in mind, the company doesn’t need to know all aspects of your plans for your future. They only need to know/see what is relevant to them. Whatever your agenda is for your time with them, or for after your employment with them, it needs to be managed by you. It is important to take responsibility for your growth and development from the beginning. Take charge – do not assume they have your best interests in mind, or frankly, that you are even on their minds at all.
Assuming your professional growth and recognition for your accomplishments are your supervisor’s or the company’s responsibility is an old school notion that went by the wayside decades ago. It is important that YOU have a sound plan and time lines for growing professionally, and for maintaining or increasing your value. It is important to know what your value is not only to the company, but also in the industry as a whole, just in case the company faces lay offs, or becomes involved with a merger or acquisition. Careful planning in the beginning is far more likely to set you up for success in the long run. Don’t wait until you are midstream.
If you have recently accepted a new position, please share how you will be approaching your first year.
