Month: October 2014 Page 2 of 6

When in the workplace, be careful with what you say. Even one-liners can get you into hot water. When you are unsure what to say, say nothing.

Here is a list of one-liners to avoid:

1. I was unsure of the due date
2. How was I supposed to know?
3. This is only the third time this month I’ve been late
4. I decided to avoid the customer because he was rude
5. Look … the project failed, but I did my part
6. We finished the work on time but the quality is just so-so
7. I decided not to attend the sales event because it was raining too hard, and I forgot my umbrella
8. The IT people told me that stuff I was doing on Facebook probably led to the virus infection on my computer
9. I am neither accountable nor responsible
10. I decided that working late is cutting into some of my personal time
11. Working in teams is counterproductive because other opinions bother me
12. Having to report to others is a waste of time
13. Self-development is overrated
14. I think 90-minute lunch breaks should be adopted here
15. There is nothing wrong with resistance to change – one less thing to worry about
16. I start getting tired around 10 am
17. We need to limit the number of customers who call for new orders
18. I am uncomfortable around people
19. I’m okay with meetings, but let’s avoid the action items
20. I only like to work with people who think like me
21. Let’s focus on workarounds, and stop worrying about resolving the root causes
22. Being rude is just the way I am – sorry!
23. Even when I am wrong, I tend to be right
24. I showed up to work on Saturday still feeling the effects of the vodka from the night before
25. When in doubt, I make assumptions
26. Avoid asking me to do any work beyond what I was hired to do
27. Most of the managers I’ve had over the years demand too much from me
28. My saying: “Do unto others before they do unto me
29. My approach is to work hard for a few hours each day, and coast the rest of the way
30. People should know that I say insulting things when I am depressed, angry, or both

While some of these one-liners are funny, I’ve heard most of them at some point. If you are unhappy where you work, many of these thoughts might come to your mind.

Find a career that interests you. It all starts with you. You must determine your skills, knowledge, and passion. With that in mind, search for the right opportunity.

What do you bring to the table? What makes you unique? Once you get a chance to interview for a position that interests you, it’s important you mention what is important to the employer. In other words, avoid thinking about what matters to you.

Here are 10 comments that can help you receive the job offer:

1. “I understand the requirements, and they make sense to me. From my experience, the details are important. You want to avoid having little issues escalate into big problems.”
2. “We must have a long-term commitment to success. By focusing on small, but incremental steps, we can make significant progress.”
3. “The goal is to get everyone on the same page. From a leadership perspective, this means that we all should follow the vision. However, vision is only part of the process. We must also have people who are prepared to do the tough work.”
4. “Successful leaders are those who promote an environment that allows lively discussion. We must encourage someone to play the devil’s advocate role. It’s best to identify an underlying issue early in the process, and not when it can cause us significant harm.”
5. “The 40-hour week has its place. However, the work is what matters most. There are times when we have to work into the evening, and weekend effort is essential at times. The bottom line is to meet the requirements.”
6. “Even when the customer is wrong, we must listen to his explanation. In other words, we are in the business of identifying the misalignment, and providing guidance that helps the customer make the best decision.”
7. “What makes me upset? I think that “upset” is not the word I would use. Like everyone else, I can get frustrated, but this feeling is temporary. When I recognize that a problem exists, I take a proactive approach. I need to find out what is causing the issue. Our employees expect someone who can remain calm and is focused solving the problem. Pointing fingers is counterproductive to getting things done.”
8. “I do believe that teams are important to success, but working in a group is only part of the process. We must ensure that everyone is clear regarding expectations. The team needs resources to succeed. We should also ensure that obstacles are removed to help them succeed. I once had a manager who would go directly to other managers and ask for information that I needed to complete my annual budget. Strong leaders understand the importance of becoming involved at the right time.”
9. “I have made mistakes in the past, and some bigger than others. I’m happy to report that I make fewer today, and this is mostly because I seek guidance before making tough decisions. When running things by others, I get a better idea of the situation and possible consequences.”
10. “How do I define success? I think big picture. All of us should be aware of how what we do impacts the organization as a whole. In other words, each successful tech support call affects how customers view us. Similarly, when we improve a process, the bottom line gets better. As a manager, I make sure my employees have a clear understanding of the mission. Our actions must be aligned with the purpose of the company.”

These are more that just excellent interview comments. You need to focus on how you can bring value to the organization first. By doing so, you can also expect to meet your personal goals.

While watching my 10-year-old son play soccer this past weekend, I heard his coach yell many instructions from the sideline, such as:

• “Get in position, Aaron!”
• “Ricky, you have to stay onside!”
• “Team, we have to keep them in front of us!”

However, the advice that resonated with me was the following: “Be an option!”

I know the business community is filled with many sports-related metaphors, such as “Tackle that assignment” and “Full court press.” However, “Be an option” was a new one to me.

Let me provide some ways in which you can be an option in your workplace:

#1: Have the desire to contribute.

It’s quite easy to determine who is willing to participate on a project, and who wants to stay far away. You shouldn’t bite off more than we can chew, but work must be distributed across team members, and you must be willing to do your part. When a particular project arises, look for ways you can contribute. If you lack the time to do the tactical work, the team might benefit by having you as a subject matter expert. In other words, keep an open mind and consider how you can be an option.

#2: Learn the hot skills needed in today’s workplace.

In everyone’s line of work, there are emerging skills and knowledge. For example, Agile Scrum is in big demand in the IT industry. Therefore, IT professionals must look for opportunities to learn this methodology. If your employer does not provide the training, consider making the investment on your own. The bottom line is that you probably will not be working with the same company for the rest of your life, and staying current is mandatory.

#3: Think creatively.

Once you’re on the team, look for solutions that are creative and unique. While there are conventional ways of doing something, consider new ways. Before Twitter, people were texting. However, Twitter took the concept of texting and put it on steroids. Don’t be afraid to go out on a limb and try something new. The Imagineers at Disney create completely new attractions by letting their minds run wild. Even the craziest idea might lead to a great result – The Twilight Zone Tower of Terror.

I’m reminded of what Chris Matthews of CNBC commented, “Get yourself a seat at the table, and become a meaningful participant.” You must first show others that you belong, and once you have this opportunity, contribute workable solutions. By doing your homework, you are an excellent option to your leadership team.

When a project lands on your desk, figure out a way to make it work. You might have to collaborate with other smart people before taking your first step, which is fine. The goal is to kick the can down the street. Start doing something – anything!

Near the end of the first half, Sammy broke away from a crowd of players and positioned himself well for a pass from a teammate. From his periphery, Ryan saw that Sammy had a perfect shot to the goal and whisked the ball to him. Without hesitation, Sammy struck the ball with his left foot on a rope and it hit the back of the net before the goalie knew what happened.

Coach said, “Sammy, you made yourself the option, and Ryan found you! Nice job, fellas!”

There are still many people who are fine with the status quo. When presented with a chance to make improvements, they look the other way. Unfortunately, this attitude is counterproductive to growth, and may eventually land them on the sidelines.

To make things happen, you have to do something. In most cases, it’s not a matter of causing big waves. By taking small and incremental steps each day, you can be far down the road in short order.

The bottom line is that action leads to results.

Here are a few strategies to becoming a catalyst of change:

Keep an Open Mind

Getting things done requires that you are open to ideas. I read Straight from the Gut, by Jack Welch, ex-CEO of General Electric (GE), in which he mentions that he made the tough decision to stop making light bulbs. Back in the 1970s, GE was synonymous with light bulbs. However, Welch determined that sales for the product line were declining, and wanted to move the company in a different direction. Welsh noted that many hardline GE employees revolted, but he held his ground, and the multinational company committed its time and resources to other business segments, such as financial products.

Think Long-Term, But Do Now

While it’s difficult to plan more than a couple of years in the future, you must still consider a long-term horizon. The point here is that technology has changed what is meant by long-term horizon. In the past, it was normal to develop strategic plans that encompassed more than 10 years.

A long-term perspective means that you have vision. However, to make that vision a reality, you must do work today. In project management, you learn to hire the right people to do the right work at the right time. The right time to do work is now. There is no substitute for putting your head down and getting to work. Over-planning leads to molasses management.

Say “Yes” First

Change signifies doing something different, and the work might even be uncomfortable. For example, if you’re launching a new product, you can expect costs to increase, which means the organization is assuming additional risk.

Remember that risks can be both positive and negative. Of course, you want to prevent negative risks, such as product defects, but you want to accentuate and exploit positive risk. Advancing the use of social media is a positive risk in that you are using new technologies, which might lead to hiring of specialized resources. However, you can expect additional exposure and sales because of this effort.

I’m often surprised that many people are willing to settle for meeting expectations. The problem with performing at this level is that competitors will soon do more, and they will soon capture part or your entire market share.

It’s imperative that you realize that change is not optional. You either evolve with the market trends or become extinct. An employee is a catalyst for change by presenting innovative approaches to providing value to customers. While technology can help you initiate change, sustainment still requires human contact.

We all know the job market today is fiercely competitive. While the economies are turning around a bit, the market is still pro-employer. For the top jobs, you can easily expect more than 1,000 applicants. It’s a sign of the times.

Don’t be shy!

When reviewing job descriptions, you can expect to have most of the qualifications, but you’re not usually a 100% fit. I think the folks who write employment advertisements are thinking they are going to find the “dream” candidate – the person who meets every single qualification. This is wishful thinking.

While you might locate someone that looks perfect on paper, you generally get a totally different impression when interviewing the individual. The candidate might lack culture fit, or might request a salary that is out of range.

Apply to jobs that you really want.

Far too many people are randomly applying to positions for which they know little about the responsibilities. It’s imperative you know the expectations. Several of my colleagues are moving from San Antonio and taking jobs in other parts of the country.

One friend was hired as VP of a Florida-based IT company. He mentioned to me that the salary was $30K more than he was earning in San Antonio. Was the move worth it? The opportunity for growth is good, but his wife is concerned about a brand new start. The fact is that the extra pay might be a wash for at least the first few years.

Avoid thinking the job is too good for you.

A hiring manager told me that his company conducted an experiment in which they strategically placed two verbatim postings in the same job classified section of a major newspaper. The job title and qualifications were 100% exact, but the salaries listed were different: one $50K per year and another $250K per year.

The results shows that more than 800 people applied for the $50K position, but only 7 applicants submitted an application for the $250 job. In other words, the job seekers categorized themselves. They determined how much they were worth.

Fake it until you make it.

You must be open to growth. You should be prepared to accept work that is outside your current capabilities. This does not mean that you set up a medical practice treating live human beings after taking a few college-level biology classes. However, it does mean that you can assume a leadership position of a major medical hospital even if you only have a few years in the industry. Why not? If you have the passion and commitment to learning, this can be a win-win situation. You don’t have to wait until you’ve earned 10+ years of experience. It’s not necessary. There are mentors who can help you expedite the learning process.

There are many people who are waiting for the perfect position to fall on their laps. Unfortunately, the odds of this happening are about the same as winning the mega lottery.

I’m reminded of a quote that applies here: “To become someone different, start thinking of the person you want to be.”

I recently taught a half-day seminar on project management and was approached by a participant after the class. Rick informed me that he was 55-years-old and had a strong IT background. In fact, he had an excellent mix of IT and business, which increased his value in the job market.

During the training, I learned that he was pleased with this company but that sales were slowing down, and he was concerned about the future of his organization. In fact, there were rumors spreading that cuts were coming soon.

Our discussion went something like this …

RICK: Hi, Jimmie … do you have a quick second?

ME: Sure … what’s up, Rick?

RICK: As I discussed during the seminar, my company is struggling a bit with sales. We’re in the heavy equipment business, and we’re not moving as much product in the European market. In fact, I heard that Caterpillar is having a similar problem. We have meeting-after-meeting to discuss how we can make things better, but the global marketplace is still stagnant.

ME: Why do you think your job is in peril?

RICK: I’m actually not too sure about that, but I want to be prepared. Back in the 80s, I was working for a company who was in a similar situation. I was told that my job was “safe,” but I was on the street a few months later. I want to be prepared this time.

ME: I agree. When companies begin to struggle, the knee-jerk reaction is to cut staff. The fact is that we still need good people to get us back on track.

RICK: I came to this seminar to brush-up on my project management skills. I earned the PMP [Project Management Professional] about 7 years ago, but my work is more operational today, and I have let some of that knowledge fade. I know that qualified project managers are in high demand, so coming here was the right move.

ME: We can always stay busy with projects, especially when we have the experience and the PMP credential. You’re making the smart move.

RICK: When I get home later today, I’m going to take a more proactive role. It seems like I’ve been sitting there waiting for stuff to happen, and that’s counterproductive. In fact, it’s making me nervous and anxious.

ME: Rick, I think you should also have a heart-to-heart talk with your manager. You want to know where you stand. I understand you have performance appraisals, but these tend to be a bit formal. Ask your manager what she knows about the future of the company, and how you fit into the picture.

RICK: I will do that! I’ve been so close to the situation that I failed to see the obvious.

Rick thanked me and walked out of the room. I was pleased to see that he was taking action. Job hunting when in the 50s can be tough, especially if you expect to earn a competitive salary. With a proactive approach, Rick has more control of his career, which can make the difference between gainful employment and sitting on the sidelines collecting an unemployment check.

Most of you understand the benefits of a promotion. The fact that you are moving forward and not standing still is a positive sign. In fact, most people who shoot for the status quo end up going backwards. Why? Doing nothing means that you are actually falling behind, and eventually you will become obsolete. When you are obsolete, you are replaced, and others wonder why it took so long to get rid of you.

There are strategies you can implement today to make yourself more marketable within your organization. I am not going to share anything totally new, and it will not be too difficult to put into practice. The hard part is recognizing the areas for improvement, and making the investment in change. That’s right! You will need to transform into someone else.

#1: Determine the High Priority Work

Here’s a fact: The routine work that you do can be done by someone earning minimum wage. If you define work as checking email, you have a mediocre mindset. I understand that reviewing your email is important, and you must do it everyday, but busy work will not set you apart from the rest of the pack.

Here is how you can be different: You receive 50 emails per day. From those emails, you determine the five that are most important. You want to know which ones contain action items that must get done ASAP. The trick is to spend the rest of the day working on those five items. The other 45 emails can wait for another day. In fact, in some cases you can ignore them altogether. Your day should consist only of doing meaningful work. Do everything possible to delegate low-level tasks, or those 45 other emails.

#2: Be Visible – Don’t be Casper the Ghost!

You are right … the opposite of visible in invisible. When you are asked to attend a meeting, show up and do your part. Practice Management by Wandering Around. You want others to see that you understand the requirements, and you are willing to do your part. If your team is working on the weekends, you should also participate. In other words, when work is important, you are available. This advice alone can quickly move you to the front of the line.

#3: Avoid the Petty Stuff

“Sir, I can’t stand working with Beth. She is moody.” Who really cares if Beth is moody? I know I don’t. I know moody people who are high-performers. Here is another fact: I think it often takes a moody person to determine if someone else is moody. Right?

Stay focused on what matters the most. You are hired to deliver results, and you must have the ability to mesh the different personalities. It is impossible to find a homogenous workforce, so be prepared for conflict. Be ready for people to complain and to tell you why things can’t be done. You must avoid this problem. Take a big picture perspective. You were assigned objectives, a deadline, and a particular result. Regardless of the petty stuff that surfaces, get the work done. In the end, nothing else matters.

These three tips can make a huge difference in your career. Remember that thinking “small” will lead to “small” results. In fact, those who understand how the pieces are integrated will eventually surpass you. Assume full accountability for your future, and avoid getting bogged down by the stuff that doesn’t matter.

On a recent trip to Rome, Italy, I was reminded of how a simple basket can increase sales. The day before returning to the States, I decided to buy a few souvenirs for friends and family from a makeshift store right in the middle of Campo de’ Fiori.

After a few minutes of shopping, my hands were full. Noticing my predicament, the Bangladesh-born owner subtly offered me a small basket in which I could place the objects. Before long, I had the basket full of souvenirs, and even some I might have skipped had it not been for the shopping comfort provided by the basket.

Share a Basket

How does your organization make it easy for your customers to shop? How do you provide the right infrastructure to make buying easy and seamless? The customer’s level of buying is usually based on comfort level, and we must do whatever possible to make the experience enjoyable.

Keep your eye on the customer during the buying experience. If you have a clothing shop, offer to store some items near the counter while the customer continues to shop. If you are too busy to do this, it’s time to hire. This practice is simple, but it can generate significant sales and goodwill.

Basket Shows Ownership

Once a product is placed in the basket, the customer feels she owns it, which is as good as a sale. The customer is going to place less value on a product she returned to the shelf, or one that is nearly falling out of her hands. You need to help the customer own the product.

Think of the test drive when shopping for new cars. The salesperson is going to ask you to take it for a spin. The goal is to feel yourself driving down the street in your own car. You can feel the ride, and imagine the positive comments made by your friends. You feel important!

Intangible Products

Not every basket is the same. If you sell intangible products, such as vacations, education, and financial investments, the basket is somewhat imaginary. However, the potential is even bigger because the basket has no limits. You help the customer determine how much she can fit in the basket.

Imagine you are helping a couple plan a romantic vacation. You can select the location. Perhaps, you can recommend Paris, Barcelona, Rome, or possibly a Mediterranean cruise. When the couple makes a decision on the location, the size of the basket is selected, and you can make appropriate recommendations. If they select the cruise, you can recommend the spa and even some romantic excursions. The seller’s responsibility is to listen to the customer and offer ideas that make sense. It is unprofessional to push products or services that are misaligned with the goals and objectives of the buyer.

The basket approach can improve the level of customer support you offer, which directly translates to increased sales. To succeed with this approach, you must know what you offer, and how it can benefit the customer.

By offering your basket in a natural and genuine way to the customer, you can expect loyalty in return.

There was a time when people thought they would work for the same employer forever. Today, it’s unusual to hear someone say they plan to retire with the company for which they currently work. In fact, many people are applying for a new job within months of accepting an offer.

Backing Into a Job

A large number of people back into their jobs. In some cases, they were looking for anything that would generate an income stream. The pay was not great, and neither were the benefits, but the cash flow helped pay the mortgage. They promised themselves that they would not be in the position for long, but soon learned to like some aspect of the work.

After several years, you even qualify for a promotion or two, which came with raises. The money is still not great, but you fear the unknown, and you want to avoid starting over. Eventually, however, you are ready for a change, or you hear that cutbacks are coming soon, and you jump to a new employer, hoping things will be better.

Know When to Resign

Avoid the mentality of giving your job just one more year. If you are no longer happy where you work, it’s time to get going. The situation is not going to improve. In other words, you will not be happier next year. In fact, you will likely resent that you wasted another year.

Make sure to improve your qualifications. It’s essential that you develop the important skills in high demand today, such as leadership, speaking, technology, and critical thinking. Look for training opportunities both in-house and externally. You must be prepared when the opportunity arises.

Take a Proactive Role

Make sure to set a date when you plan to make the move. With this in mind, search for jobs that interest you. You are looking for meaningful and challenging work. Be careful not to base your decision solely on compensation. For many people today, a flexible work schedule is far more rewarding.

You should network as much as possible. The most coveted positions are not always advertised. Do whatever possible to interact with decision-makers. Avoid complaining about your current employer. No one wants to hear about how depressed you are with your work. Make it clear that you are looking for a new opportunity where you can make an impact. A professional and energetic attitude is more likely to open doors for you.

Don’t Look Back

Once you’ve done your homework, make the move and get off on the right foot. You will encounter challenges, to be sure. However, you will be prepared to overcome these obstacles because you are now on the right track.

To make the climb up the ladder, get yourself in a position in which you learn from your manager and other leaders within the organization. The top-notch people in any organization have excellent interpersonal skills and have developed the ability to make decisions the right way.

Resigning from a job is far better than being asked to leave. Either way, though, it’s much better to have a landing place of your choosing when it’s time to go.

Over the years, I have interviewed for my share of positions. I’ve also been on the other side of the table and interviewed many people. In some cases, I participated on hiring panels or committees, and have learned the interests or “hot buttons” that hiring managers love to hear from candidates.

Back when I was in college, I remember a class that required learning interview skills. I went to the bookstore and purchased a book with 100 interview questions. As part of my self-development process, I decided to type a response to all the interview questions in that book, such as:

• Tell me about yourself?
• What did you least like about your last boss?
• What makes you unique?
• What is the most difficult situation you’ve faced, and how did you handle it?

These are the common interview questions, and many of you know the drill. I must say this was a valuable exercise for me that is beneficial even today. The book provided “best answers” to these questions, which allowed me to quickly differentiate myself from other job candidates.

The field is more competitive today, and you must be prepared for situational questions. There are some responses that push you to the front of the line. If you use them at the right time, and with the right question, you will likely receive the congratulatory phone call.

#1: “I’m a firm believer in Management by Objectives (MBO).”

MBO is an approach in which the employee and manager get together early in the year to discuss the key objectives for the year. For example, a budget coordinator will ensure that all information is collected from departmental managers, submit that information into the financial system on time, and provide reports to upper management. The budget coordinator should also attend meetings, training, and pursue professional development. Throughout the year, the employee meets with the manager to keep her abreast on progress related to these objectives.

A hiring manager appreciates hearing that you are a self-starter. No one has time to micro-manage, and the fact that you understand the importance of meeting objectives gives you an edge. Make sure you understand the MBO process so that you can have an intelligent conversation during an interview. I recommend using examples that show how MBO made you more productive in your previous organization.

#2: “I understand that we must leverage the talents of our team.”

This comment is related to the “I’m a team player,” but you need to take a different approach. Working in teams is critical in today’s organizations. Work has become too specialized, and employees have unique technical skills that make them valuable to the operation.

The word “leverage” here is music to the ears of a hiring committee. It means the following to me:

• This person understands how to bring pieces together.
• This person has leadership qualities.
• This person understands the big picture, and appreciates the talents of others.

In other words, you demonstrate the importance of finding the right people to do the right things at the right time. That is a tremendous skill that will set you apart from others.

Outside of these tips, you must have a pleasant and professional demeanor. You should also avoid the impression that you want to make radical changes. The first step is to get hired. Once that happens, you are ready to become a meaningful contributor.