I am pleased to announce a new category on The Career Intensity Blog:  Business and The Bible. 

Usually I just sneak new categories in without fanfare but this category is different.  Many people look to The Bible for inspiration and strength.  I hope people reading this blog find those two qualities evident here as well.

This category is not going to be a statement about religious beliefs – mine or those of others.  It is intended to provoke thought, entertain and yes, maybe even inspire those who read it. 

Although the category is titled “Business and The Bible” I’m also going to look for inspirational thoughts from other religious works.  Don’t be surprised if you see passages from The Torah, The Holy Qur’an or the Upanishads. 

“Business and the Bible” has an alliterative quality that is attractive and I am most familiar with The Bible, so most of the early postings will come from there.  But posting on this topic will definitely help me broaden my religious perspective.

If you know of any inspirational religious passages related to business, please send them to me.  I would love to share them.

This topic area will appear primarily on Sundays. 

I hope you enjoy it.

Filed under: Business and The Bible
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David Maister explored the extinction of Apprenticeship on his blog at DavidMaister.com recently. (Not TV style apprenticeship either – real hands-on work experience).  This was a good model.  It gave ambitious newbies the first-hand training and experience.   Why has it disappeared?  Here are the reasons, according to Maister:

“Companies did a number of things to abandon the apprenticeship model:

a) Lengthened the time and odds of making it to “partner-level” positions

b) Started hiring experienced people at advanced levels, thereby ‘blocking’ the path for those who were coming up the old way

c) Established permanent non-partner positions, also ‘blocking the path’ and signaling that not everyone was expected to have career advancement

d) Made partners lives so stressful and unattractive that many junior people increasingly question whether the benefits of partnership are worth the efforts that an apprenticeship would require

e) Placed greater pressure on partners to generate work and serve clients, thereby reducing the amount of partner time available for mentoring, coaching and development of juniors

f) Shifted responsibility for developing people away from senior professionals and reassigned it to trainers and HR departments (!)

g) Started holding back crucial feedback on whether or not people were going to ‘make it’: ostensibly this was to avoid making misleading promises for future promotions, but increasingly gave the impression that the firm wanted people to hang around “one more year” without the firm having to give any reciprocal undertaking

h) Stopped viewing their employees as future partners, and started treating them like REAL employees - resources to be consumed, not assets to be grown”

If David Maister is not on your daily reading list, he should be.

Filed under: Career Options
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Everybody has problems, and everybody loves people who help them solve their problems. A great way to show your enthusiasm, positive attitude, and commitment to value creation is to be proactive. Here are some ideas on how to take a more active approach toward your career:

Chat. When you go to work in the morning, say good morning to people. Ask how they’re doing. Check in with them on work issues, and let them know you’re there to help. The people who are going places make themselves seen and heard, professionally and personally. Communicate openness and approachability by making conversation with your business partners throughout the day. When they need a little help, they’ll come to you, and you’ll have another chance to create and demonstrate value.

Question. People like to talk about themselves, and they like to feel that someone understands them. Ask your coworkers how they’re doing. The accountant might rant for ten minutes about time sheet errors, but in the end, she’ll feel better for having gotten some sympathy, and you will hopefully have bonded over the frustration. You never know how information that you wouldn’t normally get might help you in your work and open doors for you.

Help. When you notice a colleague is stressed out and frazzled, ask if you can do anything to help. If he says no, at least you’ve shown that you care and you’re willing to help. If he says yes, you get an opportunity to demonstrate value by helping solve the problem. Either way, you’re a good guy, and you’re building your personal brand of value creation.

Suggest. If you notice a problem, offer your ideas on how to improve the situation. Oftentimes, everyone knows about a problem but ignores it because they don’t have time or think it’s too much trouble to address. Put an idea for resolution out there, and jump on implementing the change.

Involve yourself. Instead of hiding in your office when things come up, jump in and show your willingness to work on correcting situations gone wrong. The more visible you are to your business partners, the more they will come to know and trust you. That paves the way for future opportunities for you.

Adapt. Don’t let yourself be limited by your job description. Be open to solving any kind of problem that comes your way, no matter how far beyond your scope you might think it is. You might not be 100% sure, but it never hurts to try.

Filed under: Value Creation
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There is an excellent post about risk taking and success up over at Achieve It.  Here are the highlights:

“So how do you break out of the comfort zone and start taking risks?  

1. Research - Read, take classes, seek counsel about what you want to do but are afraid to risk. 

2. Start small - To become a wise stock investor, you will probably start with CDs or mutual funds. To master water-skiing you can start out tubing to adjust to the speed and water. To master a network of 30 servers you must first master a network of 2 computers.   

3. Raise the stakes once you learn - When you learn how to pick a stock, apply your knowledge to stock diversification. When you’ve mastered basic skiing, take a risk by jumping the wake. When you’ve mastered your network, you can then risk offering new and better services to your clients.  

Being one of the few who is willing to risk can lead to greatness. A boxer must risk a hit to score a knockout. An actor must risk an audition to start a career in show business. And to reach the greatness you seek will require risks as well. Start out slow, gain the experience…but then take the risk.”

 Like it or not risk is necessary for success.

Filed under: Risk
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It has been close to a week since I changed my approach to e-mail.  I have received some great feedback on this topic and I’ll be sharing those questions and my answers with you next week.

I am now going to make some of these changes permanent and I’ll share them with you as they move out of “testing” mode and into becoming a permanent part of my work.  Here is the first big change:

No remote e-mail access devices. 

This means no Blackberry*. I have found it to be totally unnecessary.  People who need me urgently, call me on the phone.  If you don’t have my mobile number, there is a good chance I will be of little use to you in an emergency.  My clients can reach me through my office (the staff transfer calls to me wherever I am).

The bottom line for me on the Blackberry was that it was an ego thing at the start.  I felt like I was sooooo important that I needed to send e-mail while waiting on line in the supermarket, or while stopped at a red light or while on the toilet (yes I have no shame). 

There is no need for this.  A couple of weeks ago I saw a man sending an e-mail on his Blackberry from a memorial service!  Folks, I have to tell you, that’s garbage.  Get over yourself.  Lose the Blackberry.

Eventually, the Blackberry evolved into a crutch and then it became an obsession and ultimately an addiction.  Notice that none of those words are positive or helpful.  I felt like it was an electronic leash.  It tethered me to people who were exerting control over me.  (This was not true but it was a subconscious feeling I had).

Here are five benefits from not having a Blackberry (or any remote e-mail device):

• No annoying distractions.  I often found myself compulsively checking the Blackberry just to see what was new in my inbox.  It was like a constant drum beat in the back of my head.  Something saying “What’s in your e-mail, what’s in your e-mail, what’s in your e-mail” over and over and over.  Without the device, I have no way to check the inbox, and the distraction is gone.
• Less premature communication.  I have an enormous sense of urgency.  This would often cause me to communicate directly (and prematurely) from my remote location.  At times I would make decisions and commit to things because I felt the need to respond to people “in the moment”.  This is not a good way to run your business or your life.  Although I have tempered my in-person “in the moment” responses as I have mellowed with age, I seemed to be regressing in this nasty little habit with Blackberry e-mail.  Again. if someone needs an answer from me immediately, they can find me and speak with me live.
• Better conversation.  Guess what.  I talk to people more since I can’t send them a quick note.  Conversations are more intimate.  Intimacy builds trust.  Trust is the foundation for meaningful relationships.  Several people have told me that they feel “closer” to me this past week.  I am no longer a blinking cursor on a screen.  Yes, my frequency of phone contact has increased slightly.  But if the result of this increase in direct conversation is better/more productive/deeper relationships – I’ll take the trade-off.
• Better deals closed faster.  The Blackberry makes it easy to communicate asynchronously.  This means that it takes people time to get the information, read it, process it and then respond to it.  This slows things down.There is also no way to gauge the reaction of the party with whom you are communicating.  There is no social context in e-mail.  Since the Blackberry makes it easy to communicate via e-mail, it suborns impersonal communication.  I closed three transactions last week while I was out of the office.  I did these the “old fashioned way” – by talking to people.
• More control over my life.  I no longer feel as though I am a slave to this remote communication device.  I can play with my nieces without checking the weekly sales progress report.  I feel like I have given myself permission to unplug.

My week without the Blackberry was great.  My productivity is back up to the days when remote communication was limited to a quarter and a pay phone.  This is the first of many changes that I’ll be making as a result of my e-mail addiction rehabilitation.  Stay tuned for periodic updates.

*Note:  A Blackberry is a fine device.  Since it is the de-facto standard for remote e-mail communication I am using the brand name in that context.  I am not endorsing or disparaging one product over another. 

Filed under: Personal Productivity
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This interview with 26-year-old Tara shows that age has nothing to do with Career Intensity. She knows exactly where she stands, where she wants to go, and how she can get there.

What is your job title? Science Educator/Research Scientist.

What do you do? I study marine evolution at a natural history museum, and I am a science educator through a local university.

What are your career goals for the next year? To gain a higher-level position in the science education outreach field.

The next five years? To enter a doctorate program in science education research.

The next ten years? To enter a post-doctoral position and lecture at a major university in my area. Possibly to co-author a book on my research and opinions about the state of science education in the U.S.

The rest of your life? To be an educator and advocate for education reform in my state, to continue research about the public perceptions of science, and implement solutions for creating a new generation of people who both feel confident about, understand, and support scientific research and thinking.

Wow! Look at all those goals! Does anyone else feel as certain as I do that Tara knows how to make these things happen and will take the steps necessary to realize all of her goals? How much clarity do you have about your path, and how determined are you to get what you want?

In your work, what unique value do you offer? I am enthusiastic and eclectic. I bring new interests and perspectives since I work with such a diverse set of people (from grade school students to research scientists and college professors). I am a fairly objective person and try to see all sides of the story. I try to be the buffer between people in my lab and workplace.

Tara solves problems. She helps other people maintain productive business relationships. The skill of facilitating harmony and productivity in the workplace is a valuable one. Use your unique strengths to make your office a better place to work. Everyone will appreciate you for that.

Do you evaluate your progress in achieving your goals? I write prioritized lists to see where I have been and where I am going to go. I set goal dates on my calendar and try to meet them before the actual deadlines of my projects.

Tara evaluates her past work, sets targets for the future, and works hard to exceed her own demands of herself. What a great example of continuous improvement.

Do you use relationships to help you in your career? If so, how? Absolutely! I have mentors, and I am a mentor. I teach and support others in their career goals. My passion and ambition is for the future students, and my work is part of a legacy of colleagues who inspire me to do more for society.

She is very much in touch with her peers, her support network, and the bigger picture. Where do you fit into your company? What is your role, and how can your relationships with others in the company help you move more quickly and efficiently toward success?

How are you perceived by your coworkers and supervisor? I think they perceive me in a positive light. I think they see me as hard working and industrious. I also see them viewing me as a typical Asian American female, as a hard-working, “over-achieving” person who naturally is inclined to “work hard”.

I encourage Tara to identify the elements of her personality that she wants to highlight in creating her personal brand. How can she use her reputation as a hard worker to propel herself forward? Think about the impression your business partners have of you, and cultivate those elements that are most meaningful to you.

What is the single most important thing you can do to maximize your career success? Be more confident and learn the idiosyncrasies of politics. Be more democratic about my co-workers and their academic and career goals even if I do not agree with them. I need to learn to be less angry with the system and learn to make change within it, slowly but hopefully permanently.

Most of the individuals I’ve interviewed recently have commented on their need to develop confidence in their careers. They’re right—believing in yourself wholeheartedly is a tremendous catalyst for lifelong improvement and growth. Tara also identifies the need to handle business relationships with professionalism and diplomacy. Since business is all about people and relationships, we could all benefit from learning to be more graceful in difficult situations.

Filed under: Goals
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In response to yesterday’s post about seizing big opportunities in small business environments, a friend called me up and told me her story:

A couple of weeks ago, the office manager had to take an unexpected family emergency trip out of town for a week. Work had been piling up, and the owner was feeling a little frantic. He told Lana he was planning to hire a temp to help out with some of the simpler tasks, and wondering if she would be willing to take over some of the office manager duties for those five days. Lana, who is a friendly and motivated go-getter, said she would be more than happy to help.

In that week, Lana says she believes her boss’s respect and trust in her increased by leaps and bounds. Routine and essential functions that no one knew how to do because the office manager never had time to show anyone didn’t take Lana long to figure out. She handled matters that were completely new to her, but with a brief explanation of the situation to clients, a positive attitude and big smile, and sense of discovery, Lana sailed through the week gracefully.

During that week, her boss began sharing more personal stories and asking Lana about her interests outside of work. He thanked her for stepping up to the plate and doing such great work at such an important time. He even asked her for help with his computer. Most important of all, he began to come to her for input on critical business decisions.

Lana’s week in the spotlight serves as a reminder of several important career truths:

Opportunity is ever present. The world is what you make it. Where many see obstacles, superachievers see challenge and a chance. Wherever you come from and wherever you want to go, there are plenty of ways to get there. Opportunity is rarely the limiting factor. In most cases, limitations are self imposed, created by a negative attitude or a lack of willingness to work hard. If you want something and you’re willing to persist in attaining it, you can get it.

Growth is a natural process. Every living thing grows—physically, mentally, and emotionally. Set yourself up for success and your accomplishments build on one another. Generate value consistently and you won’t be able to stop your career from barreling ahead.

Value begets success. We’ve all got problems. Every individual, every business, and every system has problems that need to be solved. Finding solutions to these problems is the best way to build security for yourself. Lana had an opportunity to shine. She grabbed it and proved how valuable she is. In so doing, she took a big leap forward in her company and her career.

Filed under: Motivation
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From Monsters and Critics:

Moose, aka, “Eddie”, the Jack Russell terrier who appeared for ten years on the series “Frasier” as Martin Crane’s four legged sidekick, has died. 

“Eddie” often stole the scene from any actor appearing in frame with him.



In a People Magazine report, according to trainer Mathilde Halberg, “apparently his first family (in Florida) found him difficult to handle, as he refused to be house-trained and even killed a neighbor’s cat.”  When Moose turned two years old, he was put on a plane heading for Los Angeles, where he was given a second chance under Halberg’s tutelage. According to People Magazine.

“I saved him from the pound,” she elaborated in People magazine. “His owners called me as a last resort. He was extremely mischievous, always escaping, chewing up things and running off.”

“He just had an incredible charisma and was such a free spirit!”

After six months training, Moose went on his first audition, and landed the part of Frasier’s dad Martin’s best friend.

Why do I say Eddie/ Moose had Career Intensity?

He hated his job (being a house pet) and people were ready to give up on him.  Then he got some help and eventually developed (arguably) the best career of any Jack Russell terrier in TV history.  He didn’t give up and he learned and improved throughout his entire career.

If Eddie can do it, why can’t some of us old dogs learn some new tricks?

Filed under: General Information
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Yesterday was Day 2 of my plan to break my e-mail addiction. It is getting easier.  Here’s the update:

I’m traveling for the next few weeks and I did not bring my Blackberry.  I was anxious sitting on the plane yesterday while I waited for the cabin door to close because that’s prime Blackberry time.  I was also anxious after we landed and while we were taxing (same reason)….and while waiting for my luggage…and while in line at the McDonald’s drive thru….

I spent the day doing media interviews, on conference calls and in meetings so I didn’t have a chance to check e-mail on my laptop until late in the day.  Guess what….. nothing bad happened. 

Two people left me messages on my voice mail because I did not respond to e-mail quickly.  This is primarily because I have trained these folks to expect a quick response. ( And because they don’t read this blog – shame on them!)

Well, the retraining begins now.  I’m taking this experiment to the next level.  I’m ready to introduce the next phase of this plan……

The Nuclear E-mail Option

Tomorrow I am going to check my e-mail only after 6PM.  I will spend the whole workday actually working.  I’ll put up a creative (yet truthful) out-of-office message to help manage expectations.  This is a huge step for me.  If I can do it, you can do it too.

Check back tomorrow and see if I’ve gone too far.

Filed under: Personal Productivity
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Robert is an acquaintance of mine who works in a small office of a handful of people. Though he enjoys his finance work there, he feels limited, both in terms of salary and advancement possibilities. Each person in the company does a certain group of tasks, and Robert imagines the employees are fairly well set in what they do there. I do not necessarily agree that he need be limited, and here’s why:

Impact. Because Robert interacts with each of his business partners every day, he has constant opportunities to perform well and have his great work be noticed. He can make strong personal connections with his coworkers and supervisor, and the trust he earns will increase his business partners’ receptiveness to new ideas from him. When problems arise that no one else can solve, Robert has the opportunity to intervene and demonstrate individual value. He has already saved the day on several occasions when a coworker had computer troubles and the on-call tech support person was out of reach. Robert’s no IT expert, but he knows his way around a computer well enough to solve most common problems. In a large corporation, it can be difficult to make a strong impression, but in a small company, it’s impossible not to, for better or for worse.

Growth. Successful small businesses are poised for growth. Companies that are extending their reach and seeking new business need all kinds of input from their employees. Those with a mind for marketing, customer service, public relations, development, or finance will have a lot to contribute in these times of growth. Often, the boss won’t want to go to the trouble of hiring a marketing person, for instance. Instead, he will call on his current employees for their ideas. This kind of flexibility, of course, leads to personal growth, the expansion of skills, and the development of personal equity.

Because of the unique possibilities small businesses offer, I do not believe that anyone working for one has to be limited to narrow opportunities and a humble salary. A small business owner who has employees she values and trusts is likely to compensate them fairly and allow them opportunities to grow with the company.

Filed under: Individual Economy
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Do you go the extra mile? This is one of the most obvious ways to show your commitment to offering value consistently. Of course, you don’t want to make a habit of being guilted into taking on more work than you should. Most business partners, though, won’t try to take advantage of you. They’ll ask you to work overtime or lend someone else a hand only when it’s really needed, and since everyone’s so stressed and burdened at these times, you get the benefits of being the hero who swoops in to save everyone!

As the hero, you are the person people will think of when they need someone they can trust. Going the distance time and again stamps your personal brand of reliability, good faith, and hard work in the minds of your business partners. And that means more opportunity and potential for success for you.

Filed under: First, Best or Different
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Today’s interview is with Vincent, a family law attorney who left behind a lucrative IT career in his late 20s to pursue his passion. His Intrepreneurial characteristics and commitment to exceeding client expectations are the foundation for lasting success and personal growth.

What do you do? I’m an attorney. I practice mostly family law and represent clients in divorce, child custody and support, guardianship, and adoption proceedings. I also do a bit of criminal misdemeanor defense—mostly domestic violence and some traffic.

What are your career strengths? I’m passionate about issues that I care about, and I’m a very good advocate for my clients.

Vincent is passionate about his work and about helping people, so this a great choice of career for him.

Weaknesses? I have a hard time motivating myself to do things that I’m not familiar with.

Have you taken any action in the last five years to improve upon those weaknesses? I’ve forced myself to jump into new situations and sink or swim.

This is an excellent approach. Fear of the unknown is very common, and the best way to deal with it is to do exactly as Vincent does. The only way to stretch ourselves and expand our skills and experience is to try new things.

In your work, what unique value do you offer? My desire to learn and improve my own skills constantly has led me to a career that I am passionate about. That passion translates to strong advocacy for my clients and high quality, honest representation.

Once again, we see that the most driven and successful people are absolutely committed to continuous growth through learning and self improvement.

Do you use relationships to help you in your career? If so, how? My relationship with my family has been one of the reasons I am here today. My parents and brother helped to support me emotionally and financially when I quit my career in IT at 27 and became a full-time student again. I could not have made it through law school without them telling me I should pursue my dreams.

Having a support system of family and friends is tremendously helpful. If you feel you are lacking good support, start making an effort to get connected to people.

What is the single most important thing you can do to maximize your career success? I need to get involved in the local bar to meet other attorneys and network.

Vincent has a great support system, and he’s planning to widen it further with professional contacts. He’s on a very promising trajectory.

Filed under: First, Best or Different
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“Pay raises for most salaried workers will increase by 3.5 percent this year as employers keep budgets in check, the Conference Board reported on Thursday.”

When your next annual review comes up, keep this in mind. Negotiate for a strong salary increase by showing what value you add to the company—how you save money, bring in more money, and improve processes across the board. People who do not make this effort receive minimal increases, while those who do are rewarded for their hard work.

Filed under: Negotiation
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I had an important decision to make this weekend. I’d gone over it my head a million times, but I was still stuck. So I called an old friend, told him I needed some advice, and explained the situation. Just having someone else listen to what was on my mind was enough. He gave his advice, and it agreed with what I’d decided to do during the course of the conversation. Reaching out to people when you hit a wall is a great way to bust through it. We’ve all been there. Sometimes we just need a little empathy.

Another thing I often do when I’m stuck is sit down and make a pros and cons list. I’m usually surprised to see, once it’s put down on paper, that one side heavily outweighs the other. I’m often hung up on some small detail that isn’t very important in the big picture. Hearing validation from a friend or seeing it on paper can give you just the kick you need to get going.

Filed under: Career Commonsense
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What do you want to do with your life?

This is the terrifying question that millions of recent college graduates are facing right now.  Many of them view their graduation as a “moment of truth” in their lives.  They see it as time to sink or swim.  They believe that their future hangs in the balance with every interview. 

In truth, it is nowhere near that dramatic.  Getting a great job that energizes and inspires you will help get your career started properly.  There are four areas of focus that can help the recent college graduate navigate the choppy waters of the entry-level job market.

Finding the right job

There are always experts who tout one industry or another (or one discipline or another) as “the next big thing”.  Many college grads follow this advice and pursue careers in areas in which they have little emotional interest.

A better way to determine your career direction is to follow your passion.  This requires self-exploration and that does not often come easy.  Some clues to career passion lie in your daily activities.  For example:

If you find yourself enjoying competitive situations, enjoy meeting new people, and like keeping track of your progress, a career in sales may be an ideal fit for you.

If you enjoy focusing on numbers and have a drive for perfection and a great eye for detail, accounting may be a good area to explore.

It is more important to understand the drivers of your passion than it is to find the hot industry for the next twenty years.  Following your passion into your first job will lead to a heightened sense of self-awareness and learning that is critical to career success. 

Next, you need to connect passion with employment. Talk to people who are currently in a discipline (sales, marketing, accounting, etc.) that interests you and find out what it takes to be successful.  This information, based upon real life experience, will help you build a mental model of success. If you see yourself fitting that model, pursue opportunities in that area.

Once you have identified your preferred discipline, research companies that have a reputation for developing people in those disciplines.  Target these companies for your job search campaign.  Your goal is to work for the best firm in your chosen discipline.

Landing the right job

Following your passion and identifying target companies are the first two steps. Next, you should find the ideal opportunity within your target companies. Everyone enters the “résumé lottery”-that’s the process in which you send out hundreds of résumés and hope that yours makes it to the top of the pile.  The only reason to do this is to get the peace of mind that comes with following the crowd.  Look at it this way:  Good direct mail campaigns (that’s all a mass résumé mailing is) net a 1-2% response rate.  So for every 100 résumés sent out, a graduate will probably receive two phone calls-not necessarily two interviews.

It is more effective to work your natural network. Start by looking for company insiders who can put you on the right track toward available jobs.  Explore your school’s alumni network.  Look through the directory and e-mail people who are employed by your target firms.  Your e-mail should be brief and direct and it should ask for the contact information of hiring managers in specific disciplines with your target company.  In many cases, you will be referred to the human resources department.  This is not horrible.  Send them your information.  The ideal contact will be the manager who makes the ultimate hiring decision. 

Once you have identified that individual, you should call and ask for an appointment. The appointment should be for an “informational interview”.  At this meeting, you can pick the manager’s brain about the qualities that are necessary for successful candidates in his field.

The informational interview is a great opportunity to showcase your knowledge.  Ask intelligent questions and make certain to discuss the industry as a whole as well as the specific company you are visiting.  At the end of the interview, be sure to ask the manager for a reference to someone within the organization who can review your credentials.  This reference is your key to the top of the résumé pile.  Most companies give referrals from internal managers a high priority.  This is a cost-free pipeline, and they want to keep these candidates flowing.

Armed with a referral from a manager in your desired discipline, at one of your target companies, you are ready to close the deal with a great interview. 

Avoiding Common Interview Mistakes

There are three mistakes that many people make at this point in this process.  They will dramatically reduce your chances of getting hired, if not kill them outright.  They are:

Talking about yourself.  You read that correctly.  Don’t focus on you.  Focus on what you can do for the company.   A job interview is about the benefits you can bring to your prospective employer and not about how great you are.

Not providing specific examples.  Whenever an employer ask a question that begins: “Tell me about a time….”, he is looking for a specific example from your past.  He will be listening for a desired behavior he believes is relevant to the job you are seeking.  You need to give as specific an example as possible.

Not taking every interaction seriously.  Every interaction with a prospective employer is critical.  A call from the hiring manager’s assistant to schedule a meeting is as important as the interview itself.  I know of many cases in which an administrative assistant has influenced the opinion of a hiring manager just by saying a candidate was rude on the phone.

Handling Money Matters like a Pro
 
When someone offers you a job, you need to stop telling them why you deserve it and start thinking about how to make the situation work to your advantage. When an offer is presented for the first time in the interview process, the candidate has the power. Here is an effective protocol for receiving a job offer:

Thank the person for the offer. This is the time to appear humble.  You’ve spent a significant amount of time telling your counterpart the benefits you can provide and now he believes you.  Let him know that you are honored and flattered that he values you.

Ask for time to think about it. Even if he offers you the most money you ever thought you’d get, try to let some time pass.  If nothing else, it shows your future employer that you are a rational decision maker.  If you join them, they will be investing in you.  An impulsive person is seldom given big responsibility.  Even if you just take an hour, take some time before responding.

Ask if that’s the best they can do.  It takes courage and tact, but it works.  After you have taken the time you need to think things over, simply ask your counterpart if that is the best offer he can make.  On some occasions (and this has happened to me and a few people I know), they will counter-offer right away.  The key to doing this is to appear nonjudgmental and unemotional. Say something like: “Once again, I want to express how flattered I am with your consideration. Before I make my final decision, I’d like to know if that is your best possible offer.”

Once you say that, shut up.  Watch the reaction (if you are in person) or listen to their reaction (if on the phone) carefully.  If there is silence, DO NOT SPEAK.  Let the other party break the silence. If they ask why you are asking this question, simply say something like: “This is a major decision, and I want to be certain I have all the information.  Is this your best possible offer?”

If they ask you what you are looking for and you feel compelled to answer directly, give them something that is a stretch but not impossible. Ask for more than you expect to get but not so much that you look like a pig. If you want more money, say you want (insert salary here-10% more). 

Now comes the gut-wrenching part.  Ask for more time again after they answer.  When you call back the next time, you need to have a decision.
 
Accept or reject the offer with grace. This is the time for flattery. Compliment the company. Compliment the offer presenter.  If you reject the offer, give them a reason.

As a college graduate, you have devoted years of study to academic subjects that position you for success in your career.  Take some time and study the process of marketing yourself for a job.  Adjust your strategy and tactics as necessary and make sure you’re following your passion.  In the end it will lead you down a path of a rewarding and successful career.

Filed under: Career Commonsense
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Thanks to everyone who submitted blog posts for this week’s carnival. 

Although I put up the entire posts of the five bloggers I selected for the carnival this week, I encourage you to visit their blogs and scroll through their archives.   Click the links below to check them out.

Click Here for  The Blogging Boss.

Click Here for The Business of America is Business.

Click Here for Blogfabulous.

Click Here for Towards a Better Life.

Click Here for ASK PATTY – Automotive advice for women. 

You can find the Carnival of Career Intensity here each and every Saturday.  Here is a refresher about how it works:

Each week I pick five posts I think best demonstrate Career Intensity from the submissions I receive.  I am looking for posts that add value to careers of my readers. 

The carnival opens on Saturday at 9 AM (Eastern Time) with Post Number Five that week. Post Number Four goes up at 11AM.  Post Number Three goes up at 1PM.  Post number Two goes up at 3PM. And the big winner for that week goes up at 5PM.  I will run each post in its entirety and provide a link to the contributing blog. 

Each author of the five posts selected for display will receive a signed copy of my book Career Intensity:  Business Strategy for Workplace Warriors and Entrepreneurs.  If you see your post on the blog, please email me you name and mailing address and I’ll send you a book (US mailing addresses only).

Admission to the Carnival of Career Intensity is on a rolling basis. If your post does not make it this week, don’t despair, I might use it next week. Submit posts around the clock by e-mailing:  carnival@careerintensity.com

You can also enter by filling in the form at http://blogcarnival.com.

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Eric Boehme gives us the top post this week titled: Surviving and Thriving (At Work and At Home): Find Your Opportunity posted at The Blogging Boss.

Here is the post:

When someone tells me they are at a dead end in their career, I usually ask questions. There are many reasons why someone may feel that they no longer have new opportunities. Rarely do I find that they are actually at a dead end.

If you find yourself at a dead end, turn around and find your opportunity.

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Starling David Hunter presents post two titled The Value of Dead End Jobs posted at The Business of America is Business.

Here is the post:

In an article entitled penned last summer, economist Thomas Sowell defended what are often called “dead end jobs” and took umbrage and those who deride hard, honest, and necessary work:

Sometimes it seems as if liberals have a genius for producing an unending stream of ideas that are counterproductive for the poor, whom they claim to be helping. Few of these notions are more counter- productive than the idea of “menial work” or “dead-end jobs.” Think about it: Why do employers pay people to do “menial” work? Because the work has to be done. What useful purpose is served by stigmatizing work that someone is going to have to do anyway?

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Kim gives us post number three this week with Why Is Public Speaking in shoes so scary? posted at Blogfabulous.

Here is the post:

It has been said that public speaking tops the list of almost all irrational fears. Often we believe speaking in public means giving a speech in front of a giant audience. (in their underwear ) — but for some of us, it can mean simply talking to others.

Recently a friend told me about a National group called, Toast Masters International. This community-structured group promises:

• You’ll become a better speaker and leader and gain confidence to succeed in whatever path you’ve chosen in life.Deliver great presentations
• Easily lead teams and conduct meetings
• Give and receive constructive evaluations
• Be a better listener
• I know people who have joined Toast Masters and they believe that it changed their life.

I applaud them, but I discovered a slightly different (and cheaper) way to cure my fear of public speaking — fabulous shoes:

One dark winter morning, I left my house for the train to NYC, took a cab to my office, sat down at my desk, prepared for a meeting I had with a client and then put my materials in my brief case.

As I headed out the door, I looked down and realized that I was wearing a different patent leather pump on each foot! (It was the ’90’s — every girl had to have a few pairs of patent pumps). How did I not notice this?!

Now what was I going to do? Forget that my fellow commuters must have thought I was nuts. At that moment, I had minutes to make the meeting, and convince clients that I was intelligent enough to handle their business.

There was no time to go to Bloomingdales for another pair of shoes…and I didn’t have spares under my desk.

omygodomygodomyGAAAWWD!

I pulled myself together, went to the meeting, presented the new ad campaign and got the job.

But what about the shoes? How was I able to deal with the embarrassment of my absent-mindedness and brilliantly present to these people?

I told them that I had just had surgery on my left foot and it was still swollen. Not only did I get the job, but I also got compliments on both shoes!

In other words, my profound fears of humilation and probable termination (totally different studies in self-improvement) far out-weighed my fears of inadequacy and self-doubt, as they relate to speaking in public.  From that moment on I felt secure enough with my speaking abilities to handle any public forum.

Tell me about your harrowing public speaking moments…you will feel better, I promise

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Here is post number four this week.

It comes to us from Towards a Better Life.  The title of the post is: “Know Yourself”. 

Here’s the post:

It it very important to know ourself well. In my career I have constantly tried to figure out what do I want to do and what is suitable for me. Since secondary school time I have started to think hard on what I want to be in the future. During University time I did a lot of reading and test to understand myself more. I wanted to be an entrepreneur. However I don’t know where to start and what industry I should go into. I have tried to start some small business in university time and I learned that passion is very important. I simply need to love what I am doing. So I planned to gain some working experience before I go into any business. I started my career as a programmer. I figure out that I wanted to become an system analyst, which I have already achieve it today, after 5 years of working.

I did an aptitude test on Test You Own Job Aptitude by Jim Barret and Geoff Williams 6 years ago which I think its worth to mention. Following are the results of my test. According to the test I am a mixed of Research and Literary type. Below are some descriptions of the categories:

Research

This attraction shows how much you enjoy acquiring knowledge. As a result of this you seem prepared to devoted a great deal of time to study and the careers which appeal to you generally need academic, professional or special qualifications.

At school, you would have preferred scientific subjects, particularly the main-stream disciplines of mathematics, physics, chemistry and biology. You will have enjoyed objective problem solving and being able to sift through information in order to draw conclusions. You will have enjoyed experimenting and working with formulae.

Careers in this category: astronomer, bacteriologist, botanist, chemist, dietitian, mathematician, micro-biologist, physicist, surgeon, computer scientist

Literary

You are attracted by careers involving words, ideas and communication. You will be happy reading or writing a lot - probably both. Other interests or activities might also appeal, but these can be saved for leisure time. It is with a literary activity that you want to spend most of your time.

If you have not been engaged in literary events hitherto, it is possible that your self-awareness has changed. Perhaps now is the time to find out whether you have any talent. Some people have produced a first novel after retirement.

Careers in this category are: actor/actress, editor, historian, interpreter, journalist, language teacher, librarian, literary critic, novelist, proof reader

Research and Literary

You may be able to combine these preferences in a career which fuses science with art. In this case, you are likely to be high qualified: you will be one of the lucky few who are very highly specialized and for whom there are careers available. Most careers will be in an academic or educational environment. If your background is in research you may also have a literary talent which allows you to write about your subject. Additional personal skills would be required if you are to be successful in presenting your work to others as a lecturer or trainer.

Careers in this category are: anthropologist, archaeologist, information scientist, science writer, technical writer.

I found that the test result are indeed very true for myself, not only 6 years ago, but even until today it remains true. Today I am a system analyst, but that is not my final destination. I have something else that I wanted to achieve. I wanted to be a writer. I wanted to further my study in master degree. I wanted to be an entrepreneur. I know that I need to focus on one at a time.

Knowing yourself is important. It helps you to keep focus on your lifelong journey.

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Ok.  This is not an exact science.  I want you to check out this blog because it is well done and, in my mind, it is what blogging is all about – providing necessary information to people who can use it.

Post Five this week is from ASK PATTY – Automotive advice for women.  The post is titled Womens Car Care Council.

Guys:  Many of us grew up around cars.  We were obsessed with them.  Read this blog for a few minutes and you’ll wonder where Patty was when you were in high school learning how to get the air out of your brake lines.  

Here’s the post:

The goal of the Car Care Council Women’s Board is two-fold: To encourage women to become active vehicle maintainers; and to promote career opportunities for women in the automotive parts and service industry.

The Women’s Board is comprised of professional men and women who are dedicated to getting information to female audiences concerning educating women about car care and encouraging young people to investigate “automotive” as their career choice.

Our members include motor sports figures, service shop owners, writers, association and company executives and consultants. 

The Women’s Board educates women and young people about automotive careers, proper vehicle maintenance and safety. Their Annual Automotive Communications Awards are presented at the Automotive Aftermarket Products Expo (AAPEX) in Las Vegas.

Goals and Projects

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I conducted another career interview, this time with Michelle, a college English instructor. She’s a prime example of how following your passion leads naturally to success.

What is your current job title? Teaching Assistant, but the title’s a little misleading—I teach my own classes.

What do you do? I teach college English at a large university, mostly composition and professional writing.

What are you most satisfied with in your job? I enjoy having the freedom to design syllabi and lessons. I pick the readings, plan the lessons, interact with students. I get to use my creativity.

Michelle enjoys being a leader and helping people. This career is great for her because she gets to spend the day immersed in what she loves, sharing it with others, and helping them to improve themselves.

What are your career goals for the next five years? I want to work on decreasing my stress levels and develop my confidence, happiness, and grace as a teacher. I also need to make a decision about whether to pursue a Ph.D.

Stress management is critical, as Michelle realizes. You can do a much better job if you’re relaxed and in good health than if you’re fried and stretched to your limit. The more confident you are, the better a leader you can be and the bigger the steps you can take toward maximizing your value and success.

What are your career strengths? I’m strongly driven to improve at my job—to reflect upon it, constantly re-evaluate, and do it well.

There’s the Cycle of Continuous Improvement. As long as she remains committed to that process, she will continue to do great work. I would encourage her, as part of developing confidence, to work toward demonstrating her value as well—not only to students, but to her peers and supervisors. You can only go so far without others being aware of your unique contributions and strengths.

How do you use those strengths in your work? I listen to other teachers for ideas (often using teacher message boards or discussion groups online to discuss teaching). I take classes and read tons of books about teaching methodology. I’m constantly trying to improve as a teacher.

Way to go, Michelle! Obviously, she believes in education. We could all take a cue from her and learn as much as we can, in whatever venues we can find. The more we know, the more value we can offer.

What are your weaknesses? I communicate better in writing than speaking, so my speaking while I teach isn’t always the most organized or coherent.

Have you taken any action in the last five years to improve upon those weaknesses? I try different compensation techniques. For instance, I visualize what I’m going to say the day before teaching a lesson. I try to think through a few jokes I can add
into the lecture. I create a lot of visuals—handouts, Web pages, etc.—that I can use to guide me in my speaking.

Michelle is establishing excellent tools for herself. She’s picturing success and imagining herself in the role she wants to embody, using humor and stories to make connections with her students (her customers), and working with presentation materials to strengthen her delivery. We’ve all got endless resources available to us—use them!

In your work, what unique value do you offer? I have compassion for students. It really makes me mad when teachers say nasty things about students or think of
students in negative terms, because I try to respect my students.

Michelle’s students most likely trust her. This means they are likely to take classes from her in the future, recommend her to their friends, and spread the good word about her abilities. All this, of course, results in higher attendance and customer satisfaction, which makes her look great. Badmouthing clients is never a good idea. First of all, if you’re in that frame of mind, you’re probably not thinking positively and coming up with great ways to solve their problems for them. Secondly, rumors have a way of traveling quickly. You don’t want to tarnish your reputation with petty gossip.

Is your work in line with your passion? Definitely. I’m more passionate about English literature, reading, and writing than anything else.

This is exactly why she is so good at her job. She loves it.

What will you do to achieve your goals for the next year?

1. Try new teaching techniques often
2. Take a class on online teaching
3. Continue discussions with other teachers at the university and on online message boards

Michelle is a woman with a plan. Being focused and directed comes naturally when you love what you do.

Do you use relationships to help you in your career? If so, how? My partner also teaches college, so we constantly discuss our teaching ideas, policies, and methodologies. It’s a huge help.

Support from friends, your partner, peers, or a mentor is so important and helpful. We all need people with whom to exchange ideas and feedback.

Thank you, Michelle, for sharing your insight and for being such a great model of Career Intensity!

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As I wrote yesterday, my e-mail accounts have owned my workdays for at least the last five years or so.  Yesterday I decided to take back control of my time.  Here is a re-cap of my action steps and the results:

Get rid of the blackberry. 

This was easier than I thought.  It was great not having the damn thing buzzing every five minutes.  I did not miss it one bit.  Since I use a mobile phone that is separate from the Blackberry, I did not miss any phone calls by shutting it off.

I’m going to cancel the Blackberry account next week.  Yesterday proved that it was totally unnecessary.

Read and respond to e-mail only four times a day.

This was not too bad either.  I was a little anxious during the day but I think that feeling will subside over time.  I may need to adjust the times when I check e-mail. I’m not sure yet about optimal timing but overall this was easier than I thought it would be.

My productivity was off the charts high yesterday.  I completed a project that I have been trying to finish for a couple of weeks.  I also was able to return phone calls without being completely distracted one time.  This made the calls shorter (I usually type replys to e-mail while the other person is talking .  Side note:  I can’t believe how rude that looks when I write it down.  I bet I’m not the only person who does that.)

The day flew by as I was truly absorbed in work for the first time in a long time.  It was great not to have that little window pop up with an e-mail every thirty seconds.  I think I may be able to cut back to checking e-mail less frequently.  The next step is to set an auto responder to let people know when I will be getting back to them.  This will help manage expectations.

Limit e-mail time to fifteen minutes at each of the four check-ins.

This was tough.  I only hit the fifteen minute mark once.  Every other time was about a half hour.  I’m going to need to make additional adjustments.  I may experiment with only having e-mail with my name in the “to” box go into my inbox.  I’ll move e-mail where I’m “cc”d into a file that I’ll read and clean out once a week.  I bet there is a lot of e-mail I don’t need to read.

Keep a clean inbox.

This was another semi-easy task.  Yesterday morning I moved everything in my inbox into a folder and I never looked back.  On Saturday I’m going to clean out that folder and delete it.  During the day yesterday I took action on each e-mail as I read it and I only have one message in my inbox now.  It contains the phone number of someone I need to call back later today.  I don’t use a task list (probably a mistake) so I need to keep the phone number where I can get to it quickly.

Lessons learned from Day 1

• Who the hell did I think I was?  The world did not stop because I didn’t reply to people in thirty seconds or less.  I’m not so important that people need my insight in real time.  Responding a couple of hours later is just fine.
• The same process can be done with voice mail and snail mail.  I’ll master the e-mail habit first but I absolutely plan to take on those other areas.
• Most people write lousy e-mail messages.  It’s long and it takes time to figure out what the subject is.  I’m going to develop a course on e-mail writing.  First blush – e-mail should be written like a news story.  There should be  “nut graf” right at the beginning of the e-mail (A nut graf is the paragraph that contains the main idea of a story.)  This way I can decide if I should be reading the rest of the e-mail or pitching it – which I did with 80% of the stuff that hit my inbox yesterday.

More updates to follow as I refine this process.

Filed under: Personal Productivity
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My name is Dave and I’m an e-mail addict.

I just can’t help myself.  I check e-mail constantly and it gets in the way of my productivity.  I find myself responding to messages seconds after they come in.  I feel a sense of urgency and a need to get back to people immediately.  And not just clients – anyone.  If I get a spam message, I instantly add the sender to my “black list”.

I’m going to try to clean up my act. 

I’m going to make a few changes to my e-mail habits see if my productivity improves.  Here’s what I’m going to do:

Get rid of the blackberry.  You read that correctly.  I’m going to shut it off and see what happens.

Read and respond to e-mail only four times a day.  This is going to be tough.  I receive close to 500 messages each day.  If I can do this, it will be a major breakthrough. I’m going to try 9AM, 1PM, 5PM and 9PM.  The idea is to force myself to work on important projects and not get caught up in “e-mail dialogue”  (those conversations where you go back and forth with people and you end up staring at the screen –  waiting for another message to come in).

Limit e-mail time to fifteen minutes at each of the four check-ins.  This is another tough one. I’ve got a timer next to the computer.  I’m going to try to make it work.  My messages will definitely be shorter.

Keep a clean inbox.  My inbox is a mess.  I need to deal with messages once and move on.  All the productivity experts say this is the best way to go.  I’m going to clean it out now and start fresh.

Honestly, I’m a little scared.  Will my clients hate me if I don’t get back to them right away?  Will I miss out on important events or opportunities?

Stay tuned.  I’ll let you know.

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What? The purpose of networking is to make contacts that may lead to future business. Every person you know is connected to their own network of people, and you never know what leads they may have.

Why? Networking is investing in your future. It enables you to meet with like-minded professionals who can offer tips and ideas, it raises your business profile, and it leads to future business and personal advancement.

Where? Absolutely anywhere. In the office, at parties, at the gym, in line at the post office, at Starbucks, on vacation, in your neighborhood. Always carry business cards with you so you can leave a professional token for anyone you might make a connection with.

When? All the time. Networking is time intensive, and the rewards are rarely immediate. Think of it as planting seeds that will bloom with regular attention and care.

Who? Networking can help Entrepreneurs develop contacts with vendors or clients who will provide them with valuable services or become important clients. An Intrepreneur benefits from networking within his industry because it helps him understand the value of his services and allows him to keep his eyes open for new and exciting opportunities.

How? Talk to people. Strike up conversation. Ask questions, and share stories about yourself. Find areas in which you overlap. Anytime you make a connection, give the person your business card, and follow up with a phone call, e-mail, or note.

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Business 2.0 says there has never been a better time to start a business.  Here’s the quote:

“In Delaware, the country’s incorporation capital, new business formation was up 19 percent last year, the highest one-year growth rate on record.

In other words, there’s never been a better time to start your own company. New technologies are creating new business opportunities on the Internet, on mobile phones, in consumer products, and in information services. At the same time, many of these technologies have radically reduced the costs associated with launching a new venture.”

Thanks to the Business Opportunities Weblog for Pointing us to this article.

Filed under: Entrepreneurship - Start-up
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Over the next couple of weeks, I would like to give you a look into a wide sampling of careers of people I know. We’ll look at the advantages and drawbacks of various types of employment situations and various fields, and I’ll discuss how you can use these elements to enhance your own career.

I recently conducted a short interview with an acquaintance of mine, Jill, who has been running her own marketing and public relations business for three years. I asked her a few questions about her career path and her plans to intensify her career in the future. She’s a great study in career management, problem resolution, personal equity, and individual growth.

What is your title? Creative Director.

What do you do? I bring in new accounts, manage them, and develop all manner of marketing materials.

Jill performs a wide range of duties in running her own business, building personal equity that is transferable to any other work she might undertake in the future. The more varied your abilities and the more adaptable you are in your work, the greater your chances of advancement and success.

What do you like most about your work? I’m completely autonomous, I choose the people I work with and the projects, and, best of all, I determine my worth.

She isn’t restricted by the dollar amount stamped on her by human resources. She sets her own rates and has complete control of her financial well being and future. No matter what type of work environment you’re in, you must negotiate for great pay and benefits. No one else is going to do it for you.

What do you like least? Inconsistent income and lack of benefits. It’s not easy to be disciplined about savings and retirement planning!

This is a common concern for business owners. However, with greater earnings potential comes greater savings potential. You do have to be regimented and focused on financial stability, but anyone with the determination to succeed at running her own business certainly has the wherewithal to devise a sound long-term financial plan.

What are your career goals for the next year? I hope to increase my income by at least 15%.

When was the last time you got a 15% raise? Most people count themselves lucky to get half that.

What are your career strengths? I’m always ready to learn new things, whatever I need to learn to get the job done. I’m highly driven and determined.

Another great thing about running your own business is that it almost always requires you to learn new things. And, again, you take that education and those skills with you everywhere you go.

What are your weaknesses? I could be more confident in my design abilities—sometimes I’m afraid of showing my work. I have burned a few bridges, which is not the smartest business decision.

Have you taken any action in the last five years to improve upon those weaknesses? A lot of introspection and life experience have made me understand this and really attempt to change it. Time and experience have given me more confidence and a better sense of what my real talents are. I’m not the most talented designer in the world, but I know how to make the most of my design strengths. I’ve forced myself to put myself and my work out there.

I love Jill’s self awareness. She’s a great example of how being the biggest or the best is not the most important thing. What’s important is knowing what you’re great at and knowing how to leverage those skills for the greatest good and gain.

In your work, what unique value do you offer? As designers go, few of them approach design from a marketing and public relations point of view. Instead of focusing on what’s “pretty”, I think about what’s most effective. I know my audience well, and I capitalize on that.

She gives the customers what they want and need. Jill identifies her clients’ unique problems and solves them in a direct and reliable way. Think about what your customers want that they are not getting, then give that to them.

What will you do to achieve your goals for the next year? I plan to seize more opportunities rather than let them pass by, and make smarter choices about what business to pursue. I also plan to work on developing and propagating my business image.

Jill has a lot of focus. She’s making smart plans about increasing and improving business and working on her personal brand.

Do you use relationships to help you in your career? If so, how? Oh, absolutely. Every contact is helpful; relationships just expand my network. Much of my time, in promotion, is spent hooking people up with each other, and helping them, whether or not they’re clients. My rewards come later.

She realizes that relationships are the foundation of any business endeavor, and she cultivates them. Keep in mind that any contact is a potential lead to greater opportunity and success.

What is the single most important thing you can do to maximize your career success? Increase my self-confidence.

We can all work on that. No one’s going to believe in someone who doesn’t believe in himself.

I would like to thank Jill for sharing those insightful thoughts. She’s a shining example of the principles put forth in Career Intensity.

Filed under: Entrepreneurship - General
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I talk a lot in this blog about how others perceive you. Just as important as that is how you perceive yourself. People who have low self-confidence rarely go far in their work, while superachievers always think highly of themselves and capitalize on their abilities to soar to success. The simple truth about confidence is that it’s all a matter of perception, and perceptions can change and be adjusted. Here are a few ideas for boosting self confidence, learning to believe in yourself and your unique talents, and leveraging those for great success:

1. Redefine yourself. What are you most vulnerable about? What do you perceive to be your weaknesses? Write these down. Then think of examples to prove these thoughts wrong. For instance, maybe you think you’re a terrible public speaker. Can you think of a few times when you did a great job communicating in front of a group? Replace your mental failures with victories. Start talking to people about your achievements in areas that you would like to be stronger.

2. Picture success. Imagine yourself engaging in whatever task you feel is a challenge, and visualize a positive process and result. Revisit past successes in this area, and imagine repeats and improvements. Think about the rewards associated with strong performance.

3. Practice. Give yourself small assignments. Practice giving a short speech in front of a friend, then a few friends, then a coworker, then a few coworkers. Each success creates confidence and momentum for the next one.

Filed under: Self Awareness
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A Management Maverick is someone who moves forward and implements solutions without the support of his internal and external customers. Occasionally, this results in great success. More often than not, though, he creates an undesirable issue for the company. The Management Maverick’s main obstacles to success are:

He does not consistently create value. Successful people know that true value lies in finding solutions to other people’s problems. Making decisions and taking action without any input or support from your business partners is not a lasting strategy. You must establish yourself as a key figure in the organization, and a big part of this is being actively involved with your coworkers and helping them solve their problems.

He does not demonstrate the value he does create. His own perception of the value he creates is greater than the perceptions of his customers or supervisors. If your business partners are not aware of and supportive of your work, their appreciation will never cycle back to reward you. Your personal brand helps distinguish you and amplify your success far beyond what is possible when no one knows who you are and what you’re all about.

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Well, it’s no surprise to me—Joe, the acquaintance whose career progress I have been discussing recently, got the job. After only a year with this company, in a new field, he has been promoted and has earned a 35% increase in pay. Last week, his supervisor was out of town, and he stood in for him at an important meeting with visiting auditors. Though Joe doesn’t have much experience presenting to groups and overseeing meetings, he did a fantastic job. He tells me that he continues to surprise himself with how well he’s handling each new challenge that comes his way. Because he believes in himself and persists in creating value, he triumphs every time.

Joe says the best thing he has done for himself is maintain a positive attitude. Just like the rest of us, Joe has his obstacles and frustrations at work, but he does his best to handle those with grace and a spirit of earnest and hope. He is completely committed to career success, and it shows in everything he does. I applaud Joe’s persistence and hard work.

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The Cycle of Continuous Improvement is not a program from which you graduate—it is an ongoing process. An excellent way to make sure you’re maintaining momentum in this cycle is to do something each week (or each day, if possible!) in each phase of the cycle.

Personal Situation Analysis
To orient ourselves so we can travel to new destinations, we need to know where we are now. Check in with yourself frequently about how you’re doing, what your strengths are, and how you can improve your career skills. What feedback are you getting from others? What is producing the best results for you?

Value Creation
As often as possible, generate new value and solve problems for people. Someone who does this constantly is a tremendous asset to anyone. Set goals, reach them, and then set more. Stretch yourself into new areas, and keep learning all the time.

Value Demonstration
Everybody’s busy, and unless you let people know what a great job you’re doing and how you’re progressing, there’s no guarantee that anyone will notice. Keep people informed of the ways in which you’re advancing and improving. Let your boss know that you are ready and able to handle new challenges and solve problems within the company.

This cycle is the core of Career Intensity. Stay on track with it, and you will create great personal equity and success.

Filed under: Individual Economy
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