How to Get a Signing Bonus

Posted by Dave Lorenzo - Business Coach

Careerbuilder has five tips for us on how to get a signing bonus.  They are:

    1. Know what to expect.
    Research the company and your industry to see whether your position or company frequently awards hiring bonuses. The Internet, industry contacts and current workers at your future employer are valuable sources of information.

    2. Delay the money talk until after you get an offer. Wait until you have a written job offer before negotiating a sign-on bonus. Asking too early could make you appear difficult or greedy.

    3. Be upfront. Employers are more likely to offer a sign-on bonus if accepting the offer would cause a candidate financial hardship. If you would have to forgo your year-end bonus or triple your commuting costs, say so.

    4. Make sure you understand the terms.
    Employers are increasingly tying a longevity clause to hiring bonuses. Find out if you will need to pay back part or all of the signing bonus if you leave before a specified period of time.

    5. Remember that a signing bonus is a one-time deal.
    If a company is offering a salary that seems too low, a signing bonus will only make up the difference for one year. Negotiating a more reasonable salary will have a long-term impact.

There are a few key points missing from this list.

First: You must offer a “dollarized” list of what you are going to accomplish.  In other words, detail the value you will be bringing.  The idea is to show the firm the bargain they are getting in hiring you.

Next: Show the hiring company how they will be saving money by hiring you quickly.  Provide tangible evidence of your ability to provide value quickly.  For example;  If you have an established book of business, show the hiring manager the value of the clients you could bring to your new firm IMMEDIATELY.  This will make the signing bonus seem like an “advance payment” rather than a gift.

Finally: Don’t hesitate to put some “skin in the game”.  In other words, tie the signing bonus to future performance.  Offer to pay the bonus back if you do not achieve a certain performance criteria.  While most employers will never take you up on this offer, it goes a long way toward building up an environment of good will.

Head & Heart Balance

Posted by Dave Lorenzo - Business Coach

In every aspect of your career, strive to achieve a winning balance between the rational and emotional. A life without passion is hardly worth the living, and one without an organized framework that allows your passions to thrive is, more often than not, chaos. Below are some examples of ways in which achieving this balance amplifies your success:

Work: Most of us spend at least 40 hours a week doing our job. If your heart’s not in it, that amounts to an awfully large percentage of your time spent simply meeting an obligation. When you’re excited about your work, you naturally perform better, invest more energy, and achieve more. Ask yourself if your job makes sense practically and provides you with some sort of emotional fulfillment—pride, accomplishment, energy, excitement. Maybe your job pays very well but means nothing to you. Perhaps you’re doing work you love but struggling to get ahead financially. Whatever you love to do, there is a way to do it and make a good living at it. Don’t settle for anything less. It’s not good for you, and it’s not good for your customers.

Relationships:
Most relationships that are fueled primarily by an intellectual or professional connection can benefit from a touch of the personal. Business partners are more likely to consider you for opportunities that open up if they have some degree of friendly attachment to you beyond professional. Fostering this sort of connection is easy. Invite a colleague out to lunch, or simply chat with him during downtime. On the flip side, good friends are an often untapped resource for professional development. Talk to your friends about your career and goals, and see if they have any leads.

Personal Brand: In defining yourself and marketing your services to clients, give attention both to the rational and emotional appeal of your offering. Your product or service has to make sense from a rational perspective, but it also needs to appeal to the client in an emotional way. What value can you add to the client’s life? How will your work add inspiration or positive energy? Your personal brand promise should encompass your tangible, on-paper strengths as well as the more intangible, emotional benefits.

Goals:
You’ve got to make your goals exciting and fun to accomplish. If you don’t, you’re never going to stick with them. You can either think of ways to make the actual process of goal attainment emotionally rewarding, or you can think about the emotional rewards to you when the goal is reached. For instance, if you’ve set the goal of negotiating for higher pay in your next performance evaluation, you can focus on the excitement created by challenging yourself to do something new, or the sense of accomplishment you will feel once you succeed. Better yet, infuse the entire process with thoughts of these emotional rewards. Any undertaking will benefit from an investment of energy and passion.

Buzz:
In getting the word out to repeaters and boosters about you, give them something to grab onto in the rational and the emotional sense. What do you offer, and how does it affect the client or make her feel? Anytime a new product or service is hyped, both the hard and soft benefits are outlined. The same must be true for you. You want people talking about the great job you do, as well as the panache with which you do it.

Money Quote - August 31, 2006

Posted by Dave Lorenzo - Business Coach

“The only place success comes before work is in the dictionary.”  
- Donald Kendall 

Why Sex Makes People Do Stupid Things

Posted by Dave Lorenzo - Business Coach

Sex is a basic human need.  It is instinctive.  It is physiological.  It falls into the same category as the need for food and shelter.  All animals (including humans) have the instinct to procreate.

Humans have free will and self control.  This is one of the things that separate us from the animals.  Each of us have the ability, if we chose to do so, to control our desire to chase members of the opposite sex around the office.

Given that we have this ability to control ourselves, the question remains; Why do so many executives get in trouble for inappropriate sexual conduct at work?

Typically an executive tryst is not about sexual gratification as much as it is about other psychological issues.  The two primary drivers of this behavior are ego and power.  Many execs who have affairs do so to fulfill a gap in their self-esteem.   Believe it or not, many executives who are prepared and confident in the boardroom have deep insecurities in the bedroom.  The need to continually prove themselves in this area fuels their inappropriate behavior.

In other cases, having a workplace affair is a way for an executive to “mark his/her territory”.  This is purely about power.  The offending executive is making a statement to the rest of the office.  This person is saying; “I am the boss”.

Obviously, either of these reasons are warped thinking – and in fact this behavior is most often unconsciously driven.  So what is an executive in heat supposed to do?  Well, for starters, think about the business and the shareholders first and foremost.  An affair in the office will never end well.  Best case, it is a distraction.  Worst case, see William Jefferson Clinton.  

The bottom line is that the business leader has a responsibility to drive positive business momentum.  An office affair is one of the most selfish acts am executive can perpetrate.  Sex is a primal urge and it can make people do stupid things but each of us has the ability to just say “no”.

Who else wants to double their pay?

Posted by Dave Lorenzo - Business Coach

One of my readers, K.M. Nunez from New Jersey, recently sent me an e-mail about Career Intensity.  Here’s what she said:

    “After reading Career Intensity, I finally got up the courage to look for another job. This book helped me find my true calling and then gave me the ideas I used to successfully market myself. The result? I doubled my pay!”

Wow.  That is fantastic!  Congratulations K.M.

This is not the first time I have heard of readers achieving outstanding results from putting Career Intensity into practice.  In fact, I receive several e-mails telling me about outstanding results each week.

The problem with business books is that people buy them and never read them…or sometimes they read the book but then they don’t take action.

I want to change that.

Effective today, if you buy the book directly from my distributor, I will guarantee that you will be happy with the results you receive if you take action

Here is the website:  http://www.careerbooksite.com

Check out the guarantee at the bottom of the page.

 

Less Is More Résumé

Posted by Dave Lorenzo - Business Coach

I have seen a lot of résumés in my day, and I was recently reviewing a stack of them with an HR colleague. I was reminded of the important of brevity. Pretty much across the board, the ones that caught my eye and made the strongest impression were those that were short, succinct, and direct. Many applicants seem to believe that the more content they can cram into their application materials, the better their chance of being hired. Unfortunately, they’re totally wrong.

Keep your résumé to one page. If you wonder how you’re going to fit your entire job history onto a single page, you need to shift your focus. Instead of listing all your job functions, highlight your most important and relevant accomplishments. Use active verbs to describe what you’ve done.

Additionally, I recommend tailoring your résumé to each position. An application that refers specifically to the requirements of the job in question is much more effective than one which touches upon it in a general way. Many of the résumés I saw appeared to have been sent out in bulk, with no attention paid to the specific job requirements at hand. Taking this simple targeting step communicates a commitment to delivering exactly what your potential employer needs. Carelessness in the application process signals a lack of attention to detail. That’s not going to get you very far with a hiring manager.

Career Options Abound

Posted by Dave Lorenzo - Business Coach

I am here to remind you that you are never stuck and that you always have options in your career. Do not resign yourself to a job that does not fulfill you. Demand for talent is high, and you can make great things happen for yourself. If you’re in a rut, here are some solutions:

Change your present circumstances. Maybe you once loved your job but have grown uninspired with it. If this is the case, try to rediscover your passion in this work. What drew you to it in the first place? Talk to your boss about shifting projects and duties. Are there projects that need attention that you would like to be working on? Do you have ideas for improvements that you could suggest and devote some of your energy to? If you truly are dissatisfied with your job, can you transfer to another department? Many companies offer their employees high-quality training classes for free. Look around and discover the possibilities in your immediate area.

Find new opportunities. There’s no end to the number of employers looking for top talent. Why settle for work that doesn’t mean anything to you, that doesn’t reward you, when you could be working for a company that values your contributions and facilitates your career development? If your job is not worth your while, look elsewhere.

Go back to school.
If you want to study a new field or get your master’s degree, go for it. Plenty of support is available for students these days. Even if you don’t actually go back to college, you can take classes in your field of interest and gain experience through coursework and volunteering. For those who are willing to educate themselves and persist, opportunities abound.

Let go.
Most people who stay in unfulfilling situations do so because they fear losing some perceived benefit. This might be your solid insurance plan, retirement benefits, or steady paycheck. You can always do better. You can find meaningful work that provides solid benefits and fulfillment. You have to be willing to let go of the known, step out of your comfort zone, and embrace the new. Successful people never become complacent and stop looking for better opportunities. They never stop evaluating themselves, contributing value, and striving for greater success.

Money Quote - August 30, 2006

Posted by Dave Lorenzo - Business Coach

“Keep away from people who try to belittle your ambitions. Small people always do that, but the really great make you feel that you, too, can become great.”  
- Mark Twain 

Put Testimonials on Your Resume

Posted by Dave Lorenzo - Business Coach

A terrific way to maximize the impact of your resume is to include testimonials from people with whom you worked.  Harry Joiner at Marketing Headhunter advises us that live link testimonials offer some of the best opportunities to showcase your talent. 

Harry says:  “Testimonials will legitimize your claims of functional expertise, and they will help a hiring manager understand exactly where and how and when you have created value in the past.”

I agree 100%.  This is a great idea.

Personal Situational Analysis

Posted by Dave Lorenzo - Business Coach

The first step in Career Intensity and the Cycle of Continuous Improvement is evaluating where you are. Knowing what you do well (and not so well) helps you leverage your skills and talents to create and demonstrate value. I asked the panel of professionals:

What are your insecurities regarding your career, and how do you deal with them? What are you most confident about in your work?

I worry that I’m not a good enough designer. I have great moments of inspiration, and I just allow time to heal all wounds. You eventually accept that everything is subjective. I’m most confident about the “me” aspect. I can figure things out and get them done. I’m a really competent person. If I say it will get done, it just will. (Jill, Marketing/PR Creative Director)

Jill’s strength is her determination. If she wants to build confidence in her design skills, I would recommend that she take an advanced design course, or apprentice with a designer whose work she admires. The truth is she’s probably a lot better designer than she thinks she is, but training is a very efficient and direct way to build skills and confidence.

It’s hard to stay current on new medications, actually. I study nursing journals and look up meds on the Internet. I am most confident in my empathy for my patients and my rapport with their family members. (Jane, Nurse)

Jane has a strategy in place for dealing with the issue that concerns her, and that’s really the best any of us can do. She stays on top of the information, and she puts a lot of energy into building strong and positive relationships with her clients. That’s really where most of your energy should go. Naturally, you want to master your field to as great a depth as you can, but if you don’t have those human connections in place, no one’s going to know how much of an expert you are and you’re going to be limited in your opportunities.

I am insecure about my ability to do my job really well and to enjoy it. I find my career very, very stressful, and I feel mediocre at it. I try to be less of a perfectionist, and I use stress management techniques. I am trying to exercise more and learn meditation techniques. I am most confident in my ability to get along well with colleagues.
(Michelle, College English Instructor)

I would ask Michelle to identify her main sources of stress. It sounds as though she may be asking too much of or being too hard on herself. You never do yourself any favors by judging yourself harshly. Recognize that you’re doing your best and you are making progress. The exercise and meditation is a great idea. Many of us do not take time out to take care of our health. Doing so usually has a huge impact on your overall levels of peace and productivity.

I don’t have a lot of experience managing such a large group. I just keep moving forward and trying to do a better job all the time. I am extremely knowledgeable in my field, and I can problem solve just about anything around that.
(Lynn, Operations Management Supervisor)

Lynn is in a great position for growth. She has enough challenge to keep her on her toes, and her skills are well developed enough that she can handle those challenges. Lynn is committed to continuous improvement, so she will most likely flourish in her management role and make great things happen.

Take some time today to think about your strengths and weaknesses, as well as how you can leverage your strengths and circumvent or improve upon your weaknesses for optimum success. We can all improve. Superachievers are constantly evolving and finding ways to offer even more value.

Money Quote - August 29, 2006

Posted by Dave Lorenzo - Business Coach

“If you’ve had wonderful family relationships, you will be able to call yourself a true success in life no matter what else you’ve achieved.”  
- Vic Conant 

Internet Identity

Posted by Dave Lorenzo - Business Coach

An NPR story I heard recently reminded listeners to be cautious with the information they post to public networking Web sites, such as Friendster, MySpace, and Facebook. Recruiters are prohibited by law from asking questions about age, marital status, and sexual orientation. However, if this information is publicly available, they can legally gather it. Make sure that your online presence does not reveal information about you that you would not want potential employers and clients to have.

Career Intense Contenders

Posted by Dave Lorenzo - Business Coach

The competition need not be feared. After all, if you’re in the same line of work, you have a lot in common and can learn from each other. They’re not going anywhere, so you may as well make the best of them. I asked the panel of professionals:

In your career, who is your competition? What have you learned from them?

Other PR and design agencies, as well as companies bringing in their own designers to work internally. I have learned so much from them—both what and what not to do. I often try to form partnerships with people so I can learn more
. (Jill, Marketing/PR Creative Director)

If you can’t beat ’em, join ’em, they say. You’re going to benefit much more from having talented competitors on your side than standing in opposition to them.

Young adults with time on their hands to experiment with new technologies to leverage existing paradigms. I can’t do it all by myself. I can’t learn everything I want to or develop all my ideas by myself. However, with my situation I often collaborate with colleagues or hire contractors to fill in my inadequacies. (Will, Web Designer/Database Administrator)

I commend Will for his realizations. No one can do it all, and we can all learn from what our colleagues and competitors are doing. Don’t discount the possibility that developing relationships with your competitors might actually result in leads and new business for you. It happens all the time.

I suppose the other nurses are my competition, but it doesn’t feel like that. The biggest thing I have learned from the competition is what not to do. (Jane, Nurse)

One of the most important things you can observe in competitors and colleagues is their mistakes, and the ways in which they fall short of customers needs and expectations. Even major corporations have weak spots, and you can take advantage of opportunities to fill those gaps.

I think my competition is my boss, unfortunately. She loves to micromanage me, which I can’t stand, and she’s been very clear that she doesn’t want me going any further than I already have. (Lynn, Operations Management Supervisor)

This is a red flag situation. If Lynn is not able to talk to her boss about advancement, I would recommend she speak to someone else at her company, or considering moving on to a place that will allow her to develop in her career. If you feel held back in your current position, you really need to assess why that is and what you can do about it.

Two other people who were hired at the same time and trained with me. I make every effort to go above and beyond what is asked of me. It sounds cheesy, but people know my name already. (Marianne, Forensics Researcher)

Marianne has only been with her new employer for a few weeks, so it is certainly noteworthy that people know her name. Invest the time and energy in making a great impression right from the start. Let your new colleagues know that you’re there to get the job done and contribute your own unique value.

Money Quote - August 28, 2006

Posted by Dave Lorenzo - Business Coach

 ”The task of the leader is to get his people from where they are to where they have not been.”  
- Henry A. Kissinger

Work for six days, and rest on the seventh.

Posted by Dave Lorenzo - Business Coach

This week’s Business and the Bible Quote comes from Exodus 23:12:

    “Work for six days, and rest on the seventh. This will give your ox and your donkey a chance to rest. It will also allow the people of your household, including your slaves and visitors, to be refreshed.”

What it means to me:

We need to take time off the rest and recharge our batteries.  No one can operate at peak efficiency 24 hours per day, seven days per week. 

In order to be at your best, you must take some time off.  I advise my clients to focus their intensity for three days each week and use the two remaining days to do support work.  What is support work?  That term encompasses all the tasks that are required in order for you to serve your clients.  This includes things like organizing activities, placing orders for supplies and all non-revenue producing activity.

I always encourage clients to take entire weekends off from work.  Working on weekends not only tires you out physically but it also takes it toll on you mentally.  Being in the office while your friends and family are enjoying life takes a mental toll as well.  Don’t allow this to happen to you.

Hard work should not be measured in hours on the job.  It should be measured by the intensity of the effort.  Work hard while you are at the office – then rest and spend time with the people you love.

 

Money Quote - August 27, 2006

Posted by Dave Lorenzo - Business Coach

“Everything you see happening is the consequence of that which you are.”  
- Dr. David Hawkins 

Carnival of Career Intensity - 8/26/2006 - Wrap-Up

Posted by Dave Lorenzo - Business Coach

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  Steve Pavlina’s Personal Development Blog

Click Here for  David Maister’s Passion, People and Principles

Click Here for WOW

Click Here for A Better You blog

Click Here for  Innovation Zen

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.

 

Don’t Get a job - 10 Reasons

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post One

Steve Pavlina at Steve Pavlina’s Personal Development Blog presents 10 Reasons You Should Never Get a Job

Just for fun I recently asked Erin, “Now that the kids are in summer school, don’t you think it’s about time you went out and got yourself a job?  I hate seeing you wallow in unemployment for so long.”

She smiled and said, “Wow.  I have been unemployed a really long time.  That’s weird…  I like it!”

Neither of us have had jobs since the ’90s (my only job was in 1992), so we’ve been self-employed for quite a while.  In our household it’s a running joke for one of us to say to the other, “Maybe you should get a job, derelict!”

It’s like the scene in The Three Stooges where Moe tells Curly to get a job, and Curly backs away, saying, “No, please… not that!  Anything but that!”

It’s funny that when people reach a certain age, such as after graduating college, they assume it’s time to go out and get a job.  But like many things the masses do, just because everyone does it doesn’t mean it’s a good idea.  In fact, if you’re reasonably intelligent, getting a job is one of the worst things you can do to support yourself.  There are far better ways to make a living than selling yourself into indentured servitude.

Here are some reasons you should do everything in your power to avoid getting a job:

1. Income for dummies.

Getting a job and trading your time for money may seem like a good idea.  There’s only one problem with it.  It’s stupid!  It’s the stupidest way you can possibly generate income!  This is truly income for dummies.

Why is getting a job so dumb?  Because you only get paid when you’re working.  Don’t you see a problem with that, or have you been so thoroughly brainwashed into thinking it’s reasonable and intelligent to only earn income when you’re working?  Have you never considered that it might be better to be paid even when you’re not working?  Who taught you that you could only earn income while working?  Some other brainwashed employee perhaps?

Don’t you think your life would be much easier if you got paid while you were eating, sleeping, and playing with the kids too?  Why not get paid 24/7?  Get paid whether you work or not.  Don’t your plants grow even when you aren’t tending to them?  Why not your bank account?

Who cares how many hours you work?  Only a handful of people on this entire planet care how much time you spend at the office.  Most of us won’t even notice whether you work 6 hours a week or 60.  But if you have something of value to provide that matters to us, a number of us will be happy to pull out our wallets and pay you for it.  We don’t care about your time — we only care enough to pay for the value we receive.  Do you really care how long it took me to write this article?  Would you pay me twice as much if it took me 6 hours vs. only 3?

Non-dummies often start out on the traditional income for dummies path.  So don’t feel bad if you’re just now realizing you’ve been suckered.  Non-dummies eventually realize that trading time for money is indeed extremely dumb and that there must be a better way.  And of course there is a better way.  The key is to de-couple your value from your time.

Smart people build systems that generate income 24/7, especially passive income.  This can include starting a business, building a web site, becoming an investor, or generating royalty income from creative work.  The system delivers the ongoing value to people and generates income from it, and once it’s in motion, it runs continuously whether you tend to it or not.  From that moment on, the bulk of your time can be invested in increasing your income (by refining your system or spawning new ones) instead of merely maintaining your income.

This web site is an example of such a system.  At the time of this writing, it generates about $9000 a month in income for me, and it isn’t my only income stream either.  I write each article just once (fixed time investment), and people can extract value from them year after year.  The web server delivers the value, and other systems (most of which I didn’t even build and don’t even understand) collect income and deposit it automatically into my bank account.  It’s not perfectly passive, but I love writing and would do it for free anyway.  But of course it cost me a lot of money to launch this business, right?  Um, yeah, $9 is an awful lot these days (to register the domain name).  Everything after that was profit.

Sure it takes some upfront time and effort to design and implement your own income-generating systems.  But you don’t have to reinvent the wheel — feel free to use existing systems like ad networks and affiliate programs.  Once you get going, you won’t have to work so many hours to support yourself.  Wouldn’t it be nice to be out having dinner with your spouse, knowing that while you’re eating, you’re earning money?  If you want to keep working long hours because you enjoy it, go right ahead.  If you want to sit around doing nothing, feel free.  As long as your system continues delivering value to others, you’ll keep getting paid whether you’re working or not.

Your local bookstore is filled with books containing workable systems others have already designed, tested, and debugged.  Nobody is born knowing how to start a business or generate investment income, but you can easily learn it.  How long it takes you to figure it out is irrelevant because the time is going to pass anyway.  You might as well emerge at some future point as the owner of income-generating systems as opposed to a lifelong wage slave.  This isn’t all or nothing.  If your system only generates a few hundred dollars a month, that’s a significant step in the right direction.

2. Limited experience.

You might think it’s important to get a job to gain experience.  But that’s like saying you should play golf to get experience playing golf.  You gain experience from living, regardless of whether you have a job or not.  A job only gives you experience at that job, but you gain ”experience” doing just about anything, so that’s no real benefit at all.  Sit around doing nothing for a couple years, and you can call yourself an experienced meditator, philosopher, or politician.

The problem with getting experience from a job is that you usually just repeat the same limited experience over and over.  You learn a lot in the beginning and then stagnate.  This forces you to miss other experiences that would be much more valuable.  And if your limited skill set ever becomes obsolete, then your experience won’t be worth squat.  In fact, ask yourself what the experience you’re gaining right now will be worth in 20-30 years.  Will your job even exist then?

Consider this.  Which experience would you rather gain?  The knowledge of how to do a specific job really well — one that you can only monetize by trading your time for money – or the knowledge of how to enjoy financial abundance for the rest of your life without ever needing a job again?  Now I don’t know about you, but I’d rather have the latter experience.  That seems a lot more useful in the real world, wouldn’t you say?

3. Lifelong domestication.

Getting a job is like enrolling in a human domestication program.  You learn how to be a good pet.

Look around you.  Really look.  What do you see?  Are these the surroundings of a free human being?  Or are you living in a cage for unconscious animals?  Have you fallen in love with the color beige?

How’s your obedience training coming along?  Does your master reward your good behavior?  Do you get disciplined if you fail to obey your master’s commands?

Is there any spark of free will left inside you?  Or has your conditioning made you a pet for life?

Humans are not meant to be raised in cages.  You poor thing…

4. Too many mouths to feed.

Employee income is the most heavily taxed there is.  In the USA you can expect that about half your salary will go to taxes.  The tax system is designed to disguise how much you’re really giving up because some of those taxes are paid by your employer, and some are deducted from your paycheck.  But you can bet that from your employer’s perspective, all of those taxes are considered part of your pay, as well as any other compensation you receive such as benefits.  Even the rent for the office space you consume is considered, so you must generate that much more value to cover it.  You might feel supported by your corporate environment, but keep in mind that you’re the one paying for it.

Another chunk of your income goes to owners and investors.  That’s a lot of mouths to feed.

It isn’t hard to understand why employees pay the most in taxes relative to their income.  After all, who has more control over the tax system?  Business owners and investors or employees?

You only get paid a fraction of the real value you generate.  Your real salary may be more than triple what you’re paid, but most of that money you’ll never see.  It goes straight into other people’s pockets.

What a generous person you are!

5. Way too risky.

Many employees believe getting a job is the safest and most secure way to support themselves.

Morons.

Social conditioning is amazing.  It’s so good it can even make people believe the exact opposite of the truth.

Does putting yourself in a position where someone else can turn off all your income just by saying two words (”You’re fired”) sound like a safe and secure situation to you?  Does having only one income stream honestly sound more secure than having 10?

The idea that a job is the most secure way to generate income is just silly.  You can’t have security if you don’t have control, and employees have the least control of anyone.  If you’re an employee, then your real job title should be professional gambler.

6. Having an evil bovine master.

When you run into an idiot in the entrepreneurial world, you can turn around and head the other way.  When you run into an idiot in the corporate world, you have to turn around and say, “Sorry, boss.”

Did you know that the word boss comes from the Dutch word baas, which historically means master?  Another meaning of the word boss is “a cow or bovine.”  And in many video games, the boss is the evil dude that you have to kill at the end of a level.

So if your boss is really your evil bovine master, then what does that make you?  Nothing but a turd in the herd.

Who’s your daddy?

7. Begging for money.

When you want to increase your income, do you have to sit up and beg your master for more money?  Does it feel good to be thrown some extra Scooby Snacks now and then?

Or are you free to decide how much you get paid without needing anyone’s permission but your own?

If you have a business and one customer says “no” to you, you simply say “next.”

8. An inbred social life.

Many people treat their jobs as their primary social outlet.  They hang out with the same people working in the same field.  Such incestuous relations are social dead ends.  An exciting day includes deep conversations about the company’s switch from Sparkletts to Arrowhead, the delay of Microsoft’s latest operating system, and the unexpected delivery of more Bic pens.  Consider what it would be like to go outside and talk to strangers.  Ooooh… scary!  Better stay inside where it’s safe.

If one of your co-slaves gets sold to another master, do you lose a friend?  If you work in a male-dominated field, does that mean you never get to talk to women above the rank of receptionist?  Why not decide for yourself whom to socialize with instead of letting your master decide for you?  Believe it or not, there are locations on this planet where free people congregate.  Just be wary of those jobless folk — they’re a crazy bunch!

9. Loss of freedom.

It takes a lot of effort to tame a human being into an employee.  The first thing you have to do is break the human’s independent will.  A good way to do this is to give them a weighty policy manual filled with nonsensical rules and regulations.  This leads the new employee to become more obedient, fearing that s/he could be disciplined at any minute for something incomprehensible.  Thus, the employee will likely conclude it’s safest to simply obey the master’s commands without question.  Stir in some office politics for good measure, and we’ve got a freshly minted mind slave.

As part of their obedience training, employees must be taught how to dress, talk, move, and so on.  We can’t very well have employees thinking for themselves, now can we?  That would ruin everything.

God forbid you should put a plant on your desk when it’s against the company policy.  Oh no, it’s the end of the world!  Cindy has a plant on her desk!  Summon the enforcers!  Send Cindy back for another round of sterility training!

Free human beings think such rules and regulations are silly of course.  The only policy they need is:  “Be smart.  Be nice.  Do what you love.  Have fun.”

10. Becoming a coward.

Have you noticed that employed people have an almost endless capacity to whine about problems at their companies?  But they don’t really want solutions – they just want to vent and make excuses why it’s all someone else’s fault.  It’s as if getting a job somehow drains all the free will out of people and turns them into spineless cowards.  If you can’t call your boss a jerk now and then without fear of getting fired, you’re no longer free.  You’ve become your master’s property.

When you work around cowards all day long, don’t you think it’s going to rub off on you?  Of course it will.  It’s only a matter of time before you sacrifice the noblest parts of your humanity on the altar of fear:  first courage… then honesty… then honor and integrity… and finally your independent will.  You sold your humanity for nothing but an illusion.  And now your greatest fear is discovering the truth of what you’ve become.

I don’t care how badly you’ve been beaten down.  It is never too late to regain your courage.  Never!

Still want a job?

If you’re currently a well-conditioned, well-behaved employee, your most likely reaction to the above will be defensiveness.  It’s all part of the conditioning.  But consider that if the above didn’t have a grain of truth to it, you wouldn’t have an emotional reaction at all.  This is only a reminder of what you already know.  You can deny your cage all you want, but the cage is still there.  Perhaps this all happened so gradually that you never noticed it until now… like a lobster enjoying a nice warm bath.

If any of this makes you mad, that’s a step in the right direction.  Anger is a higher level of consciousness than apathy, so it’s a lot better than being numb all the time.  Any emotion — even confusion — is better than apathy.  If you work through your feelings instead of repressing them, you’ll soon emerge on the doorstep of courage.  And when that happens, you’ll have the will to actually do something about your situation and start living like the powerful human being you were meant to be instead of the domesticated pet you’ve been trained to be.

Happily jobless

What’s the alternative to getting a job?  The alternative is to remain happily jobless for life and to generate income through other means.  Realize that you earn income by providing value — not time – so find a way to provide your best value to others, and charge a fair price for it.  One of the simplest and most accessible ways is to start your own business.  Whatever work you’d otherwise do via employment, find a way to provide that same value directly to those who will benefit most from it.  It takes a bit more time to get going, but your freedom is easily worth the initial investment of time and energy.  Then you can buy your own Scooby Snacks for a change.

And of course everything you learn along the way, you can share with others to generate even more value.  So even your mistakes can be monetized.

All you really need is the courage to be yourself.  Your real value is rooted in who you are, not what you do.  The only thing you need actually do is express your real self to the world.  You’ve been told all sort of lies as to why you can’t do that.  But you’ll never know true happiness and fulfillment until you summon the courage to do it anyway.

The next time someone says to you, “Get a job,” I suggest you reply as Curly did:  ”No, please… not that!  Anything but that!”  Then poke him right in the eyes.

You already know deep down that getting a job isn’t what you want.  So don’t let anyone try to tell you otherwise.  Learn to trust your inner wisdom, even if the whole world says you’re wrong and foolish for doing so.  Years from now you’ll look back and realize it was one of the best decisions you ever made.

 

Start the Day off Right

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Two

David Maister presents Start the Day Off Right! posted at David Maister’s Passion, People and Principles.

There’s a fascinating (and possibly very important) study conducted by Nancy Rothbard (a Wharton professor) and Steffanie Wilk (an Ohio State professor) on call-center employees. It’s called Waking Up on the Wrong Side of the Desk: The Effect of Mood on Work Performance.

They report that the mood you bring with you to work has a stronger effect on work performance than mood changes caused by events in the workplace.

Think about that - if you come to work already in an optimistic or upbeat mood (because of things that have nothing to do with work), you are more likely to be productive, efficient and do better quality work.

This matches my life - if I start out right, I get a huge amount done; but if I start out grumpy I almost never turn it around. The start-of-day mood is disproportionately influential.

It also matches a phenomenon I wrote about 21 years ago in an article called The Psychology of Waiting Lines, where I offered a lesson learned by every waiter and waitress: - Its hard to play catch-up ball. If the customers sit down happy in a restaurant (or diner) it’s not too hard to keep them happy, but if they sit down disgruntled, there’s almost nothing you can do to please them - they are loaded for bear!

There are lessons here for self-management, and also for companies or managers trying to help employees become productive. As the authors point out, people rarely receive training from their employers in the problems they have in their personal lives, yet the moods they develop as a result of these problems may be (may be? - ARE!) a major determinant of employee performance.

So what does THAT say a manager has to be good at? Helping employees deal with personal problems, so that they come to work in a positive frame of mind?

There’s no escaping the fact that the pragmatic conclusion is yes - even though many of us would love to believe it’s not our place to get involved in employees’ personal problems. Ignore this at your peril!

And what about us as individuals? Should each of us develop “start of the day” devices (uniquely tailored for what works for us as individuals) to start the day off right? Some might go for a run, some might meditate, some might just play the following Bee Gees song sequence: “In the Morning” “Words” “Melody Fair.” “Islands in the Stream (Kenny and Dolly version)”( I said it had to be individual, right?)

The Secret of Building a Strong Reputation

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Three

Lyrois presents The Secret of Building a Strong Reputation posted at WOW.

Your business depends on your integrity while your integrity depends on delivering what you promise.

Consider two scenarios. You sense that the new client brings some great business. The first job needs to be completed as soon as possible and you want it to get the follow-up business.

You estimate how long the job takes, you project a completion time that sounds good and acceptable to the client but you know is probably impossible to achieve.
You do not estimate but instead you convince the client that his job will be treated as a priority and will be taken care of with all the resources you have. You immediately start working on the job and you get back to the client as soon as you know the time frame for definitive completion.

Scenario #1 is based on your belief that the client is off to the competition if the production time seems to conflict with his own projection or deadline. This is fear-based thinking and you end up apologizing (see below).

Scenario #2 is the way to go. It is your job to communicate that you are the best to get the task done without getting into specifics that will eventually turn out suicidal for your business — having to deliver on your word despite the fact that everything has changed but the client’s mind and expectations. Avoid the trap of running after your own word.

Your clients and customers take your vague estimates and treat them as promises. It’s the only thing they have, after all. Whatever you state, you give your word. Whatever you say, guess, or estimate, make it as accurate as possible or avoid saying anything at all. Do not give any numbers or time frames before getting acquainted with all the required information.

When stating production or delivery times, it is almost always preferable to generously pad the time needed. Do not over-promise only to prevent the customer from asking the competition for a quote. You will have to apologize to a client you only gained with promising too much only to have him later, unable to leave, wait for your services to complete. You will apologize to a client who won’t bring you any more business.

State accurate times and amounts, to the best of your knowledge, not according to your hopes or fears, even when the services rendered are taking longer than the client expected. Educate your customers about production times and requirements and have them base their estimates and expectations on the newly gained knowledge.

Your client’s deadline is your client’s deadline. If you know you won’t be on time, immediately communicate this. Make a plan to get as much done as possible, try to help your client with his deadline but never promise the impossible. A client who knows that you do everything to meet his deadline will be your grateful client.

Compete with vigor, compete fairly, honestly, and trustworthy. Always under-promise and over-deliver.

 

Managing Stress: 5 Steps

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Four

Patricia at A Better You blog presents Managing Stress: 5 Steps for a New Approach to Life 

These 5 steps to managing stress will help change your attitude and shape your whole approach to life.  Stress is our response to change, and change is a part of life.  Change can be exciting, uncomfortable, traumatic, and even paralyzing.  Stress is often at its worst when you feel out of control.  When managing stress, it takes courage and confidence to accept that you cannot control what happens around you at any moment, and even more strength to fight the fear and face each day by pressing on, despite the unknown.  But you can do it.  Practicing these steps radically changed my attitude and my perspective on stress, and saved my life.  I learned to take a step back and get an aerial view of my problems, figure out what is weighing on me the most, and rearrange my life for maximum success. 

So how stressed are you?  Are you worried, frustrated, under pressure?  Is your mind constantly racing, trying to keep track of everything?  Stress manifests itself physically with intestine troubles, high blood pressure, exhaustion, and numerous other ailments.  It also hinders you emotionally and spiritually, as you feel pulled in so many directions. You live life as a sprint, running until you collapse, then as soon as you can muster up enough energy, you pick it up again, wondering when you will collapse next (and with what, a heart attack?, the flu?, or an emotional collapse?).  But there is a better way.  Life is like a marathon race.  Marathon runners pace themselves because they know they have a long distance to run.  Are you running the marathon of life as if it were a series of sprints?  Change your thinking and you can get farther.  Runners leave behind any excess baggage that might slow them down (most women and men even shave the hair off their legs for increased speed).   What stress is keeping you down, holding you back? 

Could you use a more efficient system for managing your stress?  Without a system, our instinct is to fight it, to manage stress by pushing against the strong current of life’s circumstances.  This is both exhausting and dangerous.  Stress is like swimming against a rip current.  Rip currents are powerful flows of water that quickly drag a swimmer from the ocean (or even from just wading waste deep at the shoreline) out to beyond the breaking waves.  Suddenly pulled out towards deep water, many beach goers panic, and it costs them their lives.  The rip, like a stressful event, is not what kills you- it is your response to it that kills you, and your methods for managing stress may kill you too.

All oceans have rip currents- if you are going to swim, you’ll eventually face them.  I remember vividly the overwhelming horror I experienced when first taken by surprise by a rip current.  Every instinct wanted to panic, but the message I had heard so many times just kept playing in my head (don’t fight it, go with the flow, swim parallel and you will get out- fight it and you’ll die).  While swimming I quickly prayed for courage to conquer my fear and strength to do what I knew and swim sideways (which was counterintuitive since at the same time I was being dragged out to sea).  For a moment, I panicked and wondered if I would drown from exhaustion.

It took everything in me not to swim towards shore and against the pressure of the current.  But I pressed on, changing my course to move sideways.  Before I knew it I had made it out of the rip and I was free.  I was exhausted and let the waves take me back in, my heart racing at what I experienced.  The relaxing ride back was so peaceful, and I felt thankful and lucky that I knew the way out, and somehow kept myself focused enough to try.    Despite the rip, I kept going back to the ocean.  That experience taught me that I could make it (though I always hoped I would never have to feel anything that powerful and scary again).  Life is like that.

Managing stress requires a system, and a determination to apply it.  I learned this, unfortunately, through trial and error.  I used to over burden myself constantly, both physically and emotionally.  I was like the children in the cartoon/sitcom scenario of a broken vase glued together and filled, that is leaking despite the beautiful flower on display.  The children keep trying to plug up and hide the growing number of holes, until the vase finally bursts.  I was living to hide and plug holes, rather than admire the vase and its contents. 

One day I decided to change my life, and devised a better system to move beyond just getting by to a peace I cannot describe, despite what I cannot control.  For example, despite having months to prepare for a deadline, I used to spend time constantly thinking about how could I possibly meet it, and worrying about the 20 parts that needed to be completed (a waste of mental energy that could have been devoted to finishing one of the twenty steps).  Now, when confronted by a project (after planning the big picture), I stop thinking about the rest of it.  Instead, as I get ready every morning for the day ahead, I choose what I will complete on the project for that day, and think on that alone.  Life is so much more peaceful.

Here is how to practice managing stress in five steps for a happier, healthier, better you:

1.  EXPECT IT:   Managing stress properly means being prepared.  Take good care of yourself- you never know what the day will bring.  Life is an adventure- approach it as such.  Remember the classic example of a guy showing out for girls, saying “punch my stomach and see how hard it is”?  The first blow he doesn’t even flinch (and all are impressed).  But then, when distracted, someone else hits him, and he doubles over in pain.  What made the difference?  The first time he was ready, the second, taken off guard. 

Expect stress and be healthy physically, emotionally, and spiritually.  Get enough sleep, eat right, exercise regularly. Watch your caffeine intake.  Take vitamins.  Don’t avoid the doctor when you need one.  Be a good friend to others, and establish a circle of support so you have others to help you through life’s pain, friends to help you figure out how to swim out of the strong currents of life.  Cheer yourself on- are you thinking positive thoughts or berating yourself (would you talk like you do to yourself to someone you love)?  Spend time with God everyday, be confident in what you believe, and draw strength from it.

Now, with this step, I expect the unexpected.  I fully realize that great and amazing things take place every day, as well as the tragic.  It is impossible to be completely “ready” for a blow, but I can be sure that I have a circle of support in place for life’s ups and downs, that I am not carrying more on my plate than necessary, and that I have a good understanding of the difference. 

2.  EMBRACE IT:   You need a new attitude towards life, a determined stance to ride the waves of life and succeed through the storms.  I decided long ago I would not live a life of regret.  Now, as I get ready for the day, I say a prayer for strength to face with confidence what comes my way, and the courage to get help and support when overwhelmed.  I embrace the challenge and the unexpected.  Like the ocean rip currents, I realize that the more I resist and try to avoid stress, the more exhausted and sucked in I will be.  Rather, I go with the flow, and jump in.  Jump in with both feet today.  Choose to swim. 

The alternative is a self-destructive quest to numb out, attempting to escape the pain.  Ever been numbed by the dentist?  When you leave, your face may not feel the pain, but it also cannot feel the pleasure of a tender caress or a soft kiss.  For most medications, the effectiveness of a given dose is temporary, and over time, wears off.  More is required to cause any change.  Whether you are seeking comfort in drugs, alcohol, food, isolation, excessive television, twenty coffees a day, or whatever your vice, like medicine you will need more and more to cover the pain, and it will never be enough to push against the current of life and survive exhaustion: as a faulty lifesaver, it will drown you.  Instead, embrace life, taking the good with the bad.  Know that God is in charge of the big picture, and like the rip currents, there is always a way out.  It is all in your attitude:  are you going to live life to its fullest- despite the pain?  This is the only way to know true pleasure and happiness. 

3.  EVALUATE IT:  What pressures occupy your thoughts, consume your energy, or cause you grief?  Be honest and real with yourself.  Remember to consider tendencies such as jealously, feelings of inferiority, or frustration over failures as possible causes for some of your grief (all easily changed through setting goals and having a successful positive attitude about yourself!).  Are you exaggerating the importance of a stressor:  will it really matter one year from now, or five years from now? 

The serenity prayer is a tool used by many people recovering from addictions, but has truths that are treasures for everyone to grasp when managing stress:  “God grant me serenity to accept the things I cannot change, courage to change the things I can, and wisdom to know the difference.”  What people, events, or circumstances are within your control, and what is it you cannot change?

I used to be a people-pleaser perfectionist, and I would add more to my plate everyday.  Not only would I take on too much physically (over-commit myself, accept extra work out of guilt), but I would also take on emotional loads.  If someone criticized me, it would add to my stress level and I would dwell on what I did wrong wasting precious mental energy. 

Now, I can accept criticism.  Even though I cannot control it, I control my response to it.  I consider it, own what is accurate (even if given in a rude way), and make a quick decision to change it for the future.  I also dismiss the outrageous or irrelevant criticism as their problem, not mine.  I then let it go.  Like water drops on a rainproof coat, I brush it right off.  This used to be unheard of, but I now realize every moment of life needs to be valued, and every moment I waste thinking about needless worries robs me and loved ones of the real me.  The Bible says it best:  “And who of you by being worried can add a single hour to your life?  …So do not worry about tomorrow; for tomorrow will worry about itself.  Each day has enough trouble of its own.”  Matthew 6: 27,34 (NASV).  Any doctor will tell you these are words to live by (and live better by).

This third step to managing stress is to evaluate where your stressor fits:  is it in your control?  An easy way out of responsibility is to tell yourself there is nothing you can do about it.  Even if the stressor is out of your control, there is usually something about it that you can control.  A general guideline to sorting it out:  if it is your behavior, your actions in response to a stress, then yes you are in control of it;  if it is others’ actions, others’ thoughts or desires, these you cannot control (even though we often think or hope we can).

4.  ENGAGE IT:  Now it’s time to take action.  The 4th step to managing stress is to engage it.  If you can change it, do it now.  Procrastination is one of your worst enemies, stealing precious moments of your life.  Think of something right now that you are avoiding, that is causing you stress and worry, and that gone would be a “load off your mind”- because it really is! 

Here is how you engage stress:  first, control it if possible.  If you identify a stressor as within your control, then determine how strong it is and what needs to be changed.  Your choices are to change your exposure to the stress or stressor in terms of duration, frequency, or to minimize intensity of the exposure (refuse to discuss something with someone, refuse to respond to negativity, etc.).  You can also avoid it altogether, if necessary. 

Next, whether you can control the stressor or not, the resulting tension, frustration, emotion, and pressure need to be compartmentalized.  After I made a commitment not to be “fake” anymore, and “pretend” that I felt fine, I wondered how to go about the day without feeling overwhelmed.  I then discovered I could find pleasure in a beautiful flower, feel good about finishing a minor task for school or work, and even laugh at the smile of my child, all without denying the grief I still felt over a loss or tragedy. 

Imagine a train with several compartments.  They are all different sizes, and you access each at different times.  When you have a lot to think about at one time, the stress of a difficult relationship, or a sudden tragedy, life goes on and you still need to function.  So you get up, take a shower, go to work, get your paperwork done, and when you feel the stress growing, you nurture yourself with the comfort that the grief deep down inside will be dealt with soon.  Sometimes, such as with a great loss, your grief compartment will be so large that it takes up most of your train, temporarily.  Over time, however, as you process through it, the other compartments will grow larger again.  Give space to each stress based on priorities, but do give each a place. 

5. EMERGE FROM IT:  This final step is extremely important.  Process the pressure and pain to get through it, and emerge successful and free.  This requires effort, whether it is to brush off the stress of the day, or to push through the weight of a significant loss.  Contrary to the old cliché, time does not heal all wounds.  If you are dealing with tragedy or trauma, the event is gone, but it takes time and effort to grieve from the change.  The grieving process is different for everybody, but most significant life changes require at least two years of working through it to adjust (and sometimes more). 

Without shaking off your stress and cleaning out your emotional compartments, you will be left wading in a sea of deep water, stuck in the strong current.  Remember, there is a way out, so find it today.  Like a write-once CD etched with the record of your experiences, you can never erase the experiences of life.  The dings and scrapes that knock us down, however, like scratches on a CD, can be smoothed out so that despite wear, the music plays beautifully. 

The fallout from life’s currents is pressure, and to emerge you need to let off steam.  Shake off the stress like the rain shakes off a water-proof umbrella.  Wipe it away in a healthy way, with balance and moderation:  journal your thoughts and frustrations, talk it out with friends, exercise, spend time in prayer, cry it out, laugh it out, just get it out. 

Every compartment of your life needs attention.  Compartments of rotting baggage that are never cleaned out eventually smell up the whole train.  Balance your compartments of work with play time:  start a hobby or fun project, plan an adventurous family outing, get a babysitter and take your spouse out on a surprise date.  Decide today that you will succeed, you will live a life you are proud of, and you will make it through whatever life brings.  Surround yourself with encouragement and positive thoughts.  In your quiet time, pray, set goals, and move forward.  Get the big picture.

That is it:  expect, embrace, evaluate, engage, and emerge victorious.  As you face the strong currents of life, with these five steps and a defiant attitude, you will press on and achieve your goals, regardless of your circumstances.  You decide that life is worth living, that God has a purpose for you, and that you will succeed if you manage life in a healthy manner.  Are you ready for a better you?

 

The Enemy is the Mindset

Posted by Dave Lorenzo - Business Coach

Carnival of Career Intensity – Post Five

Daniel Scocco presents The Enemy is the Mindset posted at Innovation Zen.

Mindsets, paradigms, mental framework, blind spots, sacred cows, dominant logic, mental models. There was actually a research finding out more than fifty terms to describe this same concept. The expression managerial mindset is often used in the business world to describe the set of assumptions and hidden norms that govern the behavior of managers. Bear in mind, however, that mindsets or paradigms have a much broader meaning. Every society, organization or geographic region carry its own set of assumptions and patterns; ruling how people communicate, interpret information, react to given situations, and so on.

Consider the following story. A man and his son are driving through a highway when suddenly the car gets out of control and hits a light pole. A couple of minutes later the ambulance arrives and finds that the father died upon the impact while the child is hurt but alive, so they hurry to the local hospital. The surgeon expected to carry out the operation enters the room and screams “I can’t do it, it is my son!”. Now take 10 seconds to figure out what happened before reading further. Most people will hear the story and say “What the heck, did not the father die in the accident?”. Some, on the other hand, will come up with an adultery hypothesis. The solution is far simpler; the surgeon is the mother of the kid. People get puzzled because under the occidental society mindset when we talk about surgeons we assume them to be men.

Paradigms and mindsets might become the enemy because they stick into people’s head even when the surrounding environment has changed. Until the 1970s the “masculine paradigm” we described could be justified with the fact that few women were integrated into the workforce and even fewer were working as surgeons, entrepreneurs, drivers and so on. Nowadays, however, women already represent half of the workforce in advanced countries. In the United Kingdom more women than men train as doctors and lawyers every year. In the Nordic countries 75% of the women aged between 15 and 64 are employed in stable jobs.

Now, if huge demographic changes like the above one, which take decades to materialize, already trick most people imagine what happen when we consider the subtle and fast paced changes that occur in the business world.

Professor Constantinos Markiders from the London Business School has another interesting example to illustrate how mindsets can significantly affect people’s behavior:

“I have in mind an English word that has four letters. It is missing the first letter but I know it ends with the letters _any. Can you think of a word that fits this description? Please take 20 seconds to come up with one before reading further.”

Most people have no problems to find it, after a few seconds going through the alphabet they come up with the word many. Consider now this next problem.

“I have again an English word that has four letters. It is missing again the first letter, but I know it ends with the letters _eny. Can you think now of a word that fits this description? Please take another 20 seconds to come up with one before reading further.”

In this second problem most people fail to find a word even when they go through the alphabet placing letter by letter in front of the word, and they get somehow surprised when you tell them the word is deny. The reason is that they usually try to find a word with the same vowel sound as in many. As Markides concludes “if one word is enough to bias our thinking in such a way, imagine what twenty or thirty years in a given business can do” (For further information check out his book All the Right Moves, HBS Press).

In conclusion, the more a firm is successful solving problems in a certain way or collecting information through certain channels the more the managerial mindset will get reinforced, and the more difficult it becomes to adapt to market changes and technological discontinuities. In order to escape mindset rigidities organizations should try to explicit and challenge them. Managers need to understand that just because their company has been successful doing things in a certain way over the past it does not mean the future will follow alike. Rather the contrary. In our modern economy the ubiquity of change implies that if you keep doing things as you have ever done you can be sure of one thing: failure.

 

 

Money Quote - August 26, 2006

Posted by Dave Lorenzo - Business Coach

“If we become increasingly humble about how little we know, we may be more eager to search.”  
- Sir John Templeton

Polish Your Presentations

Posted by Dave Lorenzo - Business Coach

Today we hear from our panel of professionals with their best tips for presentations:

I’m not great at it, but I continue to improve. I think of it as entertainment. I get to let my inner ham out. You need to put in ten times the amount of time preparing that you think you do to deliver a great presentation.
(Jane, Nurse)

You can hardly lose with an entertaining presentation. Is there anything worse than one you can’t stay awake through? Jane’s right: the more time you spend preparing, the better you will do. A roomful of people are showing up to hear what you’ve got to say. Make it worth their while by engaging them and informing them in a clear and effective way.

I don’t give many presentations, but when I do, I try to communicate in as straightforward a manner as possible. My main purpose is to inform, so clarity is essential. (Lynn, Operations Management Supervisor)

I like that Lynn has established her purpose. Depending on your line of work, yours might be quite different. You might aim to inform, educate, entertain, persuade, sell—go into the presentation with a very clear idea of what you hope to achieve. Use language appropriate to your purpose. In preparing, keep your main objective in mind. Someone who wants to entertain the audience is going to adopt a different tone than someone who primarily wants to inform.

I give presentations often. My strengths are my confidence, humor, and personality. Connecting with the audience is essential. (Jill, Marketing/PR Creative Director)

Confidence not only puts you at ease for the presentation—it puts your audience at ease as well. Humor immediately takes the edge off any situation. Showing your personality and making that connection makes the experience much more enjoyable for everyone, and increases the likelihood that your audience will pay close attention to what you have to say.

I give presentations all the time. My main strength is that I am able to read people very quickly and well, then adapt to them. (Paul, Sales Manager)

Paul makes a great point. You’re going to give a vastly different kind of presentation to up-and-coming professionals than you would to a group of mature, conservative bankers. You’ve got to speak their language if you want to make an impact. Part of this is preparation. The rest is intuition and an understanding of people and personalities.

Resolve Conflicts Peacefully

Posted by Dave Lorenzo - Business Coach

No matter how friendly, nice, amiable, or cooperative you are, problems always come up eventually. In any relationship, personal or professional, miscommunication, misunderstandings, personality clashes, and stress are just a few of the factors that trigger conflict. Superachievers are no more immune to problems than they are to fear or failures. However, in the same way they work through their fears and forge ahead after failures, they employ effective conflict resolution strategies and keep the business environment friendly and productive. What is your approach to conflict and problem resolution? Confrontations are difficult for many people to handle. Here are a few guidelines you can use to improve your conflict resolution skills:

Communicate. The first thing you should do in a conflict situation is listen. Let the other person air his concerns. To show that you’re with him and that you care about his complaints, respond with body language or words (nodding, “mmm-hmmm”, “I see”). Once your counterpart has spoken his mind, explain your point of view. Be as clear and direct as possible. Keep it professional and rational. Keep emotions and personal issues out of it.

Ask—don’t order.
Whatever you want, you have a much better chance of getting it if you ask nicely. Frame requests in non-threatening ways, such as: “Would you be willing to…?”, “Would you mind…?”, “Could I ask you to…?” Most people do not respond well when put on the defensive.

Focus on issues, not people. When discussing problems, focus on the issues themselves, not on the parties involved. If you’re consistently not getting your phone messages from someone, for example, say something like, “It’s important to me that I get my messages, and that hasn’t been happening lately”, rather than, “You never give me my messages.”

Suggest a solution. Once you understand what the other person needs, offer to make it happen. If the conversation goes very well, he’ll make his needs clear. Make sure he knows that you are willing and ready to correct the situation. What’s most important is not who’s wrong or right, but how the situation is handled.

Follow up. A few days later, check in with the person to make sure things have been settled to his satisfaction. This is a very important part of the process. It shows him that you truly care about your relationship and want everyone to benefit from it.

Money Quote - August 25, 2006

Posted by Dave Lorenzo - Business Coach

“It is literally true that you can succeed best and quickest by helping others to succeed.”
- Napoleon Hill

Salary Success Strategies

Posted by Dave Lorenzo - Business Coach

Today’s questions for the panel of professionals are:

Are you happy with your salary? Do you know how to negotiate for better salary?

I am not happy with my salary. Although my employers whine about how much they pay me, I am paid about 30% less than what others in my field make. I have not received more than a 2% raise in the entire six years I’ve worked for the university. There is no negotiating here. What they pay is set in stone. For other jobs, no, I don’t know how to negotiate well. I’m reading a book on negotiating in an attempt to figure it out. And I’m getting ready to move on from this job. (Tim, Computer Programmer)

I think Tim has the right idea. If you feel locked into a situation that is not benefiting you, I would encourage you to move on. If you feel undervalued by your employer, you’re probably not going to give it your all and you’re not going to reap the rewards you could in a job that provides a strong return on your investment. Starting at a low salary and moving up the pay ladder in tiny, incremental steps is a big disappointment. Take your talents elsewhere, somewhere they will be appreciated and rewarded.

My pay is adequate, but I’m getting ready to ask for a raise. My strategy is to showcase my contributions and to convince them why I’m worth it. (Jane, Nurse)

Jane’s on the right track. I encourage her to take it a step further, though, and assign dollar values to her contributions. How much money has she saved or brought in for the organization in the last six months? How has the care she has provided translated to long-term gain for the company? Show up at a salary negotiation meeting with hard figures and you stand a much better chance of getting what you want.

I am satisfied, but only because I have more than one revenue stream. I don’t know how to negotiate for better salary, no. My only successful salary negotiation happened when my boss asked me unexpectedly how much of a raise I wanted. Even though I would like to, I don’t think I could replicate that experience.
(Will, Web Designer/Database Administrator)

Will should be commended for the fact that he was given a raise out of the blue. However, for maximum success, you can’t wait for good things like this to happen to you. You have to pursue them assertively and regularly.

Yes, and I definitely know how to negotiate. I simply don’t work for less than my hourly rate. I resolve payment issues as soon as they come up. I choose whom to work with, and if clients become negligent regarding payment, I don’t work with them anymore.
(Jill, Marketing/PR Creative Director)

Jill showcases one of the top benefits of running your own business. She determines how much she earns. She offers value and sets her own prices. Being in control of how much you earn, and under what circumstances, is the ultimate in job security.

I am not terribly happy with it, but I’ve only been here a few weeks. I want to impress them with my level of performance before I ask for anything. I have negotiated successfully in a couple of jobs. You just need to have the performance to back yourself up and then outline it in your request, along with showing what you intend to do to further your asset to the company. If they see it as an investment, they’ll be more likely go for it. (Marianne, Forensics Researcher)

Exactly right, Marianne. Your employer is most likely going to be willing to pay you a good salary if you demonstrate that you provide value consistently. Remember, there are three major components to lasting career success: personal evaluation, value creation, and value demonstration. The third piece comes in during salary negotiations, when you show your boss how much value you have contributed.

People often don’t realize just how much power they have to earn a great salary, based on their own performance and negotiations. Remember that top talent is always at a premium. If you offer outstanding value to your company, they want to keep you. You’re holding a winning hand. All you have to do is bet big and play it right.

Money Quote - August 24, 2006

Posted by Dave Lorenzo - Business Coach

“Simple kindness to one’s self and all that lives is the most powerful transformational force of all.”  
- Dr. David Hawkins 

Nine Months and 1000 Posts - A Letter to The Career Intensity Readers

Posted by Dave Lorenzo - Business Coach

Dear Friends,

The Career Intensity Blog passed the 1000 post mark this morning. 

When I started this blog last November I never dreamed that we would see over 100,000 visitors each month.  I remember the days when I was thrilled to have 10 visitors!

There is no way I can express how grateful I am to each and every one of you for reading the stuff I write.  If I had the energy I could list about 100,000 things that I appreciate about you– the Career Intensity Blog readers.  I can’t cover them all, but here are the first few that come to mind.

Thank you very much for reading the blog and for leaving comments and sending me e-mail.  Each comment I read and each e-mail I receive energizes me – even the e-mail from people who are critical. 

Thanks for sticking with me during the transition to MaxBizAdvantage.  Just about everyone has come along for the ride and I’m grateful.

Thanks for subscribing to the RSS feed for this blog.  It is incredible to see that number increase each time I put up a post that resonates with you all.

Thanks to those of you who read me through BlogBurst. It turns out that I’m now famous in Houston (although where I’m from we pronounce that word HOUSEton – like the street in Greenwich Village).

Thanks for sending me carnival posts.  Each Saturday the Carnival of Career Intensity gets better and better.

Most important of all, thanks for trusting me.  I know that the blogosphere is full of questionable information.  It means a great deal to me that you read what I write and then put it into action.  I’m thrilled that I could be a small part of your career success.

Tomorrow we will get started on the next 1000 posts! 

I wish you continued success and happiness.

Regards,

Dave

 

Goal Gridlock Detours

Posted by Dave Lorenzo - Business Coach

Today’s question, for professionals from a wide array of fields, is:

What holds you back from pursuing what you want?

Usually, fear of change. (Jane, Nurse)

Fear of change—and particularly of the unknown—is a very common fear. Many people worry that if things change, they might get worse, or they might be more than they can handle. The truth is that we never know what the future holds. Even if someone has been with her company for twenty years and feels secure, she could be laid off tomorrow. You may feel that there’s never an ideal time to act upon your ambitions. You’re right. No time is ideal. That’s all the more reason why you have no reason to wait.

My fear of rejection. (Jill, Marketing/PR Creative Director)

Even the most dazzling of superachievers have at one time or another failed miserably. Successful people are not immune to failure and rejection. They simply keep trying, in spite of setbacks. If we want to experience great success, we have to muster the courage to face potential rejection.

I am affected by fear of failure, bankruptcy, and the possibility that change might be worse than the present situation. Also, things like having health insurance or job flexibility are difficult to give up even if I don’t like the job. (Michelle, College English Instructor)

The security of benefits is one of the three lies of career limitation. You can always do better. You have talent, and there is a market for your talent. All you have to do is identify your value and your market.

The fact that I don’t have my bachelor’s degree yet. And self doubt, to some extent.
(Tina, Sales Rep)

Many companies will not only allow their employees to attend school while working, they’ll even pay for it! If Tina wants to finish up her degree, she can probably find a company with whom that’s possible. Or if she wants to quit her job entirely and go back to school, she can do that. A college degree is much more in reach for most people these days.

Lack of time. I’m trying to gain more of it by getting more organized and using software applications that allow me to manage my information better. (Will, Web Designer/Database Administrator)

Does anyone feel that he has enough time? Most of us have a mile-long list of things we’d like to accomplish, and all of us have the same 24 hours in every day. How we use them is what differentiates us. I would recommend that Will take a close look at how he spends his time. Is he devoting a large percentage of time to activities that don’t provide much return? Making a very short list of priorities (the shorter, the better) and dividing your time up sensibly between them is a great exercise to do. Give the greatest amount of time to your top priority, allocating smaller blocks of time for goals as they decrease in importance. Also, make sure you spend some time each and every day on your top goals.

I am pursuing the things I want. The fact that I don’t yet have them is merely an issue of time. (Marianne, Forensics Researcher)

Marianne is young, and I believe that she will accomplish what she wants. I like the simplicity and confidence in her answer. She suggests that she will work persistently toward her goals and definitely achieve them in good time.

Think about what holds you back from accomplishing your goals. Putting your finger on your fears and restrictions helps you see that they can be overcome, starts you thinking about steps you can take to move past them, and gets you on the fast track toward a great life full of potential and success.

Money Quote - August 23, 2006

Posted by Dave Lorenzo - Business Coach

“The ability to discipline yourself to delay gratification in the short term in order to enjoy greater rewards in the long term is the indispensable prerequisite for success.”  
- Brian Tracy 

Networking Skills and Strategies

Posted by Dave Lorenzo - Business Coach

My three latest interviewees shared their thoughts on networking:

I’m a good networker at work, but not so much outside of work or in situations where I don’t know anyone. My strategy is to get to know and be friendly with as many people as possible. Just from that, all kinds of doors have opened for me. (Will, Web Designer/Database Administrator)

Some of your best business prospects come from people you meet outside the office. Will could benefit from extending some of that friendliness beyond working hours.

As a nurse, it’s very important that I’m always part of the team. The entire medical staff, from the receptionist to the surgeon, need to be in touch and on the same page. Communication is critical in a medical setting. As far as my career development goes, I am very friendly and open with the staff. I have worked my way up to a supervisory position by talking to a lot of people and expressing my desire to take on more responsibility. (Jane, Nurse)

Jane’s strategy of getting to know her coworkers and demonstrating her personal brand of dedication and commitment to improvement have earned her just rewards. If you show your readiness to take on new challenges, they will come.

Honestly, I think I could use some improvement in this area, and I’m working on it. For me, it’s like being a salesperson. You need to keep a good database of your contacts and follow up with them. When following up, make the personal connection occur and make friends with them. Always take the time to perform favors or educate colleagues when they ask for them. Treat them like clients: give them more than they are expecting.
(Lynn, Operations Management Supervisor)

Treating all your professional contacts like valued clients is an excellent suggestion. That alone will increase your success tremendously. Anyone who perceives you as someone who contributes value to his life is going to stick by you and bring good things—business, referrals, advice—your way.

Your Best Possible Self for Interviews

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