Many of you know that I am over educated.  I have Master’s degrees from two pretty good schools.  The time I spent in school was valuable to me because I enjoy learning,  but you don’t need to go to graduate school – or even college for that matter – to succeed in business or in life.  In fact, if you’re not careful, college can hurt your creativity and stifle your ability to make creative decisions.

As evidence, I submit the latest addition to the University of Chicago Business School application packet – a Power Point Presentation.  Wow.  That’s really cutting edge stuff.  

We are in an age most enlightened people HATE Power Point presentations.  In fact, truly good presenters take to the stage (or the front of the room) and make an engaging case without Power Point. 

I guess the University of Chicago wants kids to start off learning what will get them thrown out of most meetings, board rooms and executive offices – quickly. 

I have a better idea.  Why not have these prospective students market themselves the way they would market a product or service.  Have them develop a campaign and provide one specific execution from that campaign in with their school application.

Can you imagine a kid creating a video the demonstrates the value he brings to the program and them publishing that video on You Tube?  Let’s say the video has a call to action that asks people to write to the dean and request that the kid is admitted to the B-school.  If the video goes viral and the dean receives thousands of letters about this kid, hasn’t he demonstrated a more valuable skill than if he created a boring presentation?

This is just one example.  There are literally hundreds of executions kids could apply to this process. Even if the executions fail they will provide far more insight into the potential student than a lousy Power Point presentation.

University of Chicago – get with the times.  This type of thinking is what’s wrong with the academic environment today.  It’s just not applicable to real life.

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Taking control of your future begins with giving thanks for what you have now.   If nothing else:

You have a roof over your head.

You have a computer.

You have the ability to read.

You have ability to learn.

Start by being grateful for those things. Take time each day to reflect on the things you’re grateful for. 

Think about the people in your life.  Think of their best qualities.  Write them a note thanking them for bringing those qualities into your life.

Share your note with that person.

Do this regularly and it will change your life.  It works like magic.

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From Deborah Brown-Volkman at Simply Blog:

It is possible to enjoy and be fond of the people you work with. Does it take some effort? Yes. But the rewards are worth it. Imagine that you look forward to seeing your boss in the morning. Imagine that colleagues cooperate with you on projects. Imagine that your staff likes having meetings with you. When you put in the time and energy, all of this is doable and more.

So. How Do You Give What You Get In Your Career? Follow These Five Steps Below:

1. Decide To Change

All great things start with a decision. Decide that you will have great relationships with the people you work with. Decide that you will put real effort into getting to know and understand them. Decide that you will take the focus off yourself, and instead put it on them. Decide to be in the moment when someone is speaking to you and not somewhere else in your mind. Decide to have more patience. Decide that you will be the type of person you would want to work with everyday.

2. Determine How You Want To Be Remembered

Your career can run 30, 40, 50 years or more. How do you want to be remembered? As a difficult person or someone people admired? No matter how many years you have been working, today can be your fresh start. You can change people’s perception of you by how you conduct yourself and treat others from this day forward.

3. Agree To Be Nice To Everyone You Work With

The people you work with are essential to your success. Do not underestimate their power. Your career can be made or broken by these individuals. Some people say, “I am not here to be liked, I am here to generate results.” But not being liked can hurt you. Whether someone brings you your mail in the morning or an opportunity to work on a great project, be nice. Mail room clerks have risen to CEO. You never know who can help you somewhere down the road. Be nice to everyone you work with not because you have to, but because you want to.

4. Start To Give What You Want To Get

If you want understanding, give understanding. If you want respect, give respect. If you want to be listened to, listen. When you give first, people will start to notice. They will appreciate your thoughtfulness and will begin doing nice things for you in return. Even the toughest person you work with can be won over with kindness. All great relationships start with you.

5. Reap The Rewards

When you put in the work, your relationships with others will start to improve. You will find that over time more people will come to you, rather than the other way around. Your stress level will be lower. You will no longer worry about handling a run-in with a difficult person. You will be able to enjoy the rewards of your efforts. And, you’ll deserve it because you gave what you wanted to get in your career.

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Smart Lemming points us to an interesting article on Wall Street Journal’s Career Journal titled, “15 Questions For Setting A Career Change in Motion” by Eileen P. Gunn.

This is a “must read” article but my favorite question is:

“Think of the worst boss you ever had. What made him or her bad to work for? What did you learn to not do from him or her?”

The answer to this question is a window into the employee’s soul.  You not only get to see what they view as “bad” when it comes to bosses, you also get to see how they react to adversity.

I like it.  I like it a lot.

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Michael Wade from Execupundit:

The Career Manifesto

1. Unless you’re working in a coal mine, an emergency ward, or their equivalent, spare us the sad stories about your tough job. The biggest risk most of us face in the course of a day is a paper cut.

2. Yes, your boss is an idiot at times. So what? (Do you think your associates sit around and marvel at your deep thoughts?) If you cannot give your boss basic loyalty, either report the weasel to the proper authorities or be gone.

3. You are paid to take meaningful actions, not superficial ones. Don’t brag about that memo you sent out or how hard you work. Tell us what you achieved.

4. Although your title may be the same, the job that you were hired to do three years ago is probably not the job you have now. When you are just coasting and not thinking several steps ahead of your responsibilities, you are in dinosaur territory and a meteor is coming.

5. If you suspect that you’re working in a madhouse, you probably are. Even sociopaths have jobs. Don’t delude yourself by thinking you’ll change what the organization regards as a “turkey farm.” Flee.

6. Your technical skills may impress the other geeks, but if you can’t get along with your co-workers, you’re a litigation breeder. Don’t be surprised if management regards you as an expensive risk.

7. If you have a problem with co-workers, have the guts to tell them, preferably in words of one syllable.

8. Don’t believe what the organization says it does. Its practices are its real policies. Study what is rewarded and what is punished and you’ll have a better clue as to what’s going on.

9. Don’t expect to be perfect. Focus on doing right instead of being right. It will simplify the world enormously.

10.If you plan on showing them what you’re capable of only after you get promoted, you need to reverse your thinking.

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Your office holiday party is not what you think it is.  It is a work event.  Plain and simple. 

Many people are fooled by these events.  They are cunning and deceptive.  Alcohol is served. Sometimes people dress differently. Often we think the rules don’t apply.  I compare the annual holiday party to Waterloo.   We go into it innocently thinking it is one thing and we get massacred.

When you attend your holiday party this year remember that it is a business meeting. Don’t go to have some drinks and a good time. Drinking and work don’t mix. Partying and work don’t mix. You will only find yourself regretting it the next day (and probably for a lot longer than that).

Do your celebrating with friends and family. If you say something stupid to them they will probably keep you around (at least mine always do).

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As we approach the end of the year I know many of you will be assessing your current employment situation.  In many industries, year end is bonus time.  Typically, people who are looking to move on wait for their bonus payments and then they begin to look for another job.  This makes sense.

As you wait for your hard-earned bonus, you may become a bit nostalgic about your current employment status.  You may feel a bit guilty about leaving (or thinking of leaving).  You may even feel a sense of loyalty to your current employer.  This is natural.

Time helps heal the bad feelings that may have surfaced during the course of the year.  As you contemplate your next move, a little voice inside your head will begin to suppress the bad and accentuate the good aspects of your job, you boss and your company.

 Below is some insight from my book: Career Intensity: Business Strategy for Workplace Warriors and Entrepreneurs.  Please read it and reflect upon it as you make your decision.  Your future is in your hands.  Take control of it now.

There are two types of heroes in this world: Those who die nobly for a cause and those who live humbly for a cause.

My father is the second kind of hero. He worked for IBM for 40 years and his career was a model of loyalty, persistence and durability.

Loyalty is an important quality that was instilled in me by my parents. In growing up, my sister and I were taught to be loyal to God, Country, and IBM – in that order. Our family relocated on a couple of occasions so that my father could improve the scope of his career opportunities within the organization. Of course, decisions were always made in the context of what was best for our family, but nary a harsh word was spoken about the company that put the food on the table for so many years.

Twenty years ago, people would have accepted the longevity of my father’s career as significant but unremarkable. Such tenure symbolized a solid company that had the interests of its employees at heart. Today, when I tell people about my father’s 40 years at IBM, they are astonished. In the twenty-first century, a long career with one company symbolizes the staying power of the individual.

Over the past two decades, we have witnessed a seismic shift in loyalty, in terms of both the loyalty employers show their employees and the loyalty employees feel toward their employers. In effect, both the needs of individuals and the needs of companies have evolved over the years.

The best businesses in every industry are focused not only on how to succeed today, but also how to sustain growth and profitability for the long term. They realize that what works today may not work tomorrow, and that their currently successful strategy may be their competitor’s strategy in the near future. To maintain a competitive advantage, they must have the ability to nimbly move from one approach to another that will be even more effective down the road. Companies live and die by their ability to differentiate from one another and maintain that point of differentiation.

At the same time, the demands thrust on individuals in the corporate world have dramatically increased during the course of the past five decades. As technology advanced the ability to accomplish more with less effort, individuals have been called upon to perform tasks that previously required a team to complete. Processes such as Lean Management, Six Sigma, and Total Quality Management, along with millions of consultants, have streamlined processes to the point where maximum departmental or workgroup productivity can be identified and rapidly replicated. More recently, companies have realized that improvement at the workgroup level is not enough. Improvement or value creation must be taken down to the level of the individual. Throughout this process, the focus has shifted from businesses balancing the needs of their employees against the needs of their bottom lines to a nearly exclusive focus on how the individual can best serve the needs of the company.

Who, then, is ensuring that the needs of the employee are met? Whenever I interview a company executive, I ask him, “Who helps you manage your career and makes certain it is on the right track?” The person whose career has peaked at or below the mid-management level tends to provide an answer that references someone else – human resources, a boss, a mentor, and so on. The highly successful senior manager gives a strikingly different answer – one that reflects an entrepreneurial spirit. He invariably says, “I focus on my own career and development. My future is too important to leave in the hands of someone else.”

When it comes to managing their careers, today’s successful businesspeople – even those in corporate America – are thinking like entrepreneurs. They don’t wait for a road map to guide them or for a supervisor to tell them what to do. They work to increase their individual value and differentiate themselves from their competition by staying out in front of the latest initiatives. As a result of their self-analysis, they continuously adjust and improve their performance. In two words, they implement the practice of Career Intensity. In using this approach, they are rewarded with promotions and advancement. In effect, they are building equity in themselves – and that equity is portable. Unlike my father’s reciprocal loyalty to IBM, these individuals are committed to the companies for whom they work, but their ultimate loyalty is to themselves. This is the reason that, today, a successful individual’s 40-year career is likely to include tenure at multiple companies and a personal competitive advantage gained from focusing on value creation through continuous individual improvement.

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Lisa Haneberg has some good advice and commentary on FORTUNE Magazine’s article on building trust.

Lisa writes: 

“This [article] smacks of Apprentice style management advice - power, manipulation, appearances. Yuck! We need to develop and build stronger, more trusting relationships in business, not more smoke and mirrors, disingenuous flattery, and short cut social strategies.”

Lisa is right on the money.  That type of behavior stinks.  Genuine leadership is rare.  We need more of it.  That is not what is represented in this article.

Lisa truly gets it.  That’s why she is one of my daily reads. 

If you don’t already read Management Craft, you need to.  You should also pick up her latest book – Focus like a Laser Beam.  It’s more straight talk about concentrating on things that are important.

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One of my friends is in the middle of an active job search campaign.   He is a good performer in a mediocre company and he’s ready for a more challenging role. 

This past Friday he was called into his boss’s office and fired for using a company asset for personal purposes.

What was his infraction?  He left a photocopy of his resume on the office copy machine. 

Clearly busted, my friend did the “walk of shame” out of his office Friday afternoon.  He immediately scheduled a couple of interviews for later this week. In this job market, he will find a job quickly. 

His bonehead maneuver robbed him of some flexibility (he may need to take a job that isn’t a great fit, just to have some income). 

The moral of the story:  Organize your job search at home.  Don’t bring anything involved with a job search to the office.  Don’t make job prospecting calls on the office phone.  Don’t use the office fax machine.  Don’t interview on company time. 

It’s just not worth it.

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I was visiting the office of a friend of mine yesterday, and he told me that he’d had a major computer malfunction and his hard drive had possibly been erased. I asked if he had backed up his data. The blank look he gave me answered the question. So I’d like to send out a friendly reminder to back up your important files! Being prepared for a crisis will make it much easier to handle. Additionally, create a schedule for backup and get into the habit of doing it. It doesn’t take long, and if you experience a catastrophe, you’ll be so glad you took a few extra minutes to prepare yourself.

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Sales Killer #4: Not investing time in building rapport. Good rapport builds trust. No one will want to make a purchase from someone they don’t like and trust. Don’t just jump right into a presentation on your product. Get to know your client a bit. (from Entrepreneur.com)

A business owner friend was telling me recently that she needed to hire a graphic designer for some work on a promotions project for her Pittsburgh office. She got a few names from a business partner in the area and sent inquiries off to two of them by e-mail.

One of them responded and provided a link to her Web site and portfolio, then proceeded to ask some questions about the project and the director’s history of projects in the Pittsburgh area. She communicated her enthusiasm for the project and signed off warmly. The other candidate also included the relevant links and stated his interest in the project, but he failed to provide his name at the end of the message—every time he responded.

The director corresponded a few more times with each of them and eventually had to ask the second designer for his name. The work of both designers was solid, and the first charged about 30% more for her work. Who do you think the director chose for the project?

She chose the one with a name, naturally. The second candidate ruined his chances of getting a new client simply by not taking a few extra moments to build rapport with her. Business is about people, and relationships are critical to your career success. Always introduce yourself, shake hands, smile, and attempt to make a connection. If you are working with someone from an office in another city, you need to make even more of an effort to establish some kind of connection. Give your business partner or client a call, sign off warmly, arrange to meet for lunch the next time you’re in town. And always use names!

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A Smart Money print edition interview with Time Warner’s CEO, Richard Parsons, opens with an impression of his office environment, a haven of calm in the middle of bustling New York. This leader’s “famous composure”, reflected in the certainty and solidity of his responses to the interviewer’s questions, is embodied in his working environment.

Does your work space reflect your values and brand image? This will probably happen naturally if you are pursuing your passion. A cutting-edge hardware engineer will most likely surround himself with futuristic fixtures and gleaming gadgets, while a landscape architect might lean toward the organic and tactile. Not only does your working environment, with its spatial flow and visual elements, influence your mood, it also sends out a message to coworkers, clients, and visitors about your vision, aesthetics, and personal brand.

Take a look at your work space. If it could use improvements, in terms of function or feel, make some changes. Bring materials into the workplace that will aid you in achieving your goals. If you want to get organized, devise a filing and storage system that makes sense for you. If getting places on time consistently is your goal, prominently display a clock that you enjoy looking at. Keep your address book on the desk in plain view to remind yourself to follow up with clients and keep in touch. Form most definitely influences function.

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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.

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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.

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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.

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If you’ve got too much going on to handle, ask for help—in the form of a deadline extension, an extra pair of hands, advice, or whatever you need to give you some breathing room. More often than not, people are glad to help and they’ll understand. No matter what, it never hurts to ask. Highly driven people are often perfectionists who want to handle everything themselves, but we’re not perfect, and sometimes we need some assistance. Asking for this help empowers you, so don’t be afraid to do it.

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One of your biggest assets in business is your customers. If you solve their problems and keep them happy, they will remain loyal to you and send new business your way. Here are three easy tips for taking good care of your customers:

1. Listen. An upset or angry customer often just wants to be heard most of all. Give your customer the benefit of the doubt, and listen to what he needs. Don’t interrupt, even if he’s ranting about how dissatisfied he is. Let him vent, and show empathy for his problem. No matter how off base you may think he is, try to understand where he’s coming from.

2. Act. Once you understand the problem, offer a solution. Extend an apology for the complication, and make sure he’s happy with your idea. If you can’t come up with the answer immediately, find out and get back to him as soon as you can. Save yourself and your customer the headache and hassle of letting the problem drag on. Act on it at once, and resolve the matter.

3. Follow up. Afterward, contact the customer to make sure he’s pleased with the outcome. It’s important to make sure the issue was resolved adequately, and this contact is a great time to make amends and get back on solid footing.

Times of customer distress and dissatisfaction can actually be times of opportunity. If you do an excellent job of solving the customer’s problem, you earn points, trust, and, hopefully, long-term loyalty.

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Life is rather like a tin of sardines—we’re all of us looking for the key.
Alan Bennett

The key to life, in my opinion, is that everything you want and need is possible and available. Sure, life is challenging and not without its struggles and problems, but anyone with enough determination and effort can be successful. Wealth, job flexibility, a wide social circle, respect, a rewarding career—all of this, or whatever you want, is available to you if you are willing to take the steps necessary to secure it, if you maintain a positive attitude of perseverance.

Most people want to say yes, and are themselves inspired and energized by seeing positive plans come to fruition. We all love to be a part of something good. If you ask clearly for what you want, you have a very good chance of getting it. We all have our own agendas. The ones who consistently realize their goals are those who are clear, communicative, and persistent in expressing their plans and needs and gathering resources to achieve success. Ask for what you want. You just might get it.

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In business, people are among your greatest resources. I would like to encourage new business owners, those just starting their careers, mid-career professionals considering a career shift, and anyone else who wants to intensify his or her career to seek out the advice, assistance, and wisdom of friends, family, and loved ones. We often tend to pigeonhole the people closest to us into restrictive roles. Ed’s the IT guy, Jane’s the legal expert, and Mark knows everything about insurance. Katie likes chick flicks, Dave’s favorite is barbeque, and Cindy loves basketball. Your friends are most likely intelligent and multi-faceted individuals who have opinions, ideas, and experience in a range of areas. When you spend time with them, open up and talk to them about whatever’s on your mind. You just never know who’s going to have a breakthrough idea to help you tremendously. The people who know you best are huge assets. They can offer insights you never would have considered yourself. Rely on these people for their support and encouragement, and for their sharp thinking in times of need. Not only does doing so help you take big strides forward in your career, it adds depth and meaning to the relationships.

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Here’s another reminder from Business Week to keep it simple:

“Every industry has jargon, or buzzwords, that few people recognize outside of that particular industry. Eliminating any words that are not common language for your audience is a necessary step to making your message easy to follow.”

Your goal is to attract customers and get them invested in your business and services, not to show off your knowledge. You want to avoid communicating in a way that many people will find cryptic. Adopting the perspective of the customer and tuning into his needs significantly increases your chances of success across the board.

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Now is the time to get your resume in front of the best headhunter.  With the economy in transition, there is a drought of great talent.  Here are some tips that can help:

Cold Call – Times have changed.  You can now cold call with at least a little hope of getting a call back.  Send a resume and follow up with a call.  Recruiters need talented candidates.  If you’re good, go for it.

Make a name for yourself in your industry – Speak at industry events.  Get quoted in articles in trade magazines.  Agree to be profiled on the company web site.  These things get you noticed by recruiters and they may even get you noticed by a company looking to hire you.

Agree to run a turnaround for your current employer – Taking a dirty job is a good way to show what you’re made of.  This is also a good way to get the word out in the industry that you are not afraid of a challenge.  Think like a defense attorney who accepts a tough case.  The case may not be a winner but showing guts will be the attorney ten high-paying cases in the future.

Recruiters need talent in order to close deals.  Now is the time to get in the game.

Hat Tip to Career Journal

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We all want to look our best on the job and make good impressions on our business partners. For better or worse, we are judged by the way we dress and look all the time. A study from Psychology of Women Quarterly points out why it’s a good idea for women to refrain from dressing provocatively in the workplace.

“Numerous studies have shown that being physically attractive is beneficial for both men and women. Attractive people are generally assumed to be smarter and more competent. But for women, appearance stereotypes can be more complicated, particularly in a business environment.

‘The first thing I tell clients is that [dressing too provocatively is] the kiss of death,’ said Sandy Dumont, president of the Image Architect, a consulting firm. ‘If you have to flaunt it, it tells people that you’re not qualified and you have to use something else to get ahead.’”

I have spoken to female friends of mine about this topic, and they generally agree that crisp and professional is the way to go with your office wardrobe. Janet, a human resources manager, commented, “You want people to listen to your ideas and take note of you for your intellectual contributions. When you’re looking saucy in the office, you get plenty of attention, sure, but people don’t take you as seriously. I really have noticed that the more provocative your appearance, the less likely people are to see past it.”

Projecting an image of professionalism yields positive results for anyone.

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A business associate of mine in Germany tells me that he and his family will soon be departing for a month-long vacation in Spain. Most of Europe, I’m told, shuts down in August, while the beaches and tourist spots crowd with travelers eager to dig into a fluffy novel, soak up the sun, and completely forget about work. Pretty much everyone disappears for this month, and no one really expects to get much accomplished. It’s a time of fun, relaxation, and rejuvenation. My friend, a senior investment strategist for a large insurance company, says that he puts himself completely out of reach during his four weeks of vacation in August. No e-mail, no cell phone, no contact whatsoever. The result is that he returns with tremendous energy and a completely renewed spirit, not to mention a nice tan.

We can all learn something from our friends across the ocean. The average vacation allotment in the United States is two weeks, which is less than that of just about any other Western country. Time off is similar in some Asian countries, where people are often allowed only one week of vacation. My German friend, in contrast, is granted six full weeks each year. In recent times, some progressive American companies have begun extending vacations, particularly for employees who have worked for them for some time, though two weeks is still standard.

Even though our vacation allotment is measly in comparison to that of much of the rest of the world, many Americans still do not take all their vacation time, feel guilty about missing work, and make themselves fully available to the office when they do take a much-needed break! We take our work ethic very seriously, and, as a result, often neglect our health and well being. I am here to encourage you to take your vacation time and to disappear from the company radar while you’re gone. You owe it to yourself.

Kevin Kelly explains in this Fortune article how important a real vacation is to him. “When I returned to work, I had a vigor that had been missing for months. Years of explosive business growth had worn me out. In the past, I’d not left enough downtime to replenish my reserves. I had found myself increasingly exhausted, which caused me to avoid some important decisions, especially about hiring key personnel.”

The company will be fine while you’re gone. In fact, a well-run company is not so heavily dependent upon one person that it’s going to fall apart without him for a week or two. Take your time, rest, and come back new.

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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.

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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.

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A friend of mine, Eric, was telling me last week about what a great weekend he had just had. Eric is a highly driven person who accomplishes a lot each day. After a particularly productive week, he felt like taking the weekend to unwind and regroup. He told me he didn’t get much of anything done all weekend. Mostly he slept, watched movies, read, and caught up on e-mail to friends. He said that he had almost forgotten that you don’t have to do anything in your free time. Though he usually prefers to get a lot done, he said it was really nice to be lazy and give himself a chance to rest for a change. Eric’s comments are a reminder to slow down and take it easy sometimes. We can’t always perform at 100%. Giving ourselves time to rest usually helps us come back refreshed and do an even better job.

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We all have to deal with difficult people—at work, in the grocery store, on the phone, on the highway. Part of creating a positive environment that increases opportunity and good luck in your life is making people—even those with bad attitudes—feel good or valued. Where is the value in this for you?

However noble their intentions initially, most people eventually end up mirroring negative energy back at senders of negative energy. People with generally questionable attitudes are therefore accustomed to unpleasant interactions. While their bad attitudes are not your problems to solve, you will probably have to deal with them at some point. This doesn’t have to be a bad thing. In fact, their bad attitude can work to your advantage. If you refuse to let their negativity in, if you listen, acknowledge, and help, you can turn the situation around and earn the respect and trust of a person who is usually stingy with giving their respect and trust. That gives you a unique monopoly in his good graces.

For instance, let’s say you’re a waiter faced with a picky and demanding customer whom few can please. Taking care of that customer, with a positive demeanor, might strike him as so rare that he tips you extremely well. (Of course, he might be a hopeless curmudgeon who leaves no tip, but it’s worth the effort to be nice and find out where a positive interaction leads.) A frustrated person is often so relieved to have his problem finally solved that he will reward you with exceptional gratitude, loyalty, or future business. Think of the picky restaurant-goer who will only sit in a particular waiter’s section and who tips generously for the trouble, or the particular business traveler who will only rent from one rental car company. We’ve all been through situations so frustrating that we were desperate for quality service—and deeply grateful when it arrived.

You could do what everyone else does and think of these doom-and-gloomers as a thorn in your side. But you stand to gain business and good experience at being positive and proactive in dealing with difficult people, by doing everything you can to make these interactions positive and productive. Success in business is all about successful relationships. It doesn’t make sense to waste any opportunities available to you.

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When making a request, try first asking for more than you actually want. Let’s say you really need a two-day extension on a project. Ask for a week. If the client agrees, great—you’re a hero for finishing early. If the client is hesitant to grant the request, soften it and ask only for two days. He’s much more likely to agree when presented with a less demanding alternative. Don’t be afraid to ask. The worst he’ll say is no. Winning people over to your way of thinking is an important element of Career Intensity. You have to know how to get what you want while making the other person feel as though he’s getting a great deal.

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Of Business Week’s 10 job-hunting myths, my favorites are:

A long résumé shows that you have lots of experience

Wrong! A long résumé shows that you have a hard time editing for relevance. A short, pithy résumé far outshines a long, boring one.

Recruiters and hiring managers spend a lot of time looking at résumés. Quality, not quantity, is what stands out.

You cannot negotiate an offer unless you’re a senior level muckety-muck

You can negotiate an offer if you’re a part-time file-stacker. The company needs help, and your skills will provide it. I have negotiated terms with high school students—and kudos to them for having the backbone to try. You have to stay professional and friendly, but you can and should continue the offer conversation if the terms aren’t your cup of tea.

You can and should negotiate terms that are not satisfactory to you. You have a very good chance of getting what you want, and even if you don’t, you’ve lost nothing in trying.

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When you feel overwhelmed with things to do, sit down for ten minutes and make a list of all the tasks you need to complete. Organize them into groups of priority: now (today), soon (this week), and later (this month). Arrange tasks within these groups in order of importance. If you find schedules helpful, make one.

Many people find themselves fighting mountains of piffle before they ever get to the most important work. Often this is simple procrastination. Avoid this trap. Do what matters most first. The other work will wait.

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According to FORTUNE, those of you with messy desks might want to tidy them up!

“‘Your office is a reflection of your capabilities,’ Reiter says. ‘Even though a messy desk isn’t a sign of a character flaw, it does tend to give your managers and peers the impression that the job is too much for you to handle, you can’t make decisions, you are not doing the job, or all of the above.’”

For myself, I find that a clean work space fosters clear, focused thinking. Only matters of top and immediate priority occupy the space on my desk—everything else is sorted by priority level elsewhere. Just as having too many goals means you aren’t likely to accomplish any of that, having too many stacks of paper reduces the chances that any of them will grab enough of your attention to earn a quality treatment.

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If you feel immobilized on your path to a rewarding career because of money troubles, make a commitment to solve the problems (or at least make significant progress on them) in the next year, six months, or however long you need. This article on the top ten money issues for singles covers topics we all have to think about: debt, budgeting, insurance, home expenses.

The simplest approach to money management is:

1. Create a budget. Make a list of all your cost areas, including:

• Home: Rent/Mortgage, Phone, Cell Phone, Electricity/Gas, Internet, Cable, Groceries, Homeowner’s/Renter’s Insurance, House Nondurables
• Health: Health Insurance, Doctor/Dentist Visits, Medication, Gym Membership
• Auto: Auto Insurance, Gas, Parking
• Administrative: Postage, Office Supplies
• Personal: Clothing, Restaurants, Entertainment, Gifts
• Savings/Debt Payments

Allocate your income among all these areas and any additional ones you can think of. Put as much as you can toward debt reduction or into savings.

2. Track your spending. Keep all your receipts and bills, and record what you spend in each of these categories. Identify areas where you are overspending, and make adjustments. If you find that hard to do, withdraw a specified amount of cash at the beginning of each week or month for, say, dining out. Once that’s gone, don’t spend any more.

From there, you can make medium- or long-term financial goals and free yourself of something that’s holding you back from success.

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