Make It Happen

Career Spin Doctor

Is the glass half-empty, or half-full? How you answer will usually brand you as an optimist or pessimist. But is one answer better than the other? Optimists usually are great at envisioning the possibilities, while pessimists can often spot risks well before they occur. Both personality types are critical to the success of a team.

But what about the success of you as an individual? Is your career half-empty or half-full?

Think about how you express yourself:

• Let's find a way to make it work... vs It doesn't work.
• I've already completed half of the job... vs I'm still not finished.
• I'm part-way through my professional certification... vs I don't qualify.
• I want to find time to meet you, let's compare calendars... vs If you want to meet me, it will have to be at 2pm.

Many people don't realize the impact that their optimism (or pessimism) can have on others. Consider the statements above a second time, but think of yourself as the recipient. How would you feel if a colleague answered you one way, vs the other? Individual success is far more likely for the optimist.

This week's action item: Spin doctoring isn't just for politicians or public relations consultants. Take one day this week, and commit that every word that you say - or write - is "half-full." It's better to be known as someone who can make things happen, than someone who knows why they can't.

Note: The Make It Happen Tipsheet is also available by email. Go to www.PersonalBalanceSheet.com/news to register.

Randall Craig
www.RandallCraig.com
www.PersonalBalanceSheet.com/news

Serving Non-customers Profitably

Marcus, every organization focuses on profit first, right? While this is true for the corporate world, it often isn't true in the not-for-profit sector, nor in government. These organizations typically have many different stakeholders, including the communities they serve, donors, regulators, media, and special interest groups. And the goals of these stakeholders move well beyond profitability.

If you have only developed skills to grow sales and reduce costs, then you might be perfectly well-suited for the corporate world... of ten years ago. Just as individuals grow and learn, so do corporations.

Over the last decade, many corporate entities have looked at the not-for-profit sector and recognized that focusing on the needs of a wider stakeholder group is precisely the means to a [profitability] end. At the same time, not-for-profits have changed by learning from the corporate world: many have developed sophisticated marketing and fundraising programs, strong technological foundations, and tremendous management focus. Developing skills beyond profit and loss is critical for personal success in the corporate world of today: relationship-building skills, communications skills, analytical skills, and conflict management skills are but a few.

This week's action item: Identify the stakeholders who you serve. Some will be your "customers", both internal and external: this week, it's the "non-customers" that you want to think about. Who are they? What are their needs? And what can you do to better serve them? Answer these questions, and commit to doing at least one thing beyond the normal. Learn from the not-for-profit world: while you may have clear performance objectives that are related to profitability, success comes from serving non-customers profitably.

Note: The Make It Happen Tipsheet is also available by email. Go to www.PersonalBalanceSheet.com/news to register.

Randall Craig
www.RandallCraig.com
www.PersonalBalanceSheet.com/news

The Long Game

I recently spoke at an event filled with undergraduate business school students. Before heading to the podium, I talked to a student who was to address the group after me; his topic was how to be hired as an Investment Banker. I wished him luck, and asked how he learned about his topic. (Summer job.) I then asked if he had started the field's key professional certification. (No since it was valueless.) Despite whatever he said at the podium, to me this person demonstrated both arrogance and ignorance. How did he see the certification as valueless? And how can a summer job make one an expert?

While it may have been quite some time since your student days, there is a concept -- the Long Game -- that is more relevant as your career progresses. While instant gratification is satisfying, longer-term fundamental advancement often takes much longer. Said another way, Rome wasn't built in a day, and neither should your career.

Long Game activities meet three criteria:

1. an investment in time (and sometimes money),
2. the return will not be instant,
3. the results are sometimes uncertain.

Here are a few examples:

Volunteer at a not-for-profit. Initially you might work at an event, and eventually manage part of it. After several years, you might work yourself up through the committee structure, and eventually become a member of the Board. While there are short-term benefits to your participation, the Long Game benefits might include a broader skill base, a great network, and solid non-work references. Where will this lead you in the future? Unknown - but nowhere but up.

Attain a professional certification: The vast majority of certifications take (at least) several years to earn, and often require academic coursework, self-study, examinations, association membership, and work experience. While your short-term learning might help you in your current position, going through the process will deepen your subject matter expertise, build a network of others with that certification, and result in greater professional opportunities down the road.

Stretch yourself within your role: Why not volunteer to be on work-related committees or special projects? At the beginning, this will help you broaden your skills, but doing so on an ongoing basis develops your reputation for going the extra mile, always contributing to the team, and generally moving the business forward. And once again, it develops your network.

Other Long Game ideas:

* Learning a new language
* Building skills through a hobby
* Starting a small business on the side
* Seeking a transfer to a different country

This Week's Action Item: Choose two Long Game activities and schedule them into your calendar. Don't expect any recognition from others for these activities, but check back in 18 months - you'll be surprized at how far you've gone.

Note: The Make It Happen Tipsheet is also available by email. Go to www.PersonalBalanceSheet.com/news to register.

Randall Craig
www.RandallCraig.com
www.PersonalBalanceSheet.com/news

Secret Sauce

There is no shortage of books, experts, web sites, and computer programs that purport to tell you how to succeed in your job, and often, in life. They exist because of the public's insatiable appetite for self-improvement. When you examine them closely, the vast majority have two things in common:

- Success will be yours if only you follow "the system" to the letter.

- They know nothing about you and your unique circumstance.

Unfortunately, for both of these reasons, many of these resources are of questionable value. If you are unique, how can a generic "system" help you sell yourself? (It can't.)

No one knows you better than yourself, and no amount of generic secret sauce is going to make you successful. Instead, consider these questions about your unique selling proposition:

1) What skill do you have that is better than anyone else's, with the greatest market value?

2) What are you doing to improve that value further?

3) What are you doing to demonstrate that value to your employer, to your family, and within your community?

This week's action item: By all means continue reading, listening, and surfing - after all, you would not have found this Tipsheet article if you weren't doing so! But if you want to get yourself to the next level, it will take more than just reading, listening, and surfing - it will take action. Start by answering these three key questions.

Note: The Make It Happen Tipsheet is also available by email. Go to www.PersonalBalanceSheet.com/news to register.

Randall Craig
www.RandallCraig.com
www.PersonalBalanceSheet.com/news

How can you do better at job interviews? It's not about being "lucky", nor is it about winning a beauty contest, it's about preparation, presentation, and perseverence:

1) Fish where the fish are: Only apply for those positions where you have a strong chance of success. Energy wasted with pointless applications can best be applied prepping for interviews where you're in a position to win.

2) Research the company and the industry: Learn about industry issues, the corporate structure and priorities, and the jargon. You'll look more like an insider if you do.

3) Research the corporate culture: Is it aggressive and cut-throat - or supportive and nurturing? The interviewer will be on the look-out for a match - and so should you.

4) Identify the problem that they are hoping to solve: If you know why they are hiring for the position, you will be able to quickly describe your experience to solve it.

5) Rehearse. Like any skill, the quality of your interview will get better with practice. But don't memorize your answers to so-called standard questions - customize them for the situation.

6) Know your stories: Every phrase on your resume should connect to an example story that is relevant to the interviewer. If you can't recall the details behind the words on your resume, then you have no right being there in the first place.

7) Get a good night's sleep: This will improve your processing power during the interview, and help prevent that "tired" look.

8) Dress appropriately and be well-groomed: Learn about the standard workplace attire. Don't dress too informally, or this will reflect poorly on you. Yet don't dress too formally, or you will appear haughty - and you may embarrass your interviewer. If you can, use a mirror for a last-minute check before you go in to the interview.

9) The interview starts in the elevator: It continues with your introduction to the reception, and in the walk to the interview room. It ends when you are safely out of eyeshot (and earshot).

10) Answer the first question well. Usually, the first question is "tell me about yourself", and is designed to make you feel comfortable in the interview. Don't give too detailed a history, but highlight the accomplishments that you are most proud of, which are also relevant to the situation.

11) Follow-up. Whether it be a simple thank you, a more detailed elaboration on an issue, or several questions that you need answered, following-up shows that you are engaged in the process, and remain interested in the outcome.

This Week's Action Item: Did you think that these tips only applied to a job interview? They are relevant every time you need to sell an idea to a colleague, supplier, or client. Look on your calendar for your next important meeting, then go through this list to make sure you're in a position to win.

Randall Craig
www.RandallCraig.com
www.PersonalBalanceSheet.com/news