Month: March 2015

Posted on

I Was The Cloud Before There Was a Cloud!


As you can imagine, I have a lot of resumes in my data-base.  You could say that I have a vast resume file.  After sixteen years in the Executive Search business one would expect as much.  After all, I receive a number of resumes every day, solicited and unsolicited.  It is a part of the job.  So naturally, my data-base continues to grow and grow.
Over the years, I have provided insurance, of a sort, for my candidates.  I cannot tell you the number of times I have been asked by candidates to recover their resumes.  Usually this is due to a computer disaster, but sometimes it was because they were traveling and could not access their resume except through me.   More recently that has not been much of an issue as we can back up our files to The Cloud.  But you could say that I was The Cloud, before there was a Cloud.  Kinda, sorta.  Even so, I was pleasantly surprised to hear from one of my clients last week with a bit of a twist on this need.
From time to time, as a part of my work I have been asked to help senior executives with their resumes.  Usually it is tweaking the verbiage, but sometimes it was a total overhaul.  These folks are usually pressed for time and have become comfortable with my work so it is just easier to call me.  Last week I got an email from one such client.  This is a restaurant industry icon who had just been nominated for a Board Seat.  The Chairman needed to see his resume and time was of the essence.  It had been about five years since I had worked on his resume, so clearly, it was in need of an update.  Not only was there content to add, but the formatting needed a tweak as well.   Did I mention that it was a rush job?  I was more than happy to help him out.  He provided the necessary biographical information and I got to work.  We traded drafts into the night, arriving at a finished product before the final network newscast of the day.   The Chairman had my client’s resume shortly thereafter.  My client was pleased with my work, especially the rapid turnaround.  I hope he gets that Board Seat.  He most definitely should.
It did not register with me at first, but the timing of his request tied in perfectly with last week’s blog posting, which was most interesting.  As you will recall, last week I spoke to the need to make an emotional connection with your clients and prospective employers.  My final point was to ensure that you follow through on your commitments.  Talk the talk, and walk the walk.  What is interesting about the timing of his need was that it gave me the opportunity to validate my own advice.  I did not even give it a second thought.  He needed my help and I was happy to comply.
So there you have it.  If you are reliable and do good work you will always be in demand.  I am certain that you can speak to similar situations in your career that should be a part of your story.  When an interviewer asks, “why should I hire you?” or “what makes you stand apart from the other people interested in this job?” you should be prepared with an equally compelling story.  Have a number of examples ‘top of mind’ to provide a killer answer.  Ensure that your references have their own examples that support your narrative.   Be able to tell the prospective employer just how well you “walk the walk!”

Thank you for visiting my blog.
Your feedback helps me continue to publish articles that you want to read.  Your input is veryimportant to me so please leave a comment.

Jim Weber, President
New Century Dynamics Executive Search
www.newcenturydynamics.com
Posted on

Make an Emotional Connection



For the past few weeks I have been working with a client on an e-commerce start-up.  It has been an interesting assignment, helping install the back office systems and developing a social media strategy.  The fledgling web site is up and functioning but seems a bit sterile to me.  It lacks the necessary excitement and call to action to ensure its success.   It needs to make an emotional connection with the customer.  In discussing this issue with the owner I was reminded of The Banana Republic catalog in its early years.  
When I first became acquainted to The Banana Republic it was via their catalog in 1982.  The Banana Republic had only been in business for about four years at that time.  I was living in Toledo Ohio and they had yet to build a store in the area.  Mel and Pat Ziegler had crafted a catalog that read like a travel diary.  Having both worked in newspapers they knew the importance of telling a good story.  As the Zieglers wrote in their book Wild Company, “we were looking for a third world adventure theme with vintage army surplus clothing which represented character, charisma, and class. “  They had a vision for the company that would convey adventure, heritage, and independence.  At that time the theme was  about military surplus clothing suitable to politically unstable tropical countries, i.e. Banana Republics.   I was hooked.  I can remember how I would read and re-read their catalog like a novel by a favorite author.  They had me.  The emotional connection was made.  Thirty years on, I can no longer relate to The Banana Republic, but there was a time when their clothing fit my style.  I am sure that you can think of one or more similar stories about your favorite brand.
Successful brands are all about building connections with customers and clients that will ensure a long lasting relationship.   In our careers we look for customers who share our values and philosophy, people who need our services and enjoy working with us.  Clients who give us clear and honest feedback, especially when it is negative, are golden.  We strive to build relationships with people who will spread the word about our value proposition.  When a problem arises, as will happen, our clients should know that we will take responsibility to find a viable resolution.  This confidence builds bonds of trust.  So, there are fundamentally two things we must do to establish that emotional connection.  The first is to communicate our vision, philosophy, and values.  Second, we must deliver on our promise.  Talk the talk and walk the walk, so to speak.
Each of us is on our own adventure in life.  Starting a new business or changing jobs ranks right up there.  Sharing your vision in a way that will make an emotional connection with customers and potential employers is still a wise strategy.  Clue them into your journey and make them a part of your adventure.  Share your passion for what you do.  Make them believe that they can count on you when times are tough.  Demonstrate by example how you have built trust on other assignments.   Above all, when the deal is done, ensure that you follow through on the commitment you made.  Deliver on the promise to ensure the bond is solid.

Thank you for visiting my blog.

Your feedback helps me continue to publish articles that you want to read.  Your input is veryimportant to me so please leave a comment.
 

Jim Weber, President
www.newcenturydynamics.com
Posted on

“We Will Sell No Wine Before Its Time”

The Paul Masson brand is best remembered for its 1970s marketing association with Orson Welles, who promised for Masson: “We will sell no wine before its time.” An infamous outtake for one commercial from the Orson Welles campaign features Welles attempting to deliver his lines while very severely inebriated. From Wikipedia.

Recently, one of our best clients called to discuss an organization issue. The leadership  was planning to terminate a key manager who was not meeting the expectations of the job. The partners, however, had different ideas as to how to fill the void to be created. Two of the partners were behind the promotion of a highly respected, but inexperienced employee. The CEO had another point of view, so he looked to me to provide an unbiased, third-party evaluation.  His specific request was for a written report justifying our position.

The client company, a relatively new business, well-funded,  is headed by accomplished industry professionals. They have a proven concept and are moving into a period of rapid growth. In order to be successful it was our view that their key positions must be staffed with self-starters with proof of concept or rely on out-sourced solutions.

Our first reaction was great pleasure to know that our firm was held in such high esteem to be chosen to complete this assignment. Our next reaction was the realization that this request presented risk to our ongoing relationship. We would be touching on the political dynamics within our client’s culture. Our goal is to give the client our very best advice packaged in a way that is useful and accepted by all parties involved, a win-win-win. We were looking for a solution that would be a factual aid to the client’s decision; that would result in meaningful career counsel for their internal candidate; and which would demonstrate our integrity, protecting our long term relationship. After all, isn’t that the goal of any engagement? Especially since we focus on finding solutions that will ensure our clients long-term viability.

Posted on

Multi-Brand Restaurant Enterprise – Growth / Expansion Assessment

ITB Partners has completed a Growth / Expansion Readiness Assessment with a multi-brand restaurant enterprise that is the parent company of one of the hottest new restaurant concepts in the south. The concept is expanding into additional states and materially increasing their total units. ITB Partners was engaged to comprehensively and holistically assess the concept’s ability and readiness to expand. ITB Partners will continue working with the enterprise in some areas.

ITB Partners has landed a new consulting engagement for one of our clients.   As with many of our engagements, this assignment will begin with a Strategic Risk Assessment. The goal of this initial stage is to help the client understand potential barriers that may inhibit the achievement of their business strategy and to offer measures to mitigate such risk.

Posted on

NETWORKING WITH THE ALUMNI


 
 Your college alumni association is an often overlooked networking resource.  Atlanta has a rich alumni culture with representation from Colleges and Universities across the country.  There are even a few local schools with a big following.  It is on full display every Saturday during Football season.  Just try to get a table at a local sports bar.  Not easy to do.  I was reminded of this fact after attending an Alumni dinner this week, hosted by two Business Development Managers from my Alma mater’s College of Business.  These folks were in town on other business and because they are good net-workers, they reached out to a number of local alums.  They offered an invitation to dinner with an update of activities at the College.  Who could resist?   
These events have a tendency to attract the same people and this dinner was no exception.  There were, however, a few new faces, including four alums who had not attended the College of Business.  After a little small talk and a cocktail or two, the ten of us took our seats and proceeded to order our meals.  It was a cozy affair that included two young couples, three more-mature alums, and the protege of one of my peers, Bill, a retired AT&T Executive.  Also in attendance was the Chapter President, a current AT&T Manager and his fiance. 
After the waiter left with our orders, the senior Business Development Manager formally welcomed us and invited each of us to introduce ourselves.  Since I was immediately to her left, I was the first with my brief bio.  I was followed by a young lady who turned out to be an account executive with Career Builder.  Next was Bill, followed by a College of Engineering alum, the junior Business Development Manager, the married couple, and finally the Chapter President and his fiance.  It was a very interesting group which gave us a lot to talk about.  I learned that the AE with Career Builder was calling on many of my clients; that Bill is active in volunteer work helping Military Veterans find jobs; that the young married couple across the table from me are looking to open their own business; and that the Chapter President and his fiance were leaving for the weekend to begin planning their August wedding.  Bill lives near me, so we agreed to get together to explore some mutual interests, especially in connection with helping Military Veterans with their job search skills.

The next day, I fired off my thank you notes and sent invitations to become connected on LinkedIn.  Bill and I scheduled a luncheon meeting next week.  I am confident that the other attendees have been active in a similar way since that dinner.
Many people are a bit surprised when I speak to the value of participation in one’s alumni association to further their networking goals.  It just doesn’t register on their priority list.  But think about it.  The most difficult part of any networking event is establishing a connection with someone.  Can you really think of a networking venue with as powerful an immediate connection?  When you attend an alumni event, you are with people who shared the same college experience.  The hard part is done.  You already have the connection.  I have made some very good friendships which transcend alumni functions.  
Having learned the value of my association with the alumni association I have become a passionate advocate, especially to young alums and recent graduates working to build their careers.  In a major city like Atlanta, seeking out your College Alumni Association should be the first thing you do when moving into the area.  So, to broaden your networking reach give strong consideration to your college alumni association.  Its value should not be underestimated.

Thank you for visiting my blog.
Your feedback helps me continue to publish articles that you want to read.  Your input is veryimportant to me so please leave a comment.

Jim Weber, President
www.newcenturydynamics.com

Posted on

It’s Not Personal. It’s Just Business


It has been a very interesting week.  Most are these days.  It wasn’t because it has been snowing in Atlanta, although that has created its own issues.  No, what made this week interesting was the extremes of networking results we encountered.  My team was reminded that not everyone is a viable networking partner.  That will never change.
While discussing our business development activities I told a colleague about my progress with a new partner.  This contact, John is a referral from an associate who recently joined our team.  John owns a Professional Services Firm whose model is very complimentary to ours.  He is very personable and clearly understands the benefits to networking.  After three visits to explore mutual interests and opportunities, with a handshake, we agreed to work together to exchange leads and referrals.  In fact, both of us have already made connections on behalf of the other.
I then recapped a list of people I had contacted to set up meetings in the coming weeks.  When I got to a specific name my colleague stopped me.  “Don’t expect any help from him.  He is funny about referrals.”  In other words, this person will accept your help, but don’t expect him to reciprocate.  I was a bit surprised, to say the least.  I was fascinated by my colleagues’ recap of several encounters that made his point.
It is a sad part of life that not everyone is interested in the give-and-take of effective networking.  Some people, albeit a small percentage from my experience, are about taking, not giving.  It may be conscious or not, but not everyone is blessed with the networking gene.  It just isn’t in their DNA.  I have seen this phenomena all too often in my work.  I cannot count the number of people who would not give me the time of day when I called on them, only to find that I am their long-lost friend when they need my help.  Clearly, not the norm.  Over time it has been a source of amusement.  I have recognized this to be a fact of life.  It is a cost of doing business.  It’s not personal.  I have long had the policy of helping these “long-lost friends” as best as I can without expecting anything in return.  Punishing bad behavior with equally bad behavior is a poor business practice which likely leads to bad Karma.  It’s not personal.  I took my colleague’s admonition to heart but still plan to follow through on our meeting.  Who knows, it might lead to some interesting intel.
In life, I have learned that I cannot expect everyone to behave to my expectations.  Networking is no exception.  So, when planning your networking activities follow the 80/20 rule.  Focus on those people who are adept at networking and avoid the takers.  Help everyone you can without expectation.  If they do not reciprocate, recognize their behavior for what it is, a cost of doing business.  It isn’t personal.

Thank you for visiting my blog.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so please leave a comment.

Jim Weber, President
New Century Dynamics Executive Search
www.newcenturydynamics.com