Category: Blog

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Small Changes, Big Results


I am up to my neck in work.   I have a full-plate of search assignments and a consulting gig.  I have a major presentation to deliver in September.  I am talking with a client about beginning a C-level search. That is the good news!   The bad news is that I am six months behind on some tasks, like completing my expense reports, and three months behind in balancing my accounts.  Am I worried?  No!  I learned a valuable lesson (not sure when) that eliminates the stress of dealing with past due work.  Now, don’t misunderstand, these tasks are not customer related.  They are merely administrative; important, but not urgent.   The secret I learned and came to embrace is that a little effort, over time, can support big results.  By investing just ten to twenty minutes a day, I will be back on schedule.
You may be wondering why I am completing expense reports given that I own my business.  Well, honestly it is a hold-over from my corporate career.  It is a useful discipline that I have maintained in my executive search business.  Quick Books allows me to print out weekly expense recaps which make it easier to compile my expense report.  Of course, those reports do not include cash expenses or mileage.  
I have learned that investing a few minutes a day on important but not urgent tasks improves my effectiveness.  It might not seem like much, but, I continue to become more productive.  It is far better than procrastinating until one is forced to make an investment in time to tackle the issue.  When I look back, I am reminded of a habit I developed early in my career.  I began each day by reading a chapter of a non-fiction business book, or the Wall Street Journal.  That practice helped me steadily advance my career.
Not long ago, I took some advice from Bill O’Reilly, the host of The Factor on the Fox News Network.   Mr. O’Reilly caught my attention when he suggested that a glass of water with a lemon wedge before every meal would help prevent overeating.  It was not the first time I had heard that, but I was receptive to the idea.  I had lost control of my weight and knew I must make some changes.  I tried it, and it worked.  Creating that habit was a small step.  It led to additional dietary changes.  Over time I shifted toward more fruit, vegetables, and protein.  These adjustments have allowed me to maintain my weight without spending time in the gym or on crash diets.  Significant changes begin with a single step.   
Last week I met a CMO, who  noted that I had recently published my first book.  He asked me how long it took to write.   Somewhat tongue-in-cheek, I told him that it took five years of weekly blog posts.   The book did grow out of my Blog, so my response wasn’t entirely facetious.  My colleague Stan, and I have a running joke about ideas for his book.  I ask him why he doesn’t start by writing a blog.  He tells me that his working style is to sit down and bang it out all at once.  I just laugh.   We both know he is too busy to block out that amount of time, so I keep poking him.
In my view, productivity improvement is all about replacing less than optimal work habits with more productive behavior.  Technology is very helpful.   The voice to text service on my landline eliminates the need to check my voice mail box. Using the “rules” option in Outlook helps me organize my email by topic, client, and assignment.  It is another valuable time saver.    My iPhone has been a major productivity enhancer.   Now I need to find an app to integrate my mileage and cash expenses into my Quick Books account.   If I can eliminate that irritant, well, you get the idea. 


Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

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

Jim Weber, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search

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Conflict Resolution 101

I was talking with a friend this week, well listening actually.  He was venting about difficulties he was having with a client.   He was agitated.  It seems the client’s demands are beyond their agreement.  Meeting their needs is taking time away from other, more substantial clients.  He said that he needed to find a way to end the relationship and move on.  No value judgments here.  Finally, he asked me how I would deal with this client, based on my experience.  “How do you handle conflicts like this, Jim?”  I quipped that I preferred a flanking maneuver over a frontal assault.  In other words, find a way to finesse the situation.  Look for a win-win outcome.  Then I explained that I liked to step back, confer with colleagues, and take the time to craft the proper response.   That seemed to make sense to my friend, and we moved on to other matters.       
 
Later, our conversation got me to thinking.  Building a productive business relationship requires an investment of time and energy.  Protecting those relationships is fundamental to success.    How does one protect that relationship  if conflict develops?   So much of our contact today is via email.  Communication moves very fast.  It is easy to misinterpret one’s intent.  Often,  we don’t take enough time to evaluate the tone of our missives.   It is easy to talk past one another and raise the ire of the reader.  Consider the crass language one encounters across social media sites.
 
Early in my career, back when we had secretaries typing our memos, my boss continually reminded me that the written word, by its nature, tended to be cold.  It is all too easy to misinterpret one’s intent and to take offense.   He coached me to be careful with my tone to ensure that my message was accurately received.   Believe me; I needed the coaching as I carry the “snarky” gene.   I haven’t always followed his advice, but when I have    the result is always better.  I have had situations with clients that were going in the wrong direction, possibly to a dissolution of our relationship.  In very few cases a divorce was the best outcome, so I let it happen.   Usually, the association was too important to lose.      
 
I have found that conflicts can be resolved by whatever media one chooses, mail, phone, or face-to-face.  My preference is via phone or in person as we all tend to behave better and can assess the other’s emotional response.  Often a two-step process can be effective.  I like using a dispassionate email to outline the situation and then request a phone conversation or personal meeting. The important point is to step back, cool off, and get the perspective of a trusted colleague.  Never respond in the heat of the moment, unless you want to end the relationship. Even then, terminating a relationship has consequences.   Your reputation is at stake. However, that is a topic for another post.      
 
In a recent situation, following this process, I presented the facts from my perspective.  Based on those facts, I outlined the strategy I was following.  I did not make any attributions to the other party as to his intent, motivations, or the validity of his position.  At best, that would have been speculation which would further inflame the situation.  I did suggest some actions that would put the project back on track, and invited the other party to schedule a phone conversation.    The outcome was the win-win situation I had hoped for.  The project was put back on track and successfully concluded.
 
Our actions have consequences which impact our reputations and livelihood.   Resolving conflicts require a cool head and a good plan.  You must keep your emotions in check even if it means biting down hard on your lip.  Remember Steven Covey, seek first to understand.  Let the other present their position and suggestions to resolve the impasse.  Repeat back their statements to ensure that you understand their concerns.  Make your points while working to find common ground.    Most of all, never, ever respond to any email or voice mail message while you are angry. 
 
 
 
Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

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

Jim Weber, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search

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Current Search Assignments

1. GM, Private Club based in Southeast,  Confidential Search:  New
2. Director of Business Development, Atlanta-based B2B Professional Services Company: New
3. Training Director – Southeastern-based Restaurant Group:  New
4. Senior Accounting Manager – Atlanta-based Manufacturer.  New
5. Controller – Orlando, FL-based Restaurant Company:  New

For more information, contact Jim Weber:  JimWeber@NewCenturyDynamics.com

Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is important to me so; please leave a comment.Anchor
Jim Weber, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search

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Beginning A New Job

Beginning a new job is exciting.  So it was for me this week.  I began work for a new client, a small but established professional services company.  My sponsor and I have been talking about this project for three years, and now we are on.  The client employs about 20 people.  They are dealing with the same issues and stresses faced by most small businesses today.   The competitive landscape is changing, along with technology, and the needs of their customers.  I have been hired to help this company build and manage an internal recruiting and selection function.  In the past,  whenever they needed to hire someone their recourse was to use external recruiters,  at great expense.  The client understands that their recruiting and selection function is not working.  It is not supporting the needs of the business.   There have been too many misfires.   
When starting a new project, as with any job, it is a good idea to get to know who you will be working with, how they view the business and the capabilities of the organization. It is just basic onboarding.  It is important to build relationships with key team members.   It is important to understand the decision process so recommendations are well-received, without distraction from protocols one doesn’t understand.  It is important to know the technical capabilities and limitations so that recommendations will have validity. 
This first week was about cultural immersion and learning their management style.  I was encouraged to attend the Monday morning staff meetings where the team updates current projects.  Later in the day, I  discussed my assignment with the Executive Steering Committee to ensure that we are in agreement on goals and deliverables.  The client currently lacks a Director of Business Development.   Filling that position is my first milestone. 
During the remainder of the week, I spent time with the individuals on the team.   My client wants to ensure that the team understands my objectives to be clear that their jobs are not at risk.  I want to understand the culture so as to learn how things are done in this company.  I also want to learn their capabilities around social media in support of their recruiting efforts.   
Everyone was very friendly and helpful; however, some were more guarded than others.  They want the company to be successful and to share in that success.  Some of the employees have been with the company for over ten years, with a few over 20, and one over 30-years tenure.  Then there is the other half of the team who have been with the company three years or less.  A few of the employees have only six months’ time on the job.  The culture is changing, but full alignment still needs to be achieved.  There is some concern that the company is falling behind technologically and that they could be more efficient.  Since they work on a project basis, there are issues around communicating updates.  The reporting structure is another opportunity which is understood by the client.  
I thought this would be a fun and exciting project when I accepted the contract, and so far that seems to be the case.  By the end of the week, I had talked with all but four team members and had completed the communication plan to begin the search for the Director of Business Development.   I have a better understanding of the client company and how it works.   Getting off to a good start on any new job or assignment certainly improves the likelihood of a successful engagement.  Based on my assessment of this week’s work, this project is right on track. 
Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

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

Jim Weber, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search

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Resume Fundamentals, Summarized


Your resume must be interesting, easy to read, and user-friendly for digital (i.e. email) transmission and retrieval if you are to be considered a viable job candidate.  To be viewed as a savvy professional, pay attention to the details.  Put your recipient’s needs first.  The following bullet points will set you apart from the rest of the pack.
Make it easy to put into the recipient’s database and retrieve.
  • Your resume file name should put your last name first, and then first name and date.
  • Use File/Properties menu option to list keywords and other data to make it easy to find. 
  • Use appropriate keywords in the body of the resume.
Make it easy for the recipient to read.
  • Use header and footer function to retain continuity.
  •  Use Table function to hold formatting for Employers, Job Titles, and Dates. 
  • PDF is the best format for integrity in transmission. 
  • Adjust typeface; larger for headers, 14 to 16 pt. 
  • Use 12 pt typeface size for the body of the resume, larger for headers. 
  • Use spacing to break up career experience and to transition from different formats. 
  • Use underlining to separate Employers
Make your resume fun and interesting reading;
  • Use an Executive Summary at the beginning to set the stage. 
  • Use paragraph format for Career Summary, and Job responsibilities.
  •  Italics font for job responsibilities will make the resume more interesting to read. 
  •  Use bullet format for accomplishments and skill sets.
  •  Use bold and underline functions to make headers stand out.Give a brief description of each employer and the purpose of each position.
Make your resume Professional:

  • Leave off Personal interests and “references available upon request.” 
  • Use industry specific terminology. 
  • Accomplishments should be predominant 
  • Executive/Career summary must address your  Functional discipline, the level of accomplishment; and industry/segment expertise. 
  • Give a short, one-line explanation for employer changes.
Make it Easy to contact you:

  • Cell phone and email addresses are required.  
  • The home mailing address is unnecessary  
  • Make it smart-phone friendly.

Failure to follow these basic principles will prevent you from getting out of the starting gate.  A great resume will not guarantee that you get the job.  It is, however, the price of Poker.  The ante, if you will.  Once you have a solid resume product to present it will become easier to create alternate versions to be used in more specialized situations.  Your resume will become the template for other documents you will need in your searches, such as a short biography, cover letters, and a key accomplishments handout.  This is a task where professional help is readily available.  You will have no trouble finding competent professionals to help you if needed.

Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

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

Jim Weber, President
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search

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What Is Your Story?



I’ve been spending a lot of time pouring through resumes this week.  It has been a disappointing effort.  It hasn’t been disappointing because the quality of candidates is poor, far from it.  It hasn’t been disappointing because the formats are poor, generally speaking, they are fine.  It hasn’t been disappointing because the candidate’s contact information is missing either.  Well, one resume was missing an email address.   They are disappointing because the content was poorly structured and tedious.  The prose lacks critical information making the resumes less than compelling.  It also costs me more time!   Looking at resumes is fundamental to my work.   I see a lot of them.  It’s the resumes from two current assignments that are giving me angst.

One of my searches is to find a new Financial Controller for a small, but successful company.  The job specs call for someone with Controller experience in the restaurant industry.  Many of the candidates have experience with companies I don’t recognize.  No problem.   I don’t know all of the employers in the market.   The problem is that these folks do not provide a description of their employers.   Their resumes lack company revenues, product lines, years in business, and industry sectors.   This is a problem because it makes the reader’s job much more difficult.  The other problem is that these resumes don’t make  a clear distinction between roles and responsibilities and accomplishments.  That creates, even more, work for me.  I might not like reading resumes that are poorly constructed, but I know from experience that good candidates don’t necessarily have the best resume.  I have also seen excellent resumes from candidates I would not present to a client.  I will invest the extra effort to find viable candidates for my client.   On the other hand, I am confident that many of these poorly constructed resumes are going into the circular files of other recruiters.
Also at this time, I am working with a Senior Executive to help him craft a new resume and rebuild his LinkedIn page.  He is a smart guy who knows that he needs help.  He is willing to hire a professional to solve his problem.  His issue is similar to those of my Controller candidates as he doesn’t showcase his accomplishments as distinct from his job responsibilities.  His biggest issue, however, is that his verbiage is confusing and doesn’t position his capabilities appropriately.   I will fix his resume and dramatically improve his digital presentation.
We all know that recruiters and software quickly scan resumes. Job Seekers have precious little time to make an impression that will lead to an interview.   Putting extra effort into the quality of your resume is vital to your success as a job seeker.   Make sure to provide a short sentence that describes your employer by industry segment, sales volume, and whether it is public, private, or a PEG portfolio company.  Provide a short sentence or two to describe your job responsibilities.  Use bullet points to list your accomplishments at each job.  Also, it can be very helpful to mention the circumstances for leaving you employers.
Your resume is not just a job history; it is your career story.  By describing each employer, your job responsibilities, and accomplishments your story is revealed.  Your strengths and interests become evident.  In all likelihood, you will find a common theme to your work, your positioning statement.   You will become a compelling character in your play, stimulating interest on the part of the reader.  
Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.
Your feedback helps me continue to publish articles that you want to read. Your input is important to me so; please leave a comment.
Jim Weber, President
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Wantrepreneur:



Do You Have What It Takes To Be An Entrepreneur?

Business is picking up, and so are my networking activities.  Of course, a lot of my networking lately is about creating “buzz” for my new book, “Fighting Alligators.”  Perhaps, you have heard about it.   Creating buzz is an indirect way to attract new searches, consulting business, and help those people between jobs, so it is all good.  One recent networking meeting was brokered   by my friend Brownell who has been very helpful in the process of publishing my book.  Brownell introduced me to Mark Myette.  Mark is also in private practice as an Alternative Career Coach.  He helps people determine if they have what it takes to become an entrepreneur and guides them through that process.  He published his first book, Wantrepreneur, in February.  Brownell surmised that our work is complementary, so she thought we would be able to help each other.   


Mark and I scheduled an early morning meeting last week for breakfast at his club.  As we are both Fortune 500 refugees with similar entrepreneurial pursuits, we connected immediately.  We began by exchanging background information and our connection to Brownell.  I told him about Fighting Alligators and its underlying thesis, and he presented the theme for “Wantrepreneur,” which he described as the “One Minute Manager” version of becoming comfortable with franchising.  The book’s subtitle is “Do you have what it takes to become an entrepreneur?”      Wantrepreneur is a clever bit of “word-smithing” that speaks to people who would like to be their own boss, but can’t or don’t know how to get started.  Mark’s book dovetails nicely with Fighting Alligator’s message about building a career in the “New Normal.”   


To say that it was a productive meeting would be a gross understatement.  Mark gave me a copy of his book and an intelligent bookmark he created as a marketing tool.  He confirmed my thinking that the opportunity for speaking engagements would increase significantly now that I am published.   We explored ways to collaborate, and help each other.  Some follow-up steps were discussed and confirmed.     



Over the next few days, I made a point to read Mark’s book.  He was right about the reference to the One Minute Manager.  Wantrepreneur is a short read, but very much to the point.  Much of the book summarized the current employment statistics and trends in small company formation and related career opportunities.  He also broke down employment by industry sector with each sector’s contribution to GDP.  He went on to talk about the general dissatisfaction many people have toward their jobs, especiallythe middle-aged.  These folks are not happy with their careers and want to find anew situation, something more fulfilling.  I am confident that job security is a major part of their angst.  Mark spoke to an epidemic of addiction, depression, and suicides among this group, rooted in economic despair and hopelessness.  People are looking to create a better life by “doing their own thing.”




The remainder of Mark’s book is about defining alternate career options, including entrepreneurial pursuits, so the reader can better understand each path.  Finally, he presented a template to assist in determining one’s suitability for those options.    


Mark did a thorough job describing the New Normal, without getting into cause and effect.    The current economic situation is part of a much larger transformation as we move further into the Digital Age.  Traditional employment is in a state of flux.  There is no going back to an earlier time.      Understanding the current playing field and one’s options is a critical first step to building a successful career in the New Normal.   Wantrepreneur is an excellent companion to Fighting Alligators, which I recommend to anyone who is serious about managing their career.  Wantrepreneur by Mark Myette is available on Amazon.com. 


Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.


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
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search
www.newcenturydynamics.com

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LITTLE THINGS CAN MAKE A BIG DIFFERENCE


By this time, you know that the inspiration for my posts come from my actual experiences.   When I encounter three similar situations in the same week, that usually becomes the topic of the week, and so it is with this week’s post.  A lot has probably been written about business lunch etiquette and the protocol of payment.  It may seem like a little thing, and to some extent it is, but the ritual of paying for a business meal is important.  A little faux pas in this connection can easily turn a productive meeting into a questionable situation.  Furthermore, all other things being equal, fumbling this event can become the difference between closing the deal, or not.  This week I experienced one of those situations and it gave me pause.

Among other events, I had three luncheon meetings scheduled this week.  One I called to talk with a friend who has been helping me launch my book.  The other two were with people who wanted my help.  One is a good friend and networking contact, the other a referral from a friend.  In the first case, actually the last meeting of the week, I needed some additional information from Brownell, an experienced e-book author who knows her way around Amazon.com.  I wanted to confirm one final bit of information.   She is moving away from the Atlanta area in a month, so all the more reason to treat her to a nice lunch.

The first lunch of the week was with Don, a referral from another friend.  Don is in his early-fifties and having difficulty finding a new situation.  As he was in town on personal business, we decided to meet for lunch and to include my business partner, Stan.  Don reached out to me, looking for my help and advice.  Now, I was not expecting Don to buy me lunch, but I was a bit surprised that he did not offer to cover his portion of the tab.  His decision to stick me with the check was a blemish on the meeting.  Granted, it was a little thing, but if our situation was reversed, as with Brownell, I would have gladly paid for lunch.  Little things speak volumes.

The third meeting was a late breakfast meeting with my friend Charlie who reached out to me.  I have not seen Charlie in a few years, but we are connected on LinkedIn and Facebook, so we have not lost contact completely.  Charlie saw that I was near the publication date for my book and called me up to schedule a meeting.  After a good breakfast and a complete debrief on the other’s activities since our last meeting, we got down to business.  To make a long story short, Charlie is involved with a cloud-based training and development company which he thought would benefit me in my efforts to market my book.   He was also looking for some introductions to help him with another consulting project. When we completed our discussion, Charlie grabbed the check.   I asked to at least share the bill, but he would have none of that.  Charlie is still the class-act I have always known him to be.  Needless to say, I got right to work making the connections we discussed.

When you are working to build a business relationship remember that you are being evaluated by the other party.  People want to know that you are professional, competent, and trustworthy.  They want to have confidence in your integrity.  They want to ensure that an association with you will not reflect poorly on them.  Rest assured that little things will make a big difference.  I learned this lesson the hard way, fortunately for me, while I was still a young aspiring professional.

The simple rule of thumb is “he who calls the meeting picks up the check.”  If in doubt, offer to pay your share of the bill, or pick up the tab.  Don’t leave your luncheon partner in an awkward position.  If you do, an otherwise useful   and productive meeting may become a wasted effort.  Little things can make a big difference!

Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

 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
Author of: Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search
www.newcenturydynamics.com

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Your Elevator Pitch


This past week was very busy; most are, but this was a particularly active and productive week.  I moved three Plant Manager candidates forward to interview with my client; I had two one-on-one networking meetings, one group networking meeting; and one after hours networking meeting also known as poker night.  Okay, I lost $25.00 by staying in too long with questionable hands, but we all had a great time!  I also sold a few copies of my book, “Fighting Alligators: Job Search Strategy For The New Normal.”  So, it was a good week. 
The highlight of my work week was the larger group networking meeting. As networking meetings go, this event was about what you would expect. I met some fun and interesting people and one guy that was clearly there only to hang out with his friends and drink beer. The most important aspect of the event was the interaction with my new coaching client who came  as my guest.  I was able to observe her in a networking environment and assess her skills.  I was not surprised to note that she was poised and comfortable in this setting.   I did learn something very important, which she actually revealed to me.  My client letscall her Carla, is a senior level business development executive for a major marketing research company.  Now, I have been around marketing research my entire career, so I know her segment.  I must admit, however, that I was surprised to find that so many people in the room were completely clueless about her work.  She asked if I noticed people’s eyes glazing over when she told them about her occupation.  I had noticed the difficulty people had to makethe connection.  You might say that we experienced on the spot marketing research.  We agreed that she needed to craft a more effective elevator speech.
An elevator speech or pitch is an introduction meant to summarize your business or occupation in about 30 seconds.  The point is to start a conversation and generate interest.  This is fine as far as it goes, but you want to be remembered so that a follow-on conversation will occur.  Making an impression and generating a deeper dialogue, especially in a group networking event requires a unique and compelling message.  It must generate an emotional response.
All networkers know that your elevator pitch must include your name, occupation, or your business.  It should also include your company’s unique selling proposition as compared to the competition.  So far, so good.  The best elevator speech, in my opinion, begins with how you help your customer and the benefits they receive from your product or service.  Do well at this step and your networking partner will gladly listen to further details. The essence of my pitch is that “I put good people into great jobs.”  I say this even before I tell them the name of my company or that I am an Executive Recruiter. Upon hearing this, people are hooked. They want to hear more!  I have  variations on that message that I save for different audiences in different venues, but I will save those for now.
My pitch tells my audience or partner that the service I provide has the benefit of matching good people with employers who need to fill great jobs.  It presents the benefit I offer. It is unique and interesting.  It captures the imagination.  People naturally want to hear more. Once I have them hooked, I  can fill in the details, including the segments I work and the type of occupations I place.  My variations are more amusing and colorful, but every  bit as effective. 
Anyone can deliver a well-craftedelevator pitch. That is hardly the issue. To be unique and interesting, to stand out in the crowd and be remembered takes a little more effort.  I suggest that you focus on the benefits you provide, the problems you solve, and what you do to help people, with their problems.  Adding a bit of passion and a dash of humor will seal the deal.  Once you have set the hook, you can fill in the details and schedule a follow on meeting.
So, what would be a more compelling elevator pitch for my client?  Her job is business development.  Her Company conducts primary marketing research for their clients. The point of marketing research is to help brands sell more of their products and services to existing customers;  attract new customers for their existing products and services, and to develop new products and services for new and existing customers.  Fundamentally, Carla, helps her clients attract more customers who will trade with them for life.  Wow, I may have just written her elevator pitch!

Thank you for visiting my blog.
I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

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
Author of:  Fighting Alligators: Job Search Strategy For The New Normal
New Century Dynamics Executive Search
www.newcenturydynamics.com

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Failure-Lab

When someone in your network, especially a friend and collaborator, asks for help or support, you comply.  So, this past week,  I trekked down to Georgia Tech with another friend to attend Failure-Lab Atlanta.  It was a very different kind of evening listening to people describe significant failures they experienced on their journey to success.  Six personal testimonies were presented without judgment or analysis, separated by live musical performances. The stories ranged from the tragic to the hilarious. Some were more emotional than others. They included themes like a personal betrayal and ignoring one’s inner voice.  Many included a heavy dose of helplessness and guilt.  Half of the stories were about personal relationships, with the balance about business failures.  One intertwined the personal with the business.  Of course, in the end, failure is very personal.  I am confident the audience could relate to many if not all of the presenters.  One can only  guess at the courage it took to share those stories with complete strangers.  It must have been a positive experience for the presenters.

My friend, Brownell,  who invited me, was the lead speaker.  She is launching a children’s book and is in the process of raising money via crowdfunding.  She really did not speak to any of her personal failures but recited a poem she had written in connection with her latest project.  Actually, the poem is the entire book.  The gist of her poem is about personal growth and development throughout one’s life.  It asked the question, “what will we do when we stop?”  In other words, will you have fond memories of the life you lived or regrets for the choices you failed to take?  She set the stage for the stories to follow.

The other presenters can be described as follows:

  • The Restaurateur
  • The Tough-love musician
  • The Lady with a start-up and a newborn.
  • The Lawyer cum Politician
  • The King of Pops
  • The bi-polar lady

Separating the story-tellers with musicians was brilliant. Whereas these stories were mostly sad and depressing, the musicians lightened up the mood. They were awesome, like an emotional palate cleanser.  Other than a rapper who performed to recorded music, the musicians were folksier, supported by acoustic guitars. But even the performers were conveying their own messages about overcoming failure.

From the Failure Lab Website:  “FAILURE-LAB  was founded in 2012 by a group of professionals in West Michigan to eliminate the fear of failure and encourage intelligent risk taking. We showcase storytellers and entertainers who share personal stories of failure, publish crowdsourced lessons, and instigate discussion.”  “Story-tellers and entertainers recounting their most memorable brush with failure. The audience is encouraged to share their thoughts on Twitter, using #failurelab during the performances and between stories.”  The founders thought that by sharing failures, having a discussion, and investigating lessons learned people would become more comfortable taking  calculated risks. Failure-Lab is meant to be inspirational.  The  goal is to create a sense of community, learning from other’s mistakes.

Failure-Lab is an interesting concept with broad application.  Shows are being performed across the country and abroad.  The message is that failure or rejection is just a step along the road to success.   Successful people understand this principle.    The owners of the concept have a consulting arm as well.  Their mission is to help organizations and individuals remove roadblocks to innovation, collaboration, and creative thinking.

People who are in a job search can certainly relate to failure, at least in small doses.  Sales professionals deal with rejection constantly.  It is just a part of the process.  Failure is a fact of life.  Learn to embrace failure as a stepping stone to success and keep moving.  Look for a Failure-Lab event coming to your community and make plans to attend.  Bring along a friend or two.  You will be glad you did.

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Jim Weber, President

New Century Dynamics Executive Search

www.newcenturydynamics.com