ITB Partners – Management Consultants
Our Business is Your Success
Join Us for the April Atlanta BENG Chapter Meeting
featuring Erica McCurdy, MCC, Member of Forbes Coaches Council is the Managing Member of McCurdy Solutions Group, LLC.
Tue, April 9, 2019
7:30 AM – 9:30 AM EDT
Erica will be presenting:
Not every problem has a solution
I’m reading Strategic Connections, an interesting book about networking recommended by a friend. So far, I have found it to be insightful. This past week I came across the author’s list of the 10 biggest mistakes members make. It was amusing and to the point, but sadly truthful. I thought those insights needed to be repeated. However, I’d take a different tact and make the point more positively.
If you plan to join a networking group do so with a strategy in mind. What are you looking to gain from the relationships you develop? Is it for professional development? Or, maybe your intention is to generate more customers. Then again, maybe it’s just for fun and fellowship around your favorite hobby. Whatever your objective, be clear about your expectations and make a commitment to the group. Otherwise, membership is pointless.
So, you’ve joined a networking group. Now that you’re a member, plan to enjoy the full benefits of that association. Your first objective is to become an active participant. Make a commitment to attend every meeting you can. Arrive early and leave late. Don’t come to hear the speaker or enjoy the breakfast and leave. If that is all you want from the group, save your membership fee. You can eat breakfast at home and watch the subject matter on YouTube. But, don’t expect to get any referrals for new opportunities.
Attend the meetings with the intent to be remembered. Stand out from the crowd. An easy way to stand out is by the way you dress. Ladies may wear a distinctive piece of jewelry. I know gentlemen who’ve established a persona by wearing a vest. A vest is stylish, but not commonly worn and will get attention. I like to wear shirts with French cuffs, even if I’m not wearing a suit and tie. Women often wear distinctive pens or scarves to be different. Flag pens, company pens, or even pens from civic associations are noticeable. These ideas also serve as conversation starters. Having a distinctive style is a good start, but you still won’t be noticed if you stand in the corner by yourself. Get into the crowd, mingle, introduce yourself to a stranger. Ask questions of the presenter.
The second broad theme is to interact with others. Don’t hesitate to walk up to a group and introduce yourself. After all, it is expected. It’s the point of networking, meeting people you don’t know to expand your network. Join in the conversation. Show interest by asking questions. That’s how relationships are formed. Don’t spend your time talking exclusively to people you already know. If you find someone standing alone in a corner, go introduce yourself. Often, you’ll find these folks interesting, albeit on the reserved side. And while you’re interacting, focus on important topics relevant to the group. Save discussions about the weather and sports for other occasions. If you’re new to the group, try to learn about their culture, norms, and protocols.
The final point is to become involved in the group. Look for opportunities to demonstrate your competence and leadership skills. Take on an assignment to help the group. Recently, Paula a member of ITB Partners volunteered to organize a Speed Networking Event, over cocktails and hors d’oeuvres. The event was a big success. Paula was recognized for her initiative. You may volunteer to speak on an important topic or serve on a committee. If your group meets for breakfast, organize an after-hours cocktail party. Show your commitment and your ability to plan, organize, and follow through. These activities demonstrate your competence, leading to more referrals.
Networking is the most effective way to land that new job or to expand your business. Approach the concept with enthusiasm and a plan. As with any skill, networking can be learned. With a little guidance and practice, you will gain confidence. Confidence leads to credibility and credibility leads to opportunities.
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ITB PARTNERS
I recently attended an after-hours networking event hosted by Chad, a longtime friend. Over the past ten years, Chad has assembled a group of professionals who enjoy cigars. My kind of people! His networking events are held once a month at cigar friendly venues around the area. I believe I attended his kick-off event but haven’t been able to participate on a regular basis due to other conflicts. Most notably my monthly poker game. Chad’s strategy is to concentrate on building relationships first, with talk of business somewhat subdued. Business cards are exchanged by request only. I like his style. This is as it should be.
Chad’s most recent gathering was at a cigar friendly steakhouse in Buckhead. Chad had reserved a strategic location in the bar area near the live entertainment. It was a diverse group, including a few couples and two single women. There were IT folks, a few from the medical field, a realtor, a marketing director, and a lawyer and his wife. We were all about the same age and dressed in traditional business attire.
During the evening, I had other interesting conversations including one with the female marketing director. Let’s call her Carol. She arrived a little later than I and greeted the regulars before taking a seat next to me. She introduced herself and we struck up a conversation. Naturally, her first question was about my connection with Chad. I explained that we have known each other for many years and that I am on the group’s mailing list. I asked her the same question and went into full executive recruiter mode asking follow-up questions to keep the conversation alive. Carol was forthcoming, revealing her career interests and personal history, albeit just the basics. She told me that she feels very confident about her professional skills but mostly enjoys developing her coworkers. She admitted that she was frustrated that she doesn’t know how to leverage her strengths into a more significant role. She said she is passionate about giving back through various causes but hasn’t focused on one in particular. I asked if she had considered working with a career coach. Maybe her most interesting revelation was that she is an introvert, but she isn’t shy and that she’s intuitive. I confessed that I found that rather unique and agreed that she wasn’t shy. When she finished her story she asked for mine. At that point I was feeling a little mischievous. With a friendly smile, I said “since you told me you’re intuitive, why don’t you tell me about me?” She leaned back in her chair and looked me over. Then she said, and I quote, “I’ve got nothing.” I found that amusing. If our roles were reversed, I would’ve made up an interesting story, flattering her of course, to keep the conversation moving. Not missing a beat, I complied, and the conversation continued.
I revealed my background story, including the point that I work with coaches who could help her with her career aspirations. The conversation continued until other folks arrived and was redirected elsewhere. Carol is a delightful lady and I enjoyed our conversation. I must’ve admit however, I continue to be amused by her “I’ve got nothing” comment. It has become the punchline for our conversation. I’ve since told that story to other friends, both male and female. They found it amusing as well. Not because she didn’t regale me with flash of intuitive brilliance, but because she didn’t play along. Then again, I may have been the first to ask her to demonstrate her extra sensory skills. The rest of the evening was as enjoyable as my conversation with Carol, but our conversation was the highlight of the evening. Chad has developed a healthy culture within his group which
isn’t a surprise. ‘Good people’ attract other ‘good people’ and Chad is definitely ‘good people.’ I was very comfortable with his group and plan to attend future events.
At around nine p.m. I made a graceful exit, making a point to thank my host and say goodbye to everyone. As I was leaving, several guests asked for my business card and I received a few from others. I made a mental note to follow up with Carol as she could be a good client.
Professionally speaking, I had two takeaways from my conversation with Carol. The first was a minor thought that if one is talking about a personal skill, they should be prepared for questions about that skill, even in casual conversation. Be prepared to go with the flow. Of course, Carol could’ve been a bit risk-averse, although she didn’t take my suggestion as threatening.
The second and more important takeaway is that active listening is a powerful tool to make connections and build trust, the foundation of networking. One of my female colleagues reinforced that point yesterday. After a good laugh about my punchline she offered that people like to talk about themselves. The more you let them talk the greater their appreciation, which leads to rapport, the beginning of trust. Never underestimate the power of active listening!
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ITB PARTNERS
Enjoy a Spring Evening in Midtown making new network connections over Beer, Wine, and hors d’oeuvres.
When: March 26, 2019 4:30 p.m. to 6:30 p.m.
Building off the concept of Speed Dating, this event is designed to practice and improve your networking skills with a number of people, in short, intense meetings.
The fun begins at 4:30 p.m. with beer, wine, and hors d’oeuvres. A $15 Cover Charge is required.
Our Host, Global Showrooms is located across the street from the Midtown Marta Station on 10th street, at: 10 10th Street NW, Suite 150, Atlanta, 30309
For more information, and to register,
Click Here!
Last week I talked about building a foundation for success. This week I was walking the walk, immersed in the concept of building healthy cultures. I have long been interested in developing nurturing cultures, so once again I was in my sweet spot. The fun began late Monday afternoon, meeting a founding partner to talk shop and other things over cigars and Guinness Draft. One of our primary topics was the values we need to reinforce to build a better culture and company. He is a big proponent of the 5C model, but I will save that for a later date.
Tuesday morning, I facilitated the monthly meeting of the Business Executives Networking Group, The BENG. Gregg Burkhalter was the featured speaker. Greg positions himself as the LinkedIn Guy. He’s an advocate for personal branding via LinkedIn. Before the meeting, Greg told me that he’s been doing more work for corporations, helping their employees become effective LinkedIn users. I found his revelation shocking. I remember when people were reluctant to join LinkedIn. They feared their employer would see their profile and think they were looking for another job.
Greg said that employers realize that their employees are their best ambassadors. Now, they encourage their employees to become active on LinkedIn. Apparently, this has become an upgrade to many cultures. The cynic in me would say “it’s about time.” With so many people using LinkedIn, employers don’t have much choice. It makes sense to embrace LinkedIn, gaining leverage through their employees’ accounts. At least it seems to be a positive step in the right direction
Wednesday evening, I enjoyed a cigar and a beer, or two, with a millennial friend, Chris. Chris and I met through a mutual friend. He was about to publish his book on millennial happiness and I had just published mine. He’s since built a consulting career as an expert on the millennial condition. Our meeting was meant as check-in and catch-up. Chris said that he’d recently completed a presentation to Google and delivered a Ted talk. Currently, he’s moving beyond Millennials to the larger population of career professionals. Eventually, we moved on to discuss the similarities and differences between Millennials and Baby Boomers from a cultural perspective. Chris, like me, is involved in helping companies create more effective cultures.
Thursday morning, after closing a deal to recruit another consultant, I moderated our Executive Leadership Team meeting. Although I facilitate these meetings, I try to avoid dominating the discussions. I want to ensure that everyone’s voice heard and respected. From a leadership perspective, I like Nelson Mandela’s example, be the last one to speak. I believe these values are appropriate for our culture.
Later that afternoon I met a potential client whose company is going through Chapter 11 reorganization. I was referred to them to help engineer a turnaround. The meeting was mostly a “getting to know you” session. It seemed to be dragging on until I asked their opinion about what needed to be done. The meeting became much more productive after that. The CEO became animated about the need to penetrate a different segment of the market. She told me that their primary business development function was her networking through trade associations. They weren’t doing much of anything in the way of electronic
Friday, I facilitated our monthly member’s meeting. The speaker was Josh Sweeney of Epic Culture. Epic Culture works with companies to build better cultures and thereby, improve performance. The topic of his conversation was “Culture First Hiring.” In other words, focus on
It isn’t often that I’m able to spend an entire week working on my favorite issue. Building a healthy culture is most gratifying. Yes, it was a good week!
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Last week I ended my post recommending that you seek professional help to achieve your career goals, especially if your efforts haven’t been successful. This week I am pleased to provide you with more information in this connection. What follows is my interview with my colleague Richard Kirby a Career Coach. Richard has been helping people achieve their career goals for 20 years, so he is the ideal person to provide insight into the subject.
Jim: Richard, thank you for making time to talk with me. To get started, tell me what a career coach does. Why does someone come to you for help?
Richard: Jim, I help my clients evaluate their strengths and weaknesses and develop a plan to address those weaknesses. A large part of my work is to help them find a role that makes them happy. This may be with their current employer or with a new employer if they are between jobs.
Jim: That is terrific Richard! Can you tell me more about the process you follow to help your clients?
Richard: My process begins by having the client complete a self a valuation. I use a number of online assessments to identify needs for improvement. This helps me focus the client on their objectives. I also help them craft a marketing plan to land their desired role. It could be a role different from their current career path but one that will use the same skill set that is equally fulfilling. So, I help them identify and uncover career opportunities and to go after them.
Jim: After you’ve worked on needs and have developed a marketing plan, what’s next?
Richard: The next phase is to help them prepare for the interview. I began with a five page ‘how to prepare’ worksheet which gets the candidate thinking about answering questions they should expect. I also help the candidate respond to difficult questions which may relate to changing industry segments or gaps in their profile compared to the employer’s expectations for ideal candidate. We’ll conduct mock interviews, which I video, to be reviewed and studied by the candidate. I make notes and comments about their body language, verbal style, and the quality of their answers. Later, we have a follow-up discussion to reinforce the positives and identify work to be done. I am very hands-on with my clients.
Jim: Richard, how important is it to understand the employer’s culture? How do you coach a client in this area?
Richard: I have tools to help the client understand the target’s culture. I suggest they use Glass Door and talk with people who work for or have worked for the company.
Some aspects of the culture will inhibit the candidate from getting the first interview, like educational background or prior employment. There is nothing to do to fix those gaps, at least in the short run. It is different than one looking to improve their situation with their current employer as they are already part of the culture. They know it, live it, and understand it.
In one case a client was able to create his ideal job by finding a need that wasn’t being addressed. I coached him to present the need to the department head and then sell himself as the solution.
I consider myself to be the client’s champion. I am their chief motivator and inspiration. “I believe my clients have more potential and can achieve more than they think they can.” I push them to believe in themselves and to face their fears. A good coach must believe in their clients. I have turned down or canceled contracts with one or two who did not have enough self-confidence or failed to follow through on their assignments.
Jim: What else do you do for your clients, Richard?
Richard: For an additional fee, when appropriate, I help them negotiate an offer to arrive at the best possible outcome.
Jim: Richard, thank you for your time today! I am a big fan of your work, especially for people who find it difficult to achieve their career goals. I will provide links to aid anyone interested in more information about your services.
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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.
ITB PARTNERS
Ending the week by sharing a bottle of wine with a friend is most satisfying. Especially, someone, you hold in high esteem. Faith is one of those people. She is a confidant and muse. She is my ‘go to’ person for a different perspective, including comparisons between dating and job search. Oh yes, there are many parallels as both activities are about developing relationships. Her insight can be profound. An added benefit is that we share the same taste in wine. I always defer to her recommendation. Sometimes, I need her help to sort out the week, to select the topic for my article.
I arrived a little early to secure a strategic location at the bar; then selected a favorite vintage and uncorked it to breathe. Faith arrived shortly thereafter. After she told me about her week, she asked about mine. She was most interested to hear about my experience as a panelist speaking on “Alternatives to Traditional Employment.” Holding a good job is difficult today as companies struggle to adapt to the digital age. Considering alternatives to traditional employment is worthwhile.
I was invited because I left the corporate world to start my business and for my work supporting freelance consultants. We talked about the need to follow our passion when picking a business. We reinforced the need for confidence to strike out on our own. Perseverance through difficult times was recognized as a fundamental requirement. We all agreed that the major reason for starting a business is to gain control over one’s life and career, especially in a highly volatile environment where tenures are short.
The audience was mostly Baby Boomers. They’re generally healthy, competent, and technically savvy if not necessarily perceived as such by potential employers. They have solid interpersonal skills, more so than their younger peers, but don’t necessarily recognize this strength.
One member of the audience surfaced the issue of age discrimination. I told Faith I found that a bit odd for a discussion about alternatives to a traditional job. Age discrimination is a significant concern for Baby Boomers, albeit overblown, in my opinion. It is less of an issue during periods of full employment. It is also less of an issue at smaller, emerging brands. In many cases it becomes an excuse for difficulty finding a job. After hearing the question, I thought the issue was less about age discrimination and more about his presentation. He lacked the image and energy employers expect from someone at his level.
When I mentioned that point, Faith’s expression changed significantly, indicating an ‘ah ha’ moment. She had a flashback to a conversation with our mutual friend Hope. I was a participant in that conversation, well more like an interested observer.
Hope was talking about a conversation with her brother who was puzzled that another romantic interest had fizzled. He was perplexed that she was still single as she’s an attractive woman with an effervescent personality. However, she seems unwilling to risk being hurt again. Hope said he asked if the guy had “crooked toes.” I was clueless as to what that meant. I have learned that these ladies often talk in code that requires a debriefing after the fact. As I think back, I remember that I listened to them as if they were speaking a foreign language. I didn’t interrupt for clarification though, as the wine was awesome, and I was in the company of two beauties. Besides, they were having a great time and I didn’t want to spoil the moment. I just enjoyed the fun.
Faith reminded me that the code-word, “crooked toes” means “unidentifiable, unspoken reasons one does not find the other attractive enough to continue dating. Or, when one candidate is selected over another, when all else is equal or favorable for the candidate not selected.” In my world this means the unsuccessful candidate wasn’t the best fit. Faith had done it again. She found my topic for the week!
All things being equal, ‘fit’ is the ultimate consideration. From an employer’s perspective, all new hires carry risk. A bad hiring decision can be very costly. The more important the position, the greater the risk. Fit is the critical criterion, as all finalists will have met the quantifiable selection requirements.
Lack of fit means the hiring manager was not satisfied with the candidate’s personality, speaking skills, management style, presence, or energy level. As these details are seldom revealed, it creates a quandary as one doesn’t know how to become more competitive. However, success in job search or
When a runner-up hears that the person selected was a better fit, it is a signal to seek constructive criticism. Find a professional, or a trusted adviser with recruiting and selection knowledge. You must get back into the game. If you have crooked toes, fix them!
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ITB PARTNERS
I find it useful to look back on a recently completed day, week, month, or year to evaluate my activities relative to my results. It is a component of the problem-solving process which leads to adjustments ensuring that I reach my goal. Without that evaluation, I will find myself off course with diminishing opportunity to reach my goal.
After evaluating the week just passed, I found that my time was divided into two major areas. About a third was talking with folks looking for another full-time situation while the balance was helping independent consultants with their business development efforts. In each case, my time was devoted to coaching these folks about the importance of networking. Of the job seekers, one is the Millennial son of a friend. He just lost his job due to a change in strategy which caused a reduction in force. I encouraged him to focus more time on networking and to consider joining the Atlanta Chapter of The Business Executives Networking Group (BENG). The second is an older guy referred to me by a mutual friend. He is in the market after thirty years with the same company. Regrettably, his network is mostly within his past employer. I advised him to get his resume to as many Executive Recruiters as possible but don’t try to build a relationship with them. It is too late for that, however, if they have a search that matches his background, they will contact him. Instead, I told him to focus his time on networking and to be open to contract work. This will give employers more options to consider. The third is a female colleague looking for an office manager/accounting role with a small company. She is a Baby Boomer who understands the value of networking to find a job. I told her the same thing I told the second gentleman; provide the employer with additional options to consider by indicating a willingness to take contract work or a 1099 situation.
Those discussions gave me an opportunity to refer back to my last blog post where I made the point that networking is like making friends and dating. Most understood the idea of making friends, but the concept of dating generated interesting responses. The guys just grinned and nodded their heads. Obviously, they don’t understand women and didn’t want to pursue the topic further. The ladies, all single, had a lot to say usually beginning with a groan. They all agreed that there are far too many men who spend their time talking about themselves (selling) with little interest in learning about their female partner. One volunteered that her policy is “one and done” for those types. Another said that dating was a “nightmare,” as she meets far too many self-obsessed guys. I suggested to one that we should create a skit to demonstrate the wrong way to begin a date, with a follow-on showing the right way. Of course, this would be a useful opener for further discussion about networking in general.
I realize that making friends or networking doesn’t come naturally for some, especially those who may be somewhat introverted. However, if you want to find that next job or romantic interest you must make the effort to overcome your fears. Fundamentally, all these endeavors are based on interpersonal skills that are easy to understand and execute. The rule is to learn about your partner by asking questions to qualify them. It’s not about you, it’s about them. Don’t begin talking about yourself or your business until you are asked to do so. By following this advice, you accomplish two very important objectives: first, you determine if the other is a viable prospect and secondly, by showing interest in the other, you begin building a relationship. That relationship will make the difference if your questions reveal the other to be a viable prospect. I suspect that people who have difficulty making friends or networking are uncomfortable because they have the process reversed.
If you want to minimize your time in the job market or find a mate, get into the game. You must get out of your comfort zone to get experience. Experience builds confidence. Confidence leads to success. Joining a networking group like BENG would be a good place to start.
Thank you for visiting our blog.
I hope you enjoyed our 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.
ITB PARTNERS
Dan Ricks of ITB Partners need an Enterprise Network Architect in connection with a client Engagement.
As an Enterprise Network Architect, you will primarily be responsible for developing and maintaining a clear vision and strategy for Network related technologies at client. You will collaborate with colleagues and peers to ensure overall alignment with client’s vision and goals.
A Day in The Life Typically Includes:
A strong performer in this role will effectively apply our culture and management philosophy to excel at:
Develop and maintain Network Architecture vision, goals, and principles. Work closely with other architects to ensure an integrated vision and strategy that meets client business needs.
Maintain standards and roadmaps for technologies and service areas for client Network infrastructure.
Scope includes Network (WAN/LAN/Wireless/Firewalls), Phone/Voice, and related technologies.
Drive technology thought leadership to support business strategies by working with key business and manufacturing IT leaders, 3rd party providers, and industry contacts.
Research, analyze and communicate emerging technology capabilities, architecture trends and how they impact the client environment.
Manage a technical review of projects to ensure adherence to standards and strategic direction.
Demonstrate economic thinking and understanding the
Guide experiments with new technologies to assess fit, value,
What You Will Need:
Basic Qualifications:
Architect with exposure to /experience in manufacturing and deep Cisco wireless/switch skills.
Cisco switches, wireless controllers, and wireless access points.
At least 5 years of technology leadership, architecture, or consulting experience.
At least 10 years’ experience in network operations and support.
What Will Put You Ahead?
Preferred Qualifications:
Ability to operate independently.
Excellent
Experience supporting a manufacturing environment, including process control or engineering.
Experience supporting a large enterprise network environment.
Bachelor’s degree in IT or a related field.
For more information, contact :
Bright Water Consulting, LLC
678-457-3098
dricks@brightwaterconsulting.com
www.brightwaterconsulting.com
Dan Ricks of ITB Partners needs several Software Engineers in connection with a client Engagement.
The
Attached is the job description. If you or someone you know might be interested in learning more about this please give them my email address and ask them to contact me directly.
Essential Duties:
Determines operational feasibility by evaluating analysis, problem definition, requirements, solution development, and proposed solutions.
Documents and demonstrates solutions by developing documentation, flowcharts, layouts, diagrams, charts, code comments and clear code.
Prepares and installs solutions by determining and designing system specifications, standards, and programming.
Provides information by collecting, analyzing, and summarizing development and service issues.
Develops software solutions by studying information needs; conferring with users; studying systems flow, data usage, and work processes; investigating problem areas; following the software development lifecycle.
Designs and develops user interfaces to internet/intranet applications by setting expectations and features priorities throughout development life cycle; determining design methodologies and tool sets; completing programming using languages and software products; designing and conducting tests.
Integrates applications by designing database architecture and server scripting; studying and establishing connectivity with network systems, search engines, and information servers.
Work directly with customers to gather requirements, perform site installations, acceptance testing.
Skills/Qualifications:
Adept in Java programming language (Required)
Knowledgeable with Linux OS (Required)
General computer knowledge including TCP/IP networking (Required)
Great written and verbal communication skills (Required)
Experience with Scrum/Agile development methodologies
Bachelor’s Degree in computer science and or equivalent experience
Ability to convey technical information to both technical and non-technical users clearly and concisely
Familiarity with Jython or other scripting languages is a plus
Familiarity with Adobe Flex web framework is a plus
Familiarity with RIA development is a plus
Familiarity with web-based man-machine interface standard practices is a plus
Thank you, in advance, for your help with this.
Bright Water Consulting, LLC
678-457-3098
dricks@brightwaterconsulting.com
www.brightwaterconsulting.com