Join us for the March Atlanta BENG Chapter Meeting featuring Gregg Burkhalter who will present: “LinkedIn & Personal Branding (2019) – What You Need To Know”
Greg Burkhalter is a recognized authority on Personal Branding and LinkedIn. He has helped countless professionals in the U.S. and abroad define and grow their Personal Brand using LinkedIn. Gregg spent the first part of his professional career behind the microphone at radio stations in Savannah, Jacksonville, Charleston, and Atlanta. Following his radio years, Gregg worked in national music marketing and distribution.
Today, Gregg is known by many as “The LinkedIn Guy.” He provides Personal Branding Coaching and LinkedIn training via one-on-one and group training sessions, corporate presentations, and webinars. He is a frequent speaker at civic and chamber events and area universities.
Monthly meetings are structured to help each member get the maximum benefit.
BENG Networking Meetings:
Are approximately two hours in length.
Are typically held monthly.
Range from 10 to 30 attendees, but average is 20.
A skill building presentation.
Allows each attendee 30 seconds to introduce themselves, talk
about their background and expertise, and to present their Target
Companies and networking needs.
Please bring business cards and your marketing plan if you have one.
Networking meetings provide members with an opportunity to
sharpen their networking skills, meet peers from various disciplines and
share business opportunities and job leads.
To register or for more information:
R.S.V.P required. For more information about The BENG, go to www.thebeng.org.
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.
Thank you for visiting our
blog.
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Wednesday, February 13, 2019Leslie Kuban facilitated a Panel Discussion for the Atlanta Chapter of The FENG. The topic of the discussion was ‘Alternatives to Traditional Employment.” Ms. Kuban, Owner of Frannet Atlanta, and Member of ITB Partners assembled a panel to discuss their motivation and experience leaving traditional employment to own a business.
The panelists talked about the need to follow your passion when picking a business. They reinforced the need for confidence to strike out on your own. Perseverance through difficult times was recognized as a fundamental requirement. 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.
FENG Panelists 2-13-2019, Left to Right: Ed Bauer , Leslie Kuban CFE, Jim Weber, Mercedes Conception-Gray, Chris Ruttle.
The Panelists assembled by Ms. Kuban included Ed Bauer, Franchisee of Fitness Machine Technicians; Jim Weber, President New Century Dynamics Executive Search, and Managing Partner, ITB Partners; Mercedes Conception-Gray, Regional Director, Patrice & Associates; and Chris Ruttle, Franchisee Owner/Manager at Best in Class Education.
The Financial Executives Networking Group is a 501(c)(3), founded in 1991 as a forum for senior financial executives to share job opportunities and experiences. Members have held titles such as Chief Financial Officer, Controller, Treasurer, Managing Director, as well as Vice President of Tax, Mergers & Acquisitions, or Internal Audit.
For more information about franchising contact Leslie Kuban at lkuban@frannet.com
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.
FENG Panelists 2-13-2019
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 romance, requires one to understand and address their weaknesses. The candidate may need professional help. Recording a video of practice interview sessions will provide useful insight. Videos may be painful for some, but it is worth the expense. Audio recordings can be an important tool as well. A career coach will find solutions to overcome one’s weaknesses.
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!
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.
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.
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 financial impacts of investment proposals.
Guide experiments with new technologies to assess fit, value, and timing for implementation in the client environment.
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 inter-personal skills – ability to develop positive relationships and resolve conflicts.
Experience developing enterprise architecture, technical vision, and strategy.
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.
Dan Ricks of ITB Partners needs several Software Engineers in connection with a client Engagement.
The client is Atlanta based and is looking to hire several Software Engineers. Specifically Java Developers with 2-5 years of experience. 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.
Software Engineer
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
I had an epiphany this week Thursday. Well, maybe it wasn’t an epiphany as much as it was an important reminder about the art of the elevator pitch. I was on a conference call with my Executive Leadership Team (ELT) discussing business development and the process of closing the sale. Specifically, the conversation became focused on understanding the needs of the prospect before selling our capabilities. I used the metaphor of a Family Physician, a General Practitioner diagnosing a patient’s malady. The GP begins with questions to understand their patient’s symptoms. In another words, where does it hurt? Diagnosis is a systematic process which results in mutual trust, and the beginning of a relationship. It follows a logical sequence. Consultative selling is very similar. It follows the same process. By establishing sincere interest in the client, learning about their pain, we demonstrate our consulting methodology.
My epiphany was that building a relationship is confusing to many. They become so focused on presenting their value proposition, they fail to connect with the prospect. Some people I know are honest about their lack of appreciation for networking. As a result, they, avoid it, having a more difficult time generating business. This recognition triggered me to address the issue head-on as it is so fundamental, it cannot be ignored.
“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.” Maya Angelou
Networking for business development, qualifying prospective clients, isn’t much different than making friends or courting a prospective mate. Again, some are better at this than others. People who are good at making friends demonstrate a sincere interest in the other person, the target of their interest. These people ask questions to learn the other’s background and interests to identify common ground. Similarly, my single female friends say that the best prospect is one who shows sincere interest in them. One who asks questions to learn the lady’s background and interests, to identify common ground. Prospecting for business, or networking, works the same way. When your prospect is confident that you understand their needs they will invite you to present your bonefides. Great! Now you can deliver your elevator pitch. If there is common ground and a foundation for trust, the ability to consummate the sale is enhanced. The similarities between prospecting for business and dating looms large.
Making friends takes time and patience. As an Air Force Dependent, I’ve had a lot of experience moving from place to place and making new friends. My best friendships developed over time. I learned that often the wrong people were the first to reach out to me. It wasn’t because I was a magnet for those folks, but I encountered them with every move. They were overly aggressive, inappropriate even, which made me uncomfortable. I learned to be careful with these folks. During my corporate career, I moved around quite a bit as well. I experienced the same issues, although I was much better equipped to deal with them as an adult. I am confident that my experience, making friends is fairly commonplace. I am sympathetic to the trepidation of business leaders on the receiving end of one’s business development efforts. And, they should be wary as the stakes are greater.
The advice to my colleagues is to be respectful, to show interest in the prospect, and build a relationship. When your prospect feels there is mutual interest and respect, they will ask to hear what you have to say. In other words, don’t lead the conversation with your elevator pitch ask questions to get to know your prospect.
Qualifying your prospect is the same process you use to make friends or to find a mate. Make them feel that you understand their pain and will be a good partner. Demonstrate your respect for their situation and a sincere interest in helping them improve their performance. If you are in a more traditional networking situation, spend the bulk of your time listening and asking relevant questions. You will be rewarded with more business.
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.
