Author: Jim Weber

Management Consultant, Executive Recruiter, Author, Public Speaker; My blog, "Fighting Alligators" is geared to the over 50 job-seeker; people interested in starting their own business; and freelancers looking to become more successful. I have 22 years of experience with Fortune 500 Brands in Strategic Planning and General Management. For the past 22 years, I have been President of New Century Dynamics, Inc., an Executive Search Business I started and own. My company is in the business of providing Consulting and Executive Search Support to our client base. In 2014, I helped create ITB Partners, an Association of freelance management consultants.
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The Consultant’s Paradox


Paradox:  noun
1. A statement or proposition that seems self-contradictory or absurd but in reality expresses a possible truth.
2. A self-contradictory and false proposition.
3. Any person, thing, or situation exhibiting an apparently contradictory nature.
4. An opinion or statement contrary to commonly accepted opinion. 
I am well into a Controller search for a global manufacturing company based here in the northern suburbs of Atlanta.  The client has identified two lead candidates and I have three back-up candidates in the queue for insurance.  One of my backup candidates is particularly interesting as he has been doing consulting/project work for the past eight years.  He is interesting because his consulting experience has largely been with manufacturers, making him a viable candidate. 
Early in my career it was not uncommon for the unemployed to present their time between jobs as “Consultant” whether they had actual clients or not.  At that time “Consultant” became a euphemism for unemployment.  There was a greater stigma attached to unemployment in those days.   The realities of the past 30 years have helped people understand that competent people can be displaced through no fault of their own.  Industry restructuring leading to mergers and acquisitions and subsequent right-sizing, and down-sizing has affected most us, one or more times.  In all of this turmoil, the decision to terminate particular Executives is more like Survivor Island than we would like to admit.  The individual decisions are often more politically driven than for competence and potential.   Thankfully, opinions have changed about people taking on consulting/project assignments while unemployed.  There are of course other biases against consultants, even those from established consulting companies. 
We live in a different world today.   There is still a lot of work to be done, but companies are reluctant to add to staff.    In this environment out-sourcing is a very desirable alternative.  It is easier to terminate a contract than to fire a difficult employee.  Given this reality, I have long advised my candidates to consider free-lancing.  It is a good way to maintain one’s cash flow needs and a viable job-search strategy.  The activities one must engage in to find a consulting assignment are no different than those required to find a job.  The effort is complimentary.  From the employer’s perspective the “Temp to Perm” analogy comes to mind.   In the example of the candidate, mentioned earlier in this post, freelance work gave him the opportunity to gain new experiences, strengthening his resume, making him a more viable candidate.   There is a balancing act one must consider.  The longer one is employed as a freelancer the more difficult it becomes to find full-time employment.  It seems that the inflection point is in the two to three year range.   By this time one must decide which path to pursue or the consultant path may be chosen for you, like it or not.
As with any bias or prejudice, the employer’s predisposition toward consultants is due to a lack of understanding about the challenges faced by the freelancer.  The freelancer is a self-employed, small business owner.  Fundamentally, they must be competent and able to work with people to complete an engagement and generate referrals for new business.  More importantly, however, the freelancer must be good at business development to land their assignments.  They must be successful networkers and good sales people, skills that are valued in any successful organization.  They must be good financial managers as well.  These traits may not be well understood by most employers.
In conclusion, businesses need freelancers to help them achieve their goals while minimizing their labor exposure.  Displaced professionals are available to do freelance work while looking for full-time employment.  The paradox is that after a certain period of time a freelancer may become unemployable and type-cast as a consultant.  Understand the trade-offs and plan accordingly.

Thank you for visiting my blog.

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

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

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Be On Your Game At All Times!

Saturday morning I awoke to find an email nasty-gram from one of my candidates.  I first heard the term “nasty-gram” from a former Boss to describe a certain type of negative, personal memo.  It seems this candidate was miffed that I had not responded to his email earlier in the week indicating that we could not schedule a meeting until later in the week.  Mea Culpa!  No excuses. I thought I had acknowledged his email.   My priorities for the week had changed and I failed to close the loop with this candidate.  On the other hand, I did not receive a follow up note or a reminder from him either.

I must say that I was naturally taken back.  Mad even.  When dealing with professionals one expects a certain amount of discretion, giving one the benefit of the doubt, as it were.  I took responsibility for my oversight and apologized.  I invited him to call me at his convenience for an update on the search.  This is a younger candidate who may not have worked with an Executive Recruiter before.  In any event, if he knew how to craft a note to obtain a favorable result he chose a different direction, taking the unprofessional route.  On the other hand, he may have an over-inflated ego, or anger management issues.  Whatever the reason for the tone of his missive, it spoke volumes about him as a person.  He was not my strongest candidate for the search in question, by a long shot, but he was a possibility.  After the receipt of his email, his status dropped significantly.  Seriously, is this the kind of person I want to put in front of my client?  Do I want this guy representing my reputation?  Doubtful!

When you are working with a recruiter, whether a company recruiter or a third-party Executive Recruiter, your behavior is being evaluated at every contact point of the recruiting and selection process.  Looking for a job is stressful, but one must deal with stress on the job too.  If you are perceived to handle stress poorly as demonstrated in the recruiting process then your ability to handle normal job stress will be questioned.

Communication skills are critical in professional callings.  The ability to express yourself persuasively in verbal and written form is mandatory.  No company wants to deal with the drama created by strained relationships  due to less than professional communication and behavior.  The way you interact with your recruiter and prospective employers during the selection process gives them a window into how you will behave if hired.  It will definitely affect your ranking in the process.

When you are under consideration for a job you must be at the top of your game, all the time!   The last thing you need to do is create doubt about your viability.  The slightest slip can diminish your standing.  Creating strained relationships with anyone who has a vote in the hiring decision is very unwise.  You must make those folks your friends and supporters.
Thank you for visiting my blog.

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

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

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It’s That Time Again!


It’s that time again.  Time to recap the fundamentals of a good resume.  This seems to be a topic that will never go out of style.   It is ever relevant as the typical resume continues to violate so many of the basics.   Why this week, you might ask?  Well, as it happens, I have been asked by a new client to edit his resume in a way that will help minimize his pending job search.   He is on notice that his job will be eliminated in about sixty days.   This gentleman is a seasoned professional who has not had to look for a job in well over 20 years so spending a lot of time agonizing over the perfect resume has not been a priority.  As he contemplates job search his strategy is to look beyond the industry segment where he built his career.  His skill set is very strong and should be of value to hiring managers in a number of segments.  As a result,  the resume we craft must emphasize his skills and accomplishments so as to resonate with those hiring managers.

The good news is that my client’s resume in solid in many ways.  He is using a standard format; he has an executive summary that serves to position his career;  he breaks things up a bit with a Skill Set Summary in bullet point format; and he separates job responsibilities (in sentence format) from accomplishments (in bullet point format).  The primary issue is that his resume does not properly reflect his stature by his verbiage or formatting.  The verbiage screams middle-manager, and the formatting does not optimize available space. 

Five Key Point for an Effective Resume

  • Make use of White Space to break up the resume and keep it interesting.
  • Use a 12 pt font to make it easier to read.
  • Keep each bullet point to one line.
  • Edit aggressively for relevancy and to eliminate redundancy.
  • Use the header and footer functions to maintain integrity and continuity.
The point of a resume is to generate interest leading to an interview.  It must be designed for a reader who will spend twenty seconds skimming through the document to arrive at a go, no-go decision.  Short, concise verbiage is key.  Jargon and buzz words are a distraction.  One’s accomplishments must jump off the page.  Don’t write a dissertation as no one will read it anyway.
I attacked his resume by eliminating bullet points that added little value which gave room to raise the font  to 12 pts.  Those edits immediately took his resume to a full two pages with more white space.  Already, his resume was beginning to look a lot more interesting.  My next step was to edit the remaining content for relevance.  I cleaned up run-on sentences and eliminated follow-on sentences that added no value.  Those edits elevated the stature of this candidate to his rightful place. 
When crafting a resume it is important to remember your audience and how they will consume your resume.  The reader is pressed for time.  Some studies indicate that  a viewer may spend 20 seconds with your resume, unless it is interesting and compelling.  Your resume is as much a marketing tool as it is your personal career history.  Make use of larger fonts and other text effects like bolding and italics.   White space helps to ensure that your message stands out and makes the resume more inviting to the reader.  Be concise and accurate with your prose.  Repetitive themes can be useful, but redundant verbiage is not.  If you follow these suggestions your resume will help you stand apart from the rest of the pack and ensure that you are called for an interview.
One final point.  I received a resume via email this morning.  The email address was very personal, cute even, but it was not professional.  My eyes rolled!  Immediately this candidate looks to be less than serious.  The ideal email address is you name or a reasonable derivation thereof.  It should be used explicitly for your job search so that you will not be distracted by other personal matters.
Thank you for visiting my blog.
Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so please leave a comment.
Jim Weber, President
New Century Dynamics Executive Search
www.newcenturydynamics.com

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Aces in Their Places



I have had a number of conversations with job-seekers this week, mostly candidates for a current search.  These people are all interested in my opinion as to where the job market is headed.  What little I can offer mirrors what I have heard from the most prominent business and economic experts I follow and from the Government labor reports.  It would appear that the economy is slowing.  Europe and China are weak which affects our global corporations.  The Dollar is strong which is great for buying foreign products, but makes our goods and services more expensive overseas.  The price of oil is way off its 2014 levels putting more discretionary funds in the consumer’s pockets which is most welcomed.  On the other hand it puts pressure on the Oil Industry, especially those employing new technology to bring oil out of shale formations.  My understanding of the current oil dynamic is that the Saudi’s are trying to regain discipline in the Oil Market by maintaining a high level of supply.  They are also trying to slow down the resurgent U.S. oil boom.  Notwithstanding Saudi machinations, if the demand for oil was stronger they probably would’t be so focused on disciplining the market.  Oil prices have been moving up a tad in recent weeks so economic activity may not be about to fall off a cliff.

On the other hand, this year seems to be very similar to the first quarter of 2014 both impacted by severe winters that dampened economic activity.  In 2014 my business was a bit slow in the first half, and then I did a full-years’ worth of business in the second half of 2014.  Who knows, 2015 could be a repeat of 2014.  Another data point which I find interesting is that the Consulting side of our business remains strong.  We have a number of active engagements in process and new projects in the pipeline.  Our clients have issues that need to be addressed; however, they are not interested in adding additional headcount.

What does all this mean for job-seekers?  At this time I see employers working to strengthen the quality of their teams.  They may not be adding to total headcount, but they are working to ensure that they have the right people in position.  “Aces in their places,” is a term you may have heard before.  As the economy slows, market share battles will intensify.  If one wants a world-class product they had better have a world-class team.  Upgrading the quality of the workforce will create opportunities for existing employees, and for those looking for a new opportunity.  If you are looking for a new job, you must be positioned as a viable talent upgrade.  You must ensure that your skills are on the cutting edge.

If you are currently employed I would advise that you look long and hard for opportunities inside your company.  Most companies would prefer to promote from within wherever possible as it is less risky and builds morale.  If you need to upgrade your skills, work on those issues and ensure that it is known within your company.  If you are between jobs you must have a clear understanding as to your skill set gaps.  Close those gaps immediately!  Additionally, seek out project work or short term assignments as a part of your job search strategy.  You will become more of an insider by working on a contract basis leading to job opportunities.

In closing, my best advice is to assume that the job market is tightening and behave accordingly.  Behave like an underdog.  Ensure that your skills are current, especially your networking skills.

Thank you for visiting my blog.

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

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

 

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Lessons Learned



This past week was focused again on my jewelry start-up client.  The owner is an accomplished business person but new to this field.  Since my entire career has been in the retail sector I know a little about this area, if not everything.  A passionate student of gems and precious metals, my client has been building a sizable inventory while transitioning from her residential construction business.  Her launch strategy is to combine an e-commerce channel with a consignment/leased-space retail channel.  At this time her objective is to gain exposure and distribution.

Working the retail channel is a learning experience for my client.  She negotiated an agreement with an up-scale, woman’s ready to wear consignment shop just before Christmas, a promising start.  The store owner wanted a low retail price point for the initial selection and agreed to take 25% of the gross profit margin plus $.99 for each item sold.  The low price point target put a bit of a burden on my client but she was optimistic about the potential.  The sales for the first few months were surprisingly good.  Not stellar, but a good sign that my client was on the right track.  The average sale was almost 50% more than the store owner’s target, which was very positive.  My client made some money and the consignment shop owner made a little too.  The shop owner was not pleased with her cut, however, and demanded that my client agree to new terms giving the shop owner 30% of the total sale, plus $.99 per item.  Did I mention that there was no formal written agreement.  A red flag to be sure!  My client agreed to those terms and increased the mark-up to accommodate her client.  She re-priced the stock and updated the display.  Within days, the shop owner decided to end the deal entirely and returned my client’s merchandise.  We don’t understand what led her to this decision although the shop’s first quarter sales have been weak.  Payment for the balance of the sales is now in question.  Lesson learned.  If one fails to begin a relationship with a written agreement it is likely a bad sign for the long run.  My client’s attitude is to move forward and bank the learning.  She will play hard-ball to collect on that invoice however.  This situation was no surprise to me.  I have seen this movie many times before.

As one door closes another one opens.  My client found another business nearby with a buttoned-down business model.  This is a large, established retail operation that leases space to dealers.  The operator provides an inviting environment, marketing support and a central check-out counter.  They collect and pay all sales taxes.  Most importantly, the agreement is in written form, signed by all parties concerned.  My client’s focus now is to find the right product mix and price points for this location and then find other similar outlets.

Experience builds confidence and leads to intuition, often called “gut feel.”  The experience we bring to the table helps predict outcomes of decisions made and to implement strategies to mitigate risk.   As a consultant, one can point out risks and opportunities, however, in the end, the client makes the decisions.  Each of you are experienced professionals.  Your intuition should be pretty well-honed by now.  When you find yourself in a situation that just doesn’t feel right it is time to take pause.  Reflect on the situation to understand your lack of comfort.   If you let you head override your heart, recognize the risk and prepare for the likely bad situation to follow.
Thank you for visiting my blog.

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

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

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I Was The Cloud Before There Was a Cloud!


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

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

Jim Weber, President
New Century Dynamics Executive Search
www.newcenturydynamics.com
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Make an Emotional Connection



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

Thank you for visiting my blog.

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

Jim Weber, President
www.newcenturydynamics.com
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NETWORKING WITH THE ALUMNI


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

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

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

Jim Weber, President
www.newcenturydynamics.com

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It’s Not Personal. It’s Just Business


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

Thank you for visiting my blog.

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

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

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Lunch With Joe: Leverage and Networking Fundamentals



Two weeks ago I posted from sunny Tampa.  I trekked down for the weekend to visit Joe, my protégé from The University of South Florida.  Joe and I were paired as a part of the College of Business Administration Mentor Program.  He is a non-traditional student which means that after 16 years of work experience he entered College to obtain a Finance Degree.  He is also the first in his family to graduate College.  My role in this program is to help him in the corporate acclimation process, to help him make connections, and to be a sounding board as he redirects his career.  Basically, it is networking on steroids.   I am not there to direct his activity but to answer his questions and help him stay focused.
Joe’s last class Friday ended at noon so we planned for lunch at a nice Cuban Restaurant near the campus.  My goal for the meeting was to get an update from Joe and to understand his current issues.  Also, I wanted to brief him on networking meetings I was working to schedule.  During the check-in part of our discussion,  Joe told me that his current internship was going well.  Although he has mastered the job and is making a positive impression with the employer which will likely lead to a job offer, he does not think this is the direction his career should take.
After the check-in I asked him if he had any particular questions.  I was gratified to hear him say, “I would really like to learn about you and your career.”  I was pleased because Joe had just demonstrated his understanding of networking 101.   Seek first to know and understand the other party to the networking meeting.  Joe and I were likely paired because I also have a Finance Degree so learning about my career path is relevant.  The next 20 minutes was about me.  I told Joe how I started out as a Financial Analyst evaluating capital investments, particularly around real estate development and soon thereafter moved into Strategic Planning.  We discussed completing my MBA while gainfully employed and then moving into General Management where I rose to become senior executive for one of my employers.  Finally, I told him of my rationale for leaving the corporate world to become an entrepreneur.  
Joe’s concern is that the Finance Department is heavily focused on traditional careers in Corporate Finance, Investment Banking, and Securities, not necessarily of interest to him. I told him that my view of a Finance Degree is that it is a great foundation to make good decisions which would support him in whatever direction he took his career.  There are many different paths one can take with a Finance Degree.  That was an “ah-ha” moment for Joe.   He began to see new possibilities unfold.  Good progress since his goal is to leverage his career via a Degree, not to start over in an entry-level job.  Finally, we discussed a strategy to use further internships to gain new experiences to help him choose a viable way to re-enter the job market.    
I like working with Joe.  He is highly motivated, intelligent, and confident, a powerful combination.  His natural instincts for effective networking will serve him well.  I am confident he will be successful as he has the attributes to be a great employee.  I suspect that as he continues his networking efforts he will remember our discussion and gain insight from the backgrounds of his networking contacts.

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