Three Pillars For Independent Consulting Success

Reflecting on this past week, my focus was on exercising my coaching skills. That comes as no surprise as coaching is fundamental to my leadership responsibilities. I was a bit surprised by the breath of my coaching responsibilities, though. It began by helping a client get his job search on track and ended with a coaching client finishing her PhD requirements. Most of the week was spent with my consulting team and prospective consultants. Interestingly, one of those prospects is a Mexican Citizen who wants to open an office for us in Mexico City. I like her passion and vision for developing Latin America.

 

The common thread to these discussions is what I call “the three pillars of success for independent consultants;” networking, public speaking, and writing. These three skills are the key to success in most if not all occupations. Another way to characterize these skills is Marketing.  The objective is to be viewed as an expert in your field, someone who can be hired with confidence.

 

Professionals and Craftsmen must master the skills of their profession. If you’re an Accountant, you must know how to record transactions, balance accounts, and prepare accurate financial statements, among other things.  A carpenter must know how to make precise cuts, create square corners, and minimize waste. In both examples, one must be familiar with codes, regulations, and best practices for the industry. That is a baseline requirement to compete.

 

If you want to build a business or expand your practice, you need a lot of people who know your capabilities, who can recommend you to prospective customers. So how do you accomplish that goal? Networking, public speaking, and writing.

 

I’ve written extensively about the importance of networking. It is necessary but time-consuming and inefficient with regard to the number of people you can influence at any time.  It cannot be avoided, however.  The relationships one builds by networking creates trust, facilitating referrals. A referral from a trusted colleague is a powerful introduction.

 

The second and third pillars provide leverage. Public speaking is a viable way to influence many people at the same time. It provides a platform to demonstrate your professional credentials to an audience eager to hear your message. Isn’t it better to sell your product to 20, 40, or 100 people at the same time than by talking to just one person?

 

Receiving public speaking invitations requires you to be adept at presenting general information about a relevant topic. By demonstrating your command of the issue, you indirectly sell your services. This isn’t about direct selling; it’s about reinforcing your credentials. No one wants to listen to a 40-minute infomercial, but they will listen to learn how others have resolved common problems.

 

Writing blog posts or articles provides even greater exposure and more latitude over the subject matter. Before the internet, the traditional method was to write articles or editorials for publications in industry magazines, newspapers, and periodicals. Today, we have many more options including social media platforms like LinkedIn, Facebook, Twitter, and your company website. Additionally, you can create podcasts and YouTube videos to reach a larger audience. Supporting your writing campaign are email marketing applications like Constant Contact, AWeber, and Mail Chimp.  Grammarly is an application that helps you with your grammar and punctuation, a digital editor as it were.  With all of these resources available at modest cost, why wouldn’t you develop a writing discipline?

 

Distributing written information provides leverage that can easily put you on the national, and international stage. I have proof positive based on my conversation this week with the lady from Mexico City. The point is to present material that is interesting, relevant, and easy to read.  Over time, you will create a loyal following. These fans are potential clients, ambassadors supplementing your selling efforts. Writing articles or blog posts leads to an expanded business development platform.

 

The three pillars are mutually reinforcing. Once you develop a message, tested and honed by networking, you can easily move on to public speaking. Public speaking takes your message to a broader audience while writing takes your message to a far larger audience. It’s a natural progression where one activity builds on the other.  Plan for success as an independent consultant by mastering the Three Pillars!

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.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

 

 

April Atlanta BENG Meeting featuring Erica McCurdy

Business Executives Networking Group

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.

Date And Time

Tue, April 9, 2019

7:30 AM – 9:30 AM EDT

Add to Calendar

Erica will be presenting:

Not every problem has a solution

Location Bella’s Gourmet Kitchen

350 Embassy Row Northeast

Sandy Springs, GA 30328

View Map

About Erica McCurdy

Professional coach, consultant, and mentor with years of experience leading teams in support of CEOs and top leadership. Passionate about my community, veterans, women’s leadership initiatives, and teens. Strong and capable administrator. Able to make strategic decisions with limited information. Understanding of confidentiality. Capable of handling challenging situations. Comfortable creating content as well as presenting to groups. Well read, educated, and traveled. Atlanta native. Versed in change management theories as well as differing cultural change initiatives. Linkedin

The Atlanta chapter of the Business Executives Networking Group (BENG) is a multidiscipline, independent group of job seekers, those currently employed and business networkers, who are willing to help others. Current membership includes mid to senior level executives with over ten (10) years of business experience. Past attendees have come from the financial management, information technology, legal, manufacturing, engineering, transportation, logistics, distribution, and general management industries. We actively seek new members from all disciplines.

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 the 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.

Interact, Participate, Engage

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.

 

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.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Author of: Fighting Alligators, Job Search Strategy For The New Normal

Speed Networking Event Sponsored by 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!

Building Healthy Cultures

Gregg Burkhalter, The LinkedIn Guy

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 advertising, or using social media. It was interesting how the conversation changed after I asked for her thoughts. I believe it solidified our relationship.

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 tje best fit for the employer’s culture, assuming they meet the skills and experience required of the job.

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!

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.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal

Gregg Burkhalter Presents To BENG

Gregg Burkhalter, The LinkedIn Guy

Gregg Burkhalter, “The LinkedIn Guy” presents to the BENG Atlanta Chapter, March 12, 2019. Gregg is an awesome presenter who always delivers! In every presentation, he brings new tips and techniques to make your LinkedIn profile best represent your personal brand.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com



Build a Solid Foundation for Success!

Having a background in Strategic Analysis and Planning has served me well during my career.  It has been especially useful when coaching clients and building my start-up.  My passion is sharing my experience and training folks on the fundamentals of strategy development.

This week I had three opportunities to indulge my passion.  Meeting with several members of our Executive Leadership Team regarding our Strategic Review, I listened to their thoughts about growing our brand. I talked with a prospective client about a senior level search.  We discussed the ideal candidate profile for a small, growing enterprise.  And, I spent time working with my consultants developing diagnostic tools to help our clients identify risk and opportunities.  I was in my sweet spot and it was exhilarating!

Strategy is about engaging an optimal combination of resources to meet an objective and create a competitive advantage.  The strengths of the enterprise are the foundation for strategy.   These strengths are required to ensure success.  Has anyone ever suggested that you take stock of your weaknesses and build a strategy around them?  I don’t think so. Crafting strategy must be grounded.  A mismatch of desires and capabilities will be disastrous. Do the firm’s resources; people, processes, systems, and cash flow support the strategy?  Strategic analysis will create filters to sort out these issues.  For the best result, focus your analysis on people, processes, and systems, as well as the strength of your brand.  The result of your work will validate objectives and begin the process of strategy formulation.  

A company’s objectives must be relevant to the current state of the business.  Is a solid foundation in place to execute the strategy? Are your people engaged and aligned?  Is the culture solid and supportive?  Are processes and systems in place to track performance and hold people accountable?  Procedures and systems are necessary for management to provide guidance, track progress and take corrective action.   Are financial resources available to support the strategy?  Is the company’s brand equity strong enough to ensure success?  If the answers to any of these questions is no, intermediate objectives must be considered.

There is significant downside risk in pursuing an objective that hasn’t been properly validated. Confidence in the leadership team will be shaken.  Overall, morale will be diminished.  Rebuilding confidence will become a time-consuming distraction which may put the primary objective out of reach.  

Likewise, if the culture doesn’t support the initiative, the organization may become mired in their own confusion.  Creating buy-in is mandatory.  A lack of support will create resistance and derail success.

If a new hire is required, one must understand the time it takes for that person to become effective.  It may take three to six months to fill the position. On-boarding, and ramp-up time must be considered. Becoming an effective contributor could take a full year’s worth of effort.  Setting performance goals for a new hire, should be pushed out one year, and even then, the incumbent may not reach their full potential for two or more years.  

I am reminded of a marketing strategy a former employer attempted without validating the building blocks for success.  I thought the basis of the concept was sound but needed more testing.  Instead, the company executed a national roll-out without buy-in from the organization.  What seemed like a viable concept, became a complicated program that layered on new packaging, a contest, and bounce-back coupons.  Communicating the value proposition for the initiative was a monumental task that failed miserably.  Before launching the campaign, I asked the VP Marketing why he was opposed to starting small, then building on the concept over time.  I had recent experience in a similar situation which I thought to be relevant. He told me that he needed a big win to improve the morale of the department.   Not a convincing rationale, I thought.  Ironically, this failure further demoralized the department.  A brilliant concept, in my opinion, was never realized because they went for a home run instead of a series of base-hits, to use a baseball metaphor.  They didn’t build a foundation for success.  The concept was never tried again.

I realize that time is of the essence in this highly competitive, disruptive environment.  However, mistakes are costly and time-consuming.  Big mistakes at a critical time in a company’s development can be fatal. Good leaders understand this dynamic and its tradeoffs. Often, an objective requires intermediate steps to be realized.  Is the foundation ready?  If not, people, processes, or systems need to be addressed.  

When developing strategy, one must have a clear understanding of the company’s strengths and capabilities, as well as the timeline and resources available to realize the objective. In other words, success begins by building a solid foundation to support your strategy.

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.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal



FENG Panel Discussion: Alternatives to Traditional Employment

THE FINANCIAL EXECUTIVES NETWORKING GROUP

Wednesday, February 13, 2019 Leslie 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

Jim Weber, Managing Partner, ITB Partners

‘Fit’ Is the Ultimate Criterion

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.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal

On Networking: Get Into The Game

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.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com


Author of:  Fighting Alligators, Job Search Strategy For The New Normal