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Friday, May 09, 2008
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| You are under paid, right? |
| Posted by: Bryan Dilts |
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Folks who never do any more than they are paid for, never get paid more than they do. (Elbert Hubbard)
You are under paid, right?
I got a call from three business analysts from one international company in the same month. Each of them wanted to leave. The first thing cited was their low salary. When I said, "You can get a different job, but you will have to take at least a $10,000 per year pay cut," they backed off. It was the awful truth. Each one of them had golden handcuffs. They were earning at least 15% more than any other local business would pay them. Of course the problem wasn't their low pay, the problem was the unpaid overtime they were putting in. At least they thought it was unpaid until they found out the pay cut they would have to take to move elsewhere.
Contract employees often tell me, "I want a salaried job, but I'm not going to accept less than I'm earning now." They want to stop traveling, have health insurance, a generous training allowance, and get into a secure job with a future in one company. Yet, they want to be paid the same as when they had none of those things. Contract employees often earn twice what a salaried employee earns. It is for the simple fact that contractors have to take care of themselves.
Certainly some are vastly underpaid. I had one friend, Joe, who went from $35,000 per year to $50,000 per year in one salary jump because he was underpaid. Yes, it happens. More often employees are within 5% of the market rate for their job. If an employer pays less, they start losing people. Either they raise salaries or I come in and steal all of their best people. Then they are left with a bunch really poor employees and maybe one great person who hasn't found out yet. When that great employee leaves, the company may go out of business.
To find out if you are really underpaid, first look at your performance. Only superstars get superstar salaries. If you are just average, you should expect average wages. If you are below average, your wages will be lower.
Now do what Joe did, ask your coworkers how much they are paid, if you can. Joe didn't do it for 5 years. When he finally asked, he asked workers he knew were lower rated than he was. When he found they were all earning more than he was, he had a right to get mad and get it fixed.
You can also look in the employment ads. Just remember that ads lie. A range of $50,000 to $60,000 does not mean you magically qualify for the high end. It means if you are a superstar you may hit the high end. It means an average worker will get the bottom number. A poor worker will not get hired.
Next, put together your resume and send it to a recruiter who specializes in placing folks like you. Ask for an honest opinion, "Can I expect a raise going to my next job?" Follow that up with, "How is my current pay compared to others doing the same job?" If the recruiter gasps and says, "I will have you three interviews tomorrow," you are drastically underpaid. If he says, "It will take a while, but I may be able to find you a job," your pay is within 5% of the norm or possibly high.
Find out where you stand, but be prepared for the "bad news" that you are paid about what you should be paid. If you get the "bad news", fix it. Do the better work that will get you a raise, or get a job with a brighter future.
Something to do today
Do you have the guts to find out if you are being paid fairly? Then do it.
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Later: Attracting change
Google to disaster
That loud sucking sound
How to tell who is great
55 gallon oil drums on the horizon
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My job journal blog is www.reallygreatjob.com . What I am working on.
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Wednesday, May 07, 2008
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| Prepare to be a manager |
| Posted by: Bryan Dilts |
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Prepare yourself for the world, as the athletes used to do for their exercise, oil your mind and your manners, to give them the necessary suppleness and flexibility, strength alone will not do. (Earl of Chesterfield)
Prepare to be a manager
Last week Julie called my office. She wants a promotion. I'm a recruiter, it's my job to help her find that promotion in a new company. I hate to have someone turn down a job because their boss makes them a counter offer they can't refuse. So, I asked her, "How often do you tell your boss you want a promotion?"
"I told him at my last performance review."
"How long ago was that?"
"It has been over a year. We're so busy the managers just can't find time to do them."
She's a superstar performer going nowhere. When the office is jumping with activity for months at a time, no one counts her performance as exceptional. They just know she isn't any trouble.
So, I suggested she declare her candidacy in a way that makes her an obvious choice for that promotion. It will also make it easier to find a new job with a promotion. First Julie needs to invite a few of her bosses out to lunch. She needs to let them know she wants the promotion. She needs to find a mentor. Then she needs to get a plan put together with her mentor's help. She needs to prepare for promotion.
Deciding who to promote in an office of heads down hard workers is tough. There is no standout leader. No one has already taken the helm. However, in an office with a bunch of hard workers, one of whom has been working with the boss to develop leadership skills for a year, which will get promoted? Obviously the boss's protégé. The person who has declared themselves for the job.
Julie may need to take a bookkeeping course, sales training, management classes and take the lead in 5 or 10 projects. What she needs can be determined with her mentor. As she does these things, she will be seen as the obvious choice for a promotion. Her bosses and her coworkers will both see she is the obvious choice for promotion.
If you want to be promoted ask one of your bosses to help you prepare now. Find a mentor.
Something to do today
Invite your boss or his boss to lunch. Ask him to mentor you and help you get ready for a promotion.
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Later: You are underpaid, right?
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My job journal blog is www.reallygreatjob.com . What I am working on.
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| You vs offshoring |
| Posted by: Bryan Dilts |
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The tools of conquest do not necessarily come with bombs and explosions and fallout. (Rod Serling)
You vs offshoring
IBM consolidated all of the development work for one of its major initiatives in Bangalore. I can't even find Bangalore on a map without taking a few minutes. At first I thought it was the capital of Maine. (My wife says to tell you this is supposed to be a joke.)
In my business, recruiting, some parts are being offshored. Sales companies are sending telemarketing offshore. Engineering is going to cheaper climes. Data entry is sent to other countries through our great telecommunications system. And many companies no longer have permanent offices or cubicles for large numbers of their "thought" workers. They work from home or on the road.
It is a fact of life. Manufacturers had to face the music decades ago. Now it is everyone else's turn. The economics of a world economy are not going away. You need to assess your skills and job starkly. Can your job be sent to Vietnam or Indonesia? What do you offer that is superior to their college educated workforce?
David Foote defined three categories of "offshore-resistant" jobs in the computer field. They are enabler jobs, customer-facing jobs, and infrastructure jobs. I think he has the right idea, but he is an optimist. Some of the jobs he thinks are offshore resistant will go overseas.
In your field, what are the offshoring resistant jobs? Which jobs cannot even be moved to California or Alabama? A recent study showed that half of the outsourced jobs are outsourced within the USA. The jobs leave your company and stay in the country.
There is a larger reason than potential unemployment to figure it out. The jobs that are most difficult to offshore are the most likely to be stable. They are more likely to have constantly increasing salaries. As the baby boomers retire, those jobs cannot be filled by unskilled labor. While the workforce shrinks, competition for people who can do those critical jobs will increase. Compared to today's wages, some people are going to be paid outrageously well.
In your field, what are the offshoring resistant jobs? Just knowing will change your career.
Something to do today
Invite your boss or his boss to lunch. Take the chance to ask him what jobs are most and least likely to be offshored. It is worth paying for his lunch to find out.
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Later: Prepare to be a manager
You are underpaid, right?
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My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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Monday, May 05, 2008
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| A kick in the teeth |
| Posted by: Bryan Dilts |
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You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you. (Walt Disney)
A kick in the teeth
Can you believe Walt Disney said that? He was such a nice guy!
Many of the happiest people I know were ruined at one point. Some depressed people were also ruined, but they stayed that way. It can be layoffs, bankruptcy, divorce, a major health problem or a terrorist act that is your personal disaster. Often it is a combination of them, a major kick in the teeth.
One friend of mine was climbing the career ladder. There was a disaster and he, his wife and kids all had to come and live in the basement of his parent's house. He took a dock worker job at trucking company. He had no future. He learned that dockworker job and got promoted several times in only a couple of years. Then he quit and formed a local company that expanded to several states. He still loaded trucks when he had to. as the CEO helping out. He won't tell you he liked getting kicked in the teeth. Instead, he'll tell you it was a turning point. It was the start of a new and exciting phase of his life.
Oh yeah, he got kicked in the teeth again and had the courts liquidate his company three years later. That was three months ago. Now he's back at it, doing better than ever. He didn't enjoy it, but he just kept moving forward.
Happy or depressed, which will it be? That depends on how long it takes you to put yourself in charge. Being in charge is the subject of the next series of articles. Positive steps you can take to prepare for or recover from disaster.
Something to do today
Talk to the 3 happiest people you know. Get them alone. Ask them if they were ever kicked in the teeth. You may have to push them to find out. Ask them about the list: layoffs, bankruptcy, divorce, health and terrorist acts. I'll bet you are surprised at what they call, "A blessing in disguise."
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Later: You vs offshoring
Prepare to be a manager
You are underpaid, right?
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My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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| It's the manager's fault |
| Posted by: Bryan Dilts |
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The key to being a good manager is keeping the people who hate me away from those who are still undecided. (Casey Stengal)
It's the manager's fault
A manager is making you happy or miserable. A recent study by the Society for Human Resource Managers (SHRM) concluded that 79% of people who leave their jobs say that lack of appreciation is a key reason. Happiness at work is, therefore, the manager's fault. People quit because of their managers. In the end, your managers will make or break your work experience.
The average person who changes jobs only gets a 5% raise according to another study. That is not a lot of money. Quite often the next raise would have met or exceeded that. So money is not a major factor
Recognition, praise, rewards and awards are part of a manager's duty. Yet many managers get so caught up in projects and budgets that they never say, "Well done!"
So, when you are looking for a job or a promotion, you know the most important thing to look for. Find a good manager. How do you decide who is a good manager? Find a chance to ask people who have been working for that person how they like it. Listen carefully for hints of happiness or unhappiness. Follow through on any hints with more questions.
Think about the managers you have liked. Haven't they been the ones who knew how well you did, and recognized you for it?
Something to do today
List your last 4 managers. First rank them by how well they appreciated your accomplishments. Then rank them by how you liked them overall as managers. Is there something to this? What kind of a manager or team leader are you?
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Later: A kick in the teeth
You vs offshoring
Prepare to be a manager
You are underpaid, right?
------------------------
My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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Wednesday, April 30, 2008
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| When your brain stops |
| Posted by: Bryan Dilts |
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The brain is a wonderful organ. It starts working the moment you get up in the morning, and does not stop until you get into the office. (Robert Frost)
When your brain stops
GM and Ford are laying off workers. The layoffs include production line, engineering and management workers. IBM has layoffs every year, even when they are expanding. State and federal governments have layoffs. The military has layoffs.
You are only safe if you feed that organ between your ears. your brain.
One of my candidates got tired of having to upgrade his computer skills every 3 or 4 years so he studied massage therapy. Several candidates are getting their MBA's. I push everyone to get certifications in their field. One of my candidates is a soldier in Iraq, and even he is able to continue his training.
Many people think their brain can stop when they graduate from high school or college. These people have totally missed the meaning of the "Commencement Ceremony." Commencement means the beginning, not the end. It is the time to really start learning. It is the opening of broad new vistas of opportunities.
Oprah Winfrey said that the most important decision she ever made was to read two books each week. She could stop working today and retire with the 100's of millions of dollars she has earned. Instead, she keeps on learning. Because she keeps on learning, she keeps on being interesting to watch on TV.
I know a rodeo cowboy, a pro bull rider, who always impressed me. She kept learning new skills, and even got into law school.
Are you still feeding your brain or did it stop working as soon as you left school?
Something to do today
Decide on a plan to learn something fun and something useful. They may be the same thing. Get started.
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Later: It's the manager's fault
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My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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|
| The stripper in court |
| Posted by: Bryan Dilts |
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There is more to life than increasing its speed. (Mahatma Gandhi)
The stripper in court
She uses clothes as a weapon. To win a Texas millionaire husband she dressed provocatively. Then her husband died and she was fighting to get her inheritance in court. She showed up at the US Supreme Court dressed conservatively in black. Anna Nicole effectively used clothes in both cases.
Are you as smart as she is?
First off, if you won't be happy at work unless you have pink hair with cheek, nose and tongue rings, and a t-shirt with a provocative theme, wear them all to the job interview. You may as well find out quickly if you fit in.
If you don't really care what you wear, dress conservatively. Guys, remove all earrings. Girls, one pair will do, maybe two conservative pairs. Ask someone who is a manager in a similar company to help you choose what to wear. Tell them to be brutally honest. Then follow their advice.
Make sure that your clothes all fit. Guys, if you need bigger pants, get them. Using hydraulic equipment to tighten up your belt looks terrible. Girls, make sure your bra fits and is not a distraction because of bulges around the edges. Both of you, if your shirt buttons are strained at all then the shirt is too small.
Of course you need to find out if you should wear a suit or business casual. If you have any doubts, ask. Your recruiter or the HR person who sets up the interview will tell you.
Are you smart enough to dress yourself? Then dress yourself to get the job.
Something to do today
Find your clothing advisor. Make it someone at the level of your interviewers if you can.
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Later: When your brain stops
It's the manager
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My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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Monday, April 28, 2008
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| That famous resume test -- plus |
| Posted by: Bryan Dilts |
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There is more to life than increasing its speed. (Mahatma Gandhi)
That famous resume test -- plus
The Marines test their men so that under ideal conditions they can strip down their rifles and put them back together extremely fast. They can do it blindfolded.
Since your resume may be first reviewed in 5.7 seconds and thrown away or kept, you have to make sure it can be read blindfolded.
No. Don't use Braille. Instead use bullets, placement of key words, white space and numbers (which also attract the eye) to make reviewers quickly see you meet the basic requirements.
Test one - the famous test:
Give your resume to a friend. Take it back after 12 seconds. Ask him what your resume says you are qualified to do. If he can't tell you, it fails.
Test two -- plus:
Get some resumes from friends or coworkers. Tell them you need them for this test. Or go to www.agicc.com/resumeideas.htm and download the resumes linked there. Put your resume somewhere besides first in the pile. Now, give the job description for the job you are applying for to a friend. Have him read it carefully. Give him the stack of resumes. Tell him he has 10 seconds per resume to decide if it fits the job. As he goes through the stack, time him on each resume. If he goes past 10 seconds, take the resume away and ask if it passes or fails. Does your resume pass or fail?
If your resume passes both tests, you have got a fighting chance.
Something to do today
Test your resume.
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Later: The stripper in court
When your brain stops
It's the manager
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My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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| Not 12 seconds, it is 5.7 seconds |
| Posted by: Bryan Dilts |
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I took a speed reading course and read "War and Peace" in twenty minutes. It involves Russia. (Woody Allen)
Not 12 seconds, it is 5.7 seconds
I heard the Wall Street Journal did a study and found that the average resume is reviewed in 5.7 seconds. Years ago it was 10 to 12 seconds. People must be reading faster.
The reason for the increase in speed is probably that so many unqualified people send in resumes these days. At AGI we stopped all advertising and stopped putting our jobs out on the major internet job boards because of the unqualified responses. It took too long to slog through them.
That glut of useless resumes makes it is easy for your resume to stand out. Take the job lead you are submitting your resume for. Make sure that anyone glancing at your resume can see that you have the major skills. For programmers that means putting the languages and skills you used where they can't be missed in 5.7 seconds. For accountants, your expertise that applies to this particular job must jump out. Salespeople need to show how good they are at a glance. Whatever makes you the best bet for the job you are applying for must stand out.
This means you may need 2 or 30 slightly different resumes. Maybe you just need to rearrange the bullet points. Try bolding the words that describe skills asked for in the ad. Put white space around the critical skill sets. Do something to get your resume past that initial 5.7 to 15 second review.
In a sea of useless resumes, you can make yours stand out and get read if you are willing to put in the effort.
Something to do today
For the next 5 times you send off your resume, give it an examination first. Take the job order and see if YOU can find the most important skills and qualifications on your resume in 5.7 seconds. If you can't, no one can.
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Later: That famous resume test -- plus
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My job journal blog is www.reallygreatjob.com . What I am working on.
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Thursday, April 24, 2008
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| Boomer brain drain |
| Posted by: Bryan Dilts |
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Opportunity is missed by most people because it is dressed in overalls and looks like work. (Thomas Edison)
Boomer brain drain
Depending on exactly where you set the line, the baby boomers start retiring around 2010. Actually they already started to retire. They are also starting to have heart attacks at an increasing rate. Someone has to take their place.
This is an incredible opportunity to advance like a rocket in your career.
Planning, thinking, dreaming, and creating is critical now. Now is the time to prepare.
Someone is going to be changing the bedpans for the baby boomers. Others are going to be taking their money and making them happy. A whole bunch of people are going to take top management positions as the older executive workforce churns into retirement.
Now is the time to get that certification, MBA, college education or Vo-tech class out of the way.
Do you want to get lucky? Prepare! Luck is when preparation meets opportunity.
Something to do today
Take some time off and dream. What do you want to be STARTING in 5 years? Where do you want that start to lead you 5 years after that? Write down what you need to do to prepare for what you will start in 5 years.
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Later: Not 12 seconds, it is 5.7 seconds
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My job journal blog is www.reallygreatjob.com . What I am working on.
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| You, not a committee |
| Posted by: Bryan Dilts |
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A committee is a cul-de-sac down which ideas are lured and then quietly strangled. (Sir Barnett Cocks)
You, not a committee
Call up our office after 6 pm. Usually no one is there. Listen to my voice mail message. (800)239-7037. Bryan Dilts. I change the message every Friday.
You won't be the first person to call just to hear it. Some of them are great. Some are merely okay. I, personally, think each is funny, motivational or thought provoking. Some other people think my messages are an abomination. Each message is the real me.
My voice mail is unique. Each person who leaves a message remembers me.
No committee would ever let me have those messages. They would strangle the creativity. I actually had a manager tell me not to be happy when I answer the phone at EDS. That is the kind of thinking that turns you into a grey person that no one will remember.
In your job search you need to strike a balance. You need to build confidence in the hiring managers. You also need to stand out. If you come up with a great idea, run it past some friends who can help you refine it. Then test it. The key is to refine and improve, not kill the idea. In the end, take responsibility and do something a little different. Your friends are not a committee with life or death responsibility. They are helpers.
Figure out what will make your resume better and unique. Decide a few things you can answer to the standard questions that make you standout in 10 seconds of an interview. Find the way to network that will set you apart and make you uniquely worthy of help. Always go for a little better.
Use help to do something better and more unique. Don't let a committee kill your genius.
Something to do today
So, what is unique about you? Is it your personality? Your brainpower? Your 10 kids? (I have that many.) Education? Sense of humor? Hard work? Soberness? Reliability?
Figure out a way to emphasize your strengths. Be different.
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Later: Boomer brain drain
Not 12 seconds, it is 5.7 seconds
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My job journal blog is www.reallygreatjob.com . What I am working on.
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Thursday, April 17, 2008
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| Basic job pointers |
| Posted by: Bryan Dilts |
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There will be a time when loud-mouthed, incompetent people seem to be getting the best of you. When that happens, you only have to be patient and wait for them to self destruct. It never fails. (Richard Rybolt)
Basic job pointers
One of the great keys to finding a new job is being good at your old job. You have to be competent, cheerful, and communicative.
Competent people get the job done. When they're assigned a project, they make sure to do it as well and as quickly as possible. Every manager loves an employee that gets his projects done before the deadline.
Cheerful people get the job done with a smile. Sure, they may have to put up with a difficult project, a tight schedule, and a team member or two whom they don't particularly like, but they doesn't get them down. Every manager loves an employee with good morale, especially if he keeps the other workers' spirits up.
Communicative people let their boss know what's going on while they're getting the job done. That doesn't mean that they flood his desk with memos or his voice-mail with messages giving him information he doesn't need. It means they let their supervisor know once in a while that things or going as planned... or that they honestly admit when things have gone awry and need some intervention.
I know a fellow who has been working with his current employer for almost a year. He's certainly competent. He was given a piece of software that hasn't been working properly in spite of seven years of development by other programmers. Pieces of that software that never worked before are now running smoothly.
My friend is also cheerful. He's put up with a supervisor that sells products the company doesn't have (and has managed to create several of those non-existent products to save his boss's hide). He's talked an employee out of leaving when his boss yelled at him. He does a good job of keeping office tensions low.
My friend, however, could use some work on his communication skills. He's a college student, and occasionally his schedule changes when he least expects it. That means that sometimes he'll have a class or group meeting when he would ordinarily be at work.
What should you do in that sort of situation?
Call ahead, of course, to let your boss know what has happened and try to make sure your employer isn't left hanging because he needed you. Yes, that means that you should call in to work at 3 am and leave a message if you won't be able to contact him in advance any other way.
A supervisor's job is to make decisions. By calling him, you let him know what is going on so that he can make those decisions. If you don't call, you may find yourself in trouble... and looking for another job. Finding that job will be extra difficult, because you'll have to tell them why you left your last employment.
So, be dependable. Call ahead. Your boss may not like that you can't make it in, but he'll love that you let him know.
Competent, cheerful, and communicative. Important keys. Hey, that all adds up to being reliable! What a concept.
Something to do today
Make a list of the times in the last year that your schedule has changed unexpectedly and kept you from going to work as normal. What did you do? Were those things that helped your relationship with your boss or hurt it?
Thank you Jesse, for writing my column today.
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Later: You, not a committee
Boomer brain drain
Not 12 seconds, it is 5.7 seconds
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My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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| The hostile interview |
| Posted by: Bryan Dilts |
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Reality continues to ruin my life. (Bill Watterson in Calvin and Hobbes)
The hostile interview
Jill had to interview with the person she was going to replace. That person was being fired. It was an uncomfortable situation. Let's make it worse. That person thought he was irreplaceable. No one could possibly know accounting like he did. No one would work as hard. Jill couldn't possibly win.
Jill didn't pass the interview. She won anyway.
It was a chance to spy, do business intelligence and find out about the other leaders. A month later the managers who allowed this curmudgeon to reject her came back to Jill. They came on bended knee. It was a terrible mistake they admitted. But that terrible interview gave her insight to ask difficult questions of those managers. Jill quickly found out that she didn't want to work for them. We found her a different job that was a much better fit.
If you are thrown into the lion's den, take advantage of it. You can turn the interview around and find out about the company, the leadership and the rest of the team. You may be able to find out where the company is really going. Find out who the biggest competitors are. One of those competitors may want to hire you. The possibilities are only limited by the questions you ask.
Take a hostile interview and turn it into a learning opportunity. You don't have to let anyone beat you down.
Something to do today
In your journal write down questions you can ask in an interview. What would help you in your job search? Showing interest in the company, competitors and industry will actually make you look better in the interview.
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Later: Basic job pointers from a guest writer
You, not a committee
Boomer brain drain
Not 12 seconds, it is 5.7 seconds
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My job journal blog is www.reallygreatjob.com . What I am working on.
Sign up for this newsletter at www.agicc.com/lists.htm
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Tuesday, April 15, 2008
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| Mirrored windows |
| Posted by: Bryan Dilts |
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This is the rock-solid principle on which the whole of the Corporation's (IBM's) Galaxy-wide success is founded.their fundamental flaws are completely hidden by their superficial flaws. (T.H. Nelson)
Mirrored windows
One recruiter had a candidate going for a final interview. It was a nice executive job. He was ushered in to talk to the board of directors. They shied away from him during the introductions and after barely 15 minutes he was dismissed. He did not get the job.
The recruiter was baffled. He called the CEO and asked, "What happened?"
The CEO replied, "You've seen that our building has mirrored windows all around. It looks like a silver cube. We were in the first floor conference room finishing a little business when your candidate drove up. He got out of his car and walked right up to the windows of our room. He took a quick look at himself in the glass. He saw something he didn't like so he spat onto his fingers and rubbed down an errant lock of hair. He liked that better, but he was still uncomfortable. He undid his belt, reached into his pants to adjust himself then buckled back up. Do I need to tell you more about why we declined to hire him?"
The second you drive onto the company property, you are on stage. Many managers ask the receptionist what you were like in the waiting room. That is particularly true of sales candidates (they want someone who tried to get information from the receptionist). The HR (Human Resources) interview may be as important as the interview with the CEO. Every phone call is important. You may be competing against 10 or 20 other candidates. Be yourself. Be your best self at all times.
Something to do today
Think of your last three interviews or job hunting phone calls. How did you do? Did you treat each contact with professionalism?
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Later: The hostile interview
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My job journal blog is www.reallygreatjob.com . What I am working on.
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| Where to fish |
| Posted by: Bryan Dilts |
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Give a man a fish and he will eat for a day. Teach a man to fish and he will eat for a lifetime. Teach a man to create an artificial shortage of fish and he will eat steak. (Jay Leno)
Where to fish
When I was a child I tried fishing in the water puddle in front of our house. When the sun dried it up I could see there were no fish there.
At college I saw a video of a man fishing in one of the larger fountains there. When people asked how the fishing was, he pulled up a nice string of large trout. That made for interesting conversations, but no one believed him. They could see there were no trout in that clear fountain water.
On a Scout outing John and I were lying on a creek bank and looking down into the water. We could see 3 nice trout in the tree roots. When a fisherman came by we asked how he was doing. Only one fish so far. John told the man to cast his lure at the tree root. In a dozen casts the man caught all three fish.
To catch fish you have to cast your lure where the fish are.
This applies to new jobs and promotions.
A recruiter can be that kid lying on the bank of the creek looking into the water. He says "Cast your resume over here and you'll get a job." He knows where the jobs are.
Ask your friends and acquaintances who is hiring. They may have a good idea where to go.
Your mentor at work will tell you, "Volunteer for that project. It has great visibility. Avoid Jill Montoya, she's poison." The mentor knows where the rewards and pitfalls are hidden.
Always be looking to the future. Where are the jobs being created? What do you need to learn to be in a high demand field?
Fish where the fish are. You'll have better luck.
Something to do today
Ask the people you respect most in your profession where the jobs are and where the industry is going.
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Later: Mirrored windows
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My job journal blog is www.reallygreatjob.com . What I am working on.
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Monday, April 14, 2008
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| The 5 pound call girl |
| Posted by: Bryan Dilts |
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The best measure of a man's honesty isn't his income tax return. It's the zero adjust on his bathroom scale. (Arthur C. Clarke)
The 5 pound call girl
In one anecdotal instance Sir Winston Churchill was at a high class social gathering. One elegantly dressed woman was getting on his nerves. He finally asked her, "Madam, would you sleep with me for five million pounds?"
She laughed and gave him a sly grin. "I would sleep with even you, for five million pounds."
Churchill opened his wallet and asked, "Would you sleep with me for 5 pounds?"
"Mr. Churchill, what kind of woman do you think I am?" she huffed.
Churchill removed the cigar from his mouth and fixed her with a gimlet eye, "Madam, we have already established what kind of woman you are, now we are haggling about the price."
Is there a lie on your resume? Did you move a date? Did you fudge a salary or hourly rate of pay? Have you claimed an accomplishment you didn't help with?
Establish what kind of person you are, honest. Don't haggle over price.
Something to do today
Have you established a price or a character? If you lied, clean it up. Start your new character today. Everyone makes mistakes. The good people change for the better.
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Later: Where to fish
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Wednesday, April 09, 2008
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| Hustle while you wait |
| Posted by: Bryan Dilts |
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Good things come to those who wait. But only what is left behind by those who hustle. (Abraham Lincoln)
Hustle while you wait
Here in the USA we wait in lines. We get upset when someone cuts in front. So we wait back until it is our turn. We don't want to be greedy.
Tim was competing with 3 others for a promotion at EDS. He was prepared. He was a good choice. He told his boss, "I do want this promotion. It is the next step I need to take in my career. But I don't want you to choose me for the job if the other guys should have it. I know it is important to them too. I don't want you to feel any pressure to give it to me even though I want it." Tim did NOT get the promotion.
Tim also waited a full year to get half of the bonus he was promised for putting in a lot of overtime on a project. During that year he reminded his boss twice of the bonus. Then Tim waited patiently with a smile. Tim was a nice guy. He was getting beaten up because he was afraid that hustling was uncouth. Tim was politely waiting in line.
Let's compare that to me. Same area at EDS, different job. I wanted to move to a special technical team. There were 4 openings. I asked my team leader and manager to help me get in. I reminded them every few days. I visited the manager who was leading the new group every other day. I brought a word of cheer or another accomplishment. He had no doubt how much I wanted the job. He got an email after every contact. I got the job with 3 years of experience. The other technicians were 5 to 20 years my senior. They were well known and earned twice what I did. I was nobody in comparison. And I know I beat out a whole bunch of other folks who had way better credentials than me.
I waited, but I hustled while I waited. I made sure my references were checked. I offered more proof of my accomplishments. I never let the manager forget I wanted that job. Towards the end he would see me in his doorway and grin, "Bryan, I haven't made that decision yet, but I'm going to. Don't worry. I know you want the job." But I kept coming for 3 weeks anyway. I wanted the job more than I wanted to be polite. I was willing to out work any of the more senior guys he could hire. This was my only way to prove it.
There were a lot of very surprised people when I got the job. They were obviously better than me. But I hustled. I made it a big deal. I got the job. Unfortunately there was nothing left for the others waiting in line.
Something to do today
If you are job hunting or looking for a promotion, hustle. The job seeker who offers contagious enthusiasm often gets hired over the guy with experience. For the job that is a quantum leap forward in your career, refuse to wait in line. Hustle.
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Later: The 5 pound call girl
Where to fish
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My job journal blog is www.reallygreatjob.com . What I am working on.
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Tuesday, April 08, 2008
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| Whistle while you work |
| Posted by: Bryan Dilts |
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When a dog runs at you, whistle for him. (Henry David Thoreau)
Whistle while you work
Jason has had 3 promotions in 2 years. His pay has gone up 50%. His attitude is a delight. If there is a tough job, he'll rally the team and get the job done. Jason not only gets the chance to fix disasters, he fixes the problems behind the disasters. No one has ever done that before. He is having a huge impact. He seems to whistle a magic tune that improves attitudes and gets unbelievable results.
Jason also just quit. He took a new job that pays a little less than he earns now.
Two things happened. First, Jason realized his boss would always be a loose cannon and Jason would always get to clean up. Second, with a boss like that it was obvious the company would never go out of business, but it would never get much bigger either.
The best part is that all the things he got done looked great when he applied for a job. He applied at their strongest competitor. Jason is going to a company that is really growing. It is a company with a plan and a history of doing things right the first time.
Wherever you are, whistle a happy tune. Put an accomplishment list together that will carry you into a better job, and if necessary, get that job in a better company.
Something to do today
Just for the record, all the stories I tell are true, but the names are changed.
Document your accomplishments for each week. Give a copy to your boss in a format he can use for his reports. That way you can be sure he knows why you are the best employee he has.
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Later: Hustle while you wait
The $5 call girl
Where to fish
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| But this isn't an interview |
| Posted by: Bryan Dilts |
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Holding on to anger, resentment and hurt only gives you tense muscles, a headache and a sore jaw from clenching your teeth. Forgiveness gives you back the laughter and the lightness in your life. (Joan Lunden)
But this isn't an interview
Our office is small, 5 desks. We always wear office casual. Our interview style is casual. We ask a lot of tough questions, but we try our best to put candidates at ease.
Last month a candidate was making some rather crude remarks about former coworkers. He shoveled up some really inappropriate dirt on some characters he knew. Finally he was told, "Saying things like that in an interview is going to keep everyone from wanting to have anything to do with you."
He replied, "But this isn't an interview."
His mistake.
You are in an interview anytime you talk with someone who can help you get a job. Use your interview manners when you talk to friends, acquaintances, recruiters, people in Human Resources and when you talk to a company President. Your friend who knows a manager in another company is interviewing you when you ask him to submit your resume. A recruiter is always interviewing people.
Some interviewers, like recruiters, require more in-depth information than others. Give it to them, but don't show hatred. Don't viciously gossip.
That doesn't mean you should hide things, it means you should get over them. Let them go. Forgive. Forget. At the very least stop bringing horrible things up.
A way to measure
The measure of what you should say now, is what you imagine yourself saying about the situation in 5 or 10 years.
When you are looking for a job in 5 or 10 years you will not say much about the SOB's at your last job. They won't be worth the time. You may have to say why you left, but it will only take 20 seconds.
When you paint someone with a hateful brush, you expose your hate. Your hatred, loathing or disgust is never pretty. Those who see it will always wonder when you will say the same things about them. A rabid vicious dog is never welcome in any neighborhood. So, why would someone want you, a vengeful, spiteful, nasty mouthed person, working on their team?
Get on with your life. Forgive, forget. Concentrate on the good things you do. Remember, you are always in an interview.
Something to do today
Think about the negatives that come out of your mouth in an interview. Figure out a way to clinically describe bad things that happened without emotion. Figure out how to do it in 20 seconds.
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Later: Whistle while you work
Hustle while you wait
The $5 call girl
Where to fish
------------------------
My job journal blog is www.reallygreatjob.com . What I am working on.
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Monday, April 07, 2008
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| The millionaire mind |
| Posted by: Bryan Dilts |
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Money doesn't always bring happiness. People with ten million dollars are no happier than people with nine million dollars. (Hobart Brown)
The millionaire mind
An ex-NFL football player told me how he got to the big league. He chose a player he wanted to be just like. Then he learned to hold his hands just like him. He placed his feet just like his hero. He ran like his hero. He exercised like his hero. He did everything he could to play football just like his hero. He started in 9th grade football and continued through college. He made it into the NFL.
When I met him in Denver, he was a couple of years into a new career selling real estate. He was doing the same thing. He picked one of the best real estate salesmen in Denver and was doing exactly what the new hero did. Once again he was becoming a superstar.
There's a hint there. Find someone who is successful at what you want to do. Become like them. If they do something, you do it.
One more thing. Watch very carefully what your hero does NOT do. What does he avoid? What does he refuse to do? Too many people try to become a success doing the things that a successful person refuses to do.
If you want to be a millionaire, I suggest you read one or two books by Thomas Stanley. The Millionaire Next Door is a bunch of stories about how millionaires became millionaires. The Millionaire Mind has some stories, but also takes a statistical approach. It tells what first generation millionaires do, as a group, to get their money.
Hero, mentor, example. Find one so you can become one.
Something to do today
Find your mentor and example. Learn to work just like they do.
--------------------------
Later: But this isn't an interview
Whistle while you work
Hustle while you wait
The $5 call girl
Where to fish
------------------------
My job journal blog is www.reallygreatjob.com . What I am working on.
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Friday, April 04, 2008
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| Useful little faults |
| Posted by: Bryan Dilts |
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We confess our little faults to persuade people that we have not larger ones. (Francois de La Rochefoucauld)
Useful little faults
What is one of your weaknesses?
The candidate gave one weakness. He was prepared for that question.
The interviewer paused and frowned. He couldn't remember what he had planned for the next question.
The candidate got nervous. Why did the interviewer pause? He blurted out another weakness. This one was a little more serious. He hadn't prepared to offer more than one weakness.
This so caught the interviewer off guard that he blinked a couple of times and furrowed his brow.
The candidate couldn't hold back. There was another weakness.
The candidate fell apart. He added three more weaknesses. He talked himself out of a job.
Be prepared to talk about one weakness. For good measure, make it something that could be a strength, but that you take too far. It could be working late or being a perfectionist. Tell how you correct the weakness.
Then shut up.
Never give more than one weakness. Staple your lips shut if you have to.
Something to do today
Prepare for the question, "What is one of your weaknesses." Make sure you also include in your answer how you compensate for that weakness..
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Later: The millionaire mind
But this isn't an interview
Whistle while you work
Hustle while you wait
The $5 call girl
Where to fish
------------------------
My job journal blog is www.reallygreatjob.com . What I am working on.
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Thursday, April 03, 2008
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| Row away |
| Posted by: Bryan Dilts |
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Call on God, but row away from the rocks. (Indian proverb)
Row away
Tim tells me why he has to leave his current company every couple of months. Then he says he has to stay. Leadership is lacking. The work ethic stinks. His office only stays alive because it is propped up by corporate headquarters. He and his boss both know what is wrong. Tim can't fix it and the boss won't fix it.
Tim does have a good reason to stay. He had five jobs in four years before he took this job. He wants to make it to the two or even three year mark here to clear up his resume. If the office lasts that long without being closed, he will stay.
More important than collecting years of service, he is collecting accomplishments. Tim can prove he produces 2/3 of the output at his office of 6 people. He has proof that his occasional training of coworkers has had a deep impact. Tim has numbers. Tim has projects and accomplishments. Those numbers look even better because of his unproductive coworkers.
This is not a race away from his old job. Tim is slowly rowing away from the rocks in his career. He may need a new job tomorrow or in two years. There is no telling how long corporate will suffer losses cheerfully. So he is preparing to leave.
If you are in a dead end job, use it as a lifeboat to your next job. Be the most important person in your office. Keep track of exactly how good you are. Slowly row away from the rocks in your lifeboat job.
Something to do today
Whether you plan on it or not, your current job is the boat you are in until your next job. Collect accomplishments, projects and cheerful statistics.
Tomorrow is Friday. Write those accomplishments in your job journal. Give a list of them to your manager. That is the only way to be sure he notices what you do.
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Later: Useful little faults
The millionaire mind
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Tuesday, April 01, 2008
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| Clogging things up yourself - or not |
| Posted by: Bryan Dilts |
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It isn't the incompetent who destroy an organization. It is those who have achieved something and want to rest upon their achievements who are forever clogging things up. (Charles Sorenson)
Clogging things up yourself - or not
To keep from getting promoted, keep dice in your drawer. Whenever your boss asks for a decision, roll the dice. Open up a Dungeons and Dragons Dungeon Master guide and run your finger down a chart. Then give your answer, the correct answer and not the one from the book. That will keep you from getting promoted. Of course you may lose credibility with your boss, but not all plans are perfect.
Up or out. That's the Army way. Get passed up for a few promotions and you are pushed out.
What if you don't want a promotion?
You can keep from getting pushed out if you don't want a promotion. First of all, the comment about the dice is a joke. Don't do it. Instead, let your boss know you love your job and don't want a promotion.
Next, to keep from being the ball of hair and grease in your company's sink trap, help others. You should become the company's greatest mentor. You can be a mentor as a technician, manager, HR specialist or assembly line worker. Just help others with their careers.
Keep an eye out for complainers and whiners. Avoid them. There is usually very little you can do for them. Also look for people who sincerely want to advance. Find the diamonds in the rough. These are people who put in extra work, take night classes and are always helping others. Find the one or two shining examples in the workforce and help them advance.
Often the biggest thing you can do is to recommend one of your diamonds for a project. Then help them to see the critical path for the project and follow it. Give them encouragement along the way. Make sure they know where the levers of power are. They need to know who really makes things happen in the company.
As a person who doesn't want a promotion, you need to help the people blocked by your permanence. Help them move up beside you or to hop over you. If you get a reputation for developing leaders, you will never be laid off. Good companies covet good leaders.
Something to do today
You should be developing leaders whether you want to stay where you are or not. In your job journal write down the names of the top one or two candidates for promotion in your group. Help them out. Be a mentor even if you aren't above them.
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Later: Row away
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Monday, March 31, 2008
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| Clogging things up |
| Posted by: Bryan Dilts |
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It isn't the incompetent who destroy an organization. It is those who have achieved something and want to rest upon their achievements who are forever clogging things up. (Charles Sorenson)
Clogging things up
You have to kill your boss, or the senior technician to get a promotion. They have the job you want and are not leaving. They don't want a promotion. They are fat and happy. They are like a big wad of hair and grease in the sink trap. They clog up the career track for everyone else. So, where is the Drano? How do you get them out of your way?
First be sure they are the biggest problem. It is embarrassing when you have complained for 5 years about your boss being in your way, only to have him leave and a coworker is promoted in his place.
You need to have a list of standout accomplishments that prove you are perfect for the job you want. That way you can get the job in your current company OR the next one.
Become the obvious candidate. Ask your boss to help you get promoted. Also ask HR (Human Resources) and your boss's boss. Find someone who will champion your cause and be your mentor. A mentor helps you prepare to advance and gives you visibility outside your team. Your mentor will help you to find high visibility assignments where you can prove your worth.
In a job journal write a weekly list of your accomplishments and projects. Use that list in your annual reviews. Also submit a weekly, monthly and quarterly list of accomplishments to your boss. Make sure he knows how much you contribute.
You can also look for a new job. If you have a list of undeniable accomplishments you will be a good hire for another company.
The same things that prepare you for a promotion in your company will make you a better job candidate.
Something to do today
Write down your career goals. It doesn't matter if they change tomorrow. Know where you want to go today.
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Later: Clogging things up yourself
Row away
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| Internet job apps - big changes |
| Posted by: Bryan Dilts |
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Plans are only good intentions unless they immediately degenerate into hard work. (Peter Drucker)
Internet job apps - big changes
You must change how you apply for jobs on the internet. Federal contracting jobs are already out of your reach unless you are a perfect fit. By next year, half the jobs available on the internet will no longer be available to you. And that is a conservative estimate.
A new regulation is in effect. It says that companies have to keep track of the minority status of all internet job applicants. Last year it was for Federal contractors. Now it will be for all companies over 50 employees and their recruiters.
It is going to be hard to keep track of race without being accused of violating the Equal Employment laws. Last year you could look through the resumes that came in and choose people who were close to your requirements to interview. Then you could start tracking race.
Unintended consequences
The new regulation says you have to start tracking race immediately, but you only have to do it for applicants that are completely qualified for the position. That means that the applicant filters that big companies use are going to become essential for all companies. They are not going to track anyone they don't have to. They won't want to phone screen anyone unless they already perfectly meet the requirements.
That means many jobs you were close enough to get a phone screen for last year, will be absolutely unavailable for you this year. You will have to get through the computer filter to even be considered for a job. And the filters will be tighter than ever.
From here on out you need to make sure that your resume has every qualifying skill asked for on a job ad. Consider putting every acronym in the job ad at the bottom of your resume in a skills section. I might even cut and paste the skills section of the job ad to the bottom of my resume in a "Job Applied For" section.
No one knows how this will play out yet. I'm just guessing like everyone else. The possibilities are ominous. Companies are going to be swinging wildly from filters that are impossibly tight, to no filters at all. It is going to be a period of adjustment for the next year or two.
Be prepared.
Something to do today
Start today. Make sure your resume has every job skill asked for in every job you apply for online.
--------------------------
Later: Clogging things up
Row away
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Thursday, March 27, 2008
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| Ten percent more - the interview |
| Posted by: Bryan Dilts |
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In theory, there is no difference between theory and practice, In practice, there is. (Chuck Reid)
Ten percent more - the interview
Less experience. More raw ability. More talent. Bigger profits. Lower pay.
Everyone is looking for the same magical person. They get twice as much done, and you only pay them a little more. You can pay them 10 percent more than their peers and still be paying them less than they really and truly are worth. That means more profit and a bigger bonus for management.
Where is it determined to pay them 10 percent more? In the interview.
If you interview well, you will get paid more. It is just a fact of life.
There are several places to get better interview skills:. Teach a class
. Lead a group
. Take an interview preparation class
. Join Toastmasters Teach a class
Many schools and most churches are looking for teachers. It may be a one time one hour visit or a weekly commitment. Often they have a Teacher Preparation class or manual. Volunteer. Even if you do poorly the first time, you can get that teacher preparation book or course and learn to succeed. Teaching a class gives you experience speaking to groups and imparting your expertise. The smoothness you develop will help a lot in interviews.
Lead a group
The Elks Club, Rotary Club, youth sports, Boy and Girl Scouts, 4H, PTA, and every other organized group of people needs leaders. You can lead a small committee or the whole club. The experience you gain dealing with groups will make a big difference in your interview skills and how much you earn.
Take an interview preparation class
They may cost a hefty chunk of change, but they can make a big difference in how much you are paid and how much you earn. Sometimes they will have video recorded practice interviews, group evaluations and individual coaching.
Join Toastmasters
www.toastmasters.org is the best place to go to learn to deal well with groups. They develop your ability to give prepared and unprepared speeches. There are multiple clubs near you. Visit several of them and find a place you fit.
Something to do today
The first thing to do is check out Toastmasters. Then volunteer to lead a group or class somewhere. Develop your interview skills.
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Later: Internet job apps are changing big time
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| Ten percent more in your next job - part two |
| Posted by: Bryan Dilts |
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There is nothing like a dream to create the future. Utopia today, flesh and blood tomorrow. (Victor Hugo)
Ten percent more in your next job - part two
This month Henry accepted 30% more salary for a job than he was initially offered. Acme Corp. ended up paying 30% more. (Yes, the story is true, the names are changed.) Five factors affected it. I mentioned four of them yesterday.
The five factors are:
The company's finances
The other people available for the job
The resume
The interview
Patience Here's how it happened.
Acme is doing well financially. Unfortunately finding highly skilled people for the job is difficult. Mediocre people earn Acme half the profit that a highly skilled person earns them. The resume proved that Henry was one of the top people in the country. The interview confirmed it. The initial offer was flat out rejected by Henry. Acme looked around for weeks and couldn't find anyone of that caliber. In the meantime Acme was being hurt by waiting to fill the position. Acme and Henry got together again and came to an agreement.
A very important step was proving how much Henry was worth. First we used the resume, then the interview. The resume gave absolute, iron clad, irrefutable proof that Henry was one of the best in the country. We gave verifiable production numbers as well as comparisons to everyone else in his old company.
In the interview the figures were repeated. Henry also interviews extremely well.
Last of all, Henry rejected a low offer. He waited without being offended. After a few weeks it became obvious the company made a mistake. Henry got his offer at a number he deserved.
You need to make a list of things you have accomplished that prove how much you can be worth to your next company. If you absolutely prove you will be worth twice what anyone else is, you too will get a lot more money.
Tomorrow is about how to radically increase your interview effectiveness. I'll give you three things you can do to prepare for interviews. Things that could get you 10% more money.
Something to do today
Can you prove how much you are worth to your company? How many customers did you bring in or save? How much profit did you generate? How much money did you save the company?
Make a list.
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Later: Get 10% more at your next job, interviews
Internet job apps are changing big time
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Wednesday, March 26, 2008
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| Ten percent more in your next job - part one |
| Posted by: Bryan Dilts |
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I have a new philosophy. I'm only going to dread one day at a time. (Charlie Brown in "Peanuts")
Ten percent more in your next job - part one
You have interviewed with five people at the company. Your references have been checked. The background and drug checks came in clean. Your recruiter has more negotiating skills in his little toe than the whole management chain in that company put together. Now to see how much money you will be paid for the job.
There is an upper limit you won't get past. It may be the first offer you hear. It may be reached after a week of haggling. There absolutely is an upper limit. The best negotiator cannot get you more money than that limit. That limit was 50% more than the salary range for one position I've seen. But there is a limit.
What are the factors that set the limit?
The company's finances
The other people available for the job
Your resume
Your interview That's it. The first two are very complex, but you can't do anything about them. The last two are closely related. Your resume and your interview work together to show possibilities. They show how you might affect company finances. They allow you to be compared to those other people.
The next two articles will deal with what information you need to get to your future bosses, and how to radically increase your interview effectiveness. They are about how to get that 10% more.
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