Be the Vendor (Not the Applicant) in the Job Interview (Sale!)

It's a point-of-view game-changer:  are you an applicant in a job interview, or a vendor?  I've witnessed the paradigm-shift as I've coached two talented professionals over the last month.  It's like watching the switch flip back to the authentic human capital offering.

Approaching a job interview as an applicant forces you into the frame of supplicant. Beggar. When you approach the interview in the sad context that the hiring authority is doing you a favor by talking to you, you're just another dancer in the Chorus Line, murmuring the meaningless mantra of "God, I hope I get it."  Oh, you'll get it all right.  Rejected, with that attitude.  You're starting out one-down from the hiring authority, in the supplicant's unmistakable veil of fear.  Fear of rejection; fear of not being able paying your bills, fear of (insert your worst fear).  In this fearful stance of the supplicant, the hiring authority has you at hello.  You're trapped, you're at their mercy and you did to yourself.  Don't get me wrong;  the "What Does He Want from Me, What Should I Try to Be" mantra is not necessarily the recipe for disaster:  supplicants are hired every day.  The hiring authorities who need that kind of control need that kind of applicant who surrenders their personal power for a paycheck.

It doesn't have to be that way.  You control this interview conversation more than you know.

This interesting switch dwells in all of us:  it's just a matter of being open to its possibility and creativity.   In coaching the First Professional, who had not been on an interview in several years and who with real anxiety asked me to put together a top-10 list of the toughest interview questions and answers to expect, I did something unexpected.  "Don't approach this as an applicant," I coached.  "If instead in this meeting you were the vendor providing these services on an outsourced basis for this customer, tell me why you're the vendor they should choose."  The Professional's fear evaporated, and the sparkle returned to their eyes:  the switch was turned on and they instantly empowered themselves.  They proceeded to knock my socks off with their proposal and their energetic self-possession.  They did the same with their new employer the next day.  They were head-and-shoulders above the other candidates in their expertise and self-confidence, who I'm sure were merely supplicants.

It's not just a matter of the supplicant answering the employer's questions correctly:  the real conversation is the subject-matter expert (SME) vendor meeting / exceeding the potential customer's needs.  And as my daddy taught me:  when the customer is doing most of the talking, and is selling you on them and their organization, the signs are positive that you can ask for the order (job), and close the sale.

I saw the switch turned on again today with the second Professional.  While their current employment situation is a bit sketchy due to economic forces, they have several potential "customers" interested in their services next.  The pressure is off, there's no veil of fear, they don't have just one potential customer.  As they engage in their initial customer conversation this week, they can be completely present, authentic and centered as the talented SME Vendor they are, exploring the potential possibilities together with the customer of working together, rather than stoop to some bizarre and hellish personal version of Quiz Show.

May the week ahead present innovative proposals and produce fruitful new partnerships for us all.

The Power of Small Mastermind Groups in Business and at Work

I had the honor and privilege to witness the power of 3 small local mastermind groups engaging together for a great cause this past Friday night:  the Siena College Pink Zone Reception and Game honoring breast cancer warriors and benefiting Capital Region Action Against Breast Cancer (CRAAB!), a wonderful local nonprofit organization that empowers people impacted by breast cancer.

The high-energy and hands-on CRAAB! Board of Directors was front and center at the event, giving speeches, selling raffle tickets and merchandise; and some of them proudly walked the pink line of Siena basketball players to be honored for their status as warriors living and thriving despite experiencing breast cancer. Those CRAAB! women are a force to be reckoned with; they literally glowed.  The power of their group is their connection and commitment to each other, to the community and to their clients, both from a fund-raising and a service standpoint.  Their reputation is sterling, and deservedly so.

CRAAB! honored a member of another mastermind group, a local chapter of the national Women Presidents' Organization (WPO). As Marri (clearly moved by the energy of the moment) received her "Power Up the Pink" award, her WPO colleagues, her fellow Presidents / CEOs, were there in force to cheer her on.  Their camaraderie and connection were crystal-clear:  they stood up for each other's success and had a great time together in the process.

There were PWN (Professional Women's Network) members there as well:  my own home mastermind group.  A few of the WPO members are also PWN members.  That synergy has been wonderful for both groups.  I have written before about PWN, and how the group has supported and accelerated my own success, as well as the success of my fellow members as each other's Board of Directors.  The PWN women (current and past) who have contributed to my life and work, and vice versa:  these are vocational and reputational pearls whose value is truly priceless.

The success of all three mastermind groups lies in their smaller size (no more than 15 - 20 members each), intimacy and focus.  All three groups are clear about their commitment to each other, as well as their group and individual goals.  They stand up for each other's success, as well as the success of their respective groups as a whole.

And while all three groups focus on the female gender, their power is universal to both genders.  On an intuitive level, the paradigm is a lot like what George Bailey discovers at the end of It's a Wonderful Life:  he focused on building the success of the people of his beloved community of Bedford Falls; and in turn, those same people reflected not only George's personal success, but also put their money where their reflective support was.

In this new year, I wish you the success, prosperity and joy of your own mastermind group:  whether you join an existing mastermind group, or even more innovative: create a new one.

Click Here to Donate to CRAAB!

The Spinach in the Teeth of Your LinkedIn Profile

A true friend will tell you expediently and directly when you have spinach in your teeth.  These valuable human mirrors are here to preserve your credibility, for the simple reason that in most social and business settings, spinach, lipstick or other foreign objects in your teeth send a negative message, which may or may not be true:  that you have poor grooming habits, that you don't pay attention, etc.  Perception is indeed reality if the spinach in your teeth remains unchecked.  For that reason, I very much appreciate when friends perform this service for me. 

Dear colleagues, I've written a few posts on proofing and pumping up your LinkedIn profiles.  Although LinkedIn emulates some of the more informal social media channels like Facebook, it continues to be the social media channel for professionals and for businesses.  Our LinkedIn profiles are essentially our eCommerce websites.  Our customers -- potential clients and employers alike -- source and preview our services and our reputations on LinkedIn.  Yet, there's still spinach in the teeth of some of your LinkedIn profiles:

• One recent profile update included a wonderful new head shot photo; yet, the headline on their profile has been misspelled for over 2 years.  And attention to detail, like in most professions, is a critical trait that their internal and external clients require;

• While we're on the subject of pictures:  I am no great beauty, and I hate getting my picture taken.  Yes, I confess:  I used a badge photo (e.g., the photo from my work badge) on LinkedIn for a while, because it was one of the few head shots taken of me where I don't look like Frodo's little sister.  My dear friend Anne pointed out the spinach in the teeth of my LinkedIn badge photo and referred me to a nice photographer for my current head shot;

• Still on the subject of photos:  please don't use head shots of you wearing sunglasses.  Banking institutions ask you not to wear sunglasses into their establishments:  potential customers on LinkedIn would like to make eye contact with you in the same way, lest they suspect you of felonious intentions;

• One more photo comment: those of us who have met you in person can tell that you're using your decades-old Bar / Bat Mitzvah / Confirmation / Coming-of-Age head shot.  Either embrace your vintage or invest in a talented colorist, please; 

• I just did a search for "manger" (the common misspelling of "manager" on most LinkedIn profiles and sadly a lot of job applications) on LinkedIn:  the search produced 205,274 results (By the way, my first-level LinkedIn contacts come up first in this search:  dear colleagues, please review your profiles!!).

Pump up your LinkedIn power:  ask a friend to review your page to ensure that you have no spinach in the teeth of your LinkedIn profile.  It can only help your reputation, and your earning potential.

Say Yes to Mentees at Work (and on LinkedIn!)

At the beginning of my HR career, as I laid off many discouraged Aerospace employees weekly, I discovered that I loved giving them career and job search feedback.  It was like practicing Reiki:  I was equally energized at the end of a conversation inspiring them to try something new in their job search or their career, based on what I learned about their talents / interests.  When that ignition conversation produced results for my clients:  wow, that was great.

It energized me so much that I approached a Ph.D organizational effectiveness consultant hired by my company at that time to ensure that we maximized our restructuring / layoff efforts.  I explained to him what I just explained to you above, and I asked him what type of training / education I could pursue to develop and follow my newly discovered vocational bliss.  He barely made eye contact with me.  "I don't know what to tell you," he answered, distracted and disinterested.  I was momentarily discouraged, and not at all impressed.  I followed my bliss and found my way anyway.  It was just another instance of whistling in the dark along my career path and following my instincts, which are usually spot on.

This past week, I received a LinkedIn message from a young man named Daniel who is as passionate about Corporate Recruitment and Change Management as I am.  He wanted to speak to someone who shared his vocational interests and who was farther along in their career.  Apparently, his manager did a LinkedIn search and came up with my profile, particularly since I indicate on my LinkedIn profile that I'm open to expertise requests.  So naturally, I said yes to Daniel.  We set up a time to talk, and I offered to share my experience, strength and hope.

Daniel is enthusiastic, talented and lucky to work for an organization that encourages his high level of engagement and personal vocational vision. As with the vast majority of the mentees who seek me out, I validated and verified the treasures that are already there, some recognized and some unrecognized.  Like Glinda (The Good Witch), I shine the light on the ruby slippers and delight in their joy that the answers were always there.  And in return, I am once again energized and renewed.  I learn as much, if not more, from my mentees as they do from me.  And Daniel, my first mentee via LinkedIn, was no exception.

Thank you, Daniel.

Keep saying "yes!"

An Unexpected Gift at Work

I must admit, I love tendering job offers.  Match-making a talented candidate to a position where they will add value and contribute to the success of their new organization?  It's a win-win, all upside.  And I get to not only broker the transaction, but also deliver the glad tidings to both candidates and hiring authorities of "yes, they want you for the job" and "yes, they want to come work for you." It's like basking in the glow when you witness (or contribute to) the birth of a child.  My friend Pete is right:  I am a Career Yente.

During the last few years as The Great Recession malingered, the glad tidings were few and far between:  everyone, candidates and hiring authorities alike, were either unable, afraid or both to commit to making many job matches at all. Additionally, hiring authorities learned the sad and difficult task of laying talented people off instead of hiring and retaining them for growth. So last December 31st, as the year ended and the cold weather deepened, I tendered a job offer that gladdened both me and the candidate.  It was not only the job match made:  it also represented the collective envisioned faith that 2011 would signal a shift, a veritable thaw in the economic and vocational winter that had spanned years, not just seasons.

This week, as we celebrated the return of the light during the Winter Solstice, there are small signs of that much-needed shift towards a thaw.  The consumers are shopping again, with or without your approval / agreement:  the net result is that it helps the economy.  The unemployment rate locally keeps dropping.  Anecdotally speaking, a number of my colleagues are hiring, and finding some jobs hard to fill.  Other colleagues are getting new jobs / promotions; or fanning the momentum of their new businesses / practices as entrepreneurs; or both.  For the first time in 3 years, my husband Joel's business was busy during the holiday season.  Spending money on custom picture-framing is a singing canary in the economic coal mine.  There are definitely signs of movement underneath the economic permafrost.

And one year later, an unexpected gift at work from that candidate who received and accepted that job offer on the eve of 2011.  It was meant as a note to accompany a small yet thoughtful holiday gift; however, the note, excerpted here, was the real gift:

Thank you so much for giving me the opportunity to join this great team! Of all of the organizations I've worked for, and all of the positions I've had, (this) is really the most rewarding and best fit I've experienced.  Thanks for all that you do!

I wish for you, dear friends and colleagues, the same abundant gifts now and into the future, at your work.

Best Practice: Holiday Joy at Work

I attended the best office holiday party of my career last week, with over 100 people in attendance.  Here's why:

• An energetic and organized committee;
• Frequent reminders / communications 3 weeks prior to the event;
• It was potluck lunch:  the variety and quality of the food was fabulous, it was truly a feast (and no cost to the organization except the time used for the party, as we all prepared and brought the food, with minimal cost to us as individuals);
• 3 hours were set aside for the event; plenty of plates, cups and utensils;
• The party was held in a large training room, festooned with tinsel, bows and poinsettias brought from home and desks;
• Jeffrey Jene, a talented friend of a friend, graciously stopped by and got the party started with our laughter and wonder at his great magic and comedy routine;
• The laughter then reach a shared and hilarious crescendo with a White Elephant Trivia Swap, which was supplied by party-goers' recycled / unwanted presents brought from home:  in order to obtain and open a present, you were required to answer a holiday trivia question.  Again, no cost to the organization or the attendees.

The White Elephant Trivia Swap was 2 hours of nonstop laughter, impromptu stand-up comedy and heretofore unknown fierce competition.

The Jewish kids in the room did not know the Hebrew month when Hanukkah always occurs (Kislev) and clearly need to go back for some remedial Hebrew school lessons.

It became clear to many of us in the room that we were frankly unfamiliar with the history / rituals of our respective holidays.

For some reason, I was able to extract the obscure fact from some dusty crevice of my mind that the first artificial tree was made out of goose feathers.  Other attendees had similar flashes as well.

And when a certain number of recycled presents were revealed, then the stealing began.  I love White Elephant Swaps for several reasons:  satisfying the "one person's trash is another person's treasure" curiosity; learning how competitive (or not) people really are; and how there's always one item that everyone in the room wants.

This party's item was a $10 toy Ferris wheel from Wal-Mart that moved and featured tiny pretty multi-colored lights when turned on.  That Ferris wheel must have changed hands 30 times.  The competitive stealing and accompanying laughter was priceless.  And it didn't end after the party:  one attendee who lost out at the Ferris wheel at the party's 11th hour had a memento picture taken of themselves proudly holding the Ferris wheel.

Even more priceless was the shared experience of deep and genuine laughter sustained over good food during the holiday season at work.  All of these factors can coexist and converge joyfully, they are not mutually exclusive.  Especially how our morale soared and carried us for the rest of the week.  What a great holiday gift.

Happy holidays to you and yours:  and at work.

Two Entrepreneurs Stood Up for Each Other's Success This Week

I have been a member of Professional Women's Network (PWN), an intimate and powerful Mastermind / Board of Directors group for nearly 17 years; and I have been proud to serve as President for the last two years.

Two of our members, Jill, an M.D.  and Georgia, a Integrated Care Nurse Practitioner / Nutritionist who both count many of us as their patients, proposed Drue, the owner / designer of an Albany, New York-based jewelery store, as one of our newest members last year.  Since I love both entrepreneurs and jewelry, Drue had me at hello.

Drue has been an engaged and generous member of our group since she first joined:  a wealth of experience, a healthy network and great business advice.  A few months ago, she had us over for dinner at the store after hours, gave us the grand tour including her impressive design studio, and cleaned all of our jewelry.  Definitely a fun / fine addition to our group.

This past week, Drue invited us all to her Holiday Open House:  here's how the invitation read:

Holiday Open House

Thursday December 8th 5pm - 9 pm

First 50 receive a holiday gift bag!

(That's Drue's Great Dane Slater, by the way.)

The food at the party was provided by Jill's husband Tony, a wonderful restauranteur and caterer.  Many of my friends and colleagues were there, socializing and shopping.  I gratefully received my gift bag and saw a small bottle of wine peeping out.  How sweet, I thought.  It was even sweeter when I opened the bag the next day:  Drue had also included 4 gift certificates, including one to her store and one to Tony's restaurant.  And a piece of Krause's dark chocolate to boot, which made my son Noah very happy.  I had never experienced that kind of generosity from a retail store before (much less a small business like Drue's store); it was overwhelming.

Yesterday, I tucked Drue's gift certificate and some cash in my pocket, and headed over to her store.  I had my eye on a pair of silver Officina Bernardi hoops at Thursday's holiday party, and Drue's generosity sealed my decision.

When I entered the store, I made a beeline for the case with the earrings.  I saw that Drue was busy with an engaged couple choosing wedding bands.  Drue waved to me.  I was peering in the case when a familiar voice asked me what pieces I'd like to see in the case.  I looked up, startled.  It was Jill, my doctor and fellow PWNer.  We both laughed.  "What are you doing here?"  I asked.  Jill smiled.  "Both of Drue's salespeople are out today, so Drue called me this morning and asked me to help her in the store today.  You're the 8th patient of mine that's come into the store today."  

I loved it.  First the business / marketing cross-pollination at the Thursday Holiday Party between Drue's and Tony's businesses; and now Jill happily helping customers with trays of Drue's beautiful baubles.  Now that's where the rubber meets the road in standing up for each other's success.  

After the initial chuckle, I was not surprised to see Jill helping Drue out.  Jill, among several talents which include Doctor of Medicine and Doctor of Pharmacy degrees, is also an accomplished waitperson, proud of her ability to balance up to six plates of food at one time when she helps out at Tony's restaurant during peak periods.  Jill was raised by her father and mother, who owned a small chain of successful drugstores, to do whatever it takes to run a successful business.

Jill and I proceeded to play dress-up with a few pieces, and she and Drue (multi-tasking like a hummingbird around her store) helped me decide on a pair of earrings.  

I was hooked; I helped myself to a cup of fudge-flavored coffee from Drue's customer Keurig machine, and spent the rest of the afternoon watching Drue and Jill work together helping engaged couples and holiday shoppers, and making myself useful by keeping the cases fingerprint-free with the Windex and polishing cloth I had confiscated from the multi-tasking Drue.

And grateful to be part of a team of professionals / entrepreneurs who stand up for each other's success.